NATIONWIDE & INTERNATIONAL 1-28-19

NATIONWIDE & INTERNATIONAL EDITION

5

TIPS TO GET NEW CLIENTS

Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS!

CONCIERGE CARE:

Services that Lure Clients and Transform Your Reputation

COVER STORY

FEATURED AGENTS

BETH ALLEN CLAIRE ACKERMAN BENJAMIN BAKER JEANNE BENDIK DALE CONNER TAYLOR JACKSON SHERRI METHVIN VENNY RIVERA

Rochelle LeCavalier

NATIONWIDE & INTERNATIONAL EDITION Clear Creek Financial Management is proud to congratulate

Beth Allen

BENJAMIN BAKER

For sellers, Benjamin He’s the nicest guy you could meet, but his clients say 20 cific property. After p he’s a “pit11 bull” when negotiating on their19 behalf. Fachimself and his approa tor in his that he is a Certified Financial Planner and Phoenix, Arizona-based Realtor Claire bes for a consultation.

“W the clients that REALTOR® Benjamin Baker represents Ackerman has her finger on motivations the pulse offor sellin sur can only win. “After graduating from Washington State her local market, and has been providing buy University in 2015 with degrees in finance and manfeel for the property a agement operations, I worked as a Certified Financial it.” Within 48 hours, her grateful buyers and sellers with touh Planner out of Los Angeles,” explains Benjamin. While tion for since their property top-of-the-line customer service ens that work was good, his greatest priority was to his new and advantag 2005. Claire’s deep well features of industry vid “We’ve been together since college and she knowledge was BENJAMIN siblewith objections CLAIRE ACKERMAN BAKER BETH ALLEN ROCHELLEwife.

LeCAVALIER goes hand in hand her they beim determined to get back to Spokane, where she was born brokerage’s affiliation winning, authentic personality to create to h and raised.” & Völkers. “I marke exceptional realAgent. estate experience for tact Taylor Jackson may be new to being a Realtor®, was working on,”anTaylor tells Top “But my region and also do 27 28 31 her.

23to knowing what makes a24 anyone lucky enough to work with she but he’s not new great with this you’re truly helping someone, and you on being featured for the State Approximately three years ago, therefore, the couple moved back to brokers’ opens to get other broker abl Eastern Washington, where Benjamin took a role as an office manthe client, but Benjamin pursues Venny Rit home. “My construction background helpsDale get to know them.

I’m very proud of what I do, Sherri Methvin arrived in real of estate from Conner may be relatively new Energetic, enthusiastic, and possessing a true sense integrity, of Washington inPeople-loving, Top Agent dedicated Magazine!

Claire, who has been in the real estate industry for seventeen years, agerhardfor a top-producing brokerage.

He hadn’t planned entering withinin timeline.

When it comes to staying in touch, sheonsends out mailers totheir her estatethan ind a background finance.

After more a lot,” Taylor says. “I did a lot of contractingand and it’s a win all around for me.

People place to theestate. real estate game, but he her brings trulythe loves his career. love that I getworking to run my own found way toDale the world ofand real estate via “I a former career real not surprisingly, he latched onto success Backfor“I inal2 working, Jeanneand Bendik made But,repeat customers, Christmas cards.

But Jeanne proa that decade as Ia can Financial Manager work for developers, homeowners multi-has a lot of trust ingifts, me, and I“and take that seriously.” to the table a deep commitment to business,” he says, I love that really focus on directly in the title and escrow field.

Originally from Maryland, she worked she the agents he supported were enjoying.

“I got licensed in early 2017 As his business grows, Benjamin older gen greatMy strides as a top real of estate agent his vides serviceserving that most of herwithout past clients Fortune 500itbecome company, traveling all of across providing clientssuch withgreat excelcustomers doing through the managing 100 family developments. twelve years and stillof manage the company while running my own deals in the Eastopen aher new officeSherri in Coeur d’Ale for title companies both there and in Atlanta before relocating tofrequent lon U.S. for work, and her in the Pittsburgh market.

Her love friends, and keeping in contact is just natural.

“I’m friends service, honed during his many employees.

It’sBirmingham about how wellarea, I – andwhere I alone – serve people. I construction experience gives me an edge.lent Taylor the ern Washington and Northern Idaho.” move more to theand luxury market, also happ Arizona in always 2005,serves where she her real estate license hit to w husband ultimately settled in aOklahoma, helping others her toyears a career with them so I’m talking to obtained them, and Iare check in with in the retail industry.

Dale, who don’t rest until my clients satisfied.”

Dale takes decidedly I can walk into a house and givefirst myled buyers he’s building a base of clients that will fuel and ethic, have already started setting With his where Sherri began her career in sales. the ground running.

Claire’s exceptional work coupled with proun works with ERA Town & Campus egalitarian approach to his business, as well.

“I don’t judge the as a public school nurse.

Wanting to them to see how they’re doing after the transaction,” she says.

JEANNE BENDIKand recommendations DALE CONNER TAYLOR JACKSON SHERRI METHVIN VENNY RIVERA clients have allcommitment witnessed how his financial ket.

We’re going to and grow theexp co rough estimates that can Benjamin’s his future referrals andplanning returns.

But he has a front ment, Ve Meanwhile, her husband had joined his her to truly putting her client’s best interests Realtyjob, in Starkville, Mississippi, hit transaction,” he explains.

“Regardless of the price point, every fill her off hours with another “I’m not just a one-time Realtor.”

After working with Jeanne, skills transfer seamlessly to real estate success.

“I pride myself on market share.” hand at alleviate any of their concerns.” unique problem when it comes to getting his family’s developmentth Clear Creek Financial Management, center, translated into receives a career that began to homebuilding thrive almost and immedithe estate, ground running in the Spring of her,client same attention.” she decided to pursueLLC real clients are what’s loyal to returning to the her they need knowing my numbers and happening in this market ofwhenever about his licens business.

With encouragement name out there: “My listings sell so fast that my 2017, and quickly proved himself atelyrelated and hastoshown no sign of slowing down. Currently, 65% offrom her Wh Tel: (360) 308-8239and | office@clearcreekfm.com hasn’t looked back since.

When real estate.

700,000 peopleany thatservice operates like a husband massive farmin-laws, town,” he says.put her Meanwhile, Benjamin enjoys tha theearned seed, and Sherri talents to the test and For Taylor the clearcreekfm.com switch from working on homesas signs come down,” he laughs.

“I almost wish an agent who can beher consistently Whenon he’s not working – which he admitsperhaps is a rareone occurrence business is based repeat and referred customers, tim Jeanne retired from her nursing position, her business an of any new businesses her “I’masaware opening, of where any buildstill flexible enough to allow qual started,” Venny remembers.

Now, in real estate license, navigating a new rolethat as agent. more to put his first during every transac– Dale enjoys time with friends and familyNow, in various to selling them tookNWatrusted few years to customer’s make, ingneeds they would stay out there aspent little longer so the surest indicators she isand providing excellent guidance isI taking place, andofof what’s happening withthat city hall taxit biggest supporter.

“I’masto also anstar ac Venny has crafted a career in his ow 9361 Bayshore Dr.“In | Silverdale, WA 98383 agent truly blossomed. my first year of retirement, did Reading her dozens of five-star testimonials, is clear why than a decade later, Sherri has made a name for herself an agent tion.

Alreadyinranked number five out of over two hundred agents activities.

He is also actively involved in his community, and but once he made it, he jumped with both feet.

“The I could get some more exposure!” her buyers and sellers. to w rates.”

He offers an uncommon level of expertise for his market, hiking, fishing, climbing and anyt a reputation for patience, authenticity $2 million in production, and next MLS, year was $4 million,” sheofhas established large Oneincluding recently repute, complete with a reputation for integrity, hard-won knowlon the his local and nominated as Rookie the Year by his of such givesaback in afollowing. variety of ways, his support for Habitat nata I worked kept telling I neededeach to get into said, taking citywide, statewide and national numbers into account. remarkable enough, he is even edge, and an earnest investment in her clients’ best interests. shedevelopers explains. Now she iswith averaging $6-7 million year, “It is with much delight and respect that we write this office, Dale is clearly a force to be reckoned with. for Humanity, the Salvation Army, and The Palmer Home for builder.

Finally, he avidly The Ackerman Team atmy North & Co. Real by suppo and Based in Round Lake Beach, Illin estate, it was a good fit for me,” he determined says. “When review.

He’sAs kidding, ofbeen course.

“Ifriends always tellbe clients theirEstate andreal credits thisthat success to her commitment.

“I was WeLead haveof good Jeanne for many Children.

“I try with to mindful andthat recognize opportunities to Already earning nearly half his Claire business from referrals, Benjamin’s and is heavily involved a volunte serving clients across northern Lake C Trade, oversees an equally-dedicated staff of five other sch I decided to do it I focused on nothing but getting my best interest is my best interest,” Taylor says.

“I want them in Edmond, Oklahoma, Sherri clients across the Okla“I leads took an interest in real estate before years I evenknowing finished high offer some small and random actserves of kindness each and every to do well in this.” Today, she a team at RE/MAX Select her Based expertise in the real estate business.

So, clients appreciate to hisfeel consultative approach.

“Having been a Cerreceives a percentage ofof every tra County.

Under the banner RE/MA agents, all of whom share her client-first business ethos.

“We treat homa City metro area.

Under the banner of Century 21 Goodyear license and starting full time.

I didn’t want to part-time comfortable with me and know I’m doing everyschool,” says Dale.

“Certain aspects of it were always intriguing says. we called her. She loves Realty in Moon Township, Pennsylvania, serving Allegheny, it was timeontotheir sellday,” ourhe home, tified Financialwhen Planner, I focus goals and motivations.

Ihas built an largely driven our clients as if they’re oureverybody family,” says Claire.

“We are Cla she spearheads work solo and hasenterprise builtextremely a substantial base to me.”

His parents, steered him her towards college and a Green, anything — get right into real estate.” thing I possibly can to make happy.”

Washington andI wanted Beaver to counties.

About 80 however, percent of her job and is very knowledgeable.

Herher professional advice help them plan, by providing different avenues to explore.”

Perhaps “At the end of the day,” Benjamin clientele, amounting to roughly 50% of repeat and referral business—amounting to roughly of to them, making surefuture, they understand process as two-thirds they age more traditional, non-commission based career. “I dedicated spent sixteen Looking to the Dale’s goals the are fairly simple.

In addition business derives from repeat clients and referrals. more of an advisor was spot an on,agent, making the selling of what ourTohome effortless.

Weemotions Benjamin outlines people myobtaining clients’ and happines share.

In other words, relationships her total clientshare. account for her successes thus far, Sherri years in retail management, area sales and thingsthan ofmove that nature,” to ultimately forming a team and his Broker’s license, through the transaction. treat them more asfor family than nat That all-or-nothing attitude is what sets Taylor might apart.anticipate “I’m thank Taylor’s call 24/7, butresponsiveness he doesWe maintain some time herthat foroncareer, her immediate tobusiness our inquiries, as the result of any possible decision.

Heknowledge, then whether they’ve made large am mission, andadvocacy, he prioritizes interpers credits industry client and aa personal he recalls. Ultimately growing disillusioned with headiverse plans on growing his while sacrificing none of the as clients.

It’s not ‘one and done’ situation for us, it’s more about bus always available seven days a week,” he says.

“I sleep with himself.

“I travel to Tennessee a lot because all of my famshares all communication with them during negotiations.

“They purchased the home of their dream navigating the course of a transactio “I pride myself on service, and I understand that some of my but especially for being such a good friend.”

Another wrote, touch.

Likewise, she’s won Century 21’s prestigious Quality Service and certain he could utilize his expert customer service skillsa to amazing customer service thatI is rapidly becoming synonymous relationship with them. want my team tolives takemeans cus I’m fighting their best interest.” aspect of people’s the focuses ontime communication, a clientmy phone.

I take very vacations… maybe I “Jeanne ily iscreating there,” helasting says.

“But mostly I spend asatisfaction lot of in client clients don’t understand thefew process.

It can be aobtained scaryknow time for genuinely was extremely helpful to for me during this especially Pinnacle Award consistently outstanding care, year good advantage, healthough his real estate license, andfor with his name.

“Iher find great in serving others,” says pride infound always providing value and being their authentic selves skills as some of the central tenets of some people,” With this in mind, she guides each personal time in my life.

I was so impressed with her knowlshould take ashe fewsays. more to unwind now and then!

But I take the gym.

After all, my hashtag is #fitrealtor, so I have to be overDale. year. “My “I take a lot of pride in my service,” she says. almost immediate success in his new profession. entire working career hascustomer been in various dimensions with all clients alike.” ophy.

“I one do my toneed keep clients “My one‘Strong focus isMind on my they and what ofnumber the industry, largely in rolebest or another helping client step and of the they and capable way sheservice handled the sale my home my through job very every seriously, I lettransaction, my clients ensuring know that I am edge sure to the maintain!

My motto is +ofclients—what Strong Body theThis he explains. there wh goalsBusiness.’” are.years.

My background inway,” finance also helps“I’m me navigate A significant portion of Dale’s business from referrals, people love where they live. brings me great joy.” arealways knowledgeable what to expect every where I had lived=their for over 65 Jeanne took the time availableand for know them whenever they at need me.turn.

I am comes + Strong Faith Strong The appreciation Claire while showsmyfor her clients isnew obviously recipalways try to support them so they d the numbers, experience with construction properties and the number of these is growing every day.

Referrals, of This establishes and helps especially time and showed extreme patience with me during this time. always here astrust a resource - atclients, any point during first the process haveimpressive an answer, Inumber do as mywell. research and rocated in full, as ismymade evident byunderstand the of In addithrough family helps me that field, course, are itperhaps surest indicator She’s of a job well done, home feel closing.” comfortable.

When comes the to her listings, the best!” andbuyers, even after His first year a success, Taylor has his eyes on what’s next. some clients have had negative experi glowing testimonials she has received on Zillow.com, on which site and Dale is extremely grateful for each one he receives. When tion, my husband and I have purchased investment homes which we she also goes above and beyond, providing professional phothat have the foundation down I can focus onfeel what they didn’t heard or felt asked what he believes inspires his clients to“Now refer friends and manage she is aIPremier Agent a perfect five-star overall rating.

Among andwith we also manage rental properties for others.

As arushed result ® tography including aerial drone shots.

She As Jeanne looks towards the future, she is eager to finish up but no matter thebesize of transaction Going and fromvideography, behind the scenes to being a Realtor I want my business to truly be,” he says.

“I want it to has had family, Dale grows thoughtful for a moment before replying.

I have a lot of has experience on all of thewhich business.

Mya knowledge the many accolades she received is sides this one, perfectly hosts houses, bonuses. strategically scheduling get thethe fact herathat new website and eventually add that a new team member. questions, and listen. Clients are abl “I think a lot of it them has totodo with Iillustrates take a very base is strong, me support my clients.”

Furthermore, white glove service, a concierge service, where I In step its open own special “When I was doing contractor the gratitude herand clients helps feel for her: “I was so impressed and we often stay close and k most activity.

I like tolow-pressure do is post but the listing the MLS theon she is enjoying every minute offriend, her work.

“Ithe approach,” he muses.

“I focus the relationship Sherri’s approach is steeped in honesty and patience, and she allows inmeantime, and take all the worry away and give my clients work I was“What making good money, I neveron got to build with Claire from our very first meeting...she is super-professional, the transaction is over.” on any a Thursday, and I don’t show the property until the open love all the people I work with.

I’ve met the most amazing I letowners them know thatproperties I’m hereTo toI help themmore in any way Ipossible clientsBenjamin to go at their own pace as theybenjaminbaker.evu move through the buying or learn about Baker, visit smoothest, best experience.” lasting relationshipsaspect. with the of the highly knowledgeable and proactive regarding every single detail Phone 888-461-3930 | Fax 310-751-7068 whether that’s or six the road. focus selling “I always say to clients: your timing is my timing. house on Sunday.

This sets can, a momentum for today buyers, andyears we down people thatMy I would have process. never had thetrue opportunity to meet that could possibly come up, a advocate and helper to make https://www.facebook.com/ben.baker.56614 go to his page, benjamin.baker@evusa.com or With more than asodecade experienc is maintaining I’mbusiness.” neveremail pushy and I don’t mind being patient that myofclients are usually get multiple offers by doing that.”relationships.” hadFacebook I not been in this mag@topagentmagazine.com | www.topagentmagazine.com everything work out perfectly for a home purchase.

If tothere were expert’s insight the negotiating ta comfortable. I truly care about the people I work with and do my best Oscars for real estate agents I as amsmoothly sure Claire would beisbuyer called both the and seller No portion of this issue may be reproduced in generally any manner whatsoever without prior consent of process the publisher.

Toprepresented Agent Working with Dale ensures a smooth, stress-free to make the go andMagazine successfully as possible.”

Co onstage!

I have worked with other agents in the Top past, and no transaction, making sureone to deliver transaction, is reflected in the many glowing reviews published by Feature Publications GA, and Inc. this Although precautions are taken to ensure the accuracy of published materials, Agent while address, finding a send happy comes close ClaireTo in subscribe expertise and dedication to ensure thesolution best for all he has received for his services.

Among the supplied testimonials he to Magazine cannot be held responsible for opinions expressed or facts by its authors. or change it comes to marketing listings, Venn has garnered is this one: “Dale was really great to work with! possible purchase experience.” inquiry to mag@topagentmagazine.com. worldwide platform to net far-reachi He worked tirelessly to help us find a home that fit our needs Published in the U.S. in-person.and He cutting-edge, also takes to social me and was within our budget. Once we found our perfect Claire’shome, approach to marketing is both thorough digital first impression, and applies lo Dale was helpful every step of the way, from making an offer resulting in quick sales for top dollar. Presenting each listing in its to create homegrown intrigue. Regard to closing and everything in between. He was always easy to For more about Conner, buyer orDale seller, Venny is a big believ reach and any time we had questions or needed something, Top Agent Magazine approach to one of the most he was there with an answer or to help us in any way. He is please call 662-418-3144 ormeaningf To find out moreknowledgeable, about Taylor Jackson, visit his website at taylorjackson.brikrealty.com, friendly, and I would absolutely recommend email Dale.Conner@ERA.com call him him at to205-308-8887, or email him at taylorjackson@brikrealty.com anyone!”

CLAIRE ACKERMAN

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TAYLOR JACKSON

VENN SHERRI METHVIN

JEANNE BENDIK DALE CONNER

www.

CONTENTS

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

8) BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS’ STRESS!

17) IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL?

21) 5 TIPS TO MAKE NEW HIRES A LONGLASTING SUCCESS

25) EASY BLOG TOPICS FOR YOUR REAL ESTATE BLOG 29) 5 TIPS TO GET NEW CLIENTS

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Top Agent Magazine

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

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

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Top Agent Magazine

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 Top Agent Magazine

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.

Top Agent Magazine ®

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BETH ALLEN “Failure is not an option,” says Beth Allen.

That attitude is key to her business and her success, and it leads her to long nights and early mornings making sure her clients are being taken care of properly. “I care so much for my clients, and I really want them to get what’s best for them, and they know I will do whatever it takes to make sure that happens.

Whether it’s emailing them at midnight or getting up at five to take their call, I’ll do it.”

The homes sell quickly, but Beth takes the time to get to know her clients - in fact, it’s her favorite part of the job. “I love connecting with people. I just get to meet some awesome, cool people, and I care about them and their families. Often weeks after close I’ll hear from a client, ‘I miss talking to you!’

Yesterday I got together with a client who’s now a friend; she called me saying she is overwhelmed, and she has little kids and I immediately said, ‘Let’s get coffee and talk.’”

Beth has been serving Kitsap, Pierce and Mason counties for almost twenty years, and that dedication to her clients has earned her a return and referral rate approaching 90%.

The secret to that astronomical number? Beth solves problems.

“Creative problem solving is really what we do in real estate,” she says. “We don’t sell so much as we solve problems, and every transaction has its own unique problems.

You don’t know what they are until they come up, and once they come up you have to figure out how to fix them in a way that serves your client.”

Beth and her family stay involved in the community through their church, but they also work to make a difference elsewhere in the world. She’s preparing for her sixth trip to Haiti, where she sponsors children. This year she’s taking money from home sales and putting it towards school supplies, water filtration systems… and goats! “The goat program is really cool,” she says.

“They give a goat to a family, and that family teaches their child to take care of the goat. The first girl goat that is born to that goat is given to another needy family. So the process continues and the impact expands to more families.”

One of the ways that Beth serves her clients best is by making sure their homes sell quickly. “My listings sell on average three times faster than other listings,” Beth tells Top Agent. “That’s because of the preparation I do upfront with my sellers, before we even get to market.

My average time on the market has been about six days.”

That program is just another example of how Beth works hard to make people’s lives better. “I really believe in home ownership,” she says. “I love being part of making the American dream come true for families. It sounds really cheesy, but I’m a little bit cheesy! I get excited about being part of people’s lives in that way - it’s so rewarding to help.”

To find out more about Beth Allen, visit her website at BethAllen.com, call her at 360-440-6890 or email her at bethallenre@gmail.com www.

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Copyright Top Top Agent Agent Magazine Magazine

Clear Creek Financial Management is proud to congratulate

Beth Allen

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

Clear Creek Financial Management, LLC Tel: (360) 308-8239 | office@clearcreekfm.com clearcreekfm.com www.

9361 Bayshore Dr. NW | Silverdale, WA 98383

Top Agent Magazine

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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Top Agent Magazine

your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

Top Agent Magazine

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 10

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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Top Agent Magazine

Rochelle LeCavalier

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Rochelle LeCavalier Rochelle’s consistent ranking among the Top 1% of local agents is the result of hard work, her deeply ethical approach, and her steadfast commitment to helping her many clients achieve their real estate goals.

Rochelle LeCavalier, top producer and leader of the Pink Palm Group Douglas Elliman’s Florida Brokerage in Boca Raton, possesses both an upbeat, winning personality and expansive knowledge of the real estate industry, a potent combination that has elevated her to Top Agent status. Rochelle’s consistent ranking among 12Copyright Top Agent Magazine

the Top 1% of local agents is the result of hard work, her deeply ethical approach, and her steadfast commitment to helping her many clients achieve their real estate goals.

To call Rochelle “qualified” is, undeniably, a huge understatement. Beginning her career Top Agent Magazine

in Las Vegas, where she worked for a civil engineering firm, and was instrumental in the development of multiple master-planned communities. Following that, she joined the team of a local developer, where, as she says, she “did probably every job that one can do in that business” including mortgage lending and on-site developer sales of golf-course homes.

“After relocating to Florida in 2004, I went on to syndicate capital and build a series of multi-million-dollar spec homes in Boca Raton,” says Rochelle, “so I’ve essentially had my hand in Top Agent Magazine

every aspect of the business over the years.”

Eventually, she found her passion in residential re-sales. “I found that what I enjoyed most was working with people to create the next chapter in their lives and navigating that transition,” she says.

Rochelle, who holds a bachelor’s degree and an MBA in Business Administration, is a force to be reckoned with in the local luxury market in this upscale region of The Sunshine State, with overall sales numbers that exceed $200,000,000.

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Her focus has long been hyper-local real estate.

The recent acquisition of Pink Palm Properties by Douglas Elliman Real Estate — the largest independently-owned brokerage in the United States — has helped her expand her reach to other domestic markets, including New York City, Long Island, The Hamptons, Westchester, Connecticut, New Jersey, California, Colorado and Massachusetts.

Additionally, Elliman’s strategic alliance with global real estate company Knight Frank has expanded Rochelle’s marketing to 60 markets around the world. Rochelle’s group maintains a personal, hands-on, boutique-style charm. She is 14Copyright Top Agent Magazine

also part of Douglas Elliman’s Sports & Entertainment Division, a curated, sales division that provides an elite level of real estate brokerage services for clients within the sports and entertainment industries, as well as ultra-high net-worth parties.

With two solid decades of experience under her belt, and a team that she describes as a “navy seal style squad of hard-working and highly trained real estate professionals,” Rochelle is redefining the standard for excellence in client service. In fact, more than half of her business is based on Top Agent Magazine

repeat and referred customers. When asked to account for this impressive level of client retention, Rochelle grows thoughtful for a moment before responding.

“I operate with a long view of the market, and of my business,” she says. “So that means that I Top Agent Magazine

might advise one of my buyers not to buy right now, or I might advise another client not to sell right now. That could be perceived as costing me business, but in the long term I believe that the loyalty it garners is worth infinitely more.”

Her extensive knowledge base also comes into play: “My understanding of both the global and Copyright Top Agent Magazine15

local markets is something unique I’m able to provide my buyers and sellers. I’m not just showing and selling properties, I’m able to help them understand their real estate transaction at a deeper level.”

Rochelle is also an ardent philanthropist, and is involved with multiple charitable organizations, including her role as Membership Chairman for the Heart & Spirit Society of Boca Helping Hands, which helps feed in-need members of her community. She is also on the mem-

bership committee of an organization called Impact100, which awards multiple $100,000 grants to deserving local charities each year, five in 2018.

Rochelle’s plans for the future are fairly straightforward: to continue growing both her business and her stellar reputation for providing unparalleled service. “Boca Raton is shifting demographically and it looks like a very bright and wonderful future ahead for us,” she says.

“That’s really exciting.”

For more information about Rochelle LeCavalier, please call 561-300-2648 or email Rochelle@PinkPalm.com

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Top Agent Magazine

Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 17

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 18

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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CLAIRE ACKERMAN Phoenix, Arizona-based Realtor Claire Ackerman has her finger on the pulse of her local market, and has been providing her grateful buyers and sellers with top-of-the-line customer service since 2005. Claire’s deep well of industry knowledge goes hand in hand with her winning, authentic personality to create an exceptional real estate experience for anyone lucky enough to work with her.

Claire, who has been in the real estate industry for seventeen years, found her way to the world of real estate via a former career working in the title and escrow field. Originally from Maryland, she worked for title companies both there and in Atlanta before relocating to Arizona in 2005, where she obtained her real estate license and hit the ground running. Claire’s exceptional work ethic, coupled with her commitment to truly putting her client’s best interests front and center, translated into a career that began to thrive almost immediately and has shown no sign of slowing down. Currently, 65% of her business is based on repeat and referred customers, perhaps one of the surest indicators that she is providing excellent guidance to her buyers and sellers.

As Lead of The Ackerman Team at North & Co. Real Estate by Trade, Claire oversees an equally-dedicated staff of five other agents, all of whom share her client-first business ethos. “We treat our clients as if they’re our family,” says Claire. “We are extremely dedicated to them, making sure they understand the process as they move through the transaction. We treat them more as family than as clients. It’s not a ‘one and done’ situation for us, it’s more about creating a lasting relationship with them. I want my team to take pride in always providing value and being their authentic selves with all clients alike.”

The appreciation Claire shows for her clients is obviously reciprocated in full, as is made evident by the impressive number of glowing testimonials she has received on Zillow.com, on which site she is a Premier Agent with a perfect five-star overall rating. Among the many accolades she has received is this one, which perfectly illustrates the gratitude her clients feel for her: “I was so impressed with Claire from our very first meeting...she is super-professional, highly knowledgeable and proactive regarding every single detail that could possibly come up, a true advocate and helper to make everything work out perfectly for a home purchase. If there were Oscars for real estate agents I am sure Claire would be called onstage! I have worked with other agents in the past, and no one comes close to Claire in expertise and dedication to ensure the best possible purchase experience.”

Claire’s approach to marketing is both thorough and cutting-edge, resulting in quick sales for top dollar. Presenting each listing in its Top Agent Magazine

best light is of paramount importance, and she and her team make sure each property is photo-ready before it is viewed by potential buyers. Professional photography is utilized exclusively, and 3D tours are also employed. A robust online and social media presence ensures the home is seen by as many eyes as possible, and individual website are created for each listing. Claire’s background in being an off-market specialist means she is also able to bring value to her sellers by utilizing her network and Coming Soon marketing tactics for their home buying before hitting the MLS. Additionally, she is able to bring her buyers unique “first look” properties available for purchase.

“I love helping people,” says Claire with obvious sincerity, when she is asked what has kept her in the real estate industry for this long. “Whether it’s a first time home buyer or an investor, we listen to what they need. And with our sellers, we try to maximize their profit. I work every day to raise the bar as to what a client should expect from a Realtor.”

When she’s not working, Claire enjoys nothing more than spending time with friends, including her boyfriend, who has recently started a polo club. Traveling is another passion, and in addition to weekend getaways, she also tries to visit an international destination once each year. She is also very active in her community, and gives back through a sponsored partnership with a local high school, and donates to the Leukemia and Lymphoma Society.

Claire’s plans for the future include continuing to coach other agents to achieve success, something she has been doing on a national level. Of course, she also plans on continuing to grow her business while enhancing and refining the already-unparalleled customer service that has become her calling card.

For more about Claire Ackerman, call 480-272-0958 or email Claire@ClaireAckerman.com Copyright Top Agent Magazine 19

BENJAMIN BAKER He’s the nicest guy you could meet, but his clients say he’s a “pit bull” when negotiating on their behalf. Factor in his that he is a Certified Financial Planner and the clients that REALTOR® Benjamin Baker represents can only win. “After graduating from Washington State University in 2015 with degrees in finance and management operations, I worked as a Certified Financial Planner out of Los Angeles,” explains Benjamin. While that work was good, his greatest priority was to his new wife. “We’ve been together since college and she was determined to get back to Spokane, where she was born and raised.”

Approximately three years ago, therefore, the couple moved back to Eastern Washington, where Benjamin took a role as an office manager for a top-producing brokerage. He hadn’t planned on entering real estate. But, not surprisingly, he latched onto the success that the agents he supported were enjoying. “I got licensed in early 2017 and still manage the company while running my own deals in Eastern Washington and Northern Idaho.”

Benjamin’s clients have all witnessed how his financial planning skills transfer seamlessly to real estate success. “I pride myself on knowing my numbers and what’s happening in this market of about 700,000 people that operates like a massive farm town,” he says.

“I’m aware of any new businesses opening, of where any building is taking place, and of what’s happening with city hall and tax rates.” He offers an uncommon level of expertise for his market, taking citywide, statewide and national numbers into account.

Already earning nearly half his business from referrals, Benjamin’s clients appreciate his consultative approach. “Having been a Certified Financial Planner, I focus on their goals and motivations. I help them plan, by providing different avenues to explore.” Perhaps more of an advisor than an agent, Benjamin outlines what people might anticipate as the result of any possible decision. He then shares all communication with them during negotiations. “They know I’m genuinely fighting for their best interest.”

For sellers, Benjamin tailors his marketing to each specific property. After providing the seller information on himself and his approach, Benjamin meets at their home for a consultation. “We discuss their goals, timeframe, motivations for selling and then walk through to get a feel for the property and their sentimental attachment to it.” Within 48 hours, he gives them an in-depth presentation for their property including how he will market the features and advantages, as well as any solutions to possible objections they might face. He then leverages his brokerage’s affiliation with global luxury brand, Engel & Völkers. “I market aggressively inside and outside my region and also do door knocking, open houses and brokers’ opens to get other brokers’ input.” Goals are customized to the client, but Benjamin pursues the highest possible profit margin within their timeline.

As his business grows, Benjamin is partnering with his broker to open a new office in Coeur d’Alene, Idaho. “I’m also planning to move more to the luxury market,” he says. “I did a business plan and have already started setting up marketing to address that market. We’re going to grow the company, add agents and expand market share.”

Meanwhile, Benjamin enjoys that his busy real estate schedule is still flexible enough to allow quality time with his wife, who is his biggest supporter. “I’m also an active outdoorsman and do hunting, hiking, fishing, climbing and anything outdoors.” As if all this isn’t remarkable enough, he is even a professional, competitive bodybuilder. Finally, he avidly supports local school sports programs and is heavily involved a volunteer with Special Olympics, which receives a percentage of every transaction he closes.

“At the end of the day,” Benjamin adds, “I get so much joy seeing my clients’ emotions and happiness when we’re at the signing table, whether they’ve made a large amount of money on a sale or just purchased the home of their dreams.” Being able to take part in that aspect of people’s lives means the world to Benjamin.

To learn more about Benjamin Baker, visit benjaminbaker.evusa.com/en or https://www.facebook.com/ben.baker.56614 go to his Facebook page, email benjamin.baker@evusa.com or call 509.919.7291 https://

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Copyright Top Top Agent Agent Magazine Magazine

5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that makTop Agent Magazine

ing a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

2. Build in some perks While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

3. Get a sense of big-picture career plans Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic 22

expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

4. Keep the lines of communication open Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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JEANNE BENDIK People-loving, dedicated and hardworking, Jeanne Bendik has made great strides as a top real estate agent in the Pittsburgh market. Her love of helping others first led her to a career as a public school nurse. Wanting to fill her off hours with another job, she decided to pursue real estate, and hasn’t looked back since. When Jeanne retired from her nursing position, her business as an agent truly blossomed. “In my first year of retirement, I did $2 million in production, and the next year was $4 million,” she explains. Now she is averaging $6-7 million each year, and credits this success to her commitment. “I was determined to do well in this.” Today, she leads a team at RE/MAX Select Realty in Moon Township, Pennsylvania, serving Allegheny, Washington and Beaver counties. About 80 percent of her business derives from repeat clients and referrals.

“I pride myself on service, and I understand that some of my clients don’t understand the process. It can be a scary time for some people,” she says. With this in mind, she guides each client through every step of the transaction, ensuring they are knowledgeable and know what to expect at every turn.

This establishes trust and helps clients, especially first time home buyers, feel comfortable. When it comes to her listings, she also goes above and beyond, providing professional photography and videography, including aerial drone shots. She hosts open houses, strategically scheduling them to get the most activity. “What I like to do is post the listing on the MLS on a Thursday, and I don’t show the property until the open house on Sunday. This sets a momentum for buyers, and we usually get multiple offers by doing that.”

When it comes to staying in touch, she sends out mailers to her repeat customers, Christmas gifts, and cards. But Jeanne provides such great service that most of her past clients become friends, and keeping in contact is just natural. “I’m friends with them so I’m always talking to them, and I check in with them to see how they’re doing after the transaction,” she says.

“I’m not just a one-time Realtor.” After working with Jeanne, clients are loyal to her, returning to her whenever they need any service related to real estate.

Reading her dozens of five-star testimonials, it is clear why she has established such a large following. One recently said, “It is with much delight and respect that we write this review. We have been good friends with Jeanne for many years knowing her expertise in the real estate business. So, when it was time to sell our home, we called her. She loves her job and is very knowledgeable. Her professional advice was spot on, making the selling of our home effortless. We thank her for her immediate responsiveness to our inquiries, but especially for being such a good friend.” Another wrote, “Jeanne was extremely helpful to me during this especially personal time in my life. I was so impressed with her knowledge and the capable way she handled the sale of my home where I had lived for over 65 years. Jeanne took the time and showed extreme patience with me during this time.

She’s the best!”

As Jeanne looks towards the future, she is eager to finish up her new website and eventually add a new team member. In the meantime, she is enjoying every minute of her work. “I love all the people I work with. I’ve met the most amazing people that I would have never had the opportunity to meet had I not been in this business.”

For more information about Jeanne Bendik, call 724-933-6300 x 931, email jbendik27@gmail.com, jbendik@remax.net, or visit callBendik.com www.

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DALE CONNER Dale Conner may be relatively new to the real estate game, but he brings to the table a deep commitment to providing his clients with excellent service, honed during his many years in the retail industry. Dale, who works with ERA Town & Campus Realty in Starkville, Mississippi, hit the ground running in the Spring of 2017, and quickly proved himself as an agent who can be consistently trusted to put his customer’s needs first during every transaction. Already ranked number five out of over two hundred agents on his local MLS, and nominated as Rookie of the Year by his office, Dale is clearly a force to be reckoned with.

“I took an interest in real estate before I even finished high school,” says Dale. “Certain aspects of it were always intriguing to me.” His parents, however, steered him towards college and a more traditional, non-commission based career. “I spent sixteen years in retail management, area sales and things of that nature,” he recalls. Ultimately growing disillusioned with that career, and certain he could utilize his expert customer service skills to good advantage, he obtained his real estate license, and found almost immediate success in his new profession.

A significant portion of Dale’s business comes from referrals, and the number of these is growing every day. Referrals, of course, are perhaps the surest indicator of a job well done, and Dale is extremely grateful for each one he receives. When asked what he believes inspires his clients to refer friends and family, Dale grows thoughtful for a moment before replying.

“I think a lot of it has to do with the fact that I take a very low-pressure approach,” he muses. “I focus on the relationship aspect. I let them know that I’m here to help them in any way I can, whether that’s today or six years down the road. My focus is maintaining relationships.”

Working with Dale generally ensures a smooth, stress-free transaction, and this is reflected in the many glowing reviews he has received for his services. Among the testimonials he has garnered is this one: “Dale was really great to work with!

He worked tirelessly to help us find a home that fit our needs and was within our budget. Once we found our perfect home, Dale was helpful every step of the way, from making an offer to closing and everything in between. He was always easy to reach and any time we had questions or needed something, he was there with an answer or to help us in any way. He is knowledgeable, friendly, and I would absolutely recommend him to anyone!”

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Energetic, enthusiastic, and possessing a true sense of integrity, Dale truly loves his career. “I love that I get to run my own business,” he says, “and I love that I can really focus on directly serving customers without doing it through the managing of 100 employees. It’s about how well I – and I alone – serve people. I don’t rest until my clients are satisfied.” Dale takes a decidedly egalitarian approach to his business, as well. “I don’t judge the transaction,” he explains. “Regardless of the price point, every client receives the same attention.”

When he’s not working – which he admits is a rare occurrence – Dale enjoys time spent with friends and family in various activities. He is also actively involved in his community, and gives back in a variety of ways, including his support for Habitat for Humanity, the Salvation Army, and The Palmer Home for Children. “I try to be mindful and recognize opportunities to offer some small and random act of kindness each and every day,” he says.

Looking to the future, Dale’s goals are fairly simple. In addition to ultimately forming a team and obtaining his Broker’s license, he plans on growing his business while sacrificing none of the amazing customer service that is rapidly becoming synonymous with his name. “I find great satisfaction in serving others,” says Dale. “My entire working career has been in various dimensions of the service industry, largely in one role or another helping people love where they live. This brings me great joy.”

For more about Dale Conner, please call 662-418-3144 or email Dale.Conner@ERA.com Copyright Top Top Agent Agent Magazine Magazine

Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) Top Agent Magazine

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

Top Agent Magazine ®

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TAYLOR JACKSON Taylor Jackson may be new to being a Realtor®, but he’s not new to knowing what makes a great home. “My construction background helps a lot,” Taylor says. “I did a lot of contracting work for developers, homeowners and multifamily developments. My twelve years of construction experience gives me an edge.

I can walk into a house and give my buyers rough estimates and recommendations that can alleviate any of their concerns.”

For Taylor the switch from working on homes to selling them took a few years to make, but once he made it, he jumped in with both feet. “The developers I worked with kept telling I needed to get into real estate, that it was a good fit for me,” he says. “When I decided to do it I focused on nothing but getting my license and starting full time. I didn’t want to part-time anything — I wanted to get right into real estate.”

That all-or-nothing attitude is what sets Taylor apart. “I’m always available seven days a week,” he says. “I sleep with my phone. I take very few vacations… although maybe I should take a few more to unwind now and then! But I take my job very seriously, and I let my clients know that I am always available for them whenever they need me. I am always here as a resource - at any point during the process and even after closing.”

Going from behind the scenes to being a Realtor® has had its own special bonuses. “When I was doing contractor work I was making good money, but I never got to build any lasting relationships with the owners of the properties I

was working on,” Taylor tells Top Agent. “But with this you’re truly helping someone, and you get to know them. I’m very proud of what I do, and it’s a win all around for me. People place a lot of trust in me, and I take that seriously.”

Taylor serves the Birmingham area, where he’s building a base of clients that will fuel his future referrals and returns. But he has a unique problem when it comes to getting his name out there: “My listings sell so fast that my signs come down,” he laughs. “I almost wish they would stay out there a little longer so that I could get some more exposure!”

He’s kidding, of course. “I always tell my clients that their best interest is my best interest,” Taylor says. “I want them to feel comfortable with me and know I’m doing everything I possibly can to make everybody happy.”

Taylor’s on call 24/7, but he does maintain some time for himself. “I travel to Tennessee a lot because all of my family is there,” he says. “But mostly I spend a lot of time in the gym. After all, my hashtag is #fitrealtor, so I have to be sure to maintain! My motto is ‘Strong Mind + Strong Body + Strong Faith = Strong Business.’”

His first year a success, Taylor has his eyes on what’s next.

“Now that I have the foundation down I can focus on what I want my business to truly be,” he says. “I want it to be a white glove service, a concierge service, where I step in and take all the worry away and give my clients the smoothest, best possible experience.”

To find out more about Taylor Jackson, visit his website at taylorjackson.brikrealty.com, call him at 205-308-8887, or email him at taylorjackson@brikrealty.com http://

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SHERRI METHVIN Sherri Methvin arrived in real estate from a background in finance. After more than a decade as a Financial Manager for a Fortune 500 company, traveling all across the U.S. for her work, Sherri and her husband ultimately settled in Oklahoma, where Sherri began her career in sales.

Meanwhile, her husband had joined his family’s homebuilding and development business. With encouragement from her husband and in-laws, Sherri put her talents to the test and earned her real estate license, navigating a new role as agent. Now, more than a decade later, Sherri has made a name for herself as an agent of repute, complete with a reputation for integrity, hard-won knowledge, and an earnest investment in her clients’ best interests.

Based in Edmond, Oklahoma, Sherri serves clients across the Oklahoma City metro area. Under the banner of Century 21 Goodyear Green, she spearheads her work solo and has built a substantial base of repeat and referral business—amounting to roughly two-thirds of her total clientshare. To account for her successes thus far, Sherri credits diverse industry knowledge, client advocacy, and a personal touch. Likewise, she’s won Century 21’s prestigious Quality Service Pinnacle Award for her consistently outstanding client care, year over year. “I take a lot of pride in my customer service,” she says.

“My number one focus is on my clients—what they need and what their goals are. My background in finance also helps me navigate the numbers, while my experience with new construction properties through my family helps me understand that field, as well. In addition, my husband and I have purchased investment homes which we manage and we also manage rental properties for others. As a result I have a lot of experience on all sides of the business. My knowledge base is strong, and that helps me support my clients.” Furthermore, Sherri’s approach is steeped in honesty and patience, and she allows clients to go at their own pace as they move through the buying or selling process. “I always say to clients: your timing is my timing.

I’m never pushy and I don’t mind being patient so that my clients are comfortable. I truly care about the people I work with and do my best to make the process go as smoothly and successfully as possible.”

Adding value to her work with clients is an essential component of Sherri’s professional philosophy. Aside from a Thanksgiving client appreciation pie-giveaway that draws familiar faces together, Sherri also hosts an informative Facebook Live chat with fellow friends in the industry—covering topics from seasonal decorating to what to expect when making an offer on a property. Her approach to the listing process is equally detailed, and she begins by incorporating professional photography to ensure homes are featured in the finest light ahead of their market debut. From there, listings are leveraged across 500 online listing platforms, as well as through social media exposure, 3D tours, video walkthroughs, and other digital tools luring the interest of prospective online buyers. “I take advantage of all the tools that the industry and that Century 21 offers,” Sherri says. “I like to stay ahead of the curve and on top of new technology and incorporate it into the real estate industry. All in all, I know this process isn’t about me, and that’s my tagline—It’s All About You. I provide that personal attention. I get to know my clients, and their families and put them first when helping them through this process.”

Beyond the office, Sherri gives back through her work with her local church as well as through opportunities with Habitat for Humanity. In her free hours, she most enjoys time spent with family and loved ones, visiting National Parks, tuning into the latest audio book, and cycling.

As for the future of her business, Sherri intends to keep her growth and knowledge going steady as her career continues to blossom. For now, she is content to support her community, one homebuyer and seller at a time.

Finally, with more than twelve years of insights behind her, Sherri Methvin reflects on what she has come to value most about her career in real estate. “I enjoy running my own business and the challenge that doing so creates,” she says. “I like working hard to bring about excellent results for my clients. I also like that every transaction is unique, which keeps every day different and exciting. Above all, I love having the opportunity to help people as they reach their goals.”

To learn more about Sherri Methvin, email Sherri@MyOKHomeSearch.com, visit MyOKHomeSearch.com, call (405) 664 – 2398, or visit her Facebook page here www.

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of Top Agent Magazine

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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1

Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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VENNY RIVERA Venny Rivera arrived in the real estate industry by happenstance.

Back in 2004, he befriended an older gentleman who became a frequent coffee buddy, and who also happened to be an agent.

With his new friend’s encouragement, Venny decided to try his hand at the business and earned his license in 2005. “He planted the seed, and that’s how I got started,” Venny remembers. Now, in the thirteen years since, Venny has crafted a career in his own right, equipped with a reputation for patience, authenticity, and a personal touch.

Based in Round Lake Beach, Illinois, Venny works solo serving clients across northern Lake County and parts of Cook County. Under the banner of RE/MAX American Dream, he has built an enterprise largely driven by repeat and referral clientele, amounting to roughly 50% of his overall clientshare. In other words, relationships are central to Venny’s mission, and he prioritizes interpersonal connections when navigating the course of a transaction. Accordingly, Venny focuses on communication, a client-led pace, and listening skills as some of the central tenets of his professional philosophy. “I do my best to keep clients informed every step of the way,” he explains. “I’m there when they need me, and I always try to support them so they don’t feel lost. If I don’t have an answer, I do my research and bring solutions. I know some clients have had negative experiences in the past, where they didn’t feel heard or felt rushed into making decisions, but no matter the size of a transaction, I take the time, answer questions, and listen. Clients are able to see me more as a friend, and we often stay close and keep in touch even after the transaction is over.”

With more than a decade of experience, Venny also brings an expert’s insight to the negotiating table. In the past, he has represented both the buyer and seller in the same successful transaction, making sure to deliver the proper disclosures while finding a happy solution for all parties involved. When it comes to marketing listings, Venny leverages RE/MAX’s worldwide platform to net far-reaching exposure online and in-person. He also takes to social media to make a winning digital first impression, and applies local marketing strategies to create homegrown intrigue. Regardless of transaction type, buyer or seller, Venny is a big believer in taking a personal approach to one of the most meaningful transactions in a lifeTop Agent Magazine

time. As such, he makes sure clients are educated about the process and feel comfortable asking questions throughout.

“When people contact me, even if it’s about something small, I’m always ready to take time, meet, and answer the questions I can,” he says. “Price point never matters. I’m always ready to take time and treat each client with respect.”

To give back, Venny and his family participate in neighborhood and beach clean-ups that revitalize curb appeal on the street-level. In his free hours beyond the office, he most enjoys time spent with family and loved ones, especially his wife and four children, and relishes the chance to take the occasional roadtrip. As for the future, Venny plans to continue his steady momentum, with hopes to form a team in the years to come.

Eventually, his long-term goal is to open his own office as he continues serving his community’s aspiring buyers and sellers, one property at a time.

Finally, with thirteen years of industry knowledge and insight behind him, Venny Rivera considers what he has come to value most about his career as an agent. “One thing I really enjoy about my work is the flexibility it affords,” he says. “I value the chance to get out into the field and into the community. I also just like to be around people. I love meeting and getting to know new families, and discovering new areas and neighborhoods. Above all, I really like helping people and hearing their stories.”

To learn more about Venny Rivera email Venny.Rivera@gmail.com, call (847) 722 – 4325, or visit zillow.com/profile/venny.rivera www.

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