NATIONWIDE & INTERNATIONAL 1-27-20

NATIONWIDE NATIONWIDE&&INTERNATIONAL INTERNATIONALEDITION EDITION

CONCIERGE CARE:

Welcome Home: Services that Lure Clients and WORKING WITH Transform Your Reputation RELOCATORS IN TRANSITION A STEP-BY-STEP GUIDE TO

MAKE SOCIAL CONVERTING MEDIA MARKETING INTERNET LEADS Your Calling Card

TO REAL LIFE SALES

THINKING OF LISTING? Nine Ways to Get Ready COVER STORY

Tips on Being a GOOD TEAM LEADER

4 Ways Mentoring Up-and-Coming Employees Makes You A Better Agent FEATURED AGENTS

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

NATIONWIDE & INTERNATIONAL EDITION The Mortgage Centre Matt Zink is proud to congratulate is proud to congratulate

Jessica Sauls PETER PAPOUSEK 6

10

PETER PAPOUSEK

JESSICA SAULS

13

ANGIE JAHR

17

DINA SKINNER

SHAWN WENDTLAND

STEVE HUDDLESTON GURMEET MATHARU

When Gurmeet Matharu earned his real estate and mortgage licenses during a summer at University, he instantly28 fell in love with the 31 industry. “I was handling mortgages initially, and realized pretty soon I’d found a career path I was passionate about,” he explains. Shortly after completing his business degree, Gurmeet faced a life altering health challenge. “The silver lining for me was that if it had not been for that experience, I may never have decided to branch out into real estate and start a team,” he says. As RANDY DE ANGELIS | Lic. M08001580 fate would have it, an old classmate of Gurmeet’s happened to reach out to him. Though as young Phone: 905-279-8300 | Cell: 416-568-5875 BELISARIO SHAWN GURMEET MATHARU HUDDLESTON teenagers inWENDTLAND high school, they would neverLOUIS have mortgagecentre.com imagined working together, today, they are in Matt Zink | Senior Home Loan Consultant 2150 Hurontario Street, Mississauga, Ontario L5B 1M8 fact one of the best real estate agent teams in NMLS# 476352 the Vancouver region. The vast majority of their business consists of repeat clients and referrals.

410.916.1221 running, and hasn’t

on being featured for Canada 20 in Top Agent Magazine! 24

32 LOUIS BELISARIO

MAN

For Louis Belisario, entering demand b Man the real estate industry was For properties real estat the most natural career choice momentum he could have made. “I’m a decision third generation real estate atWhen Lo a youn broker,” MANNY he explains.

Once he communit DEOL STEVE Canada w received his real estate license pates in b in college, he hit the ground life backfor to hi ch a lumb looked back since. He spent a in During an 1954 Greenspring Drive, Suite 420 CONTENTS little over 12 years at his family’s company before his including extra Timonium, MD 21093 “We go the extra mile,” Gurmeet explains.

“We will pick up our phone at any time,transitioning day “Most of my clients become my friends.

I can talk just onto his own at Compass a year and a mzink@mainstreethl.com homeSOCIAL a year to sell. Manny quic or night. We really just treat our clients like 4) 4 WAYS MENTORING 22) THINKING OF –half 41) MAKE www.mainstreethomeloans.com/mzink Top Agent Shawn Wendtland of ago.

Exsell Real Today he has a team of 15, all of whom As Louis family.”

Gurmeet guides his clients throughout as easily with someone from a construction background and admiration for the real estate the transaction,NINE ensuring that he understands UP-AND-COMING LISTING? WAYS MEDIA MARKETING mainly serve Brooklyn.

With a determination to get continue g Estate Experts in Germantown, Wisconsin – is their needs and goals, leaving no questions as I canMAKES with someone Valley.”

Manny’s initial unanswered.

“We down-to-earth make sure clients arehis not clients what they want, school a great sense ofCARD humor and goal stays was acti EMPLOYEES YOUfrom Silicon GET READY YOUR CALLING a TO hardworking, and extremely getting overwhelmed with the process; we take business, however once there a caring demeanor, Louis has established a business companie knowledgeable Realtor who isin thoroughly comA BETTER AGENT that stress off them,” he says. This results many Top Agent Steve Huddleston – of Legendary Realty Builder, Contractor and Life Insurance Agent, Steve referrals, and it’s not uncommon for Gurmeet to the made entirely off45) of referrals and repeat clients. gears and get his real business, estate li to his clients with very best 30) 4in providing WAYS WIN 4 QUALITIES OF AA degree Business from TO Keystone in Daphne, Alabama – is a dedicated, honest and possesses anmitted help various members of a single family. “We for as lon hardworking real estate professional who is truly a BA inhave Cultural Anthropology from 8) WHY DELEGATING IS College, PA,service available Southeast Wisconsin.

Honest some clientsinthat have given us 20-25 doubted his choice.

“I quickly THE BATTLE AGAINST EXCEPTIONAL EMPLOYEES a BAWe in service Graphic Designcommitted to helping his many clients achieve Brooklyn College, and referrals. their entire family.” “I Even was born and raised here,” he explains.

“I’ve seen real estat THE KEY TO LONG-LASTING from possessing aHestellar work ethic, Shawn has San Jose isGurmeet also the their real estate goals. With nearly two decades Advertising and after the State. transaction, makes it a point real estate, but I especially lovec PROCRASTINATION the change over time in Brooklyn.

A lot of brokers in support, to stay touch.

“Weadvertising visit every single one of of experience in the industry, Steve brings to the former longtime owner of ain successful developed an ever-growing reputation as a trusted SUCCESS THINGS CAN highlights living in Mission, B our clients at least onceall a year to ensure they are York City 49) life experiences inform table a wealth of knowledge that provides excep- agency, and these varied New weren’t born here,YOU so of I have a very an import real estate advocate for his many grateful buyers enjoying their homes and doing well,” he says. tional value to his clients. Excellent customer his remarkable33) ability TIPS to interact smoothly with ON BEING A DO TO ANTICIPATE YOUR scenic city with a vibrant comm in-depth and personal extended knowledge about the helping m “We have a genuine interest in the happiness of 12) HABITS sellers. service is a DAILY hallmark of Steve’s approach, THAT and that clients from and all walks of life. “Most of my clients two-thirds of his business is based upo our clients,TEAM and take pride LEADER in being able toarea.” be a GOOD CLIENT’S NEEDS Having spent his entire life in the region, he It’s rewar hasWILL translated into a solid reputation as one of the become my friends,” says Steve.

“I can talk just activities, great local restaurants INCREASE YOUR part of that.” and positive word of mouth. “I think it’s b most respected and successful agents working in as easily with someone from a construction backhas also established a solidpassionate network around him.everything “I’m sell or about it acq of MENTAL STRENGTH Shawn, who from admits he has always been intrigued by very easy going,” answers Shawn, when ground as I can with someone Silicon Valley.”

Alabama’s Baldwin County.

Copyright Top Agent Magazine the guy you come to ARE when YOU you need something,” 37) CONCIERGE CARE: 52) the real estate industry – he actually began attending he the business, he’s loving every se manages to cultivate such impressiv he says. He is happy to linkBUSINESS his clients with people To 15) call SteveCOACHING a renaissance man might be an under- There are many factors that contribute to Steve’s 9-1-1 SERVICES THAT LURE DOING AS school for construction management at one point – trust and loyalty.

“I’m not a typical push statement. Also licensed in Alabama as a Home continually expanding success story, including fierce can’t problems. imagine doing els he knows, and loves solving When anything it For more information about Gurmeet Matharu, please call 778-888-4673, visit his website http://6srealestategroup.com/ CLIENTS AND TRANSFORM became a licensed agent in 2016comes after to a long stint YOU ON FACEBOOK? type; I’m not just in itasforhethe paycheck or email gsmatharu13@yahoo.ca staying in touch, Louis finds it easy, 19) 3 MENTAL TRICKS THAT atYOUR Copyright Top Agentwhile Magazine becoming stagnant, did REPUTATION a desk job that, factor wouldof be hissingle to the name and address every “The majority ofcommitment my business WILL TAKE YOUR BUSINESS provide a wealth of experienceremembers that he was able consistent communication with his clien person he has worked with. “I always follow up with and Manny e TO THE NEXT LEVEL to implement in his real estate career.

Initially of clients my clients askreferrals,” me a question, or need them throughout the year.” of that is I’m because really lov beginning as a part-time agent while retaining that anything at all, alwaysI going to try desk job, Shawn found success When so quickly that he helping people.

It’s not about th to them within minutes,” he says.

“Buyin it comes to marketing, Louis also exceeds Phone 310-734-1440 | Fax 310-734-1440 soon relinquished that other position to focusoffering full floor a home is one of the biggest financial dec expectations, plans, photography and if he’s selling a $2 million ho on selling homes. “I decided to go all in,” he will social media advertising.

With a large following on and delive in lifetime, it can b mag@topagentmagazine.comtime | www.topagentmagazine.com a make plot oftheir land, Manny says, “and I’ve never looked back.”

Facebook and Instagram, sellers can be confident for them.

I put myself in their shoes No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine is to everyac same superior service their property is being alleviate seen by any as many people as as quickly a stress for them published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent experience “I want everyone’s possible.

Louis and his team also have a unique Perhaps the most accurate measurement of Shawn’s Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send Fo sogratitude good which that includes they will approachservice to listing properties, success – and of the excellent customer he theirThe Shawn’s clients feelbecom for him inquiry to mag@topagentmagazine.com. a longer ‘coming soon’best period.

“I’m not big just the advocate, spreading wordp provides – can be found in the fact that more than illustrated by theon scores of glowing Published in the U.S. putting it out on the market right away.

I create my work,” he says. Whenemai it c

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

www.

Dina Skinner

MLO licensing information: MD 21107, PA 46774, VA MLO-20155VA. Main Street Home Loans is a Division of NFM, Inc. MLO licensing information: MD 21107, PA 46774, VA MLO-20155VA. Main Street Home Loans is a Division of NFM, Inc. NMLS 2893. NFM, Inc. is licensed by: MD # 5330; PA # 25770; Virginia Mortgage Lender and Broker, Licensed by the Virginia State Corporation Commission # MC-2357. For NFM, Inc.’s full agency and state licensing information, please visit www.nfmlending.com/licensing. NFM, Inc.’s NMLS #2893 (www.nmlsconsumeraccess.org). NFM, Inc. is not affiliated with, or an agent or division of, a governmental agency or a depository institution. Copyright © 2019. For NFM, Inc.’s full agency and state licensing information, please visit www.nfmlending.com/licensing. NFM, Inc.’s NMLS #2893 (www.nmlsconsumeraccess.org). NFM, Inc. is not affiliated with, or an agent or division of, a governmental agency or a depository institution. Copyright © 2019. NMLS 2893. NFM, Inc. is licensed by: MD # 5330; PA # 25770; Virginia Mortgage Lender and Broker, Licensed by the Virginia State Corporation Commission # MC-2357. For NFM, Inc.’s full agency and state licensing information, please visit www.nfmlending.com/licensing. NFM, Inc.’s NMLS #2893 (www.nmlsconsumeraccess.org). NFM, Inc. is not affiliated with, or an agent or division of, a governmental agency or a depository institution. Copyright © 2020.

2

Copyright Top Age to marketing, Manny also ex Top Agent Magazine expectations, providing videog photography and advice on ho

35

DANA FREDERICK JOAN GENTER 36 39

40 MONTE MOHR

RYAN 43 STEFANIE PRETTYMAN

With exposure. a truly caring spirit and andClients lovedifferent,” to leave she glowing reviewsPrettyman about theirable t Dana Frederick got her start in “Every house client are Agent With 36 years of experience, Top about theirStefanie work. One recently said,Ry “R When a love for“Each real property estate, Monte Joan time together.

One said, “Joan helped me with theable real estate back in 2007. At the says. deserves a customized approach.” of Keller Williams Princeton w Mohr has helped many – Group Music City is truly a professional off orofquesti h Genter has flourished as an achieve purchase of my home in Thousand Oaks, time, she was selling Native Realty – is a dedicated, hardpeople their real estate respond quickly to any California, requests agentBeyond in the Coeur D’Alene, in got 2009 before sheworking moved to Idaho. loss real estate professional There American art and jewelry. the office, Dana gives back herafter community inyour 2001, dreams.

He histo start have. My home is Our listed withis them and Iw who deeply cares about obtaining laidlocal off from as mend them to anyone interested in sellin Idahothrough region.volunteering She gotbeing her gain!

Shehis is job the most honest, hard working, skilled, “I always loved sales,” she at the homeless shelter, and what expon he a truck in thewhere midwest. home.”

Anotherresults wrote, “InIall the process positive, for negot start byafter workingat as a driver knowledgeable, warm and lucrative wonderful agent have remembers, “but I was ready volunteering her son’s school, she isa also next.

RYAN REED MONTE MOHR DANA FREDERICK JOAN GENTER PRETTYMAN HeSTEFANIE had hours, three children our home now.

Very pleased The hersell many buyers and sellers.

Awithto“I mh for a change.” After learning a soccer coach.resources In her free she most enjoys time director in human everyoung found before or since.

She actually helped at the time, and was worried wealth and would highly recommend the Group to house, an of industry the ropes shadowing a top spent with22her family and loved ones,me hiking, and spending years inabout the prevent frommountain getting caught up in knowledge, the residentialtolisting what he would do next. coupled family.with Theyher respond very quickly our commitment to worki the proc producer, she stepped out on her own and cultivated biking, and gardening. military.

A sudden familyWhen loss a friend’s real estate bubble inand2007 at the peak of inflated father-in-law texts.” staying on top of changes and trends in the ever-changing utilize ANGELA through t her own track record of success.

Since then, Dana has 51 prompted her to him reevaluate prices by telling NOT toVARNEY buy at53 that time.

She 44 47 48and discussed KATIE reached out to his business, career in Stefanie realme JEFF TAYLOR real estate deserves her sterling reputa- best l cultivated a reputation for transparency, diligence, and As for the future, Dana intends to keep progress steady Monte was inspired. moved to Florida, No matter who they are serving, everyon her estate, lifestyle, leading her toHe warned meadvocate thatand there aclients bubble and it was a bad my real e tionAgent as a trusted forwas inProducer thefactors Princeton, intern With athe caring Top David Vanegas –herof Other also play wou Consistent Top Katie after a rocky start, he gained momentum One Music City wants totomake proc a personal touch. asJeff her business continues to grow.

Now, with more consider becoming a eventually realNewwho time to buy.

I was shocked and amazed have a When Taylor graduated we will be hiring to sell our DC property why went into business for myself,” JerseyProfessionals market. happy and a fact determi RE/MAX 1 try in– toofmake success story: the tha fatig Varney Classified Realty when into the rent to own market.

There was “We itout memorable from begin than aaA&M decade of experience and insight towhen her name, estate agent. “My neighbor wasmoving broker and was real estate agent, who stood toworks miss onbest? her entire from Texas University bother looking you already have the The her clients wh Today he with Reece Nic no stopping him after that, with Monte propelling We have closings at our office to celebrat Belleville, New Jersey – has English, his excellent neg mar in Reading, Massachusetts Serving clients across California’s Nevada, considers what she enjoysbemost about in College Station, he only ‘downside’ ofGroup working with Jeff that you Whitm always asking me Placer, to begin aDana careerFrederick in real Texas, estate, soEssentially commission, so honest, generous andiskind.” real estate business, Stefanie hails With Angela his career to new heights. aToday he is born basedinto outthe ofgreater and have champagne, and one ofand my agen Kansas City region.

With true passion for helping his larly his strategic thom dati – is that rare Realtor who is thorand Yuba Counties, Dana spearheads her work with her chosen field, and some of the lessons she’s learned decided to my get his realand estate will be forever spoiled and likely find that many I took her up on the offer and got license,” Joan great success a family that owned their own brokerage for over plansto Franklin, Tennessee hasfrom a variety of accomplishclients in a stretch limo from the closing oughly to going above ness based off of referrals from past clients achieve their real estate his listings. the support of a transactionexplains. coordinator.

Frominher along the “I hasn’t really care about my clients and estate industry license. quickly fell love other Realtors don’t hold aIcommitted candle to the superlative sixty years.

“Iand basically worked for my father from aProfessional very grown That was the late 80s, andway.

As Joan looks ahead, she wants to continue doing mentsHe under hisJoan belt,in including owning selling Monte says.

“What we’re always trying Perh and beyond for each of her many KATIE VARNEY DAVID SHAPIRO JEFF TAYLOR DAVID VANEGAS ANGELA WHITMIRE goals.

Friendly, energetic and exclusively, ensuring eac office in Nevada City, Dana has built a business driven want to work hard for them,” she says.

“At the end of start in the 90 he’s exceeding expectations with e age,” Stefanie.

“Iclients was typing contracts Cl withseveral it,off andinreal hasn’t looked backyoung service that he offers.

My husband andup I experience, would (and looked back since. Starting theestate Los Angeles what she’s been doing.

She loves every minute of her companies, writing arecalls book and our a ‘wow’ andofmak prov grateful clients.

Enthusiastic, a loan officer. almost exclusively by repeat and referral clientele a transaction, I want everyone to feel satisfied it was above all, deeply knowledgelight.

Then, deft employm on a typewriter when I was five years old.”

Licensed at that a since.

Today he’sto serving recommend him without a moment of having a radio show. feel like a number.” region, she eventually moved to Idaho retire, the but have) work,strongly and can’t waitdon’t to see what’s next.

“Every day she forthright and armed with a wealth of industry knowlmarried, havin who trust her knowledge, experience, and personable a good team effort.

I really enjoy that personal aspect the tender age of eighteen, Stefanie achieved success famil metropolitan Washington DC hesitation.” able, isDavid hasday. earned hisit’s media platforms makesth that didn’t last long. “I got bored and started back as a different I love my clients building great “I think myand communication entering the ev doz edge, Katie hastheir established a formidable reputation as November of 2018 he stellar started Realty One Music As Monte towards the future, he env quickly, launching her solo career asthink alooks Realtor proactively to ens nature. “I’m lucky that almost all of my have of working with others.

Handing over keys, areaIn with his all team member reputation asnew a trusted potential buyers as an agent,” sheclients says. Today she serves of northern friendships over the years.

I I have the best jobpossi Ryan explains.

“I try to commun business, she was diagnosed and treate g the addit City, a new franchise for Tennessee that offers its things for his team, includin part onewith of the most honest andbyhardworking agents in the increasing her business year year. become friends,” she recounts.

“I with work100% hard to especially whenof working first-time homebuyers Korber.

Jeff is When Jeff isn’t working, he’s sales staying involved in smoo advocated and advisor for his top dollar are Idaho of build herMatthew business consisting in the world.” tumor, which leftIfor her deciding a nt agents and continuous growth. agents 100%worked of their repeat commission.

“We do that andthe her North Boston area, achieving consistently lucrative transaction. follow up on frequ those personal relationshipsclients withlicensed my clients, and I who have so hard to reach this milestone, is so also in Texas.

Together, Jeff and Matt work the community through Human Rights Campaign, many grateful buyers and selltranslates into happy clie and referrals. couldn’t go back to event planning, so Id also provide all the other Stefanie, things companies offer, and sellers. true renaissance woman in the realhomeless estate When sive results fora both buyers really care. I also enjoy the problem-solving elementand satisfying.

Along the way, I’m able to meet a variety of touch after the sale.”

Throughout t with buyers and sellers, arestate consistently Victory Fund, and an organization that helps Butterfly Effect my real estate license in 2013,” she say like ofPhotography the art closing technology, world class training ers in the Garden State. industry, is also a certified Tax Assessor and Public Notary, Agen of what I do, and using that skillset tomillion help people into people, and every day is different.

That’s what keeps $30-35 every year.

“We’ve done everything and underprivileged women.

He also likes staying aims toPerhaps educate his so every minute of it, earning herclients broker’s lic andI marketing,” explains.

Although Montealso “What sets me apart is that spend a lotMonte of time the best evidence both ofbecame which provide exceptional to grateful Wh Katie arunning licensed agent in value 2014, buther the idea of enjoy homes provides a lot of satisfaction.”

Dana extends methat on my toes andhe makes every day exciting.” from representing companies are building and active inon political fundraisers for candidates still sells realshe estate, focuses mostly For Angela, reallocal estate isn’t as much abou to expect next.

“That keeps the communicating with myDavid, clients,” explains.

Extremely well-versed ingestating the ins and outs of valuanon arw born and raised inclients.

Paterson, NJ, a former barber provides can be found becoming an agent long before this sense of generosity to herdeveloping relationships with fellow his brokerage and helping agents succeed.

Allhad of begun properties, to single family homes,” Jeffhis and current presidential When he’sthat. not than it is candidates. about relationships.

“My business is b “I guide and teach each client, even if they’ve ation, taxthat appeals, farmland sales, comm asobtained stress free as possible.

IAgent lay itw o who spent in business, is91active aapplications Premier “I really interested inhe’s theChapter industry around twenty his Realtors operate half with of ayears focus on became making people agents, which ensures transactions proceed tionships.

Ifheyou have that bond withher a explains.

At thisamicably their career,twenty-three around working or volunteering, staying outside. and property tax forms, Stefanie is my highly qualified to of doze a Exp pas purchased and point sold in before.”

While Joan does his real estate license in 2008 because he had long held rating comprised ‘What to Expect When You’re happy.

“We’re committed to working from a place play years ago, when I was purchasing first home,” she going to carry that forever.” and efficiently. Likewise, she’s ardent comes believer in repeat clients and referrals,help her clients deftly navigate theiranbusiness from the often treacherous and shelte include technology in her business, she does not abundance, regardless of recalls. what isthe going on time, in“I’ve ourgo a offascination with the real estate industry. always When David find som shew “At the Iwants was in aon town thatcan was intoliving what exactly steady communication and atransparency testament to throughout their incredible level of service.

In future, Jeff todetail continue growing and convoluted transaction process with aplomb.

Stefan rely on it, knowing that been apersonal personal touch makes a lives,” he says.

During the financial crash of Today she serves Covington, Georgia and incl a really hot market, and homes were being sold and interested in all facets of the business,” he “I “I more than spending time the transactional process. “I work hard for my clients delivering exceptional service. love being able to suppo hissays. listings, he also has a checklis 2008 and its aftermath, Monte and his team sold $100 big difference. “There’s nothing that can substitute areas with an assistant by her side.

The m ded purchased left and right.”

Katie soon found herself volunthe inidea ofestate helping people theirfind homes, I love children.

Heand isvalue, also and I keep their best interests heart always,” she love “Weatprovide a white glove style service that our clients helpfind people their dreams, just adam Stefanie’s business is the based on of a rock-solid foundation to home enhance a property’s million real without charging commission. business comes from referrals, which go stan that.”

When it comes to marketing her listings, Joan tarily assisting friends and neighbors; that assistance says. “Trust is huge, and that’s I’vefrom builtthe a lot of doing canwhat expect beginning theand end,” Jeff says. developing good with them. It’s very flips, basically just everything about community, and so of honesty and integrity, and this has translated into a does Stefan Theytofix understood the and struggles people were goingrelationships ment to deals her superior service.

“I’m availab room and determining what could also goes above and become beyond, hiring a professional Kat resulted inreferrals many successful performing these my business on.”

“A lot of our clients good friends, much a so people oriented business, and having that wealth from satisfied former clients.

“I think increa through, and wanted toreceiving dowe everything to the help. real estate.”

Uponand hisofpossible license, infamous most notably through pro The way I look at it is, I work all day, but photographer andhappy a marketing expert.

“We its matchmaking that she toand gethis officially “Itafter pushed ussale. through aall badgo time and got us try to keep them even the make connection isa higher really rewarding.” it’s because oftoefforts my professionalism and future market crash ofWe 2008 occurred, forcing David intodecided himmy have leahy mainly available atpersonalizanight.wife I know they to the house together and get the house staged and sup licensed.

Armed with that license, it still took several level of success.”

When it comes to marketing, Ryan of thepursuing transaction,” Stefanie, when and e When it comes to listing properties, Dana leaveswell.” no a dual sure things are going For Jeff, working in realtion and For more aboutthe Mon aren’t alwaysinformation easy toasked reach how during day career of barbering realsays estate. ready, then once listing is secured, I client. push it“We outshe ible years she totook the I’m leap into a He full-time career, as ifthat hasbefore managed inspire such impressive levels ofstager trustsays. ho detail unaccounted for when prepping homes forthe market. estate means always being available to the and beyond. hires a nec reachable after hours,” she Ange please call 615-300-8393 Eventually, whendifferent theMonte market recovered, his sales began David’s future goals inc The itvast majority of and hishad team’s clients onto social media and post on many “I tr she still three very young children at home.

When and loyalty among those she works with.

“I work hard to says education theproperty process, explain consider efforts, it a 24 hour, seven day a week job. We love She often begins with decluttering staging, email throughout monte@realtyonemusicci a photographer.

If the call tocome risefrom at a referrals. fast pace, and in 2017 retired thriving business, whil Clients love spreading thejump word websites.” thevalue transaction, Joan makes sure toreally getfinally toheknow my barbering clients on both a personal level, so I’m It’s ab are“I she did in to with feet, shearen’t achieved her clients so they confused. what we do and we’re devoted to To helping ourmore clients.” and minor touch-ups that maximize a After home’s learn about Dana Frederick utilize amydrone to capture the bes devoting himself just to his real immediate estate career. passionate, honest and g stay in touch through emails, phone calls and more. teach clients, even if it’s their 20th tim almost success, selling millions of dollars of For more about Joan Genter, Whenphotography. it comes to marketing, goes above and and image ahead of professional From Jeff also email Dana@DanaSellsCA.com, Copyright Top Age that has become his callin there, I promote itearning on social media lw orperiod selling,” says.

Having experience She often becomes friendsphotos, with hervideos, clients.floorplans, “I just letreal estate inplease a very short of she time, a beyond with professional there, high quality images, tours, customized websites, call 208-661-3773 or her visit up regoldcountry.com, For more about Stefan mortgage industry, she’s also able to mak Since then, David’s business has grown like a wildfire. them know I’m still here, and I try to keep with Twitter.

I use traditional methods a Top Producer Award. brochures and and campaigns across social multiple media ensure homes area customized website. “We email joangenter@windermere.com prepared for the financing aspect.

“I ma or call (530) 205–0808 A significant portion of that business is based upon please call 609-954-5206 or ema what’s going on in their lives.” also do open houses and reach out to our network open houses, direct mail, and all o highlighted in their finest light, while earning optimal go over the items the lender needs and g referrals andbrokerage positive word-of-mouth, which is perhaps increased her every of peers, including not just our own butKatie has exponentially and national realbusiness estate I lender in a timely manner.websites.

It’s helped m year since she began, and can currently boast that the the most accurate barometer of a job well done in the outside ones as well.”

Copyright Top Agent Magazine Copyrightwith Top Agent Magazine relationships my clients.” phone calls and reach out to my da share of her clients are to referrals from her sphere highly competitive worldlion’s of real estate.

When asked friends family of happy clients past clients.

After the transaction, clients love for to leave glowingof influence, account the impressive levels of ortrust andand loyalty After the transaction, love to spread t After working with Ryan, There are many factors for this impressive display of client reviews about their time together.

One recently said, her work.

One recently said, “Angela w he inspires, David points first to the relationships loyalty and trust, and when asked what those might be, She sold our home and helped us buy our “Jeff helped us find the perfect cottage that we wanted the word about their time with him he forms with his clients. “For me, it’s all about was quick, efficient, professional Katie points first to her longtime residency in the Northand great as a weekend getaway from DC. He was responsive, cultivating those relationships,For and it’s not about just about Jeff Taylor, more information proactive, patient, and all in all just a fantastic personBoston area. “I am really able to sell this community,” making the sale. If I don’t think a property iscall right979-777-3865 for pleaselived here for decades. or I live and to work with. In fact, for our upcoming move myshe says, “having someone, I’ll tell them. breathe I think this theyarea; appreciate that.” email jefftaylor@ttrsir.com I’ve raised my kids here.

That connechusband and I didn’t even have a discussion about Top Agent Magazine 3 That kind of honesty is just and parcel David’s tionpart provides a lot ofofvalue for anyone buying a home abou For more overall business ethos, one thatOther is built on a foundation here.” factors behind Copyright her incredible success story Top Agent Magazine

DAVID VANEGAS

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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 thought4

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 Top Agent Magazine

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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PETER PAPOUSEK Peter Papousek got his start in real estate back in 1980s, after emigrating from Czech to Austria, and ultimately to Canada. “My beginnings were hard,” he remembers. “I didn’t speak English, and I didn’t have any resources or friends here.”

Still, he sensed an opportunity in pursuing real estate, and after earning his license, he debuted with a stellar first year in business in 1989.

Since then, Peter has established himself as a regional industry leader, complete with a proven track record and a reputation for all-star service.

Today, Peter heads The Papousek Team, which has earned the #1 rank in their marketplace. Serving clients of all kinds across the greater Mississauga, West GTA region, Peter’s business is largely driven by repeat and referral clientele who trust his decades of industry insight and astute counsel. Likewise, Peter has carved out a significant presence in the luxury market, with many of his listings residing in the $3-million to $5-million range.

In addition to setting records for high-priced sales, Peter and his team focus on a tailored client experience that achieves optimal results. “Customer experience is our top priority,” Peter says. “We try to deliver service that’s above and beyond and exceeds expectations. We do our best to deliver our clients the best possible outcome and highest return on their investment. We’re also experts in our field. We’ve sold many, many houses in our marketplace and our knowledge of the area is unparalleled.”

When it comes to marketing listings, Peter draws upon his experience with high-end luxury properties by giving each home the five-star treatment. Beginning with staging, professional photography, and videography, properties are then disseminated across the leading online listing platforms, social media outlets, and international luxury portals. Each is equipped with its own quality custom site, and all publicity measures are fine-tuned to the home in question. “We have unique, tailored marketing campaigns for each house, and we generate buyers and 6

sell those homes for the best price,” Peter explains. With an average sale price of $2.2-million, Peter and his team are no strangers to the competitive, high-stakes market of luxury properties. They’ve made a name for themselves staked on quality, service, and results.

Beyond the office, Peter and The Papousek Team give back to their community through various sponsorships and causes, particularly partnering with area schools. In his free hours, Peter most enjoys time spent with family and loved ones, skiing, boating, and traveling. As for the future, Peter intends to keep progress and momentum going steady. He is mindful of measured growth that stays true to the ethos of his team and the dedicated care they deliver. “I believe in quality not quantity,” Peter says. “In the years to come, we’re interested in developing two or three more agents who can focus on the high-end customer service our team provides.”

Now, with decades of experience and insight behind him, Peter Papousek considers what he enjoys most about his chosen field. “I like helping people achieve their goals and dreams,” he says. “There’s nothing more rewarding than seeing a client’s happy face when we make it to the closing table. That happiness is the most important part of what we do.”

To learn more about Peter Papousek email peter@thepapousekteam.com, visit thepapousekteam.com, or call 905-815-7539 www.

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The Mortgage Centre is proud to congratulate

PETER PAPOUSEK

on being featured for Canada in Top Agent Magazine!

RANDY DE ANGELIS | Lic. M08001580 Phone: 905-279-8300 | Cell: 416-568-5875 mortgagecentre.com www.

2150 Hurontario Street, Mississauga, Ontario L5B 1M8

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Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as 8

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for Top Agent Magazine

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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JESSICA SAULS Jessica Sauls knows first-hand the joys of homeownership. “I bought my first home at 18,” she says. “I was pregnant with my first child and knew that was the best way that I could save for her college education. To me, every payment was like depositing money into a piggy bank for her.” For Jessica home-owning was a blessing; not only was it the most affordable option for her at the time, it inspired her to provide that experience for other people.

Today her clients know they’re getting treated right by Jessica. “Service is what sets me apart,” she says. “They know I’m going to treat their house like I treat my own. It’s their home, and for many people it’s their largest investment, and it’s not something I take lightly. Home ownership can change someone’s entire life, it can move them from having nothing to fall back on to something they’re investing in.

It’s not just a place to live for most people, it’s a sense of pride that they didn’t even know was possible. It can change their entire mindset.”

That credo has brought Jessica incredible success in the Central Maryland area, where she services Carroll, Frederick, Howard, Anne Arundel, Baltimore Counties, as well as the City of Baltimore. Boasting a 90% return and referral rate, Jessica builds lifelong relationships with her clients. “You really get to know people when you help navigate them through the home buying and selling process, I love it,” Jessica recalls with a smile. “One of my Buyers sent me a picture of her daughter playing with dolls, and one of the dolls was me showing off dollhouses!”

Jessica’s secret weapon is actually hearing what her clients want. Recently at an open house Jessica spoke with a client who said she wanted something brand new, like a flip in the area with all-new everything. But while at that open house Jessica noticed the client reacting to the smell of lavender soap. “I asked why she loved it and she told me it reminded her of her grandmother, so I asked her questions about her grandmother,” Jessica says. “She thought she wanted a new house, but what she really wanted was something that 10

felt like home. I took her to see plenty of new houses, and surprised her with just one that was older. I knew was just right, it reminded her of her grandmothers. She cried she loved it so much and made an offer immediately.

“Those are the reasons I love this career as much as I do,” Jessica continues. “When you genuinely listen to people, you have the opportunity to truly help navigate them through a process that has such a large impact on their lives.”

Community Service also drives Jessica. She serves on the Associate Leadership Council at her Keller Williams office, where she helps organize all community events and fundraising. One of the groups she works closest with is the Community Action Network, which is more than a shelter. “It’s not just a shelter, families can stay together, they receive job training, education in financial planning, the kids get tutoring and daycare, and if they stick with the program for a year they get placed in an apartment. It changes lives!” she explains.

While she loves lifting up other families, Jessica especially loves spending time with her own. “I have four amazing children and an incredible husband.” she says. “We are incredibly close. We do everything together.”

For Jessica all of her success is for one purpose. “You can really start helping people,” she says. “That’s what the goal was from the very beginning, and now that I’m truly able to… that’s incredibly exciting.”

To find out more about Jessica Sauls visit JessSaulsHomes.com, call 443-983-0402/443-574-1600 or email her at jesssaulshomes@gmail.com www.

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Matt Zink is proud to congratulate

Jessica Sauls

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

Matt Zink | Senior Home Loan Consultant NMLS# 476352 410.916.1221 1954 Greenspring Drive, Suite 420 Timonium, MD 21093 mzink@mainstreethl.com www.mainstreethomeloans.com/mzink MLO licensing information: MD 21107, PA 46774, VA MLO-20155VA. Main Street Home Loans is a Division of NFM, Inc. MLO licensing information: MD 21107, PA 46774, VA MLO-20155VA. Main Street Home Loans is a Division of NFM, Inc. NMLS 2893. NFM, Inc. is licensed by: MD # 5330; PA # 25770; Virginia Mortgage Lender and Broker, Licensed by the Virginia State Corporation Commission # MC-2357. For NFM, Inc.’s full agency and state licensing information, please visit www.nfmlending.com/licensing. NFM, Inc.’s NMLS #2893 (www.nmlsconsumeraccess.org). NFM, Inc. is not affiliated with, or an agent or division of, a governmental agency or a depository institution. Copyright © 2019. For NFM, Inc.’s full agency and state licensing information, please visit www.nfmlending.com/licensing. NFM, Inc.’s NMLS #2893 (www.nmlsconsumeraccess.org). NFM, Inc. is not affiliated with, or an agent or division of, a governmental agency or a depository institution. Copyright © 2019. NMLS 2893. NFM, Inc. is licensed by: MD # 5330; PA # 25770; Virginia Mortgage Lender and Broker, Licensed by the Virginia State Corporation Commission # MC-2357. For NFM, Inc.’s full agency and state licensing information, please visit www.nfmlending.com/licensing. NFM, Inc.’s NMLS #2893 (www.nmlsconsumeraccess.org). NFM, Inc. is not affiliated with, or an agent or division of, a governmental agency or a depository institution. Copyright © 2020.

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

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

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

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

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

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

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

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

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

BE MORE POSITIVE

BE WILLING TO LEARN

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

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

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

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ANGIE JAHR

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ANGIE JAHR “I give my grandfather credit,” Angie Jahr says of her start in real estate. “He was a lifelong carpenter and builder, and he put a hammer in my hand when I was five years old. I’ve always loved real estate.” After a twenty-year career as a professor, and now married to a builder herself, Angie finally followed in her grandfather’s footsteps when she decided to become an agent. Since then, she has swiftly built a reputation for her enthusiastic service, creative problem-solving, and personal touch.

the community, and I get to be part of watching their family grow.”

Today, Angie serves clients as head of a team of three, under the banner of eXp Realty. There, she serves clients across the southern Minnesota region, particularly within a thirty-mile radius of Mankota.

What’s more, Angie has built a business largely driven by repeat and referral clientele who rely upon her seasoned eye and communicative style. As a professor, Angie’s focus was in communication, and she brings a similar educational approach to her work alongside buyers and sellers. “Real estate isn’t a job to me, it’s a passion,” she says. “I love what I do, and I know the business and construction well. I also know what I don’t know, and I’m always willing to seek out the answers. I believe in educating myself, as well as my clients.”

Likewise, Angie focuses on the interpersonal component at the heart of every home bought or sold. “Real estate is all about relationships,” she says.

“The relationships are key—and not just with your clients, but with other agents, lenders, appraisers, and inspectors. Oftentimes after a transaction, my clients and I often end up as friends. We see each other out in

When listing properties, Angie begins by consulting with clients over pre-market preparations that will maximize the sale of their home. “It’s never too early to get your realtor involved,” she says. “I visit with clients to help them get their home ready, so that it can appeal to others in the same way it once appealed to them.” From there, high-quality photography and distribution across the leading online listing platforms and social media outlets secures wide-ranging visibility to potential buyers.

Beyond the office, Angie gives backs to her community by supporting organizations such as Operation Sun and Relay for Life, as well as through practical efforts, like shoveling snow around the neighborhood or hosting Christmas tree giveaways. “We continue to build our commitment to the community,” she says. “We make sure we are continually involved and serving them any way we can.” In her free hours, she most enjoys time spent with her family, friends, and grandchildren.

As for het future, Angie intends to keep progress steady, with plans to mentor other up-and-coming agents. Finally, Angie considers what she loves most about her chosen field. “There’s so much I appreciate about real estate,” she says. “I love the people, the relationships, the excitement. I like being able to put all of the pieces of the puzzle together and let my clients enjoy the process.”

To learn more about Angie Jahr email mnrealtydoc@gmail.com, call (507) 341–5100, or visit AngelaJahr.exprealty.com www.

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Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

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

Copyright©, Walter Sanford. All rights reserved.

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Dina Skinner Top Agent Magazine

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DINA SKINNER Dina Skinner got involved in real estate some thirty years ago, alongside her husband, a lifelong builder. When she finally made the leap to earn her license roughly fifteen years ago, it wasn’t long before she was inspired by her next big challenge. In the midst of the market downturn, Dina knew she had a calling to open her own family office, complete with eco-friendly materials, a family-friendly atmosphere, and a focus on client-centric care. “I felt it in my heart of hearts,” Dina remembers, “and we managed to fight through to open a successful real estate company. We truly believe, then and now, that’s all about what we can share and offer to people: our knowledge and our integrity.” In fact, their real estate office took a top spot in the area, even amidst a turbulent economy. Now, more than a decade later, The Skinner Group continues to thrive by uniting their professional and personal touches in today’s marketplace.

Now under the banner of Compass Realty, Dina and her husband heads The Skinner Group, with agents— including her son—serving a variety of service regions, such as Chicago’s northwest suburbs, and the areas of Arlington Heights, Palatine, Vernon Hill, and the surrounding communities. She also has a satellite practice in Naples, Florida. All told, almost the entirety of Dina’s business is driven by repeat and referral clientele who turn to her for her warmth, wisdom, and proven track record. “We are 24/7 and we really care about our clients,” she says. “We are there for them under any circumstance. Obviously, this is our profession, but first, we have to be there for the biggest investment our clients are making, and

we have to be able to sleep at night. We always follow our gut and do right by them.”

When it comes to listing properties, Dina leaves no detail unaccounted for. “Compass is an amazing platform like no other,” she explains. Through Compass Concierge, clients are entitled to interest-free borrowing that allows for pre-market home projects that increase resale value, from staging to painting and everywhere in between.

From there, exposure is earned through placement on the full suite of online listing platforms and social media outlets. Whether pairing with buyers or sellers, Dina’s focus remains squarely on the family at hand.

“I love working with people and watching their joy in buying a new house,” she says. “This can be the best and most beautiful chapter in their lives—and playing in part in that is a great thing.”

Beyond the office, Dina and her team give back to the community in ways big and small. They connect with neighbors in need and worthy local causes to spread good will and uplift others. In her free hours, Dina most enjoys time spent with her family and loved ones, vacations to Florida, playing tennis, and practicing yoga.

As for the future, Dina intends to keep her business going strong and steady, with an abiding focus on quality over quantity. Over the course of her decades-long career, her message remains steady. “It doesn’t matter what price-point or who you’re working with,” she explains.

“What matters is what we’ve contributed to the lives of the people we’ve worked with. Giving back and being in that mindset has always been our goal.”

To learn more about Dina Skinner

email Dina.Skinner@Compass.com, or call (224) 805–9801

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic.

Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique.

Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead.

Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilTop Agent Magazine

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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STEVE HUDDLESTON

“Most of my clients become my friends. I can talk just as easily with someone from a construction background as I can with someone from Silicon Valley.”

Top Agent Steve Huddleston – of Legendary Realty in Daphne, Alabama – is a dedicated, honest and hardworking real estate professional who is truly committed to helping his many clients achieve their real estate goals. With nearly two decades of experience in the industry, Steve brings to the table a wealth of knowledge that provides exceptional value to his clients. Excellent customer service is a hallmark of Steve’s approach, and that has translated into a solid reputation as one of the most respected and successful agents working in Alabama’s Baldwin County.

Builder, Contractor and Life Insurance Agent, Steve possesses an AA degree in Business from Keystone College, PA, a BA in Cultural Anthropology from Brooklyn College, and a BA in Graphic DesignAdvertising from San Jose State. He is also the former longtime owner of a successful advertising agency, and these varied life experiences all inform his remarkable ability to interact smoothly with clients from all walks of life. “Most of my clients become my friends,” says Steve. “I can talk just as easily with someone from a construction background as I can with someone from Silicon Valley.”

To call Steve a renaissance man might be an understatement. Also licensed in Alabama as a Home

There are many factors that contribute to Steve’s continually expanding success story, including fierce

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negotiation abilities and thorough, savvy marketing techniques, the latter the result of his expansive experience in the advertising world. Professional photography ensures that every one of his listings is presented in its best light, and deft utilization of the internet maximizes exposure, resulting in quick sales for top dollar, not to mention happy customers who continue to refer their friends and family. Additionally, Steve’s immense likability and warm sense of humor tends to put even the most skittish client at ease during the often-convoluted transaction process.

When asked what he likes most about what he does for a living, Steve – who sells an average of half a million in volume per month, with some months as high as four million - points first to the ability to help his clients achieve the most lucrative results possible. He also enjoys the flexibility of schedule his job provides.

When he’s not working, Steve enjoys spending time with his two beautiful daughters and two grandchildren, and is an avid kayaker, gardener, art connoisseur, traveler, cycler, and writer. He is also an ardent philanthropist, who gives back to his community in a multitude of ways, most prominently through his position as Director of the Baldwin County Correction Facility’s inmate recovery program. Steve also served as President of the Board of Directors for Affordable Houses, which helps provide homes for those in need.

Looking to the future, Steve’s plans primarily involve growing his already-thriving business. His overarching objective, however, is to continue providing his buyers and sellers with the very best customer service available; the same customer service that has become synonymous with his name.

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For more about Steve Huddleston, please call 251-510-3456 or email StevenLHuddleston@gmail.com Copyright Top Agent Magazine 21

Thinking of Listing?

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

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

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

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

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

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

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

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

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

up baseboard moldings and doorways and open wall spaces in high-use areas 22

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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GURMEET MATHARU When Gurmeet Matharu earned his real estate and mortgage licenses during a summer at University, he instantly fell in love with the industry. “I was handling mortgages initially, and realized pretty soon I’d found a career path I was passionate about,” he explains. Shortly after completing his business degree, Gurmeet faced a life altering health challenge. “The silver lining for me was that if it had not been for that experience, I may never have decided to branch out into real estate and start a team,” he says. As fate would have it, an old classmate of Gurmeet’s happened to reach out to him. Though as young teenagers in high school, they would never have imagined working together, today, they are in fact one of the best real estate agent teams in the Vancouver region. The vast majority of their business consists of repeat clients and referrals.

“We go the extra mile,” Gurmeet explains.

“We will pick up our phone at any time, day or night. We really just treat our clients like family.” Gurmeet guides his clients throughout the transaction, ensuring that he understands their needs and goals, leaving no questions unanswered. “We make sure clients are not getting overwhelmed with the process; we take that stress off them,” he says. This results in many referrals, and it’s not uncommon for Gurmeet to help various members of a single family. “We have some clients that have given us 20-25 referrals. We service their entire family.” Even after the transaction, Gurmeet makes it a point to stay in touch. “We visit every single one of our clients at least once a year to ensure they are enjoying their homes and doing well,” he says.

“We have a genuine interest in the happiness of our clients, and take pride in being able to be a part of that.”

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When it comes to marketing, Gurmeet also goes above and beyond expectations. He leverages his extensive network and industry knowledge to market his properties through both traditional and innovative platforms.

Through his far-reaching and continuously growing network, Gurmeet is able to expose listings to more potential buyers.

Gurmeet also brings special skills to the table, as he has several years of experience managing the construction of single family homes and townhomes. His knowledge of the building process serves as an advantage for Gurmeet in dealing with both developers and those buying new properties. Gurmeet fosters trusting relationships with his clientele through his honest advice and experience, without compromising his clients’ needs. “After they work with me, they remember that I put their interests above all else, always. We aren’t just after the commission, we want to help people and guide them in finding their perfect home.”

During any free time, Gurmeet is staying active in the community through volunteering at local temples, and performing often as a percussionist with various artists. Both musically and professionally, Gurmeet is well known and respected globally. With all of this, Gurmeet still finds time for leisurely activities such as woodworking, playing golf, and reading.

As he looks towards the future, he is excited to work on a new high rise project in town.

“We’re taking these high rises from start to finish, and bringing more people on our team so we can ramp up to the next level.”

No matter how much he grows, he will love every second of it. “I love all aspects of real estate. It’s amazing to have such a positive impact on peoples’ lives.”

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For more about Gurmeet Matharu, call 778-888-4673, visit 6srealestategroup.com http://

or email gsmatharu13@yahoo.ca Copyright Top Agent Magazine 25

Laughs!

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

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SHAWN WENDTLAND

Top Agent Shawn Wendtland – of Exsell Real Estate Experts in Germantown, Wisconsin – is a hardworking, down-to-earth and extremely knowledgeable Realtor who is thoroughly committed to providing his clients with the very best service available in Southeast Wisconsin. Honest and possessing a stellar work ethic, Shawn has developed an ever-growing reputation as a trusted real estate advocate for his many grateful buyers and sellers.

Shawn, who admits he has always been intrigued by the real estate industry – he actually began attending school for construction management at one point – became a licensed agent in 2016 after a long stint at a desk job that, while becoming stagnant, did provide a wealth of experience that he was able to implement in his real estate career. Initially beginning as a part-time agent while retaining that desk job, Shawn found success so quickly that he soon relinquished that other position to focus full time on selling homes. “I decided to go all in,” he says, “and I’ve never looked back.”

Perhaps the most accurate measurement of Shawn’s success – and of the excellent customer service he provides – can be found in the fact that more than 28

two-thirds of his business is based upon referrals and positive word of mouth. “I think it’s because I’m very easy going,” answers Shawn, when asked how he manages to cultivate such impressive levels of trust and loyalty. “I’m not a typical pushy salesman type; I’m not just in it for the paycheck.” Another factor would be his commitment to clear and consistent communication with his clients. “If any of my clients ask me a question, or need help with anything at all, I’m always going to try to get back to them within minutes,” he says. “Buying or selling a home is one of the biggest financial decisions they will make in their lifetime, and it can be stressful for them. I put myself in their shoes and want to alleviate any stress for them as quickly as I can.”

The gratitude Shawn’s clients feel for him is perhaps best illustrated by the scores of glowing reviews he Copyright Top Agent Magazine

has received for his services, including this rave from industry website Zillow. com: “Shawn is an excellent resource and a great person to work with. He is super knowledgeable and extremely down to earth and made the process easy to understand, explaining things in great detail. We were selling my condo and purchasing a duplex, so it was a lot to coordinate, but Shawn did an amazing job.”

When he’s not working, Shawn enjoys nothing more than spending time with his wife and his young daughter. “She’s the light of our lives,” he says, proudly.

“I’m definitely a family man.”

Looking to the future – which will, no doubt, bring even greater success – Shawn plans on growing his business, and obtained his Broker’s license in early 2019 in order to put together an equally-dedicated team who share his client-first ethos. The excellent customer service that has become synonymous with his name will also continue. “I want to make everything as quick and as easy for them as possible,” he says, his sincerity obvious.

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For more about Shawn Wendtland, please call 262-323-4947 or email Shawn.W@ExsellExperts.com Copyright Top Agent Magazine 29

4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch.

After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed.

If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 30

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses.

Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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LOUIS BELISARIO For Louis Belisario, entering the real estate industry was the most natural career choice he could have made. “I’m a third generation real estate broker,” he explains. Once he received his real estate license in college, he hit the ground running, and hasn’t looked back since. He spent a little over 12 years at his family’s company before transitioning onto his own at Compass a year and a half ago. Today he has a team of 15, all of whom mainly serve Brooklyn. With a determination to get his clients what they want, a great sense of humor and a caring demeanor, Louis has established a business made entirely off of referrals and repeat clients.

“I was born and raised here,” he explains. “I’ve seen the change over time in Brooklyn. A lot of brokers in New York City weren’t born here, so I have a very in-depth and personal extended knowledge about the area.” Having spent his entire life in the region, he has also established a solid network around him. “I’m the guy you come to when you need something,” he says. He is happy to link his clients with people he knows, and loves solving problems. When it comes to staying in touch, Louis finds it easy, as he remembers the name and address of every single person he has worked with. “I always follow up with them throughout the year.”

When it comes to marketing, Louis also exceeds expectations, offering floor plans, photography and social media advertising. With a large following on Facebook and Instagram, sellers can be confident their property is being seen by as many people as possible. Louis and his team also have a unique approach to listing their properties, which includes a longer ‘coming soon’ period. “I’m not big on just putting it out on the market right away. I create Top Agent Magazine

demand before putting it out there. I like presenting properties like Hollywood presents movies, getting a momentum of interest going before it’s up for sale.”

When Louis isn’t working, he’s giving back to the community. He lives in Rockaway and participates in beach cleanups every month. He also gives back to charities supporting breast cancer research.

During any free time, he’s hanging out with family, including his newborn son.

As Louis looks towards the future, he is eager to continue growing and wants to ensure the industry stays active moving forward. “There are many companies trying to put real estate agents out of business, so I’d like to make sure it stays an industry for as long as it possibly can,” he says. After all, real estate agents provide invaluable guidance, support, communication and friendship throughout an important chapter of a person’s life. “I enjoy helping my clients get to the next step in their lives.

It’s rewarding to have the opportunity to help them sell or acquire their most valuable asset.”

For more about Louis Belisario, please call 347-702-3316 or email louis.belisario@compass.com 31 Copyright Top Agent Magazine

MANNY DEOL For Manny Deol, entering the real estate industry was an easy decision which began to ripen at a young age. His dad came to Canada with a vision of a better life for his children. He worked in a lumber mill and saved up his extra earnings to build one home a year to sell. Manny quickly gained knowledge and admiration for the real estate industry. Out of high school Manny’s initial goal was to get a bachelors in business, however once there he decided to switch gears and get his real estate license and has never doubted his choice. “I quickly realized that I loved real estate, but I especially love selling people on the highlights of living in Mission, BC,” Manny explains. A scenic city with a vibrant community, endless outdoor activities, great local restaurants and more, Manny is passionate about everything it offers. After ten years in the business, he’s loving every second of his work, and can’t imagine doing anything else.

Afterwards, clients leave glowing reviews about their time together. One recently said, “Manny has been our realtor for 3 transactions so far, for both buying & selling.

The entire process leaves you feeling comfortable, because he makes it so easy by walking you through it in a way you can understand. He’s extremely thorough, reliable, patient, prompt with phone calls/emails, and not to mention personable! He goes above and beyond to ensure the entire process is smooth. Thanks Manny, I wouldn’t hesitate to use you a fourth time.”

When Manny isn’t working, he’s staying involved in the community. He’s on committees for the District of Mission as well as being a Director on the Chamber of Commerce, Community Futures and the Downtown Business Association. “I like to promote Mission as much as possible. It’s a great place to live and a great place to invest.”

As he looks towards the future, he is eager to continue growing. No matter how much he expands, he will continue to love his work. “What I find most rewarding is the people. I’ve met so many people I would never have met in my life if I were doing anything else. It has been an amazing opportunity for me.” Manny really does know Mission.

“The majority of my business comes from repeat clients and referrals,” Manny explains. “I think part of that is because I really love what I do. I love helping people. It’s not about the money.” No matter if he’s selling a $2 million home or a plot of land, Manny delivers the same superior service to every client.

“I want everyone’s experience to be so good that they will become my advocate, spreading the word about my work,” he says. When it comes to marketing, Manny also exceeds expectations, providing videography, photography and advice on how to make each property look its best. “We offer simple yet effective tips,” he says. Manny focuses mainly on online marketing, utilizing all the real estate websites and social media to spread http://www.mannydeol.ca the word about his listings. manny@mannydeol.ca 32

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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DANA FREDERICK Dana Frederick got her start in real estate back in 2007. At the time, she was selling Native American art and jewelry.

“I always loved sales,” she remembers, “but I was ready for a change.” After learning the ropes shadowing a top producer, she stepped out on her own and cultivated her own track record of success. Since then, Dana has cultivated a reputation for transparency, diligence, and a personal touch.

Serving clients across California’s Nevada, Placer, and Yuba Counties, Dana spearheads her work with the support of a transaction coordinator. From her office in Nevada City, Dana has built a business driven almost exclusively by repeat and referral clientele who trust her knowledge, experience, and personable nature. “I’m lucky that almost all of my clients have become friends,” she recounts. “I work hard to build those personal relationships with my clients, and I really care. I also enjoy the problem-solving element of what I do, and using that skillset to help people into homes provides a lot of satisfaction.” Dana extends this sense of generosity to her relationships with fellow agents, which ensures transactions proceed amicably and efficiently. Likewise, she’s an ardent believer in steady communication and transparency throughout the transactional process. “I work hard for my clients and I keep their best interests at heart always,” she says. “Trust is huge, and that’s what I’ve built a lot of my business on.”

When it comes to listing properties, Dana leaves no detail unaccounted for when prepping homes for market.

She often begins with decluttering efforts, staging, and minor touch-ups that maximize a home’s value and image ahead of professional photography. From there, high quality images, tours, customized websites, and campaigns across social media ensure homes are highlighted in their finest light, while earning optimal Top Agent Magazine

exposure. “Every house and client are different,” she says. “Each property deserves a customized approach.”

Beyond the office, Dana gives back to her community through volunteering at the local homeless shelter, and by volunteering at her son’s school, where she is also a soccer coach. In her free hours, she most enjoys time spent with her family and loved ones, hiking, mountain biking, and gardening.

As for the future, Dana intends to keep progress steady as her business continues to grow. Now, with more than a decade of experience and insight to her name, Dana Frederick considers what she enjoys most about her chosen field, and some of the lessons she’s learned along the way. “I really care about my clients and I want to work hard for them,” she says. “At the end of a transaction, I want everyone to feel satisfied it was a good team effort. I really enjoy that personal aspect of working with others. Handing over their new keys, especially when working with first-time homebuyers who have worked so hard to reach this milestone, is so satisfying. Along the way, I’m able to meet a variety of people, and every day is different. That’s what keeps me on my toes and makes every day exciting.”

To learn more about Dana Frederick email Dana@DanaSellsCA.com, visit regoldcountry.com, or call (530) 205–0808 www.

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JOAN GENTER With a truly caring spirit and a love for real estate, Joan Genter has flourished as an agent in the Coeur D’Alene, Idaho region. She got her start after working as a director in human resources and spending 22 years in the military. A sudden family loss prompted her to reevaluate her lifestyle, leading her to consider becoming a real estate agent. “My neighbor was a broker and was always asking me to begin a career in real estate, so I took her up on the offer and got my license,” Joan explains. That was in the late 80s, and Joan hasn’t looked back since. Starting off in the Los Angeles region, she eventually moved to Idaho to retire, but that didn’t last long. “I got bored and started back as an agent,” she says. Today she serves all of northern Idaho with 100% of her business consisting of repeat clients and referrals.

“What sets me apart is that I spend a lot of time communicating with my clients,” she explains.

“I guide and teach each client, even if they’ve purchased and sold before.” While Joan does include technology in her business, she does not rely on it, knowing that a personal touch makes a big difference. “There’s nothing that can substitute that.” When it comes to marketing her listings, Joan also goes above and beyond, hiring a professional photographer and a marketing expert. “We all go to the house together and get the house staged and ready, then once the listing is secured, I push it out onto social media and post it on many different websites.” After the transaction, Joan makes sure to stay in touch through emails, phone calls and more.

She often becomes friends with her clients. “I just let them know I’m still here, and I try to keep up with what’s going on in their lives.”

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Clients love to leave glowing reviews about their time together. One said, “Joan helped me with the purchase of my home in Thousand Oaks, California, in 2009 before she moved to Idaho. Our loss is your gain! She is the most honest, hard working, skilled, knowledgeable, warm and wonderful agent I have ever found before or since. She actually helped prevent me from getting caught up in the residential real estate bubble in 2007 at the peak of inflated prices by telling me NOT to buy at that time. She warned me that there was a bubble and it was a bad time to buy. I was shocked and amazed to have a real estate agent, who stood to miss out on her entire commission, be so honest, generous and kind.”

As Joan looks ahead, she wants to continue doing what she’s been doing. She loves every minute of her work, and can’t wait to see what’s next. “Every day is a different day. I love my clients and building great friendships over the years. I think I have the best job in the world.”

For more about Joan Genter, please call 208-661-3773 or email joangenter@windermere.com TopAgent AgentMagazine Magazine Copyright Top

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 38

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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MONTE MOHR With 36 years of experience, Monte Mohr has helped many people achieve their real estate dreams. He got his start after being laid off from his job as a truck driver in the midwest.

He had three young children at the time, and was worried about what he would do next.

When a friend’s father-in-law reached out to him and discussed his career in real estate, Monte was inspired. He moved to Florida, and after a rocky start, he eventually gained momentum when moving into the rent to own market. There was no stopping him after that, with Monte propelling his career to new heights. Today he is based out of Franklin, Tennessee and has a variety of accomplishments under his belt, including owning and selling several real estate companies, writing a book and having a radio show.

about their work. One recently said, “Realty ONE Group Music City is truly a professional team. They respond quickly to any requests or questions I might have. My home is listed with them and I would recommend them to anyone interested in selling or buying a home.” Another wrote, “In the process of trying to sell our home now. Very pleased with The Mohr Group and would highly recommend the Group to friends and family. They respond very quickly to our phone calls, and texts.”

In November of 2018 he started Realty One Music City, a new franchise for Tennessee that offers its agents 100% of their commission. “We do that and also provide all the other things companies offer, like state of the art technology, world class training and marketing,” Monte explains. Although Monte still sells real estate, he focuses mostly on running his brokerage and helping his agents succeed. All of his Realtors operate with a focus on making people happy. “We’re committed to working from a place of abundance, regardless of what is going on in our personal lives,” he says. During the financial crash of 2008 and its aftermath, Monte and his team sold $100 million in real estate without charging commission.

They understood the struggles people were going through, and wanted to do everything possible to help.

“It pushed us through a bad time and got us to a higher level of success.”

As Monte looks towards the future, he envisions great things for his team, including the addition of new agents and continuous growth.

The vast majority of Monte and his team’s clients come from referrals. Clients love spreading the word Top Agent Magazine

No matter who they are serving, everyone at Realty One Music City wants to make the process special.

“We try to make it memorable from beginning to end.

We have closings at our office to celebrate with them and have champagne, and one of my agents takes his clients in a stretch limo from the closing to the house,” Monte says. “What we’re always trying to do is give our clients a ‘wow’ experience, and make sure they don’t feel like a number.”

For more information about Monte Mohr, please call 615-300-8393 or email monte@realtyonemusiccity.com 39 Copyright Top Agent Magazine

STEFANIE PRETTYMAN Top Agent Stefanie Prettyman – of Keller Williams Princeton Realty – is a dedicated, hardworking real estate professional who deeply cares about obtaining positive, lucrative results for all her many buyers and sellers. A wealth of industry knowledge, coupled with her commitment to staying on top of changes and trends in the ever-changing real estate business, Stefanie deserves her sterling reputation as a trusted advocate for her clients in the Princeton, New Jersey market.

able to identify things that will make them more comfortable with the process.”

Essentially born into the real estate business, Stefanie hails from a family that owned their own brokerage for over sixty years. “I basically worked for my father from a very young age,” recalls Stefanie. “I was typing up contracts on a typewriter when I was five years old.” Licensed at the tender age of eighteen, Stefanie achieved success quickly, launching her solo career as a Realtor proactively increasing her business year by year.

With taking the time to learn and establish new marketing plans for clients to ensure success, Stefanie has also grown her personal business by employing a Director of Client Happiness and Marketing Manager to ensure that all clients are being treated at top priority. “It’s our family helping your family,” says Stefanie “and we want to ensure that all your needs, and goals are met to ensure a smooth and easy transaction.”

Stefanie, a true renaissance woman in the real estate industry, is also a certified Tax Assessor and Public Notary, both of which provide exceptional value to her grateful clients. Extremely well-versed in the ins and outs of valuation, tax appeals, farmland sales, Chapter 91 applications and property tax forms, Stefanie is highly qualified to help her clients deftly navigate the often treacherous and convoluted transaction process with aplomb.

When she’s not working, Stefanie – who is a Premier Agent on Zillow with a perfect, five-star overall rating – enjoys hiking and shopping for vintage items. She is also an ardent philanthropist who donates portions of each commission to her clients’ charity of choice, and she holds a passion for working with and supporting local animal shelters. “I got my dog from an animal shelter,” says Stefanie, “and my dog is the best thing in the world, so I’ll support them any way I can.”

Stefanie’s business is based on a rock-solid foundation of honesty and integrity, and this has translated into a wealth of referrals from satisfied former clients. “I think it’s because of my professionalism and my personalization of the transaction,” says Stefanie, when asked how she has managed to inspire such impressive levels of trust and loyalty among those she works with. “I work hard to really get to know my clients on a personal level, so I’m

There are many factors that contribute to Stefanie’s exponentially expanding success story, including expert negotiation skills, and a strategic and thorough approach to marketing her properties, which includes multiple listing presentations and a no-pressure approach when working with new clients. Professional photography is utilized exclusively to ensure each listing is shown in its best light, and deft employment of social media and the internet make for fast sales for top dollar, not to mention happy customers.

Stefanie – who continually has one of the highest sales increase annually at her office – has big plans for the future of her business, which include continuing to grow and expand, while sacrificing none of the amazing service that has become synonymous with her name. “For me,” says Stefanie, “this business isn’t about making money.

It’s about making people happy.”

For more about Stefanie Prettyman, please call 609-954-5206 or email SPrettyman@KW.com 40

Copyright Top Agent Magazine

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 42

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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RYAN REED When Ryan Reed was laid off of his corporate job in 2001, he knew exactly what he was going to do next. “I had just bought a house, and really enjoyed the process of going through that. So I earned my real estate license and went into business for myself,” Ryan explains.

Today he works with Reece Nichols serving the greater Kansas City region. With much of his business based off of referrals from past clients, it’s clear he’s exceeding expectations with every transaction.

positive feedback. “They tell me it was enjoyable and that I was knowledgeable. They feel comfortable and at ease working with me, as they know they can trust me to get them towards their goals.”

As Ryan looks ahead, he is eager to expand his business. He has his sights set on opening a property management group in the next year or two, and eventually wants to start working on other businesses.

No matter how much Ryan continues to grow, he will no doubt love every minute of his work. “I love my job. I like helping people accomplish their goals and seeing them happy.”

“I think it’s my communication that sets me apart,” Ryan explains. “I try to communicate even after the transaction. I follow up frequently and stay in touch after the sale.” Throughout the process, Ryan also aims to educate his clients so they know what to expect next. “That keeps the whole experience as stress free as possible. I lay it out much like the ‘What to Expect When You’re Expecting’ book, we go into detail on what exactly will happen.” For his listings, he also has a checklist of things to do to enhance a property’s value, going through each room and determining what could be improved.

When it comes to marketing, Ryan also goes above and beyond. He hires a stager if necessary, as well as a photographer. If the property calls for it, Ryan will utilize a drone to capture the best images. “From there, I promote it on social media like Instagram and Twitter. I use traditional methods as well, including open houses, direct mail, and all of the major local and national real estate websites. I also make lots of phone calls and reach out to my database.”

After working with Ryan, clients love to spread the word about their time with him. He often hears Top Agent Magazine

For more about Ryan Reed, please call 913-568-8289 or email ryanreed@reecenichols.com 43 Copyright Top Agent Magazine

DAVID SHAPIRO Top Agent David Shapiro – of RE/MAX Around Atlanta Realty’s Shapiro & Shapiro Team – is a dedicated, knowledgeable Realtor who is laser-focused on providing his many grateful clients with almost unparalleled customer service. David’s success in the real estate industry is due to many factors: most notably his integrity, honesty, and solid work ethic, all of which have led to his stellar reputation as a trusted and highly effective real estate advocate.

David, an Atlanta native who hails from a family of real estate professionals – his father is a 28-year veteran of the industry, and is currently his business partner, though they each work solely with their own client base – began his journey as an agent in 2013. “I was only twelve years old when I knew that real estate was what I wanted to do when I grew up,” says David, who sells a wide swath of the Atlanta Metro area, and can currently boast that the lion’s share of his business is based upon referrals and word-of-mouth.

floorplans. Deft utilization of the internet and social media platforms to allow each listing to be seen by as many potential buyers as possible. “I basically do everything that today’s technology allows,” says David.

“I really love what I do for a living,” says David, his sincerity obvious. “In addition to being able to help my clients achieve their goals, I love that every day is different. I’m never bored.”

When he’s not working, David enjoys spending time with his wife and family, hanging out with friends, watching Georgia football, playing golf, and being outdoors hiking or camping. He also has close ties to the local Jewish community.

Looking to the future, David’s plans include growing his business, though not so large that he can’t remain hands-on with his clients and continue to provide the amazing customer service that has become his calling card. “I always want to be the main point of contact for my customers,” he says, “and to become more efficient at helping them than I already am.”

“I think it’s because I’m really good at communicating with my clients,” says David, when asked how he manages to inspire such impressive levels of trust and loyalty in those he works with. “I hear from a lot of clients that lack of communication is why they fired previous Realtors they worked with. I joke with them that they will never hear my voicemail message. I’m extremely responsive.” David’s previously mentioned work ethic also plays a large role. “I go above and beyond what many other agents will do for their clients.

I learn what each individual client needs and work hard to make that happen for them.”

Thorough, expert and cutting-edge marketing techniques employed by David ensure fast sales and for top dollar, not to mention happy clients. High quality professional photography is employed to make certain each property is shown in its best light, as are 3D 44

For more about David Shapiro, please call 404-345-6788 or email DavidShapiroRealtor@gmail.com Copyright Top Top Agent Agent Magazine Magazine

4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 46

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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JEFF TAYLOR When Jeff Taylor graduated from Texas A&M University in College Station, Texas, he decided to get his real estate license. He quickly fell in love with it, and hasn’t looked back since. Today he’s serving the metropolitan Washington DC area with his team member Matthew Korber. Jeff is also licensed in Texas. Together, Jeff and Matt work with buyers and sellers, and are consistently closing $30-35 million every year. “We’ve done everything from representing companies that are building and developing properties, to single family homes,” Jeff explains. At this point in their career, around half of their business comes from repeat clients and referrals, a testament to their incredible level of service.

“We provide a white glove style service that our clients can expect from the beginning to the end,” Jeff says.

“A lot of our clients become good friends, and we try to keep them happy even after the sale. We make sure things are going well.” For Jeff, working in real estate means always being available to the client. “We consider it a 24 hour, seven day a week job. We love what we do and we’re devoted to helping our clients.”

When it comes to marketing, Jeff also goes above and beyond with professional photos, videos, floorplans, multiple brochures and a customized website. “We also do open houses and reach out to our network of peers, including not just our own brokerage but outside ones as well.”

After the transaction, clients love to leave glowing reviews about their time together. One recently said, “Jeff helped us find the perfect cottage that we wanted as a weekend getaway from DC. He was responsive, proactive, patient, and all in all just a fantastic person to work with. In fact, for our upcoming move my husband and I didn’t even have a discussion about Top Agent Magazine

who we will be hiring to sell our DC property - why bother looking when you already have the best? The only ‘downside’ of working with Jeff is that you will be forever spoiled and likely find that many other Realtors don’t hold a candle to the superlative service that he offers. My husband and I would (and have) strongly recommend him without a moment of hesitation.”

When Jeff isn’t working, he’s staying involved in the community through Human Rights Campaign, Victory Fund, and an organization that helps homeless and underprivileged women. He also likes staying active in political fundraisers for local candidates and current presidential candidates. When he’s not working or volunteering, he’s staying active outside.

In the future, Jeff wants to continue growing and delivering exceptional service. “I love being able to help people find the home of their dreams, and just developing good relationships with them. It’s very much a people oriented business, and having that connection is really rewarding.”

For more information about Jeff Taylor, please call 979-777-3865 or email jefftaylor@ttrsir.com Copyright Top Agent Magazine 47

DAVID VANEGAS

Butterfly Effect Photography

Top Agent David Vanegas – of RE/MAX Professionals 1 in Belleville, New Jersey – has a true passion for helping his clients achieve their real estate goals. Friendly, energetic and above all, deeply knowledgeable, David has earned his stellar reputation as a trusted advocated and advisor for his many grateful buyers and sellers in the Garden State.

David, born and raised in Paterson, NJ, a former barber who spent twenty-three years in that business, obtained his real estate license in 2008 because he had long held a fascination with the real estate industry. “I’ve always been interested in all facets of the business,” he says. “I love the idea of helping people find their homes, I love doing fix and flips, and basically just everything about real estate.” Upon receiving his license, the infamous market crash of 2008 occurred, forcing David into a dual career of barbering and pursuing real estate.

Eventually, when the market recovered, his sales began to rise at a fast pace, and in 2017 he retired barbering devoting himself just to his real estate career.

Since then, David’s business has grown like a wildfire.

A significant portion of that business is based upon referrals and positive word-of-mouth, which is perhaps the most accurate barometer of a job well done in the highly competitive world of real estate. When asked to account for the impressive levels of trust and loyalty he inspires, David points first to the relationships he forms with his clients. “For me, it’s all about cultivating those relationships, and it’s not about just making the sale. If I don’t think a property is right for someone, I’ll tell them. I think they appreciate that.”

That kind of honesty is just part and parcel of David’s overall business ethos, one that is built on a foundation of solid integrity. “Relationships over transactions” is his motto.

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Other factors also play a significant role in David’s success story: the fact that he speaks both Spanish and English, his excellent negotiation abilities, and particularly his strategic and thorough approach to marketing his listings. Professional photos and video are utilized exclusively, ensuring each listing is shown in its best light. Then, deft employment of the internet and social media platforms makes each home seen by as many potential buyers as possible. As a listing agent, quick sales for top dollar are the norm for David, and this translates into happy clients.

Perhaps the best evidence of the amazing service David provides can be found on his Zillow page, on which site he is a Premier Agent with a perfect overall five-star rating comprised of dozens of glowing testimonials.

When David can find some free time, he enjoys nothing more than spending time with his wife and two young children. He is also adamant about giving back to his community, and does so through a variety of ways, most notably through programs at his church in which him and his wife have leadership roles.

David’s future goals include expanding his already thriving business, while sacrificing none of the passionate, honest and go-above-and-beyond service that has become his calling card.

For more about David Vanegas, please call 201-572-5552 or email DavidVsellsNJ@gmail.com Copyright Top Top Agent Agent Magazine Magazine

Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 50

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

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KATIE VARNEY Consistent Top Producer Katie Varney – of Classified Realty Group in Reading, Massachusetts – is that rare Realtor who is thoroughly committed to going above and beyond for each of her many grateful clients. Enthusiastic, forthright and armed with a wealth of industry knowledge, Katie has established a formidable reputation as one of the most honest and hardworking agents in the North Boston area, achieving consistently lucrative results for both buyers and sellers.

would include fierce negotiating abilities, and indefatigable work ethic, cutting-edge and comprehensive marketing, and an overall business ethos built on a foundation of honesty and integrity.

Katie became a licensed agent in 2014, but the idea of becoming an agent had begun gestating long before that.

“I really became interested in the industry around twenty years ago, when I was purchasing my first home,” she recalls. “At the time, I was living in a town that was a really hot market, and homes were being sold and purchased left and right.” Katie soon found herself voluntarily assisting friends and neighbors; that assistance resulted in so many successful deals performing these matchmaking efforts that she decided to get officially licensed. Armed with that license, it still took several years before she took the leap into a full-time career, as she still had three very young children at home. When she did finally jump in with both feet, she achieved almost immediate success, selling millions of dollars of real estate in a very short period of time, earning her a Top Producer Award.

When she’s not working, Katie enjoys nothing more than spending time with her husband, her daughter, and her twin sons. She and her husband love to travel, or to play with their young puppy. A philanthropist as well, she gives back to her community in a multitude of ways, including her recent role as chairperson of a committee dedicated to refurbishing a local park.

Katie has exponentially increased her business every year since she began, and can currently boast that the lion’s share of her clients are referrals from her sphere of influence, or friends and family of happy past clients.

There are many factors for this impressive display of loyalty and trust, and when asked what those might be, Katie points first to her longtime residency in the North Boston area. “I am really able to sell this community,” she says, “having lived here for decades. I live and breathe this area; I’ve raised my kids here. That connection provides a lot of value for anyone buying a home here.” Other factors behind her incredible success story Top Agent Magazine

Perhaps the best evidence of the amazing service Katie provides her clients would be her Zillow page, where she holds a perfect, overall five-star rating comprised of dozens of glowing testimonials. Just one of these reads, in part: “Katie is an absolutely stellar agent, and we found her to be helpful, professional, knowledgeable, responsive, and dedicated to a positive client experience.”

Katie’s plan for the future of her business is to continue its yearly growth, and possibly form a small team to support that growth while sacrificing none of the incredible customer service that has become her calling card.

“I treat every one of my clients,” says Katie, “like they are my own family members.”

For more about Katie Varney, please call 617-596-4512 or email katie@classifiedre.com Copyright Top Agent Magazine 51

Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

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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Top Agent Magazine

ANGELA WHITMIRE With a caring personality and a determination to get her clients what they want, Angela Whitmire has found great success in the real estate industry. She got her start in the 90s working as a loan officer. After getting married, having kids, and entering the event planning business, she was diagnosed and treated for a brain tumor, which left her deciding on a new career. “I couldn’t go back to event planning, so I decided to get my real estate license in 2013,” she says. She loved every minute of it, earning her broker’s license in 2017.

For Angela, real estate isn’t as much about properties as it is about relationships. “My business is based on relationships. If you have that bond with a client, you’re going to carry that forever.”

We highly recommend letting her list or help you find your dream home. Our closing was easy and stress free.

We enjoyed having her as our agent.” Another wrote, “Angela did a great job selling our house. She lined up plenty of clients and had it sold in a month. She was great at handling details and helping us through the process. We highly recommend her!”

As Angela looks towards the next few years, she has plans to open her own brokerage. She wants to continue growing and serving her clients.

“What I like most about this career is the people. I enjoy meeting all the different types of people and helping them reach their goals.”

Today she serves Covington, Georgia and surrounding areas with an assistant by her side. The majority of her business comes from referrals, which stands as a testament to her superior service. “I’m available all the time.

The way I look at it is, I work all day, but my clients are mainly available at night. I know they have jobs and aren’t always easy to reach during the day. I make sure I’m reachable after hours,” she says. Angela also values education throughout the process, explaining every step to her clients so they aren’t confused. “I really aim to teach my clients, even if it’s their 20th time purchasing or selling,” she says. Having experience working in the mortgage industry, she’s also able to make sure they’re prepared for the financing aspect. “I make sure they go over the items the lender needs and get them to the lender in a timely manner. It’s helped me have better relationships with my clients.”

After the transaction, clients love to spread the word about her work. One recently said, “Angela was wonderful.

She sold our home and helped us buy our next one. She was quick, efficient, professional and great to work with.

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For more about Angela Whitmire, please call 678-614-1349 or email angela@angelawhitmire.com Copyright Top Agent Magazine 53

mailto:mag@topagentmagazine.com

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