NATIONWIDE & INTERNATIONAL 1-7-19

NATIONWIDE & INTERNATIONAL EDITION

TAKE MY WORD FOR IT: THE POWER OF TESTIMONIALS & MAKING WORD-OFMOUTH COUNT

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

COVER STORY

FEATURED AGENTS

JEANETTE BANDOUVERES PERRIN CORNELL TAMMY FRAZIER HOWARD GOTTLIEB ROBB HOPPER BRIAN McGOWAN VINI MOOLCHANDANI HOLLI SHANBROM TYLER SHOCKLEY

Cindi Infiesto

NATIONWIDE & INTERNATIONAL EDITION

aff of nbkc bank wants to congratulate Bay Equity Home Loans is proud to congratulate

Brian McGowan

Perrin Cornell 7

12

17

25

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JEAN

How did become on real estate shire? Jea estate care assistant fo where she CINDI INFIESTO VINI MOOLCHANDANI JEANETTE BRIAN McGOWAN PERRIN CORNELL HOLLI SHANBROM active age BANDOUVERES For more than 15 years, Holli Shanbrom has been As part of Coldwell Banker, Shanbrom Real aEsp she had offer tha building her real estate career, beginning in Col- know clients’ homes and Group alsoconstructive offers clients suggestions exceptional marke and got he 33 34 37 39 increase list value or otherwise make a property market orado Springs and soon moving to Connecticut. for their listings.

“Most buyers find proper 30 on being featured for the State now working as an independent ag sheMagazine! recently formed Shanbrom Real that online, so we have an excellent online presenc From there, Robb considers theand home’s market standing For TammyinFrazier, entering the sharing the it with her. I loved we dealt Tammy and of Washington Top Here, Agent Realty is licensed in both For Howard Gottlieb, real the way, with and just helping them to achieve their goals.

“IMaine like out of not Orange, “I toyed with hundreds nationally and in Top Agent real estate business Estate was aGroup natural other CT. people to contact.

She a 24/7 Lady and and is the BEST of theisneighborhood region inwebsites giving locally, feedback to sellers, the idea of starting a team for a fewbeen years abecause nationally.”

But back long before that online expo estate has always family helping people,” he says.

To give to the community, n being featured for the choice. stateSheofran timeshare 21 Wright resorts for to SELL or PURCHASE a home.”

Another professional wrote, “Tammy photography andprofessional video to pho sho Over of Jeanette’s business c I needed a new challenge, something new that incorporating comes preparation, affair.

With the encouragement Howard is the Chairman ofproperty his60% Homeowners’ Association, Oklahoma 20 years and was awarded Project was amazing.

My boyfriend and I were first time home buyers th Carolina in Top Agent Magazine! would be helpful referral clients.

What keeps her clien light.

Once homes are primed, Ro to other people.” Multiple fac- homes in an immersive raphy and enticing descriptions.

“Whether the of hisand uncle, who was agent, so thesmooth Treasurer the free.

Langhorne Borough BusinesstoAssocibe a Top Director of the Year from Bluegreen she made thean experience and of stress Shea apart tors, she adds, contribute to real estate success: his selling $700,000 a $120,000 con her fromhouse otherordrive agents?

“I com team coordinate ideal listing dates traffic Howard obtained his license in ation, and a political committeeman.

Inand his looking free providing time, he pf out of 28 resorts all over the country. explained any questions we had in a way we could we actually including relationships, marketing, the nuances always get the property its best clients.

I’mwide-ranging very open, very honest, a home’s debut.

Then, they secure exposure Christian | of Branch Manager | MLO-104880 1986.

He joined his uncle’s enjoys and being nearany thecleaning, water. Howard and In 2005,Chamberlin she decided tocontracts jump into a client understand.

Anytime an issue came up fishing or inspection or questorearranging his his man and follow-up.

“If one of those including painting, anything.

I let them know where the the MLS and leading online listing platforms to net ideal 509.293.0194 career as| cchamberlin@bayeq.com anGOTTLIEB agent, withto more tion from theassoon bank would handle itrecently immediately andminor always TAMMY FRAZIER P:new HOWARD HOPPER SHANBROM SHOCKLEY isn’t up par,brokerage youROBB won’t to be greatshe as youaHOLLI packing before pictures.”

Holli with his thw and had wife purchased aTYLER Shore house and plan toknows live they never have to question what is www.bayequityhomeloans.com/Wenatchee couldchild be,” says Holli.toldbusiness someone isn’tworking drawnat tothe that first photo, they flexibility for her only who me ‘don’t of worry I have it handled.’

Wetold, were really short order.

All whether or buyers orresulte seller has thriving hisabout own.it in part-time in Langhorne and part time Shore.

For the w next step is,” she explains.

Jeanet 1835 N Wenatchee Ave, Wenatchee, WA 98801 scroll through a home’s more detailed features was in school and playing sports. By coming buying aRobb’s home butfocus shehopes made sure we were remains on the individual families at tru th tor who Over nervous 30 years later,in to Howard future, he to use that toand expand hissequenc busiEqual Housing Lender | Bay Equity LLC | NMLS ID#76988 so opportunity that they understand the In thisofway, she formed her on the premise Jason VonMoss | Loan Officer | NMLS# 420794 2011, she was President Medina her firstteam priority and would get us to showings or answer queswillingness to goone the extra mile – bo of each transaction.

“Helping people with of the bigges works with his wife Maureen ness at the Shore and serve more people.

That’s a worthy each agent complementary gifts. “There People rememberthe Holli’s friendliness how she works transaction, andandshe encourages nbkc bank County Realtors and the manager of RE/MAX inthat Medina, Ohio.has tremendous, tions whenever it was convenient for us and our schedule.

We action –that has set him and shoul actions in their lives isfrom something needs tohead be taken ser Gottlieb—who is also aoflicensed agent—and an assistant, goal and one that, with all his experience and expertise, are four us and we’re each doing very well,” she says, with people any traditions, backgrounds or stages inh 8320 Ward Pkwy, Kansas City, MO 64114 questions at any time.

Jeannette and Today, she works with Russell Real Estate in their Medina and could not have asked for a better agent and I will recommend BEKG-181129-3.0 explaining some of their unique skilland sets.southern “One agentand has been “We bond with “We each other, as we should.

I’m grateful to serving southeastern Pennsylvania and central he’s sure to achieve! we do that,” he says. go the extra mile and give our great friends and remain close after Sandusky offices.

“I have a boat house in Sandusky, and I her to anyone I know.”

Office (913) 383-6459 | Fax (913) 499-4599 Tyler, and raised in real estate for on 20 both years.commercial She’s bilingual, well-connected part of my clients’ lives.” born To Holli, real estate isPoteau, about New Jersey.

Howard focuses and resi- valueand and information they have before.

Wein do whatr Shedidn’t builds strong rapport and trust, work965-1400 six-seven |counties, commuting weekly from Sandusky Main (816) www.nbkc.com terrific with numbers, but I Growing help with herup, marketing.

It’s terrific tionships and the excitement that comesState from problem solv of Northeastern University Robb Hopper’s roots in real estate run deep. he dential real estate, as well as rentals, and he excels as a by our clients and by the community.

We want to be Realto to4) Medina,” she explains.

Around half of her business derives As Tammy looks towards the future, she is happy to maintain clients and referrals from clients’ fam RECONSIDER REFERRAL23) 9 THINGS THE BEST 35) TIPS BREAKING for everyone.” creative solutionsON and positive end results.

Administration and Entrepreneurs learned about residential building firsthand alongside his father, top producer the area,tohaving won multipleasawards andwhile from repeat clients and referrals, which sheinattributes her her business it is now, keeping her clients “I with, touch with and past doing clients,that Jeanette sends other Realtors want happy. to work is being marketing for a real estate firm wh ONLYwork WHEN PLANNING FOR LEADERS SAY INTOwork, THE LUXURY aethic newand construction plumber who showed his soninNEVER the ins and outs incredible determination. think the key to my success people I’m real. acknowledgments including: Million Dollar anniversaries. send them ado l Primarily serving Excellence, clients New Haven County, issteward the groupjust Outside Holli isThat’s active why in “I themight localdoschools, given fortrust yourme. community. we we the agents coming andwhat going,” he THE FUTURE MARKET of homebuilding. tenure the corporate Robb themselves to her receives soinmany referrals andworld, they three childrenA-versary all attend individual schools. them She also Club, After 100%his Club, Technology, Platinum, Topdedicate Producer date to remind I’mh wascommittee something that I wanted toand do “I work seventurned days ahis week,” explains.

“Iaward, always delivering the service that they are more well-known for. Their serwith the membership of Temple andTammy his most recent theconstructing Quad Gold Award.

He’s that day righttoalong withEmanuel them, and talents to homebuilding as well, than Beyond the unteers office,regularly Robb gives back hisShe community by ci athe successful business for himself 27) MY WORD vice isI’m rooted in TAKE communication.

“You have to communicate at senior center. was even recogn answer my phone. I really love what I’m doing and good well.” She uses social media a licensed broker in both New Jersey and his Pennsylvania 300 homes before earning hisdo license and expanding service email, uting text to areaascauses and those in need ontoareach loca so FOR in one, the way theTHE client wants you to, whether Volunteer of supporting theafter Year.year.

“But I do this to be helpful, not at10) it. It doesn’t matter ifTO it’s aACHIEVE $600,000 deal orand a $60,000 5 STEPS IT: POWER OF 38) CREATIVE WAYS picks up the phone to text or sayhasheb and twenty-five owns a realoryears estate school where he teaches licensing offerings.

Now, since his journey in real estate phone calls.to We do what our clients prefer.” recognition!” she says with atime laugh.spent Meanwhile, In his free hours, he most enjoys with Holli wife and I treat them all the same.” Tammy provides superior service imperative in this business. courses as a way to improve the quality of training for real LONG SUCCESS AS &leader MAKING TO SAY THANK YOU her children into the outdoor adventurers that began, Robb has made name forTESTIMONIALS himself as an industry Tyler, who been featured onshe H everyone sheTERM works with, understanding thatathis is an important ones. As forturning the future, Robb plans tohas continue growing hi Next, she says, her team treats their clients with the specialized been since childhood.

“My husband’s not as adventurous, estate agents throughout the area.

“I love bringing new known for his integrity, track record, and commitment to building canbuilding boast that more than ateam quarter time each client’s life. ButAGENT most of all, it’s Tammy’s passion A inREAL ESTATE WORD-OF-MOUTH COUNT ness steadily, with a focus on a likeminded of a listing goes on the market attention theyhe deserve. “Every person and every transaction is make sure we getBefore out; I never sit still!” people into for the industrycommunity. that gets her through eachthe daybusiness,” and helps her says. repeatcare and and referral clients, one of who client community.

“Rea very different. We take all transactions to heart.” Holli treatsare all passionate aboutthrough with the potential sellers, as transactions run smoothly. “I get up in the morning and feel tomer satisfaction.

When asked w of her clients as if they’re a family member. “The relationship Not sitting helps business, which hasthat grow has been a part of mystill lifecertainly since childhood, I love what her everything aboutand the home is Howard is renowned throughout Pennsylvania and New good about what I do, I surround myself with good people so loyalty, Tyler grows pensive for to a after HOW keys exchange hands.

We’re in touch three recent months ever since Holli formed her team.

“I love 15) 4 QUALITIES OFmetro area,doesn’t 31) TO CUT DOWN Serving the Tulsa Robbend heads athetightknit team of twelve he says. “We want to continue towhere affectmy change in ourstarts indu “That is relationship I know how a transaction is going to turn out.

I’m also open tohis strong Jersey for his expertise abilities as aand negoa lot Iofreally it hasdon’t to do my f months, sixand months, even three years later.”

Phone calls, she the women on my think team grow. feelwith it’s about agents and counting, all under the banner of RE/MAX Results we are walking through the home,” shm EXCEPTIONAL EMPLOYEES ON DIGITAL DISTRACTIONS doing things the right way.

That’s the legacy we want to learning, and I learn somethingtiator. new on deal.” says, are aabove great way give someone a pleasantthe surprise when anymore. I feel like I’veoften shifted and if after I can the helptransact otherslea Heevery always goes andtobeyond to negotiate ents call me the Hopper Group. Over the course ofofhis lengthy career, he has down with sellers to discuss why they she’s thinking them. their goals, it’s a win-win for everyone.”

AND UPand YOUR best deal possible for his clients, as a result, a large plumbers, electricians…things like to drive roughly 60% of his business through repeat and might in so case she helpa Real estate is allmanaged about the relationships, andofTammy prioritizes with be pastgoing clients that if can there’s percentage his business comes from repeat and referral and whatthey theycan need in order tome. achi each one. “I maintain relationships, it’sofwhat I do PRODUCTIVITY better referralmy business—some the highest praise an agent can receive. know reach out to T clients. Past clients rave about his dedication, professionthan anything else,” she says.for Tammy even hasthus solidfar, relationpoint, goes over herthey’re mark To account his and success Robb credits professionalism, keepsJeanette me top-of-mind when alism honesty. ships with two adifferent MLS boards, so shea can promote her as some of the defining which includes hiring professional proactive mindset, and personal touch listings to double the amount of people. “No matter where my drone if needed, listin attributes of his working style.

“We have two guiding principles,” The photographers appreciation Tyler’s clients fe Phone 888-461-3930 | Fax 310-751-7068 listings, listings are, they are both listedToonmarket these MLS.” SheHoward also aimsposts properties on the MLS, and other major real estate websites, in the reviews he has received fh Robb explains.

“Theasfirst is: what have today to help as well many other majoryou realdone estate websites such to build relationships with other agents and people affiliated broker open houses, and site conducting mag@topagentmagazine.com | Realtor.com. www.topagentmagazine.com Zillow.com, on which he hold someone?

The is: do real estate the right For way.commercial We treat ourlistwith the business.

Tammy attends local community events and as second Trulia, Zillow, and No portion this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine is business like a business, but our focus is all about helping people, stays in touch of with everyone she’s previously worked with. ings he uses CoStar and LoopNet. He also reaches out published bynot Feature Publications GA, Inc. Although aremore taken about to ensure the Shanbrom, accuracy of published materials, Top Agent or just about To learn Holli visit HolliShanbrom.com topaperwork. his impressive networkprecautions of agents and active buyers in Magazine cannot be responsible for opinions expressed or facts supplied by in its authors. To subscribe or change address, send When the transaction is held over,the clients leaveThis glowing reviews region. personalized approach often results go to her Facebook Page, email shanbrom@gmail.com or call 203.298.2050 https://www.facebook.com/Shanbrom-Real-Estate-Group-105712466836689/ about theirtotime together. One recently said, “Tammy is such inquiry mag@topagentmagazine.com.

We keep our aclients everything we do.”

Likewise, quickfront sale of at mind a veryincompetitive price.

Currently, For morehe’s information about a pleasure to work with. She is a go getter and will do everyrepresenting both first-time and move-up buyers, multiple Robb recognizes the necessity of clear communication throughout Published in the U.S. thing she can to make your dreams come true in purchasing Copyright Top Agent Magaz TAMMY FRAZIER, residential and commercial listings, andheseveral To find out more about Howard Gottlieb, theforups downs of aguide transaction.

Accordingly, makesresidential accesthe perfect home you.and Tammy helped us in the financall 330-321-6508 or email and office rentals. sibility and quick turnaround timeyoua are key trait ofplease his team.

“We cial area too, which really take stress off of you when email howard.gottlieb@kw.com,

ROBB HOPPER

TAMMY FRAZIER HOWARD GOTTLIEB

TYLER

CONTENTS

www.

This is my move and was a pleasure tammyfrazierrealtor@gmail.com know that thefinal number one itfrustration clients experience is a lack 2 purchasing a home.

Top Agent Magazine call 215-630-7278 or 215-757-6100 Ext. 112,

Howard’s part of thewe jobleave is developing strong of communication,” he favorite says. “That’s why no calls unanrelationships withtohis each step swered. We want our clients beclients, ravingeducating fans, andthem we believe in of

or visit www.howardgottlieb.com

Top Agent Magazine

3

Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 4

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

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

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

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

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

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

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

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

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

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5

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

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

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

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

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Top Agent Magazine

Brian McGowan

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BRIAN McGOWAN Top Agent Brian McGowan – Keller Williams’ Beacon Realty Group in Charlotte, North Carolina – has earned his reputation as a trustworthy and consummately professional real estate advisor. Brian’s dedication to doing what is best for his clients, regardless of how it might affect his bottom line, has set him apart from much of his competition and resulted in a solid base of customers who consistently refer their friends and family to him.

More than sixty percent of Brian’s business is based upon those referrals, an impressive accomplishment that is solid evidence of the exceptional client experience he is providing.

When asked to account for this high level of loyalty, Brian grows thoughtful for moment before replying. “I think it’s about my being less of a salesperson and more of a friend to my clients,” he says. “I stay in touch with all of my past clients throughout the year, whether it’s just reaching out to see how they’re doing in their new home, or to see if there is anything I can help with. Most of the time when I reach out, there’s no opportunity for me to make any money from doing so, it’s just to help them make their home and their lives better.”

Brian began his journey in the world of real estate in 2005, when he purchased his first rental property. “My parents also invested in rental properties,” he says, “and I thought it would be a good thing to get into, so I started doing it when I was twenty-five. Over time, I accumulated a couple more rentals, and did some flips.”

His experiences working with a landlord opened his eyes to how poorly some tenants were treated, and – certain that he could do better – he opened his own company in South Carolina in 2010.

“Eventually, I went from rentals and flips and property management to becoming a full-fledged broker, representing others for buying and selling,” says Brian.

Even Brian’s approach to marketing his listings is based in integrity. “I am very honest and realistic with my clients as to what their home will sell for,” he says, again pointing to the fact that he has discouraged some clients from selling their homes when he believed it would it would not be advantageous. Brian also works hard to make sure each listing is shown in its best light, and that includes the utilization of staging when necessary, exclusive use of professional photography, drone videos, and a robust social media and online presence. Quick sales for top dollar are commonplace.

Brian is extremely grateful to be a part of the highly-successful Beacon Group, and points to its founder Kevin Walker as being one of the reasons for his desire to become a broker. “I liked everything he did on the Realtor side of things,” explains Brian, “as far as honesty and really trying to help his clients. He showed me that it’s about being completely upfront with my customers.”

This commitment to honesty informs every contact Brian has with his clients and potential clients, and he has been known on occasion to discourage them from either buying or selling when he truly believes it would not be to their benefit. “I think that being someone they can trust to give them an honest opinion is really important,” he muses, “and that’s probably why I get so many referrals and have retained so many clients over the years.”

Brian is very civic-minded, and supports a host of local charities that benefit members of his community, including the local fire department. When he’s not working, he and his wife Stacy enjoy mountain getaways and spending time with their two Golden Doodles, Charlotte and Stella.

Looking to the future, Brian’s plan is to continuing growing his business, and to keep providing the amazing customer experience that has become synonymous with his name.

“What I enjoy most about what I do is helping people,” says Brian, and his sincerity is obvious. “Seeing the smiles on their faces when they get their new home, and watching them get settled in. My job is so much better than I ever thought it could be.”

For more information about Brian McGowan, please call 864-593-2958 or email bmcgowan@kw.com 8

Copyright Top Top Agent Agent Magazine Magazine

The staff of nbkc bank wants to congratulate

Brian McGowan

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

Jason VonMoss | Loan Officer | NMLS# 420794 nbkc bank 8320 Ward Pkwy, Kansas City, MO 64114

Office (913) 383-6459 | Fax (913) 499-4599 Main (816) 965-1400 | www.nbkc.com Top Agent Magazine

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

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

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

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3

BUILD A STRONG ONLINE PRESENCE

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

4

BUILD A SOLID FOUNDATION

5

SET GOALS

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

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

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

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PERRIN CORNELL How did Perrin Cornell become one of the most trusted names in residential real estate in Wenatchee? After serving in the Army as an Artillery Captain, in 1974 Perrin decided to put his degree in Economics from Seattle University to use in the mortgage banking industry. He eventually became Vice President of BancShares Mortgage Company, a subsidiary of Old National Bank in Spokane, administering the bank’s real estate loan portfolio. In the 1980s, he also worked in the Thrift industry, where he focused on secondary marketing.

He then had a strong career in international fruit and produce marketing until 2004, when he decided to take the leap and try real estate. In February 2004, he began studying for his exam to be an agent/broker and he passed the exam on Valentine’s Day! He’s had a thriving career in real estate ever since. He now works as a solo agent with Century 21 Exclusively, primarily serving Wenatchee and a thirty mile radius around the city, and he knows the area incredibly well. “My grandfather was mayor here in the 1920s, so my family goes back a few years,” he says.

An impressive 88% of Perrin’s business comes from repeat and referral clients. What keeps his clients coming back and sets him apart from other agents? His career in the mortgage industry has given him a deep understanding of the various products available and how they can be applied, as well as the mechanics of the process. “Working with the mortgage officer, we can find problems before they come up,” he says. He takes the time to get to know clients, before, during and after the transaction. To stay in touch with past clients, Perrin reaches out by phone and email, or does pop bys to say hello and see if they need any additional support or referrals to trusted vendors. “Years after the transaction, I still

talk to my clients and provide them information about the market or referrals for remodeling,” he explains.

To market listings, Perrin understands that these days, most buyers begin their search for a home online. He hires professional photographers to take high quality photos that highlight the best features of the property. Each listing is posted on the MLS and all the major real estate websites. “Century 21 has over 200 syndicated sites,” he explains. Perrin conducts a thorough campaign via social media, and posts listings on his own website and blog.

He also focuses on search engine optimization to ensure his clients’ listings receive maximum page views. The result of this thorough and tech-savvy approach is often a quick sale at a very competitive price.

After working with Perrin, his clients rave about his excellent service, negotiating skills, expertise, and availability. They also appreciate that he takes the time to educate them throughout the process. What’s Perrin’s favorite part of the job? “I’m predominantly dealing with happy people. They are happy to be buying or selling. That’s really rewarding,” he says.

To give back to the community, Perrin teaches in the Washington State Housing Financing homebuyers program. He’s been president of the Kiwanis Club, a member of the Chamber of Commerce, and a soccer referee for local teams. Currently, he is a member of the local chapter of the Military Officers Association of America. In his cherished free time, he enjoys growing vegetables in his garden and cooking. “My wife is always appreciative and she does the cleanup, which is a perfect arrangement,” he says with his characteristic smile. He also enjoys reading and spending time with his wife and his 12-year old dachshund Maggie. For the future, he hopes to continue growing his business at a slow, steady rate, negotiating excellent deals for his clients, and staying on top of tech innovations in the business.

To find out more about Perrin Cornell , contact him via email at perrin.cornell@gmail.com or by phone at 509-669-0354.

You can also check him out online at wenatcheehomeswithperrin.com. www.

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Bay Equity Home Loans is proud to congratulate

Perrin Cornell

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

Christian Chamberlin | Branch Manager | MLO-104880 P: 509.293.0194 | cchamberlin@bayeq.com www.bayequityhomeloans.com/Wenatchee 1835 N Wenatchee Ave, Wenatchee, WA 98801 Equal Housing Lender | Bay Equity LLC | NMLS ID#76988

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BEKG-181129-3.0

“Downtown” April Brown is proud to congratulate

PERRIN CORNEL

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

“Downtown” April Brown Branch Manager/Senior Loan Officer (NMLS: 205209) Tel (509) 664-3634 | Mobile (509) 630-0118 101 S. Mission StreetWenatchee, WA 98801

#SHOWYOURKEYS © 2018 Evergreen Home Loans is a registered trade name of Evergreen Moneysource Mortgage Company® NMLS ID 3182. Trade/service marks are the property of Evergreen Home Loans. All rights reserved. Licensed under: Washington Consumer Loan Company License CL-3182.

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Top Agent 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 16

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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Cindi Infiesto

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Cindi Infiesto Top Agent Cindi Infiesto is one of the top Realtors® in Florida, serving Lee and Collier counties.

Before she began winning the Gulfshore Life Five Star Agent award every year, Cindi Infiesto was just a young woman dipping her toe into real estate by buying her New York City apartment when it went co-op. “I was 23 years old, my building turned into a co-op, and I didn’t want to move out,” she remembers. “So I bought that co-op. And then I purchased several other co-ops in the same 18Copyright Top Agent Magazine

building… until I had 23 co-ops in one building, at age 23.”

Now Cindi is one of the top Realtors® in Florida, serving Lee and Collier counties. After proving her real estate instincts in New York, she became an appraiser in Florida. She credits that foundation with forming her approach.

“I think everybody should take a course in Top Agent Magazine

that, because what that makes you do is learn everything from the ground up,” she says.

“With appraisal you go as far back as when the area was founded, and you do a lot of research, which gives you a knowledge base.”

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But more than a strong knowledge base of the area she serves, Cindi builds relationship bases. “I have created relationships with so many different people,” Cindi says. “I value these relationships and try to support Copyright Top Agent Magazine19

them in their success, even if they’re not in my industry. One of the things I saw in the recession was that one sector fell out then another, and another. That’s when I realized we’re all connected in this community. If one of us is failing, it’s going to be a chain reaction. So it’s my pleasure to help people. If a local exterminator or electrician does a great job for me, I refer them to my clients, or, if one of my clients has their own business, I’ll hire them to do work for me and the referral network begins there. That’s how I run my business and my life - doing what’s right for everybody involved.”

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Those relationships last a long time. “With some families I’m on the third generation,” she says. “When seniors move down here, I may sell to their kids. And then sometimes I sell to their kids’ kids.” Cindi knows why people keep coming back to her. “I listen to what people tell me. I’m empathetic and try to do what’s best for them - and sometimes that isn’t always what’s best for me. I don’t look at my job as selling houses, I look at my job as making people’s dreams come true. I make having the American dream attainable for people. Can you think of a better job than that?”

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“One of the most satisfying things for me is working with first time home buyers,” she continues. “When they realize that they’re actually closing on their home and they hug me, it’s for real. They are so grateful and that, right there, is why I’m in real estate. It’s not the million dollar homes, although those are Top Agent Magazine

great and we love them too, but the first time home buyers where every single dime matters and we go to bat for them and treat them like million dollar clients.”

Cindi likes to give back and is involved with many charities. For years, she has worked Copyright Top Agent Magazine21

with Lois Healy, the CEO of Affordable Home Ownership Foundation, assisting them with getting first time homebuyers in homes and now teaches the first time homebuyers course.

Recently she began working with Wolfhounds

Legacy, a group that rescues dogs from high kill shelters and trains them to be PTSD dogs for veterans. “It saves dogs on death row and it serves veterans,” Cindi says. “How could it be better?”

To find out more about Cindi Infiesto, visit her website at exitselectre.com, call her at 239 - 707 - 6000, or email her at cindi@exitselectre.com www.

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Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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Vini Moolchandani

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VINI MOOLCHANDANI When Vini Moolchandani was moving from Toledo, Ohio to Nashville, Tennessee for her husband’s job, they had trouble—in both cities—finding a straightforward, trustworthy real estate agent. Once they had settled down in Nashville, Vini’s husband suggested she become an agent herself. “Why don’t you jump into it?” he said. “Maybe you can help other people who are suffering like we did.”

Vini decided to take his advice—in 2006 she obtained her license and dedicated herself to providing the sort of excellent service she’d wanted to receive when she and her husband moved states. Vini is now a broker serving all of Nashville and the surrounding areas with a focus on Brentwood, Franklin, Nolensville, and downtown Nashville.

A native of India, Vini speaks three languages and is able to serve clients in English, Hindi, and Sindhi. More than 95% of her business comes from repeat and referral clients. “My business is based on my clients’ trust and faith in me,” she says.

Vini’s clients’ loyalty stems from the fact that she always puts them first. “Their interest far exceeds anything else on the table. I always treat people how I want to be treated. If they are not delighted, I am not satisfied.” Vini’s work is rooted in honesty and integrity and she always gives her clients 110% of her effort and respect. “Whether it’s a first time homebuyer or an experienced homebuyer or a client who just needs rental service or property management, one should treat all clients with equal respect and give them the same attention irrespective of what revenue they will bring.” This attitude results in devoted clients who are eager to refer Vini to their friends and family.

She loves working with all kinds of clients—first-time homebuyers or experienced homebuyers, first-time home sellers or experienced home sellers—and educating them throughout the entire process. To stay in touch with past clients, Vini prefers a

personal approach. She organizes a couple of client appreciation events every year and periodically visits her clients during various holidays throughout the year. Past clients often reach out to her for advice on everything from home maintenance to remodeling or decorating. “I absolutely love that they trust me so much that they feel comfortable to call me anytime. They know I will pick up the phone and give them my undivided attention!”

Vini understands that in today’s market, most buyers start their search online. She hires professional photographers for each listing to ensure the property looks its best. In certain instances, she suggests staging. For luxury listings, she also hires drone videographers. She creates high quality flyers, hosts open houses, sends email blasts to her wide network, and meets with other top agents to tell them about the listing. “That way everyone has heard about the listing by the time it hits the market,” she says with a smile.

After working with Vini, past clients rave that she is “honest to the core,” and only wants the best for them. Her favorite part of the job is meeting people, hearing their stories, and helping them to reach their goals. “Every day I feel blessed. It’s not just me giving love, I receive love back!” To give back to the community, Vini donates generously to local charities and is an active member of a local ethnic community. Her daughter, a student at Brentwood High, started a club called Mission Smile. “The members of this club go to nursing homes and children’s hospitals to spend time with the people there with one common goal: to bring smiles to their faces. I am heavily involved as a mom, helping to facilitate whatever they need.” In her free time, Vini loves to spend time with her family. “I have two daughters and when I have spare time I love to be with them,” she explains.

She also enjoys reading, traveling and watching movies with her family. For the future, Vini wants to continue meeting new people and giving her all to her clients and community. “I want to help as many people as I can!” she says.

To find out more about Vini Moolchandani, email vmotihar@gmail.com, call (615) 870-9770, or visit vinirealty.com www.

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Take My Word for It:

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

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

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

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

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

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show28

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

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

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

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

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JEANETTE BANDOUVERES How did Jeanette Bandouveres become one of the most beloved real estate agents in New Hampshire? Jeanette started her real estate career as an administrative assistant for a large sized company where she oversaw twelve very active agents. She soon realized she had a passion for the industry and got her license in 2002. She’s now working as an independent agent with Great Island Realty and is licensed in both Maine & New Hampshire.

Over 60% of Jeanette’s business comes from repeat and referral clients. What keeps her clients coming back and sets her apart from other agents? “I communicate well with my clients. I’m very open, very honest, and I don’t sugar coat anything. I let them know where they stand at all times, so they never have to question what is going on or what the next step is,” she explains. Jeanette educates her clients so that they understand the sequence of events throughout the transaction, and she encourages them to reach out with questions at any time. Jeannette and her clients often become great friends and remain close after the transaction is over.

She builds strong rapport and trust, which results in repeat clients and referrals from clients’ family members. To stay in touch with past clients, Jeanette sends cards for birthdays and anniversaries. “I might send them a little gift for their homeA-versary date to remind them I’m there and I remember that day right along with them, and it’s a big date for me as well.” She uses social media to reach out and sometimes just picks up the phone to text or say hello. Staying in touch is imperative in this business.

Before a listing goes on the market, Jeanette does a walkthrough with the potential sellers, asking them to share with her everything about the home that is special and noteworthy.

“That is where my relationship starts to develop with them as we are walking through the home,” she explains. She then sits down with sellers to discuss why they are selling, where they might be going in case she can help them with a purchase, and what they need in order to achieve their goals. At that point, Jeanette goes over her marketing plan with them, which includes hiring professional photographers, hiring drone photographers if needed, listing the home in the MLS and other major real estate websites, hosting open houses and broker open houses, and conducting a thorough marketing Top Agent Magazine

campaign via social media. When needed, she will help the client with staging or virtual staging as well. Once the house is listed, Jeanette carefully tracks interest and feedback from potential buyers. This marketing strategy often results in quick sales at competitive prices. After working with Jeanette her clients rave that she works incredibly hard and really advocates for them throughout the process.

What’s Jeanette’s favorite part of her work? “The two best parts of the job are: when we write an offer on a property and it gets accepted and I get to call my clients and tell them the fabulous news, and the day I finally see my clients at the closing table! Being able to be a part of that excitement is the best part!” To give back to the community, Jeanette is part of a networking group called BNI: Business Network International/ Garrison Growth Partners to help others in her area build their businesses. In her free time, Jeanette loves to do yoga, be outdoors hiking, spend time with her family and friends, and travel. “I want to see the world and everything it has to offer!” She’s devoted to her two-year-old chocolate lab Jemma who keeps her laughing everyday! For the future, Jeanette plans to continue growing her business, developing new marketing strategies, and building incredible relationships with her clients. Now those are worthy goals that will benefit her clients and her community!

To find out more about JEANETTE BANDOUVERES email jeanetteb.realtor@gmail.com or call 603-557-7089 Copyright Top Agent Magazine 29

TAMMY FRAZIER For Tammy Frazier, entering the real estate business was a natural choice. She ran timeshare resorts for 20 years and was awarded Project Director of the Year from Bluegreen out of 28 resorts all over the country.

In 2005, she decided to jump into a new career as an agent, with more flexibility for her only child who was in school and playing sports. By 2011, she was President of Medina County Realtors and the manager of RE/MAX in Medina, Ohio.

Today, she works with Russell Real Estate in their Medina and Sandusky offices. “I have a boat house in Sandusky, and I work six-seven counties, commuting weekly from Sandusky to Medina,” she explains. Around half of her business derives from repeat clients and referrals, which she attributes to her incredible work ethic and determination.

sharing it with her. I loved that we dealt with just Tammy and not other people to contact. She is a 24/7 Lady and is the BEST to SELL or PURCHASE a home.” Another wrote, “Tammy was amazing. My boyfriend and I were first time home buyers and she made the experience so smooth and stress free. She explained any questions we had in a way we could actually understand. Anytime an issue came up or inspection or question from the bank she would handle it immediately and always told me ‘don’t worry about it I have it handled.’ We were really nervous coming in to buying a home but she made sure we were her first priority and would get us to showings or answer questions whenever it was convenient for us and our schedule. We could not have asked for a better agent and I will recommend her to anyone I know.”

As Tammy looks towards the future, she is happy to maintain her business as it is now, while keeping her clients happy. “I think the key to my success is people just trust me. I’m real.

“I work seven days a week,” Tammy explains. “I always answer my phone. I really love what I’m doing and I’m good at it. It doesn’t matter if it’s a $600,000 deal or a $60,000 one, I treat them all the same.” Tammy provides superior service to everyone she works with, understanding that this is an important time in each client’s life. But most of all, it’s Tammy’s passion for the industry that gets her through each day and helps her transactions run smoothly. “I get up in the morning and feel good about what I do, I surround myself with good people so I know how a transaction is going to turn out. I’m also open to learning, and I learn something new on every deal.”

Real estate is all about the relationships, and Tammy prioritizes each one. “I maintain my relationships, it’s what I do better than anything else,” she says. Tammy even has solid relationships with two different MLS boards, so she can promote her listings to double the amount of people. “No matter where my listings are, they are both listed on these MLS.” She also aims to build relationships with other agents and people affiliated with the business. Tammy attends local community events and stays in touch with everyone she’s previously worked with.

When the transaction is over, clients leave glowing reviews about their time together. One recently said, “Tammy is such a pleasure to work with. She is a go getter and will do everything she can to make your dreams come true in purchasing the perfect home for you. Tammy helped guide us in the financial area too, which really take stress off of you when you are purchasing a home. This is my final move and it was a pleasure

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For more information about

TAMMY FRAZIER, please call 330-321-6508 or email tammyfrazierrealtor@gmail.com Copyright Top Top Agent Agent Magazine Magazine

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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HOWARD GOTTLIEB For Howard Gottlieb, real estate has always been a family affair. With the encouragement of his uncle, who was an agent, Howard obtained his license in 1986. He joined his uncle’s brokerage and soon had a thriving business of his own.

Over 30 years later, Howard works with his wife Maureen Gottlieb—who is also a licensed agent—and an assistant, serving southeastern Pennsylvania and central and southern New Jersey. Howard focuses on both commercial and residential real estate, as well as rentals, and he excels as a top producer in the area, having won multiple awards and acknowledgments including: Excellence, Million Dollar Club, 100% Club, Technology, Platinum, Top Producer and his most recent award, the Quad Gold Award. He’s a licensed broker in both New Jersey and Pennsylvania and owns a real estate school where he teaches licensing courses as a way to improve the quality of training for real estate agents throughout the area. “I love bringing new people into the business,” he says.

the way, and helping them to achieve their goals. “I like helping people,” he says. To give back to the community, Howard is the Chairman of his Homeowners’ Association, the Treasurer of the Langhorne Borough Business Association, and a political committeeman. In his free time, he enjoys fishing and being near the water. Howard and his wife recently purchased a Shore house and plan to live part-time in Langhorne and part time at the Shore. For the future, he hopes to use that opportunity to expand his business at the Shore and serve more people. That’s a worthy goal and one that, with all his experience and expertise, he’s sure to achieve!

Howard is renowned throughout Pennsylvania and New Jersey for his expertise and his strong abilities as a negotiator. He always goes above and beyond to negotiate the best deal possible for his clients, and as a result, a large percentage of his business comes from repeat and referral clients. Past clients rave about his dedication, professionalism and honesty.

To market listings, Howard posts properties on the MLS, as well as many other major real estate websites such as Trulia, Zillow, and Realtor.com. For commercial listings he uses CoStar and LoopNet. He also reaches out to his impressive network of agents and active buyers in the region. This personalized approach often results in a quick sale at a very competitive price. Currently, he’s representing both first-time and move-up buyers, multiple residential and commercial listings, and several residential and office rentals.

Howard’s favorite part of the job is developing strong relationships with his clients, educating them each step of Top Agent Magazine

To find out more about Howard Gottlieb, email howard.gottlieb@kw.com, call 215-630-7278 or 215-757-6100 Ext. 112, or visit www.howardgottlieb.com Copyright Top Agent Magazine 33

ROBB HOPPER

Robb Hopper’s roots in real estate run deep. Growing up, he learned about residential building firsthand alongside his father, a new construction plumber who showed his son the ins and outs of homebuilding. After his tenure in the corporate world, Robb turned his talents to homebuilding as well, constructing more than 300 homes before earning his license and expanding his service offerings. Now, twenty-five years since his journey in real estate began, Robb has made a name for himself as an industry leader known for his integrity, track record, and commitment to building community.

Serving the Tulsa metro area, Robb heads a tightknit team of twelve agents and counting, all under the banner of RE/MAX Results and the Hopper Group. Over the course of his lengthy career, he has managed to drive roughly 60% of his business through repeat and referral business—some of the highest praise an agent can receive.

To account for his success thus far, Robb credits professionalism, a proactive mindset, and a personal touch as some of the defining attributes of his working style. “We have two guiding principles,” Robb explains. “The first is: what have you done today to help someone? The second is: do real estate the right way. We treat our business like a business, but our focus is all about helping people, not just about paperwork.

We keep our clients front of mind in everything we do.” Likewise, Robb recognizes the necessity of clear communication throughout the ups and downs of a transaction. Accordingly, he makes accessibility and quick turnaround time a key trait of his team. “We know that the number one frustration clients experience is a lack of communication,” he says. “That’s why we leave no calls unanswered. We want our clients to be raving fans, and we believe in doing things the right way. People come back and refer us to their friends and families because of how well we treat them.”

In tackling the listing process, Robb applies a similarly comprehensive style. He and his team begin with a consultation to get to 34

know clients’ homes and offer constructive suggestions that might increase list value or otherwise make a property market-ready.

From there, Robb considers the home’s market standing within the neighborhood and region in giving feedback to sellers, before incorporating professional photography and video to showcase homes in an immersive light. Once homes are primed, Robb and his team coordinate ideal listing dates and drive traffic prior to a home’s debut. Then, they secure wide-ranging exposure across the MLS and leading online listing platforms to net ideal buyers in short order. All told, whether working or buyers or sellers alike, Robb’s focus remains on the individual and families at the heart of each transaction. “Helping people with one of the biggest transactions in their lives is something that needs to be taken seriously, and we do that,” he says. “We go the extra mile and give our clients value and information they didn’t have before. We do what’s right by our clients and by the community. We want to be Realtors that other Realtors want to work with, and doing that is being a good steward for your community. That’s why we do what we do.”

Beyond the office, Robb gives back to his community by contributing to area causes and supporting those in need on a local level.

In his free hours, he most enjoys time spent with wife and loved ones. As for the future, Robb plans to continue growing his business steadily, with a focus on building a likeminded team of agents who are passionate about client care and community. “Real estate has been a part of my life since childhood, and I love what I do,” he says. “We want to continue to affect change in our industry by doing things the right way. That’s the legacy we want to leave.”

To learn more about Robb Hopper email Robb@HopperGroup.com, visit HopperGroup.com, or call (918) 809 – 2333 www.

https://www.facebook.com/stillwaterreg/

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Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively

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involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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HOLLI SHANBROM For more than 15 years, Holli Shanbrom has been building her real estate career, beginning in Colorado Springs and soon moving to Connecticut.

Here, she recently formed the Shanbrom Real Estate Group out of Orange, CT. “I toyed with the idea of starting a team for a few years because I needed a new challenge, something new that would be helpful to other people.” Multiple factors, she adds, contribute to real estate success: including relationships, marketing, the nuances of contracts and client follow-up. “If one of those isn’t up to par, you won’t to be as great as you could be,” says Holli.

In this way, she formed her team on the premise that each agent has tremendous, complementary gifts. “There are four of us and we’re each doing very well,” she says, explaining some of their unique skill sets. “One agent has been in real estate for 20 years. She’s bilingual, well-connected and terrific with numbers, but I help with her marketing. It’s terrific for everyone.”

Primarily serving clients in New Haven County, the group receives so many referrals and they dedicate themselves to delivering the service that they are well-known for. Their service is rooted in communication. “You have to communicate and do so in the way the client wants you to, whether email, text or phone calls. We do what our clients prefer.”

Next, she says, her team treats their clients with the specialized attention they deserve. “Every person and every transaction is very different. We take all transactions to heart.” Holli treats all of her clients as if they’re a family member. “The relationship doesn’t end after the keys exchange hands. We’re in touch three months, six months, even three years later.” Phone calls, she says, are a great way to give someone a pleasant surprise when she’s thinking of them.

As part of Coldwell Banker, Shanbrom Real Estate Group also offers clients exceptional marketing for their listings. “Most buyers find properties online, so we have an excellent online presence on hundreds of websites locally, nationally and internationally.” But long before that online exposure comes property preparation, professional photography and enticing descriptions. “Whether they’re selling a $700,000 house or a $120,000 condo, we always get the property looking its best first, including any cleaning, painting, rearranging, or minor packing before pictures.” Holli knows that if someone isn’t drawn to that first photo, they won’t scroll through a home’s more detailed features.

People remember Holli’s friendliness and how she works well with people from any traditions, backgrounds or stages in life.

“We bond with each other, as we should. I’m grateful to be a part of my clients’ lives.” To Holli, real estate is about relationships and the excitement that comes from problem solving, creative solutions and positive end results.

Outside work, Holli is active in the local schools, given that her three children all attend individual schools. She also helps with the membership committee of Temple Emanuel and volunteers regularly at the senior center. She was even recognized as Volunteer of the Year. “But I do this to be helpful, not for recognition!” she says with a laugh. Meanwhile, Holli has been turning her children into the outdoor adventurers that she has been since childhood. “My husband’s not as adventurous, so I make sure we get out; I never sit still!”

Not sitting still certainly helps business, which has grown in recent months ever since Holli formed her team. “I love to see the women on my team grow. I really don’t feel it’s about me anymore. I feel like I’ve shifted and if I can help others meet their goals, it’s a win-win for everyone.”

To learn more about Holli Shanbrom, visit HolliShanbrom.com or go to her Facebook Page, email shanbrom@gmail.com or call 203.298.2050 https://www.facebook.com/Shanbrom-Real-Estate-Group-105712466836689/ www.

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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TYLER SHOCKLEY Top Agent Tyler Shockley – of Century 21 Wright Real Estate in Tahleuqah, Oklahoma - understands what it takes to be a Top Agent. His commitment to providing top-notch customer service to his many buyers and sellers, along with his winning, affable personality, has resulted in his reputation as a Realtor who truly cares about his clients. His willingness to go the extra mile – both during and after the transaction – has set him head and shoulders above his competition.

Tyler, born and raised in Poteau, Oklahoma and a graduate of Northeastern State University with a degree in Business Administration and Entrepreneurship, began his career doing marketing for a real estate firm while still in college. “I saw all the agents coming and going,” he recalls, “and decided that it was something that I wanted to do.” Five years on, he has built a successful business for himself that continues to grow, year after year.

Tyler, who has been featured on HGTV’s “Log Cabin Living”, can boast that more than a quarter of his business is based on repeat and referral clients, one of the truest measures of customer satisfaction. When asked why he inspires such ardent loyalty, Tyler grows pensive for a moment before replying. “I think a lot of it has to do with my follow-up,” he says. “My clients often call me after the transaction to ask about contractors, plumbers, electricians…things like that. I keep a very open door with past clients so that if there’s anything that they need, they know they can reach out to me. That keeps us talking, which keeps me top-of-mind when they’re referring friends or family.”

The appreciation Tyler’s clients feel for him is most obvious in the reviews he has received from them, like this one on Zillow.com, on which site he holds a perfect five-star rating:

“Tyler helped our family on a couple of cabin purchases. His knowledge of the area and consistent follow up with all parties involved in the closing process helped push the closing through, even when there were legal hiccups with the purchase. I highly recommend Tyler to anybody looking to buy or sell a property.”

Tyler’s excellent marketing approach has also played a large role in his success story, and his comprehensive approach ensures that his listings are always shown in their best light, and are seen by as many potential buyers as possible. “I have a professional videographer that’ll do a virtual tour in the house, and I have a drone operator who will take aerial photos and videos,” he says. Tyler also has an extensive online presence. “I put my listings on every website I can, on Facebook, on Craigslist…pretty much every single avenue I can think of to get it out there.” His thorough efforts ensure quick sales for top dollar.

Tyler is also civic-minded, and he is a member of the Tahleuqah Main Street Association, which aims to increase business in the downtown area of the city. He is also Chairman of his county’s chapter of Ducks Unlimited, which conserves, restores and manages wetlands and associated habitats for North America’s waterfowl. Additionally, he is a board member of the recently formed Tahleuqah Business Network.

When he’s not working, which is rare, he enjoys spending time with his friends, many of whom are college friends who also work in the real estate industry, including his significant other and fellow agent Sidni DeClue. “We get together, we might do a cookout or something,” he says. “Even when we’re working, we have fun.”

Looking to the future, Tyler’s plan is to continue growing his business and to keep on providing the amazing customer service he has become known for. “I just like helping people,” he says.

“Whatever I need to do for my clients, I get it done.”

For more information about Tyler Shockley, call 918-635-0245, email TShockley@Century21Wright.com or visit tylershockleyC21.com www.

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