NATIONWIDE & INTERNATIONAL 10-1-18

NATIONWIDE & INTERNATIONAL EDITION

6 WAYS to Get Your Client to Trust You The Daily Schedule of a SUCCESSFUL REAL ESTATE AGENT Are You Doing Business As You on Facebook?

COVER STORY

SUMER LIEBOLD

FEATURED AGENTS

SHERRY CAMPBELL MELINDA FEASTER DENISE GILL COLETTE GIOIA CHRIS & WILLIE HERTZ MEGAN JACKSON TYLER KREIFELS ANNE KURZDORFER JAMES PACKHAM MICHAEL PARKER JR. NICK STRUMKE NICOLE VAN PARYS

NATIONWIDE & INTERNATIONAL EDITION From the Team at Preferred Home Lending,

Congratulations Sherry Campbell!

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SHERRY CAMPBELL

19

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SUMER LIEBOLD

CHRIS & WILLIE HERTZ

COLETTE GIOIA 24 27 30 DENISE GILL MELINDA FEASTER on being featured for the state 23

MEG

How did Colette become one of the follow up How didSUMER Melinda Feaster Top become her as Gill Marketing Director andandconducts thorough, tail Agent Denise - ofmost Baird & nothing new toa report.

I’ll thes tex renowned beloved real with While To of Texas in Top Agent Magazine!

LIEBOLD one of the most trusted and respected campaign viaestate social media.

At each listing, plp inthem; Ocean and Monmouth in my lif Warner in Glen Elllyn, Illinois –agents can any little thingMelinda that I can takes her Counties? had always wanted bys, send nearly athree of experithinking of For them, thatsign I haven’t real estate agents in south claim central pinkdecades flamingo in theColette yard with the Sale as a bilities vf to work as a real estate agent, but was emails, u ence helping buyers and sellers in the Pennsylvania? A born entrepreneur, of branding. with nervous aboutDenise’s leaving behind the so thinking Western suburbs of Chicago achieve empathetic approach Melinda opened her own hair salon approach safety net of a regular salary. She was my clien theirold. real estate goals. working Denise’s success. want to provide as she was GILL only 18 years After working withMEGAN her“I clients about topersonall her ma asMelinda, a district manager for therave COLETTE GIOIA JACKSON MELINDA FEASTER when DENISE service-oriented approach,New coupled them,” as shewell continues, “this can Jersey/Pennsylvania territory of consumm After 20 years as a successful salon professionalism and dedication, as her ability to with her vast reservoir of knowlthe day I want to be proud of w a company, and when she heard the To mark the owner and stylist, in 1998 Melinda listings quickly at competitive prices thanks tospent her strat Preferred Home Lending | NMLS#230098 edge has endeared her to her clients,was folding she realized her company brochure craftma decided she was ready to try a new marketing.

With each transaction she closes, Melinda 281 - 655 - 8800 | preferredtx.com it was take more the leap into in theDenise’s campaign and has resulted in a business thattime is to One factor su reputation career path that would still allow her to use her incredible donation toreceived pancreatic cancer research.

What’s her fav careerentirely of heradreams. her license in 2000.

“I marketing took off other maj almost based She on referrals and approach to her listi 10330 Lake Rd., Suite N, Houston, TX 77070 the needs of her someon client’s people skills and service-oriented mindset. She soonrepeat found part the job?

“Itently love the feeling like abusiness. machine andofI haven’t stopped!” sheplaces says. of target buyerofis helping for eachtaken listing,” every transaction. drone she had a true talent for real estate. She’s now the broker/ find the home they love,”tailor she my says.marketing Melindaplan isand passio for th Colette started at aserving traditional company at the Jersey Shore, but of opens owner of Coldwell BankerDenise SKS Realty about the community.

She’s a member the are B beganserving workingsouth in thecentral real estate industry back in 1992, house or townhome, I know realized she wanted to take her business to the next level and better Megan began working in realniques estateisita Pennsylvania including Bedford, Blair, Fulton Business theeven Bedford Professional Wom when she wasand raising herCounties. young andneeds. was Association, looking for it’shad anaold-fashion servechildren her clients’ Colette knew RE/MAX brand posta the from herthough landlord who knew a R She has been a multi-million dollar since 1999, Club, the Chamber of Commerce, and the Allegheny H part-time gigproducer that would provide a little extra spending money. newspapers, because the older strong international presence, luxury commercial divisions, What’s hg for aandpart-time office assistant.

“I we International Diamond Society Recipient, andextra holds land Association ofgot Realtors.

She also works to raise fu “I just wanted enough money to cover groceries,” Denise If it’s a house that is entry-level andthe an annual marketing and social media budget of $100 million.

I like sat that job,” she explains, “and that ev She decided toI join RE/MAX Estate,lot LTD in 2011.

Nearly their live recalls. “I’ve always loved homes, andfor love decorating, so of advertising on social med Buyer’s Representative), designations of ABR® (Accredited Habitat for Real Humanity, and is active in her church getting licensed and becoming his tr decade many awards and designations andherintense ti people always told me Home, that Ianeeded toher getshe’s intoreceived real estate.

So SRS (Seller Representative Specialist), Smart and later, free time, she loves to spend time with family Her affinity the job, coupledthewith h has tripled her clientele.

She’s been selected as afor Five Star Profescomm ® even though I didn’t feel very confident about it, I got my license.

Denise is also passionate about SRES (Seniors Real Estate Specialists). workgiven in her flower garden she is avid reader.

Fo the set heraninon a path to asuc sional, an award to the Top 2% ofindustry, realand estate agents New does la In the beginning, I only worked very short hours because I still is shown in its best light, and future, Melinda plans to continue to grow a strong fa job now and serves becoming partOcean of another agen Jersey based on client satisfaction. She primarily Hospital. youngcomes children, but repeat as they got older I started adding more her interior andand Monmouth Counties, with listings Middlesex her toskil tak A staggering 90% of her had business from business and do occasional her to keepinon her office ranked # she part thenutilizing moved to Kellerdesign Williams hours and more hours, and my client list started getting longer.” it goes on the market.

“That’s County.

Colette is the co-team leader of The CG Group, where with nine ally landing in time Ogden, referral clients. What keeps her clients coming back and the area. Eventually she’d loveattoRealtyPath spend more trai me,” she says.

“I’ll either bring she wears two hats handling both the team and business.

New Jers re-sales andpersonal new construction, Megan sets her apart from other agents in the area? “I treat my newer agents and doing motivational speaking work thro every nig Despite the fact that the “team concept” has taken on much tracthe client already has in the ho be reckoned with in Davis, Salt Lake a clients the way I want to be treated,” she says. She’sWhat very Coldwell Banker.back Now are worthy goals ones her clients andthose eager to to refer to and connects, tion in recent years, Denise preferskeeps to work solo, coming which allows ready be Colette photographed.” hands-on, preferring to meet clients in person to share clients her relationship community are sure throughout to appreciate! friendswith and family?

“The that evolves cooking her her to continue providing hertheir clients the and highly-personal More than personable, eighty percent Megan’ the transaction,” Colette says. She’s incredibly which of to let peo contracts and important information.

As a native of Bedford touch that has become almost synonymous with her name.

When she’s clients, not working, Den repeat and referred an impress sets her apart from agents who are just concerned with a commis- taining ar County, she knows the area incredibly well and can effecClearly, this approach workssion. quite“I well for her, and the aforecommunity in a variety of way am holding their hand throughout the entire transaction. she plans ly-competitive industry. We “I don’t do a Phone tively 888-461-3930 | Fax 310-751-7068 advise clients on both market trends and theand pros and a relationship. mentioned high referral repeat rate My is evidence ofto stay for city of minidevelopbusiness clients want inthe my life,”“It’s sheWheaton’s says. myself,” she says, mostlyfantastic been w mag@topagentmagazine.com | www.topagentmagazine.com cons of living in various neighborhoods.

She theIt’s extra this. When asked to goes account for this exceptional level of client zoo.

She is also very active with not unusual for Colette to receive a closing gift from a grateful matters business from just talking to people, tom No portionmile of this issue be reproduced in any manner whatsoever prior consentbefore of be theattributed publisher.toTop Magazine is for hermay clients, providing tailored services thatwithout help loyalty, Denise grows thoughtful forThat a moment replying: client. gratitude can herAgent extreme consistency, That’s my sation.”

When asked why she inspi publishedthem

by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent “I think what sets me apart from a lot of other agents is how Looking to the future, Denis to achieve their goals.

Megan replies: “I think it’s because Ig Magazine cannot be held responsible for opinions expressed or facts Isupplied its authors.

To number subscribeone or change address, send her clients hard I work for my clients. always by make them my continue providing clients.

I don’t want to say that I don inquiry to mag@topagentmagazine.com. priority, and they know it. I’m very service-oriented, and I am able in the Chicago area. “I wa www.

4) 6 WAYS TO GET YOUR CLIENT TO TRUST YOU

9) TURNING YOUR PROFESSION INTO A PASSION

CONTENTS

17) THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT

25) THINKING OF LISTING? NINE WAYS TO GET READY

21) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION

31) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT’S NEEDS

When it comes to keeping up with past clients, Melinda

because obviously I have to make a li

and letters. She also enjoys running into her clients when she is out and about around town. As an active member of the community, she stays top of mind with past customers.

She’s so trusted and respected by her clients, that she often serves multiple generations of the same family!

worked with a client for eight months

constantly communicating my clients, even when there stress-free one.”

Publishedbelieves in the U.S.in a personal touch, sending handwrittenwith cards notismy primary motivation.

I’m not a p

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Top Agent Magazine

ANNE KURZDORFER

“One of my strengths is my compassion and It is Anne’s marketing skills combined with her understanding for people,” Anne Kurzdorfer frequent communication that results in happy cli37 detailing 34 ents. They love to leave 5-star reviews 33success in real explains when asked about her estate. Her love for this business has resulted in their time working with Anne. One recent tesTopgoing.

Agent Tyler Kreifels - of Burrowstimonial just read, to check in was and to see howamazing! things are going.

I want to make natural growth, and she’s eager to keep “Anne absolutely Top Agent James Packham - owner Anne got her start in the title business, husband andofI mind step by stepoffices five of that one ifthe largest TractsbutReal Estate in Elmwood,She was surethere thatfor mymy name is top with them, so they have and m transitioned into working full-time as Nebraska an agent – has achieved successand was alwaysmember very quick get back and respected realbuy estate franchises a family or to friend whotoisus looking to or sell, they’ll in So four years ago. Today she works solo,inserving our nerves we were feeling anxious.

Australia – is currently setting the st the real estate industry through acalmrefer them when to me.”

Allegheny, Beaver and Washington counties in dardtofor professionalism and excellence combination of a solid work ethic, aAnne is extremely flexible with meeting times Pennsylvania. She implements two main pracshow houses. There were times we met during realhisestate.

As Director, Sales Partner a commitment to providing excellent The gratitude his clients feel for services is perhaps best tices to keep her clients happy. the week after work and times she met usAuctioneer early for Harcourts Packham, Jam service, and a deep familiarity with themornings illustrated by the reviews he has received as a Premier Agent on on the weekends! Not only isoversees Anne a highly-dedicated team of prof TYLER KREIFELS area he sells, ANNE KURZDORFER JAMES PACKHAM having lived in Southeast industry website Zillow.com, including this rave: “Tyler was very great at what she does she is also very person“That includes good follow up and making sure sionals who strive to consistently prov Nebraska for most of his able life. and energetic.clear and communicated everything from contracts, laws, underthey are informed of what steps are coming up next,” Anne I HIGHLY recommended Anne!

Choosing the very best customer service availa standing appraisals, and the negotiated agreement. Tyler also got says. Her empathy is an effortless component of helping her her would be anyone’s best decision in finding their home!” in their area.

James’ hands-on approach Having started his professional life as a firefighter for before joining CRG. “Now I’m the #1 sales agent opinion, online photography the our house on the market quickly and within did Michael Parker Jr. becomeclients the buy or sell, as caring for others Selling to those whois are hours we had showcomes primarily naturally for management has seen him develop in Myrtle Beach, Nick Strumke began purchasing again forsales CRG,and which is a good-sized company here a sharp business acum 41 43 rusted agent in Galveston County? best thing you can do,” he explains.

To 38 Anne. “They are usually going through another life event if rural Although Anne dedicates muchup. of Our her time towards work, interested in land, residential and acreages in this area situings signed house sold in three I would highlytop bran and he is highly sought as a sales coachdays! andanspeaker advising realage estate as soonbuying as possible.

“I always hadmore a huge Myrtle Beach.” isShe probably market heTyler conducts amakes thor-intime el knew from a young that theyheare ated or selling. a lot thanproperties, just Omaha, a house. shehas alsocarved for giving backBeing to either the“non-stop” community. between the It’s cities of Lincoln and recommend Tyler as a listing agent or to help find a house.”

Nicole Van Parys’ path to real estat aroundNick’s Australia. real estate and bought my that first property at inherited Tina Strumke, works ough social media and posts d to have a career interest in real inestate.

Transitioning in their life that caused is atosinger at her church, trait. volunteers at mother, their coffee shop andan international out apeople niche through for himselfpoint as someone who can becampaign, trusted provide was affair. Originall the age of 20.

It was a foreclosure and I fixed it up as his assistant; he says her constant availability and listings on the MLS, the major real graduating from Texas A&M the with moveexcellent or the sale,advice that’s my strength as anclients. agent.”

She truly all small women’s bible Anne loves to his grateful “I know theleads area aspecifTyler James, worksstudy very group. hard to makealso sure each of his listings isexposure shown began from Belgium, Nicole’s to th who holds double degree in Business and Economics, itenjoys two later for a nice profit.”

By agewebsites, a major factor in aher his success. and hisspending own website phasis in Finance and and Realsold Estate, he years helping others guiding themestate through their timeI energy with herisbest family, including two children ically,” he and says.

“Living mostly in ajourneys, farming community, in its light and seen by as many potential buyers asas possible. industry came early, her grandfathe journey in real estate in 2011.

“My years of study hadn’t pointed me 27, he was a licensed real estate agent selling houses as well.andHe sends e-blasts his large traight into residential sales. Twelve which is one reason clients refer her to friends family. andtohusband.

TYLER KREIFELS

MICHAEL PARKER JR.

JAMES PACKHAM

NICK STRUMKE

NICOLE VAN PAR

understand the area and what people are looking for, specifically. Professional photography, the use two MLS systems, and any trust specific career heofmother explains.

“I I had noa interest and strategic developmen part-time alongside his work as a firefighter.

And, creates high quality fliers, andClients can Nick.

“I direction,” give everyone 100%made norealized database, ater, he is a broker/realtor serving the I have that small-town mentality and the integrity that is needed robust social media presence and advertising are just a few of the working in any economics-related field.

I had a more established frie investments across burgeoning sectors o After the transaction, Anne stays in touch with clients by reachIn the near future, Anne’s husband will receive his real estate his success, yearswell-attended open houses. Thismatter what,” he says. “I always make the best of hosts r Bay Area includinggiven League City, Nick made the decision a few itoncomes to working with“Iclients around here.” license and joineverything tools he utilizes toreal great effect, ensuring quick salesmoney for topand dollar. who was estate was making good really enjoy her country.

Nicole launched he ing out towhen theminto social media or emails. get a lot of repeat business.

They plan on he doubling back to move full-time real estate. getinthem into theand house thathome they want.” swood, Seabrook, Kemah, Alvin, thorough, tech-savvy approach gets her in theand what hemore did, in and he invited me to shadow himcareer while in I was trying to dect real estate 1990, moving business from maintaining the relationship with my customers,” their on production andgives will invest their marketing. the same to his sellers andown is growing the results—Michael is STRUMKE currently track toHe Fe and Dickinson.

NICK NICOLE VAN PARYS MICHAEL PARKER JR. what to very do next.”

After a few months of working alongside his Tyler began his journey in real estate in 2015, following a career in Tyler is also much involved with his community, and gives she explains.

When it comes to marketing her listings, she relies thetoU.S. and establishing herself as a frie con As an independent agent with brokerage,sell CRG his personal 50 houses by the year-end and is inlistings side of his business. In addition James decided toHe’ll give itsoon atogohave himself.

Initially turned down by multi architectural engineering.

“I was in that field for about eight and a back in several ways. be joining the local Chamber on social media and internet advertising through the Coldwell “I try to be an example of someone who is able a summate professional with a of knack fo Realty, he has become an expert in the entire the Myrtle Top 50 agents in Galveston County.dedication Nick’s sellers also benefit from the robust ntly 35% of his business comes agencies for ofrecently experience – including a rejection from one of Banker website.

She ishe a member of“but various community Facesuccessful career, manage a family andlack give back to the comhalf years,” explains, I was in trying something Commerce, having justCRG purchased anmarket. office inNow, his homethe luxury Nicole spear epeat and referral clients.

What setsCarolina Beach, South area.

“Our average price is interested marketing that Nick and provide.

“My listings businesses heNebraska. nowI try owns – someone Jameshis ended up offering hisevents services for f book groups, whereMy she current can promote her was listings. Anne me is also my munity. it isof stressful times, to be different.

Broker wife Even buy athough Syracuse, He also sponsor heads herat work athink licensed partner ofopen Engel & Völkers’ high-en favorite part of the and job is seeing clients el apart from his peers$200,000 in the industry?

“Honesty,” to $250,000 and thereHis areabsolute definitely higherhelping aretown on every website you as can ofand and wewife dohis while hekeep proved himself. there, career began to blossom, a connected with many real estate agents in the area, whohim are some able questions. who can do all those things andlocal it together.

ForFrom me, celebration. it’s house at the time, and I started asking The such as the fair and hometown Also, says Tyler, and has continued to uphold her reputation as a full-servic s. He’s known throughout real front estatehomes.” commu-Additionally, move into buyers a new home.

“That really makes me feel goodcalls to imprint pricedthe ocean from the Northeast houses, fliers, the neighborhood, plus targeted Facebook, today he finds himself ofthrough the most real entreprene to help her findthing potential for listings. my faith in God that has been able toknow steer me going toone success.” thatatbuyers Ithe knew, taking classes. coupleIInstagram months someone a successful rough time, weestate always end Iofwas theOriginally day,” he says.

“When smile theafter most being trustworthy andare extremely ethical.next “Iofwould professional with is a master’s expertise.

What’s more, she has earne taking advantage investment properties. fromA New ads and“ifexposure onwe all social media.” in South Australia. that I had my license.”

His success was almost immediate, and in try to find a way to help.”

In Tyler’s free time he enjoys being an brand at the end ofreasoning. a transaction s want to treat someone the Nick way understands I would isthese a coveted Top 3 position for Engel & Völkers’ international York else himself, buyers’ “Ourwhen taxeswe’ve successfully 2017 Tyler was recognized as the top agent in his company, for outdoorsman and watching the Husker football team. o be treated,” he says.are “That’s a motto I live by.” made it through all the hurdles that may have come up very good down here; the market has been exploding for three Nick enjoys that, in real estate, the “I sky is industry the how limit.

There’s setting her apart as an leader for luxury properties.

James recalls: realized fruitful realno estate could be when I ex both andalong volume. er it’s a client or another agent, he does alltoheunits years and they want becan a part of it.”the way.” To give back to the community, cap on Michael how much an agent make on however much theymonth; can give rienced my or strongest selling myacommission for that mo Looing tomore the future, plan for his simple: to region the like everyone he comes in contact with in the industry. sponsors public high schools and is involved client. “Iinreally dealing with people and problem solving,” Today, Nicole isTyler’s based in Westlake Village.

Her service was than my life savings had beenbusiness uphe until is that time.

Real estate An out ever-growing percentage of Tyler’s isfour-year based on growing business, and verywork best service y in touch with past clients, reaches by theLocal Chamber Commerce.

He has aadds. old GivenMichael his understanding of buyers’ market of and his work business ethic “There are continue always to behis things that come up, and I the like thegoing best-paid hard work, or theproviding worst-paid easy and it’s Village up to include California’s finest neighborhoods among Westlake and referred customers, which clearly illustrates the exemavailable.

“ISherwood, like our company he says daughter andbegan a ten-month old son, so his main prioritypast or text, or sends thoughtful cards by mail. of consistency andrepeat follow-through, clients brining referrals getting people those and getting the Malibu, deal that closed. the endstands ofLos for,” individual toeverything determine their ownAt trajectory.”

Lake Santa Barbara, Angeles & beyond plary service hequite is providing his buyers and sellers. of always Burrows Tracts, “like our small-town values and work ethic.” he’s not working spending time with his family. to Nick early in his real customer estate when career.

“I get a bitis of referrals the day, people are so happy they got into the house or the Of course, Engel & Völkers’ presence extends beyond the Souther “Whenever IHe work with client, I always maketime sure they’re as also looking forward continuing build lasting relationalso loves fish, golf andselling spend outdoors.

For He is California el understands that and in repeat today’sbusiness market, most James, whoregion spends his to time both selling and also managing the Harcou from my own sphere ofa to influence; I’m deal went through.” and specializes intopartnerships with high-prestig satisfied with the entire transaction,” says by ships properties with his clients.

“Buying or selling a house is usually one of upscal the he plans toanrun a brokerage his Tyler, own, while buyers start their search online, so he has beau-as possible Packham company, is the recipient of multiple industry and ac higher volume year-over-year.”

Infuture, a market with average sale of and clientele, including exclusive estatesawards and also growing a team.

With his worth ethic andestate integrity, professional photographs each listing. way of explaining the loyalty he engenders intohis customers.

“I biggest transactions they’ll make,” he Thus says.

“I love being lades.

His in Blackwood, Brighton, Glenelg, Marion and Seact price taken of justof over $200,000, it takes considerable determination Real keepsthe Nick involved inoffices the community, including orgacountry clubs throughout the region. far, Nicole hasable managed buyer doesn’t like a sell picture online, they sure towith achieve those goals, which will benefit are theoftightest consolidation of in offices in a geographic area under o do my bestbut tohe’s follow all of my clients on a quarterly basis,hisevents to beand aelicit part that.” CRG $10-$12 million a won’t year, Nick isupdoing so.

Given his familnized charity food drives takesofpart regularly. approximately 50% her business through repeat and referra brand, ensuring that they are the market lifeleaders in the region and p y farther, even if it may be with a great In my clientsmore andcommunities community! iarity thehouse. area, he also works in with homes about He also Anne makes sureKurzdorfer, heclientele—a takes care oftestament himself.

“I her livestaying a healthy For information to power and the memorable trans sess theor highest density of agents largest volume of buye upwards of $500,000 along with beautiful oceanfront homes up and style and go to the gym five six days a week.”

Hecontrolling also Nicole enjoysthe actional experiences she cultivates. cites above-and-beyon please call 412 - 926 - 7769 or emailtravel Annek@pittsburghmoves.com James many is justifiably proud of moved the teams he has assembled. “Many of down the coast. and time with family, of whom have down to service, a dynamic team, and concierge-style care as the primar Myrtle Beach from New York.of her success. “As a team, we are super user-friendly,” sh drivers “I was a fireman and grew up in a fireman’s house, so I am focused explains. “We do what it takes and we go beyond the call of duty Copyright Top Agent Magazine on delivering top service.” Nick’s phone is always on and he’ll reply Whether patiently andOur expertly buyers from serviceworking is secondwith to none.

We are an the amazingly service-oriente to emails late at night. “I never really turn off; I’m just non-stop Northeast, bringing opportunities to investors or comprehensively group of professionals and we make it our priority to anticipate need and that doesn’t bother me.” As a result, during his first year as a marketing their listings, Nick develops relationships with clients; before they arise. We’re connectors and we offer concierge service o REALTOR® in a market with about 4,000 agents, Nick made the top they are thrilled with his professionalism and look forward to longour team, so people trust us and come to us for whatever they need.

100. The following year, he was #1 with the brokerage he worked lasting collaborations with him.

Nicole also underscores Engel & Völkers’ worldwide platform as key factor in her Kreifels, accomplishments. “Wherever there is luxury rea more Tyler To find out more about MichaelFor Parker Jr., information about estate, we are there,” she says. “Our friends and clients see us al ontact him by phone at 281 - 543 - 1778 or please by email at MParkRealtor@gmail.com. call 402 - 269 - 5915 or email TK@BurrowsTracts.com over the world and feel part of that big team. We’re a trusted bran You can also check him out online at MichaelParkerTeam.com

35) HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE WILL FORGET

39) HOW TO SEND SMARTER EMAILS

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure! www.

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To learn more about Nick Strumke , Top Agent Magazine

on Facebook here, visit nicksellsmyrtlebeach.com orwww.facebook.com/crgcompanies/?pnref=lhc email nick@crgcompaniesinc.com or call 843 - 655 - 5470 www.

3

To learn more ab

66 Ways Ways to to Get GetYour Your Client Client to toTrust TrustYou You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 4

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

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

Top TopAgent AgentMagazine Magazine ®®

Top Agent Magazine

1

Put Testimonials or Case Studies on Your Website

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

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

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

2

Be Responsive and Accessible

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

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

3

Be Honest and Transparent

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

You should always act in their best interest.

Top Agent Magazine

4

Go the Extra Mile

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

5

Put Yourself in Your Client’s Shoes

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

6

Be Consistent

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

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

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

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

Top TopAgent AgentMagazine Magazine ®®

5

SHERRY CAMPBELL

When Sherry Campbell named Energy Realty, she was referring to Houston, Texas’ Energy Corridor, where she lives, works and serves her community.

But the name could also refer to the energy that she personally brings to her boutique agency, which has grown into a brokerage with 30 agents, to her family, to her non-profit work and to the efforts she has made for her neighbors impacted by the flooding from Hurricane Harvey.

“I had two personal homes and an office that flooded during Harvey,” she says. “As soon as the water receded from the roads, we set up a temporary office and started helping people displaced from their homes move into temporary housing.”

In addition, Sherry and her agents counseled people about their options for selling or remodeling their homes. Investors swooped in and offered to buy homes at pennies on the dollar, and Sherry volunteered to review contracts at no cost, to protect homeowners’ interest. Sherry quickly learned that if she listed a flooded home for sale, she could help Copyright Top Agent Magazine 6

owners net another $50,000 on average. “I didn’t feel right about taking money from neighbors who had lost so much, so I offered to sell homes at a considerable discount for them.”

A year after the devastation homeowners still come to Sherry and her agents for advice on how to remodel or move on. Others follow Sherry’s blog to get her insights into what is happening in the local market. She knows that market intimately. “I cover predominantly the heart of Houston; The Energy Corridor District is where my office is, and I say my range is with within a 20 mile radius of my office. I don’t go further than that.”

Beyond her blog, Sherry prefers an organic approach to marketing, staying in contact with her community through a robust social media presence and email newsletters. This personal touch helps maintain Sherry’s return and referral rate of 80%. She’s built a reputation as someone who can be trusted. “I’m not afraid to tell a client: ‘Don’t buy that house, not the right house for you!’,” she laughs.

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Before Staging

After Staging

That relationship continues after the sale. “My clients, when they have any questions about home ownership, property taxes, home repairs, values, any of those things - they can call me anytime,” says Sherry. “I pride myself on that.”

they have a goal of visiting every country on Earth together. Sherry is also active in charity work, including working with the Houston Furniture Bank, which services the furniture needs of disadvantaged families.

When she’s not personally writing her own property descriptions or matching up her clients with their perfect agent at Energy Realty, Sherry loves spending time with her family. She has raised three children who are successful in their own fields, and

Sherry can give back because of her success, which was built on a strong foundation of caring. “I think you can’t be in this business if you don’t like to help people. Our code of ethics is that we put our clients’ best interest first.”

My Other Family

To learn more about Sherry Campbell and Energy Realty call 281 - 797 - 7892, email sherry@energy-realty.com or visit energy-realty.com. www.

Follow Sherry and Energy Realty on Twitter at twitter.com/energyrealty, on Facebook at facebook.com/EnergyRealty and on Instagram at instagram.com/energyrealty https://

www.

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www.

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From the Team at Preferred Home Lending,

Congratulations Sherry Campbell!

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

Preferred Home Lending | NMLS#230098 281 - 655 - 8800 | preferredtx.com www.

10330 Lake Rd., Suite N, Houston, TX 77070 8

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

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SUMER LIEBOLD

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SUMER LIEBOLD Top Agent Sumer Liebold in Colorado Springs takes great pride in providing her many buyers and sellers with the very best customer service available. Honesty, integrity and empathy are just a few of the many qualities that have endeared her to her clients, assuring that they will continue to return to her for real estate guidance and to refer their friends and family.

Whether it’s through her 8z Real Estate franchise, which she manages, or through her corporate housing company Premier Furnished Housing, Sumer is a real estate professional of the highest caliber.

Sumer’s passion for the area where she lives and sells is obvious. “I moved to Colorado Springs in 2005 to 12Copyright Top Agent Magazine

finish up my marketing degree at University of Colorado, Colorado Springs, and met my husband, Eric while working at The Broadmoor Golf Club where he was a golf professional,” says Sumer. “The Broadmoor is a very large part of Colorado Springs history; but it’s where many of our great friends came from, as well as clients.” After marrying, the couple moved to the Florida Keys for a year. “We wanted to take a year off to travel,” says Sumer. “We spent seven months in the Keys working at a high-end private island resort called Little Palm Island. We then took four months to drive up the east coast, spent two months in northern Michigan, then drove home to Colorado to start our life.”

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Sumer and Eric purchased their first townhome in downtown Colorado Springs and are enthusiastic about the growth they are witnessing there. “I then started Premier Furnished Housing, our corporate housing company,” says Sumer. “My brother was in that business in Arizona and I was intrigued by the ability to start a small local business that offered a lot of growth opportunities in the future.”

The business took off, and they still own the company today, offering fully furnished short-term rentals all over the United States to a large variety of clientele. Also, upon their return to Colorado, Eric was brought into a family-run oil and gas distribution company, where he still works as the COO. Top Agent Magazine

In 2009, Sumer decided to get her real estate license as a response to her many corporate housing clients relocating to Colorado Springs full-time. “It was a perfect fit for the growth of my business. I went to Keller Williams for one year, then my cousin Candice Graham and I decided to open up the Colorado Springs team of 8z. We took a leap of faith Copyright Top Agent Magazine13

J U S T

lux

L I S T E D

18 3 0 Wo od Av en ue Co l o r a d o Spr i n g s, C O 8 0 9 0 7

at that time opening the franchise down here, but we believed in what [8z CEO] Lane Hornung had created and what he was offering his agents,” says Sumer. “We have never looked back.” 8z offers the “Real Estate Good Life,” giving agents the systems and resources to plug into so they can sell real estate and not get bogged down by all the other things Realtors must do to keep their business running. “I 14Copyright Top Agent Magazine

am a true testament to the systems, being able to take half of 2015 off from my business to focus on my family and life, yet my business kept running. Our culture comes from that of abundance, not scarcity; we help each other, and we encourage you to take vacations,” explains Sumer. 8z offers a support staff that aids with everything from marketing to social media, to client care and transaction coordination.

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“8z has gotten me to where I am in my business today, and I am very thankful for them,” says Sumer.

sistently throughout the process. We made it into our forever home and feel incredibly blessed to have it.”

Following the birth of their daughter Claire, Sumer and Eric moved to a rental home in the Old North End neighborhood. “We fell in love with the neighborhood and have never left. In 2011, we bought a home on Alamo Avenue that was mid-remodel but left vacant. It was a short sale that we fought for over the course of an entire year,” says Sumer. “The entire house had been torn apart, and it was a complete eyesore for the neighborhood. 5,600 square feet of plyboard and Tyvek wrapping sat there empty for three years. We moved raccoons out of the home con-

Sumer professes a deep affinity for the Old North End and is grateful her initial assumption about the median age of the neighborhood was incorrect. “We assumed it would be older,” she explains, “but we were very wrong, and we’ve met so many young people, and more seem to move in every day.” The antique charm of many of the homes is something Sumer finds endlessly fascinating. “I love the story behind each one and the fact that some of the homes have been in the same family since the early 1900s. I love looking at the original coal furnaces and the old pulley system

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windows. There are so many unique homes, and I find a new one I’ve never noticed before every time I go on a walk. I even sold a home last year that had a ballroom in it. It was made in Boston and shipped here in 1910 on rail cars. The owner had it made for his wife, who was an opera singer. You just don’t hear stories like that in suburban neighborhoods. This same home had tunnels out to the park during Prohibition and safes built into the wooden paneling. The only thing better than these historic homes are the great people we are surrounded by and feel lucky enough to call our neighbors.”

The same week Sumer, Eric and Claire moved into their new home, their son Jack was born. In 2015, the couple’s third child, Emilie Hope, was sadly stillborn. “She is our baby in heaven,” says Sumer. In 2017, the couple welcomed their fourth child Bennett Fraser, named after

Sumer’s father who passed away four months after the loss of Emilie. “2015 was a very rough year for us,” says Sumer, “but we got through with the help of the village of people in our community who surrounded us with love.”

When speaking with Sumer, one can’t help but notice another aspect of her nature that is indisputable: gratitude. “I am now in my tenth year of real estate and feel so blessed to have the business I do,” she says, with obvious sincerity. “I truly have met some of the most amazing people who started as clients and who I now call friends. I even travel with some of my past clients now. I love the relationship part of this business and I look forward to making lifelong friendships with people, building deep roots within the Colorado Springs community.”

For more information about Sumer Liebold and 8z Real Estate, call 719.375.9015, email sumer@8z.com, or visit SumerLiebold.8z.com www.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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Chris & Willie Hertz

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CHRIS & WILLIE HERTZ A team of two brothers, Chris and Willie Hertz were born, raised and have lived in the Glendale area their entire lives. It was only natural for them to want to help others make this community their home. “We’ve always had an interest in homes and architecture,” Chris explains. “Right out of college I got a job doing real estate, and my brother Willie was already in the business working at a different brokerage.” Today they work together at Media West Realty in Burbank.

They focus on serving the San Fernando and San Gabriel valleys. “About 30% of our business is referral, so it is important for us to keep our past clients close to us,” Willie explains.

The relationships of trust they build with their clients is their top priority. They ensure they provide stellar personal service throughout the transaction and emphasize being honest and upfront.

“Sometimes it isn’t always what they want to hear, but in the end they really appreciate telling them everything. We believe knowledge is power,” Chris explains. “We also like to follow up with them consistently to make sure they know everything is going smoothly.” When working with Chris and Willie, clients can expect to be personally guided through the entire process, and always kept in the loop. This not only makes the experience enjoyable, but also memorable. “I think most of our clients enjoy our personalities and the relationships we build with them during the process and continue after the purchase or sale is completed,” Willie says. “We just want to make them feel that we are always there for them, whatever and whenever they need, we’re there for them.”

When it comes to marketing, they like to first visit the properties and see what can be done to help improve them. And they also approach it with technology. “We like to think we’re above the curve, we’re the next generation of real estate agents. We’re always innovating and creating new ways to market with the new

state-of-the-art technology that’s available,” they explain. “We have a camera system that gives our clients a three dimensional virtual tour of the house so buyers can walk through homes on the Internet.” Chris and Willie also create personalized websites for each listing, and promote those listings on social media, including Zillow and Realtor.com.

It is their ability to build relationships of trust with their clients combined with their superior marketing skills that results in dozens of glowing reviews. One recent review reads, “Chris and his brother Willie could not have done a better job for us. They were able to list and sell our Pasadena condo at a record price for the complex! If that was not all, they then found us the perfect home to buy. They were knowledgeable and thorough and gave us excellent advice.

I would use them again and would definitely recommend them!”

Another read, “When it comes to Chris and Willie Hertz there is no such thing as working ‘on the clock’. They work diligently to go above and beyond the task at hand. They are very honest and want to make sure the buyer/seller gets the best deal possible.”

In addition to their work in real estate, they also stay involved with the community through school events around the neighborhood, and sponsoring local sports teams. In their freetime, they enjoy sports, fitness, travel, and spending time with friends and family.

As they look toward the future, they are excited to continue growing and helping as many people as possible. “While we believe in personal service, adding qualified people to our team will allow us to better service our clients. We also want to grow our social media presence,” they explain. “It’s extremely rewarding helping people find their perfect home and seeing their dreams come true.

We feel that working in real estate gives us the opportunity to help others and to do something good.”

For more information about Chris and Willie Hertz, please email chris@mediawestrealty.com; Willie@Mediawestrealty.com, or visit hertzbrothershomes.com; or call 818- 395 - 5684 20

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8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt.

2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition.

3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea.

4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out.

5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 22

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing.

6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way.

If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough.

7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments.

8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do.

Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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MELINDA FEASTER How did Melinda Feaster become one of the most trusted and respected real estate agents in south central Pennsylvania? A born entrepreneur, Melinda opened her own hair salon when she was only 18 years old.

After 20 years as a successful salon owner and stylist, in 1998 Melinda decided she was ready to try a new career path that would still allow her to use her incredible people skills and service-oriented mindset. She soon found she had a true talent for real estate. She’s now the broker/ owner of Coldwell Banker SKS Realty serving south central Pennsylvania including Bedford, Blair, and Fulton Counties.

She has been a multi-million dollar producer since 1999, International Diamond Society Recipient, and holds the designations of ABR® (Accredited Buyer’s Representative), SRS (Seller Representative Specialist), Smart Home, and SRES® (Seniors Real Estate Specialists).

A staggering 90% of her business comes from repeat and referral clients. What keeps her clients coming back and sets her apart from other agents in the area? “I treat my clients the way I want to be treated,” she says. She’s very hands-on, preferring to meet her clients in person to share contracts and important information. As a native of Bedford County, she knows the area incredibly well and can effectively advise clients on both market trends and the pros and cons of living in various neighborhoods. She goes the extra mile for her clients, providing tailored services that help them to achieve their goals.

her as Marketing Director and conducts a thorough, tailored campaign via social media. At each listing, Melinda places a pink flamingo in the yard with the For Sale sign as a form of branding.

After working with Melinda, her clients rave about her professionalism and dedication, as well as her ability to sell listings quickly at competitive prices thanks to her strategic marketing. With each transaction she closes, Melinda makes a donation to pancreatic cancer research. What’s her favorite part of the job? “I love the feeling of helping someone to find the home they love,” she says. Melinda is passionate about serving the community. She’s a member of the Better Business Association, the Bedford Professional Women’s Club, the Chamber of Commerce, and the Allegheny Highland Association of Realtors. She also works to raise funds for Habitat for Humanity, and is active in her church. In her free time, she loves to spend time with her family and work in her flower garden and she is an avid reader. For the future, Melinda plans to continue to grow a strong family business and do her part to keep her office ranked #1 in the area. Eventually she’d love to spend more time training newer agents and doing motivational speaking work through Coldwell Banker. Now those are worthy goals and ones her clients and her community are sure to appreciate!

When it comes to keeping up with past clients, Melinda believes in a personal touch, sending handwritten cards and letters. She also enjoys running into her clients when she is out and about around town. As an active member of the community, she stays top of mind with past customers.

She’s so trusted and respected by her clients, that she often serves multiple generations of the same family!

To prepare a property for listing, Melinda does a full walkthrough with her clients to discuss any needed changes or staging. She then hires high quality professional photographers to take photos that highlight the property’s best features. She lists the house on the MLS and all the major real estate websites, hosts well-attended open houses, and places print ads in the local paper. Her daughter works for Top Agent Magazine

To find out more about

MELINDA FEASTER, email at mfeaster@coldwellbanker.com, call 814 - 285 - 6320, or visit coldwellbanker.com/Coldwell-BankerSKS-Realty-4723c/Melinda-Feaster-253409a www.

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DENISE GILL Top Agent Denise Gill - of Baird & Warner in Glen Elllyn, Illinois – can claim nearly three decades of experience helping buyers and sellers in the Western suburbs of Chicago achieve their real estate goals. Denise’s service-oriented approach, coupled with her vast reservoir of knowledge has endeared her to her clients, and has resulted in a business that is almost entirely based on referrals and repeat business.

Denise began working in the real estate industry back in 1992, when she was raising her young children and was looking for a part-time gig that would provide a little extra spending money.

“I just wanted enough extra money to cover groceries,” Denise recalls. “I’ve always loved homes, and I love decorating, so people always told me that I needed to get into real estate. So even though I didn’t feel very confident about it, I got my license.

In the beginning, I only worked very short hours because I still had young children, but as they got older I started adding more hours and more hours, and my client list started getting longer.”

Despite the fact that the “team concept” has taken on much traction in recent years, Denise prefers to work solo, which allows her to continue providing her clients with the highly-personal touch that has become almost synonymous with her name.

Clearly, this approach works quite well for her, and the aforementioned high referral and repeat business rate is evidence of this. When asked to account for this exceptional level of client loyalty, Denise grows thoughtful for a moment before replying: “I think what sets me apart from a lot of other agents is how hard I work for my clients. I always make them my number one priority, and they know it. I’m very service-oriented, and I am constantly communicating with my clients, even when there is

nothing new to report. I’ll text them, I’ll email them, I’ll call them; any little thing that I can pass on to them so they know I’m thinking of them, that I haven’t forgotten them.”

Denise’s empathetic approach has also played a role in her success. “I want to provide as easy an experience as I can for them,” she continues, “this can be exhausting, but at the end of the day I want to be proud of what I’ve done.”

One more factor in Denise’s success is her thoughtful, thorough approach to marketing her listings. “First, I determine who the target buyer is for each listing,” she says, “and once assessed, I tailor my marketing plan for that specific buyer. If it’s a ranch house or townhome, I know it’s going to be empty-nesters, so even though it’s an old-fashioned idea I’ll put an ad in the local newspapers, because the older generation are still reading them.

If it’s a house that is entry-level, I’ll utilize technology, and do a lot of advertising on social media.”

Denise is also passionate about making sure each of her listings is shown in its best light, and as a certified stager, she enjoys utilizing her interior design skills to prepare the property before it goes on the market. “That’s the part that is the most fun for me,” she says. “I’ll either bring in some pieces or just use what the client already has in the home, either way I love getting it ready to be photographed.”

When she’s not working, Denise enjoys giving back to her community in a variety of ways. Among them are her support for the city of Wheaton’s mini-marathon, which benefits a local zoo. She is also very active with her local church.

Looking to the future, Denise’s plans are fairly simple: to continue providing her clients with the very best service available in the Chicago area. “I want their experience to be an easy, stress-free one.”

For more information about Denise Gill, please call 630 - 639 - 0908 or email Denise.Gill@Bairdwarner.com 24

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Thinking of Listing?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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COLETTE GIOIA How did Colette become one of the most renowned and beloved real estate agents in Ocean and Monmouth Counties? Colette had always wanted to work as a real estate agent, but was nervous about leaving behind the safety net of a regular salary. She was working as a district manager for the New Jersey/Pennsylvania territory of a company, and when she heard the company was folding she realized it was time to take the leap into the career of her dreams. She received her license in 2000. “I took off like a machine and I haven’t stopped!” she says.

Colette started at a traditional company at the Jersey Shore, but realized she wanted to take her business to the next level and better serve her clients’ needs. Colette knew the RE/MAX brand had a strong international presence, luxury and commercial divisions, and an annual marketing and social media budget of $100 million.

She decided to join RE/MAX Real Estate, LTD in 2011. Nearly a decade later, she’s received many awards and designations and has tripled her clientele. She’s been selected as a Five Star Professional, an award given to the Top 2% of real estate agents in New Jersey based on client satisfaction. She now serves primarily Ocean and Monmouth Counties, with occasional listings in Middlesex County. Colette is the co-team leader of The CG Group, where she wears two hats handling both the team and personal business.

What keeps her clients coming back and eager to refer Colette to their friends and family? “The relationship that evolves throughout the transaction,” Colette says. She’s incredibly personable, which sets her apart from agents who are just concerned with a commission. “I am holding their hand throughout the entire transaction. We develop a relationship. My clients want to stay in my life,” she says.

It’s not unusual for Colette to receive a closing gift from a grateful client. That gratitude can be attributed to her extreme consistency,

follow up, and dedication to building a relationship. “I don’t part with these people at the closing table and say goodbye. They stay in my life.” To keep in touch with past clients, Colette does pop bys, sends Christmas cards, hosts fun client events, sends texts and emails, uses social media, or just calls to let a client know she is thinking about them. “I try to stay on top of what is happening in my clients’ lives so I can acknowledge their achievements, both personally and professionally.”

To market listings, Colette creates high-end personal property brochures and postcards. She also designs a tailored social media campaign for each listing. She posts listings on the MLS and all the other major real estate websites. She has high quality photographs taken of each listing, as well as virtual tours, promotional tours, and drone videos for some properties. Her open houses and broker opens are well attended. The result of her varied marketing techniques is often quick sales and incredibly happy clients.

What’s her favorite part of the job? “Real estate is so personal and I like satisfying the client. People are selling and buying because their lives are changing. When you can help someone during an intense time in their lives, it’s very rewarding.” To give back to the community, Colette volunteers with her children’s schools and does a large amount of fundraising for the Children’s Specialized Hospital. Colette recently hired an assistant, which has allowed her to take on more clients; and she’s also been handpicked along with nine other agents to do REO business for the entire state of New Jersey. Colette is very family-oriented and makes dinner every night for her family. “It’s the one time of day that everyone connects,” she says. She has a devoted online following for the cooking and decorating videos she posts on social media. “I like to let people in to see how I live. Decorating, cooking and entertaining are some of my favorite pastimes,” she says. For the future, she plans to continue to grow her business so she can provide fantastic service to even more people in her community! “What matters to me is my client’s happiness. Home is where the heart is.

That’s my goal,” she says with a smile.

To find out more about Colette A. Gioia ,

contact her via email at colette4homes@yahoo.com or by cell at 908 - 910 - 5860.

You can also check her out online at cgioia.remax-nj.com www.

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Laughs!

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MEGAN JACKSON While Top Agent Megan Jackson takes her job and her responsibilities very seriously, she does so with a personable, friendly approach that has endeared her to her many buyers and sellers. A consummate professional, she has spent the last five years honing her craft and developing her solid reputation as an agent who consistently places the needs of her client’s front and center during every transaction.

Megan began working in real estate after seeing a Facebook post from her landlord who knew a Realtor who was looking for a part-time office assistant. “I went and interviewed and got that job,” she explains, “and that eventually turned into me getting licensed and becoming his transaction coordinator.”

Her affinity for the job, coupled with her dedication to learning the industry, set her on a path to success. After leaving that job and becoming part of another agency’s internet lead team, she then moved on to Keller Williams as a solo agent, eventually landing at RealtyPath in Ogden, Utah. Focusing on both re-sales and new construction, Megan has become an agent to be reckoned with in Davis, Salt Lake and Utah Counties.

More than eighty percent of Megan’s business is based on repeat and referred clients, an impressive feat in such a highly-competitive industry. “I don’t do any major marketing of myself,” she says, “It’s mostly been word or mouth or getting business from just talking to people, making friendly conversation.” When asked why she inspires such client loyalty, Megan replies: “I think it’s because I genuinely care about my clients. I don’t want to say that I don’t do it for the money – because obviously I have to make a living – but the money is not my primary motivation. I’m not a pushy salesperson. I once worked with a client for eight months before they decided to

buy, and I never once made him feel uncomfortable. It can be a very stressful process, and it’s very serious, but I try to keep it as fun as I can for my clients.”

The appreciation her clients feel for her services is perhaps best illustrated by the online reviews she has received for her work, including this one on Zillow.com: “Megan was excellent to work with. She responded fast to all my questions or concerns any time of the day or night. I put my house up for sale and she sold it, as well as finding me a great new house within two months from starting the process. My experience with Megan was excellent, she always responded immediately, and handled my negotiations professionally. Megan was very proactive and I thoroughly enjoyed having her as my agent.”

Another reason for Megan’s success is her approach to marketing, which includes de-cluttering her properties prior to exclusive use of professional photography. She has also come to rely heavily on social media to make sure her listings are seen by as many eyes as possible. “One the pictures are done and my clients are happy with them, and we’ve gone over the listing agreement,” she explains, “then it goes active and most of it is just Facebook, Instagram and other internet platforms.”

When asked what she likes most about what she does for a living, Megan again points to the more personal side of the business. “I love meeting new people, and making new friends.

I love everything about it, but I especially love seeing my clients get excited about their new home. That just makes me feel really, really good.”

As for the future, Megan’s plans are fairly simple, and directly in line with her compassionate, client-first ethos. “I want to grow my business,” she says, “but I don’t want it to get so big that I’m not spending time with my clients. Sometimes teams get so big that the agents lose that personal touch. I’d like to grow, but never at the expense of customer service.”

For more information about Megan Jackson, please call 801 - 675 - 7947 or email MeganJJackson1@gmail.com 30

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

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

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

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

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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

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

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

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

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

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

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 32

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

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

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

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

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

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TYLER KREIFELS Top Agent Tyler Kreifels - of Burrows Tracts Real Estate in Elmwood, Nebraska – has achieved success in the real estate industry through a combination of a solid work ethic, a commitment to providing excellent service, and a deep familiarity with the area he sells, having lived in Southeast Nebraska for most of his life.

Selling primarily to those who are interested in land, residential and acreages in this rural area situated between the cities of Lincoln and Omaha, Tyler has carved out a niche for himself as someone who can be trusted to provide excellent advice to his grateful clients. “I know the area specifically,” he says. “Living mostly in a farming community, I understand the area and what people are looking for, specifically.

I have that small-town mentality and the integrity that is needed when it comes to working with clients around here.”

Tyler began his journey in real estate in 2015, following a career in architectural engineering. “I was in that field for about eight and a half years,” he explains, “but I was interested in trying something different. My current Broker was helping me and my wife buy a house at the time, and I started asking him some questions. The next thing that I knew, I was taking classes. A couple months after that I had my license.” His success was almost immediate, and in 2017 Tyler was recognized as the top agent in his company, for both units and volume.

An ever-growing percentage of Tyler’s business is based on repeat and referred customers, which clearly illustrates the exemplary customer service he is providing his buyers and sellers.

“Whenever I work with a client, I always make sure they’re as satisfied as possible with the entire transaction,” says Tyler, by way of explaining the loyalty he engenders in his customers. “I do my best to follow up with all of my clients on a quarterly basis,

just to check in and to see how things are going. I want to make sure that my name is top of mind with them, so that if they have a family member or friend who is looking to buy or sell, they’ll refer them to me.”

The gratitude his clients feel for his services is perhaps best illustrated by the reviews he has received as a Premier Agent on industry website Zillow.com, including this rave: “Tyler was very clear and communicated everything from contracts, laws, understanding appraisals, and the negotiated agreement. Tyler also got our house on the market quickly and within hours we had showings signed up. Our house sold in three days! I would highly recommend Tyler as either a listing agent or to help find a house.”

Tyler works very hard to make sure each of his listings is shown in its best light and seen by as many potential buyers as possible.

Professional photography, the use of two MLS systems, and a robust social media presence and advertising are just a few of the tools he utilizes to great effect, ensuring quick sales for top dollar.

Tyler is also very much involved with his community, and gives back in several ways. He’ll soon be joining the local Chamber of Commerce, having just recently purchased an office in his hometown of Syracuse, Nebraska. He and his wife also sponsor events such as the local fair and hometown celebration. Also, says Tyler, “if someone we know is going through a rough time, we always try to find a way to help.” In Tyler’s free time he enjoys being an outdoorsman and watching the Husker football team.

Looing to the future, Tyler’s plan for his business is simple: to continue growing his business, and providing the very best service available. “I like everything that our company stands for,” he says of Burrows Tracts, “like our small-town values and work ethic.”

He is also looking forward to continuing to build lasting relationships with his clients. “Buying or selling a house is usually one of the biggest transactions they’ll make,” he says. “I love being able to be a part of that.”

For more information about Tyler Kreifels, please call 402 - 269 - 5915 or email TK@BurrowsTracts.com Top Agent Magazine

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ANNE KURZDORFER “One of my strengths is my compassion and understanding for people,” Anne Kurzdorfer explains when asked about her success in real estate. Her love for this business has resulted in natural growth, and she’s eager to keep going.

Anne got her start in the title business, but transitioned into working full-time as an agent four years ago. Today she works solo, serving Allegheny, Beaver and Washington counties in Pennsylvania. She implements two main practices to keep her clients happy.

“That includes good follow up and making sure they are informed of what steps are coming up next,” Anne says. Her empathy is an effortless component of helping her clients buy or sell, as caring for others comes naturally for Anne. “They are usually going through another life event if they are buying or selling. It’s a lot more than just a house.

Transitioning people through that point in their life that caused the move or the sale, that’s my strength as an agent.” She truly enjoys helping others and guiding them through their journeys, which is one reason clients refer her to friends and family.

After the transaction, Anne stays in touch with clients by reaching out to them on social media or emails. “I get a lot of repeat business from maintaining the relationship with my customers,” she explains. When it comes to marketing her listings, she relies on social media and internet advertising through the Coldwell Banker website. She is a member of various community Facebook groups, where she can promote her listings. Anne is also connected with many real estate agents in the area, who are able to help her find potential buyers for listings.

It is Anne’s marketing skills combined with her frequent communication that results in happy clients. They love to leave 5-star reviews detailing their time working with Anne. One recent testimonial read, “Anne was absolutely amazing!

She was there for my husband and I step by step and was always very quick to get back to us and calm our nerves when we were feeling anxious.

Anne is extremely flexible with meeting times to show houses. There were times we met during the week after work and times she met us early mornings on the weekends! Not only is Anne great at what she does she is also very personable and energetic. I HIGHLY recommended Anne! Choosing her would be anyone’s best decision in finding their home!”

Although Anne dedicates much of her time towards work, she also makes time for giving back to the community. She is a singer at her church, volunteers at their coffee shop and leads a small women’s bible study group. Anne also loves spending time with her family, including her two children and husband.

In the near future, Anne’s husband will receive his real estate license and join her in the business. They plan on doubling their production and will invest more in their marketing.

“I try to be an example of someone who is able to have a successful career, manage a family and give back to the community. Even though it is stressful at times, I try to be someone who can do all those things and keep it together. For me, it’s my faith in God that has been able to steer me to success.”

For more information about Anne Kurzdorfer, please call 412 - 926 - 7769 or email Annek@pittsburghmoves.com 34

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion36

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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JAMES PACKHAM Top Agent James Packham - owner of five offices of one the largest and most respected real estate franchises in South Australia – is currently setting the standard for professionalism and excellence in real estate. As Director, Sales Partner and Auctioneer for Harcourts Packham, James oversees a highly-dedicated team of professionals who strive to consistently provide the very best customer service available in their area. James’ hands-on approach to sales and management has seen him develop a sharp business acumen and he is highly sought as a sales coach and speaker advising top brands around Australia.

James, who holds a double degree in Business and Economics, began his journey in real estate in 2011. “My years of study hadn’t pointed me in any specific career direction,” he explains. “I realized I had no interest in working in any economics-related field. I had a more established friend who was in real estate and he was making good money and really enjoyed what he did, and he invited me to shadow him while I was trying to decide what to do next.” After a few months of working alongside his friend, James decided to give it a go himself. Initially turned down by multiple agencies for lack of experience – including a rejection from one of the businesses he now owns – James ended up offering his services for free while he proved himself. From there, his career began to blossom, and today he finds himself one of the most successful real estate entrepreneurs in South Australia.

agents who work for me today have been successful in the industry for ten to twenty years, well pre-dating my entry into the industry, others we have coached from inception and are coming into their strength now,” he says.

More than forty percent of James’ business is based on repeat clients and referrals, perhaps the surest measure of success in the highly-competitive real estate industry. When asked to account for this impressive level of loyalty, James points to his company’s omnipresence in the communities they serve. “We’re hyper-local,” he explains, “so the people that we service are the same people we cross paths with every day. That creates a feeling of accountability that you get from working in the same place you live. Also, people respect that we’re part of a larger, proven brand. When clients want certainty, I believe they go with those proven brands.” James also believes that the careful hiring practices he implements has also played a role in his continued success. “We have great people,” he enthuses. “We’re very careful about who we hire into the business, and we’re very clear on what principles we support and those we don’t.”

Harcourts Packham is also adept at marketing their listings, going above and beyond for every property. Professional photography, video, international promotion, VIP open houses and robust social media campaigns are just a few of the tools in their marketing arsenal that are employed to great effect.

James recalls: “I realized how fruitful real estate could be when I experienced my strongest ever selling month; my commission for that month was more than my life savings had been up until that time. Real estate is the best-paid hard work, or the worst-paid easy work and it’s up to the individual to determine their own trajectory.”

James is also a dedicated philanthropist, giving back to the community in a wide variety of ways, including sponsorship of the local sporting community, support for children’s cancer and diabetes charities, RSPCA’s fight against animal cruelty and various other local initiatives. James also regularly donates his auctioneering skills to other organizations to assist their fundraising efforts. Most notably James is proud of his work with the Harcourts Foundation which has contributed over 4 million dollars direct to charities in recent years. James is a friend of the Adelaide Rotary club, an alumni mentor at Flinders University and he coaches children from local high schools on the skills of public speaking and auctioneering.

James, who spends his time both selling and also managing the Harcourts Packham company, is the recipient of multiple industry awards and accolades. His offices in Blackwood, Brighton, Glenelg, Marion and Seacliff are the tightest consolidation of offices in a geographic area under one brand, ensuring that they are the market leaders in the region and possess the highest density of agents controlling the largest volume of buyers.

James is justifiably proud of the teams he has assembled. “Many of the

Looking to the future, James’ plan is to let his business grow in an organic way, focusing less on forced growth and more on maintaining the unparalleled level of customer service that has become his company’s calling card. “If my business continues to grow, that’s fine,” he says. “But I’m really going to be concentrating on what we are growing rather than the speed of growth. In business there are too many ‘vanity’ metrics. I will be focusing on the customer experience and the satisfaction of my team.”

For more information about James Packham, please call 08 8377 1033 or email James.Packham@harcourts.com.au Top Agent Magazine

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MICHAEL PARKER JR. opinion, online photography is the best thing you can do,” he explains. To market properties, he conducts a thorough social media campaign, and posts listings on the MLS, all the major real estate websites, and his own website as well. He sends e-blasts to his large database, creates high quality fliers, and hosts well-attended open houses. This thorough, tech-savvy approach gets results—Michael is currently on track to sell 50 houses by the year-end and is in the Top 50 agents in Galveston County.

How did Michael Parker Jr. become the most trusted agent in Galveston County?

Michael knew from a young age that he wanted to have a career in real estate.

After graduating from Texas A&M with an emphasis in Finance and Real Estate, he went straight into residential sales. Twelve years later, he is a broker/realtor serving the Greater Bay Area including League City, Friendswood, Seabrook, Kemah, Alvin, Santa Fe and Dickinson.

Currently 35% of his business comes from repeat and referral clients. What sets Michael apart from his peers in the industry? “Honesty,” he says. He’s known throughout the real estate community as being trustworthy and extremely ethical. “I would always want to treat someone else the way I would want to be treated,” he says. “That’s a motto I live by.”

Whether it’s a client or another agent, he does all he can to help everyone he comes in contact with in the industry.

To stay in touch with past clients, Michael reaches out by phone or text, or sends thoughtful cards by mail.

Michael understands that in today’s market, most homebuyers start their search online, so he has beautiful, professional photographs taken of each listing.

“If a buyer doesn’t like a picture online, they won’t go any farther, even if it may be a great house. In my

His absolute favorite part of the job is seeing clients move into a new home. “That really makes me feel good at the end of the day,” he says. “When I smile the most is at the end of a transaction when we’ve successfully made it through all the hurdles that may have come up along the way.” To give back to the community, Michael sponsors public high schools and is involved in the Local Chamber of Commerce. He has a four-year old daughter and a ten-month old son, so his main priority when he’s not working is spending time with his family.

He also loves to fish, golf and spend time outdoors. For the future, he plans to run a brokerage of his own, while also growing a team. With his worth ethic and integrity, he’s sure to achieve those goals, which will benefit his clients and community!

To find out more about Michael Parker Jr., contact him by phone at 281 - 543 - 1778 or by email at MParkRealtor@gmail.com.

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

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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NICK STRUMKE Having started his professional life as a firefighter in Myrtle Beach, Nick Strumke began purchasing real estate as soon as possible. “I always had a huge interest in real estate and bought my first property at the age of 20. It was a foreclosure and I fixed it up and sold it two years later for a nice profit.” By age 27, he was a licensed real estate agent selling houses part-time alongside his work as a firefighter. And, given his success, Nick made the decision a few years back to move full-time into real estate.

As an independent agent with brokerage, CRG Realty, he has become an expert in the entire Myrtle Beach, South Carolina area. “Our average price is $200,000 to $250,000 and there are definitely higher priced ocean front homes.” Additionally, buyers from the Northeast are taking advantage of investment properties. Originally from New York himself, Nick understands these buyers’ reasoning. “Our taxes are very good down here; the market has been exploding for three years and they want to be a part of it.”

Given his understanding of the buyers’ market and his work ethic of consistency and follow-through, clients began brining referrals to Nick early in his real estate career. “I get quite a bit of referrals and repeat business from my own sphere of influence; I’m selling higher volume year-over-year.” In a market with an average sale price of just over $200,000, it takes considerable determination to sell $10-$12 million a year, but Nick is doing so. Given his familiarity with the area, he also works in communities with homes upwards of $500,000 along with beautiful oceanfront homes up and down the coast.

“I was a fireman and grew up in a fireman’s house, so I am focused on delivering top service.” Nick’s phone is always on and he’ll reply to emails late at night. “I never really turn off; I’m just non-stop and that doesn’t bother me.” As a result, during his first year as a REALTOR® in a market with about 4,000 agents, Nick made the top 100. The following year, he was #1 with the brokerage he worked

for before joining CRG. “Now I’m the #1 sales agent again for CRG, which is a good-sized company here in Myrtle Beach.” Being “non-stop” is probably an inherited trait. Nick’s mother, Tina Strumke, works as his assistant; he says her constant availability and energy is a major factor in his success.

Clients can trust Nick. “I give everyone 100% no matter what,” he says. “I always make the best of everything and get them into the house that they want.”

He gives the same to his sellers and is growing the listings side of his business. In addition to his personal dedication Nick’s sellers also benefit from the robust marketing that Nick and CRG provide. “My listings are on every website you can think of and we do open houses, fliers, calls to the neighborhood, plus targeted Facebook, Instagram ads and exposure on all social media.”

Nick enjoys that, in real estate, the sky is the limit. There’s no cap on how much an agent make or on how much they can give a client. “I really like dealing with people and problem solving,” he adds. “There are always going to be things that come up, and I like getting people past those and getting the deal closed. At the end of the day, people are always so happy they got into the house or the deal went through.”

Real estate keeps Nick involved in the community, including organized charity events and food drives CRG takes part in regularly.

He also makes sure he takes care of himself. “I live a healthy lifestyle and go to the gym five or six days a week.” He also enjoys travel and time with family, many of whom have moved down to Myrtle Beach from New York.

Whether patiently and expertly working with buyers from the Northeast, bringing opportunities to investors or comprehensively marketing their listings, Nick develops relationships with clients; they are thrilled with his professionalism and look forward to longlasting collaborations with him.

To learn more about Nick Strumke , on Facebook here, visit nicksellsmyrtlebeach.com orwww.facebook.com/crgcompanies/?pnref=lhc email nick@crgcompaniesinc.com or call 843 - 655 - 5470 www.

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Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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NICOLE VAN PARYS Nicole Van Parys’ path to real estate was an international affair. Originally from Belgium, Nicole’s exposure to the industry came early, as her grandfather and mother made strategic development investments across burgeoning sectors of her home country. Nicole launched her own real estate career in 1990, moving to the U.S. and establishing herself as a consummate professional with a knack for the luxury market. Now, Nicole spearheads her work as a licensed partner of Engel & Völkers’ high-end imprint and has continued to uphold her reputation as a full-service professional with a master’s expertise. What’s more, she has earned a coveted Top 3 position for Engel & Völkers’ international brand, setting her apart as an industry leader for luxury properties.

Today, Nicole is based in Westlake Village. Her service regions include California’s finest neighborhoods among Westlake Village, Lake Sherwood, Malibu, Santa Barbara, Los Angeles & beyond.

Of course, Engel & Völkers’ presence extends beyond the Southern California region and specializes in partnerships with high-prestige properties and clientele, including exclusive estates and upscale country clubs throughout the region. Thus far, Nicole has managed to elicit approximately 50% of her business through repeat and referral clientele—a testament to her staying power and the memorable transactional experiences she cultivates. Nicole cites above-and-beyond service, a dynamic team, and concierge-style care as the primary drivers of her success. “As a team, we are super user-friendly,” she explains. “We do what it takes and we go beyond the call of duty.

Our service is second to none. We are an amazingly service-oriented group of professionals and we make it our priority to anticipate needs before they arise. We’re connectors and we offer concierge service on our team, so people trust us and come to us for whatever they need.”

Nicole also underscores Engel & Völkers’ worldwide platform as a key factor in her accomplishments. “Wherever there is luxury real estate, we are there,” she says. “Our friends and clients see us all over the world and feel part of that big team. We’re a trusted brand

and people feel very comfortable working with us for whatever they need. We’re a very connected branch of offices.”

When it comes to listing properties, Nicole leaves no stone unturned.

Leveraging Engel & Völkers’ global platform, all properties are showcased in their finest light using professional photography, high-end touches, and an immersive listing presentation. From there, worldwide exposure and responsive communication ensure that prospective buyers are curated successfully and in short order.

“We have very eager clientele who appreciate efficiency,” Nicole says. “Our listings are high-end and our clientele are high-end.

They want the job done right away and done efficiently. That’s how we work.”

To give back to the communities they call home, Nicole and her team support worthy causes, such as the Red Cross and Habitat for Humanity. The Engels & Völkers brand is also a major supporter of Santa Barbara’s polo scene and invites their clientele to spectacular events that often fundraise for charitable organizations. In her remaining free hours beyond the office, Nicole most enjoys time spent with loved ones, international travel, and visits to the scenic California coastline.

As for the road ahead, Nicole’s trajectory confidently continues upward. As the Engel & Völkers brand continues to expand across the globe, particularly in California, Nicole will oversee the opening of three additional offices in the months to come. She is also expanding her service areas, diversifying her network, & further maximizing her professional value and insight for clients.

Now, with nearly three decades of hands-on experience and an ambitious outlook on the path ahead, Nicole Van Parys considers what she has come to value most about her career in real estate: the people she has met along the way. “I really love and enjoy working with my clients,” she reflects. “I love my office and my staff—we’re a very positive and energetic group. Every single day in this business is different, and I’m grateful for the opportunity to do what I love to do.”

To learn more about Nicole Van Parys email Nicole.VanParys@evusa.com, call + 1 805 795 1880, or visit nicolvevanparys.evusa.com/en www.

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