NATIONWIDE & INTERNATIONAL 10-26-20

NATIONWIDE & INTERNATIONAL EDITION

Easy Blog Topics for Your Real Estate Blog

Is Branding the Way to

TAKE YOUR BUSINESS TO THE NEXT LEVEL? CONCIERGE CARE:

Services that Lure Clients and Transform Your Reputation

COVER STORY

AMY WEASE FEATURED AGENTS

ERICA ESQUIVEL ANDREW KUSUDA MJ MOTTA LELAND REED MAX RUBENSTEIN DENISE STEMPIEN JEANETTE ZIMMER

NATIONWIDE & INTERNATIONAL EDITION TRP Realty & Full Circle Homes is proud to congratulate

JEANETTE ZIMMER ERICA ESQUIVELMJ MOTTA LELAND REED

MJ MottaTop hadAgent a unique beginning members, veterans,Windemere and their spouses.

In of mouth, a significant achievem Leland Reedto –her of Engel &Client-focused Volkers and detail-oriented, (Las Vegas, Hen 6 10 14 18 real estate-Western career by working as a mortgage her free time, MJ loves doing anything worldprice of of reat Frontier in Missoula, Montana - isProperties luxury home specialists highly competitiveaverage Prestige loan officer. As she explains, “I thought I outdoors, including camping, and Jeanette and John Zimmer possess hiking, a unique $2.5 million, think it’s both theand extent of my w more than just a Realtor: she’s a personable, would be a great value and asset to clients exploring the beauty of Alaska with her understanding of customallhome construction from $350,000 ence and my authenticity that to k inspirational of nature. if I understood the entire force transaction from When speaking dogs Zoe and Oscar. and marketing that benefits buyers and sellers home for a first-ti referring and coming to Leland, oneexperience can’t help all sides.”with She has used her in but be impressed at every price point and stage of life. erty, orback somethin loan origination advantage today, Building relationships with clients Leland, is MJ’s when asked how she by herto her authenticity, and asalso by her deep recognize a housm she always supports the clients and their favorite part of the job.

As she puts it, “I’m Twenty years ago, Jeanette and John were make memories,” instill such impressive loyalty commitment to her job and to her many understanding of ERICA the entire home buying selling houses, I’m outrealthere JEANETTE recruiting ZIMMER trust clients place LELAND REED ESQUIVEL MJ building MOTTA luxury not custom homes when they amongst those she works with. grateful buyers and sellers.

Impressively experience. MJ was licensed in 2019 and newdidn’t friends!” stayssense in touch ized many agents haveShe a clear of with clients for investors. As J seen it all, and I’m also wa knowledgeable about the realofestate “how industry, now serves Anchorage, Alaska, and the even from once architectural transactions design are over and through on being featured for the State toestate take a home sell something beach.

That’s what I provide my clients: Andrew Kusuda began his real I approach working and laser-focused on herto clients surrounding areas. herMagazine! job helping and delivering treats, engaging socialwoman, media, so 39 Illinois inShe Toploves Agent 31 product.”

36 on 23 finished Urged by architects and An extra benefit? the whole experience.” career three years ago, when and he giving was out “House-iversary” gifts on the says, “I’llachieve never look– back.” first anniclients But at the th orlooking exceedto–invest their in real estate goals, builders they knew, the couple became licensed realtors in with ableintelligence. on the resale market, rental properties.

“I versary of each house sale.

“It’s just so rewarding.

It’s order to as share their knowledge and experience.Staying As Jeanette upwant the option to advise clien day,in they to feel I have Leland has earned to herbuild growing reputation touch with clients is that important, asalespeople, portfolio and I such thought, While real estate agents wanted are traditionally a big, exciting milestone in people’s lives, whether puts it, comparing homes is often not “apples to apples.” their dreams.

Despite land and Andrew thatsa interests at above heart,and andbeyond I do. in I help a trusted realofwhat estate advisor consistently better way or towho gain an understanding MJ sees herself as more a matchmaker networker. it’s their first time buyingtoor they’rebuyers selling,” MJ says.goes She and John are committed helping and sellers homes, Jeanette and John’s respect well. “I want to become a part r of to the market thanfront to be a real estate the process of building trust, educating andas purchase private residences, places the needs ofme,” her clients and center “It’s not about transactions she explains.

“It’s She her learn howloves to value property, covering everything from the what’s best for the client.” of my clients’ lives,” he says.

“Moving agent?” he recalls.

Since then Andrew about doing right by otherstransaction. and helping folks meet theiradvantage clients,ofand eventually creating a strong relationship. land.

Even though we are a luxu during every 2x6 construction to the variable quality of forward, I want to be a friend and advohas distinguished himself not just with goals.” MJ is always312-880-1137 genuine with her clients and cares appliances and fixtures.

Thistreat approach works. the Jeane service all price points and each client sa AMYhisWEASE MAX RUBENSTEIN KUSUDA DENISE STEMPIEN any way I possibly can. knowledge, bydifferent the MJ’s ANDREW about helping themPaulina succeed.

She treats her states clientsbut as alsoBecause husband was reassignedcate to and the help Air them 1805 South Street |called Chicago, ILfive 60608 Leland, who hasmarket home at points comprised of nearly 100% r Ifuture enjoyis building those relationships and excellent start-to-finish customerForce service part of the and but keeps them in aconstant contact base Las Vegas, Nevada, full Jeanette and John are also committed providing dilirals.

Their sphere of influence Other toMJ’s factors that have contributed inteam her life has held longtime special place in inher heart letting clients know that you’re greatly not just at experience he provides for his clients. in order to educate them and eliminate any confusion.gent,of24/7, exciting changes. She plans As to relocate tosays, Las Vegas boutique-level service.

Jeanette “We means calls can come at a continuing success story would include for the beautiful state of Montana andinits people, began of the family now,her andexp if MJ’s thoughtful personality drives her to do what isaren’t the upcoming months be licensed insale, bothyou’re states.part ‘ta-da’ agents that showand up for a listing appointment they don’t take vacations, th you need anything you can let me know.”

Andrew serves the Spokane County area, including the ation skills and her spare-no-expense, thorough her real estate journey following a career in the fashion best for people, both in her community and her job. andCONTENTS MJ forwardWhen to helping in aand newJohn, place hanging out with friends, wa thenlooks disappear. you new hire people Jeanette Spokane Valley, Liberty Lake, Nine Mile Falls, strategies.

These often include hands industry. “My husband andMead, I were doing aexpanding walk-through and footprint ofare herthere business. you get Jeanette andtheJohn.”

They every stepstrategies of to live music.

They are gra When it comes to marketing his listings, Andrew concenCheney, and Airway Heights.

A significant portion of Clients can that MJ we putswere their needs above all else. ration ofthrough her listings, the exclusive use of p oftell a home purchasing,” recalls Leland, “and ourconversations the way, from pre-listing to the Through the Windemere Foun 4) CONCIERGE CARE: 16) WHAT FIRST TIPS TOonline MAKE trates his34) efforts5exclusively and on social media. his business already comes from repeatTHE and referral One former client left a review saying, “MJ was great! closing—negotiating, monitoring paperwork and critical of each transaction to suppor photography, andfrom maximizing exposure agent suggested thatand I’dthat be rate a great Realtor. always loved “We’ve gone away print media because it’sthrough such a clients, onlyTHING grows asI’d more people get to Less SERVICES than a month from viewing to closing approved.

THAT LURE YOU DO NEW HIRES Anity, LONGdates, and keeping theAFTER client informed. including things like pai social media, print media and the impressive, making connections with people, homes and architecture; small portion of where people are looking now,” he says.in experience working with Andrew.

“My clients appreShe recommended aAND mortgage company, and they were backpacks full of supplies to CLIENTS WORK SAYS ABOUT LASTING SUCCESS Instead, he blasts his listings directly to agents and usesp thegirl energy I bring and the market knowledge I marketing provided through aciate little I’d get on my bike and ride around amazing when as well.I was Would definitely recommend herSupplementing their skills, the couple added a opportunities marketing TRANSFORM YOUR YOU targeted ads on YouTube, Instagram, and Facebook, have,” Andrew says, “but more than anything they to anyonethe wanting a no-hasslelooking buying at experience.”

Engel &37) Volkers’ marketing advantages. All ofasw neighborhood houses.”guru to the team—their daughter, a Pepperdine UniverEASY BLOG well as Google keywords, to reach people remember the experience they had with me, and afterREPUTATION Though MJ is still establishing herself in home sales,sity graduate with a degree in Integrated late intoTOPICS fastMarketing salesFOR for top dollar. in specific areas YOUR 20) BUSINESS GROWTH from which people are known to be relocating to Spokane. wards they’re more likely to refer me to their friends she already has an impressive referralalmost businessimmediately, of aboutCommunications.

Leland found success due to her busi-thorough, the couple encourAlways “That’s how we get top dollar for our listings,” Andrew 9) 4 WAYS TO WIN THE HACK: ABSORB YOUR REAL ESTATE BLOG and family because they know I’m going to take great 30 to 40 ness percent of herbased clients.onThis shows just how their daughter obtain her real she’s estate not license to When working, Leland enjoys nothing being a foundation ofaged honesty, integritytoand says, “because we have the most market exposure.” care of them.” well she can connect with them and help them meet BATTLE AGAINST CLIENTS’ STRESS! learn the ins and outs of real estate law regarding what spending time with her husband - a Physician a true compassion for her buyers and sellers. Awarded Rookie 29) 5 TIPS their goals. can and cannot be said about a property.

Jeanette and TO GET PROCRASTINATION ofofPodiatric at inWestern Montana of the Year by & Volkers Western Frontier, in 2019 Andrew likes tomedicine be involved his community, and Foo he ThatEngel personalized care lies in IS those simple day-to-day 29) BRANDING NEW CLIENTS John understand the importance polished, targeted, volunteers with The Arc of Spokane, helping teach life touches that can be so easy to overlook.

“I make three and her two sons, taking advantage of all the out she was also a member of that company’s Million Dollar As a proud spouseBREAKING and military brat, MJ is THE veryaccurate they place listings on multiple 12) military TIPS ON WAYmarketing; TO you, TAKE to individuals with intellectual andhas developmental promises toespecially my clients: I willwebsites, be honestcreate with I will involved Club with helping veterans, through ational activities scenic Montana to offer. Sh five times with monthly sales exceeding $1,000,000. virtual tours, skills promote through social THEandLUXURY BUSINESS TO THE disabilities.

When he is not working or giving back, be on“It’s time,inand Iblood,” will doYOUR what I say I’m going to do,” TeamINTO RedAmong White Blue. my she media, mailers, and magazines (print and online), and passionate philanthropist, and a huge advocate fo multiple other company awards and recognitions – information about MJ Motta Andrew loves doing anything outdoors, whether it’s MARKET NEXT LEVEL? Andrewbrings explains.

“It’speople easy to say, but aForemails. lotmore of people explains, and this organization together send monthly For more about J community, which she promotes through her such as achieving the Engel & Volkers Global Ruby Status callmy 623-760-3006 or emailhiking, MJ.Motta@EXPrealty.com swimming, fishing, or snowboarding.

He espe-so don’t follow through military with that. So clients find that from all walks of life to help support active-duty please callan 7 platforms ingetorder increase their -Leland was it’s also ranked among Topthat 3 by theare Missoula cially likes to outside with his fiancée and profile friends. a breath of fresh air tothe realize if they call me, I’m with The Zimmers affiliated Luxury Portfolio andto visit MyLasVega ® things to pick upNewcomer the phone. It’s the little like that success.

Leland also serves on multiple charity c Organizationgoing of Realtor’s of the Year Award.

In a point toAgent say they repreLeadingRE , and Jeanette makes Copyright Top Magazine In the future, Andrew plans to continue growing his that make clients feel comfortable.” email across the not just in ClarktoCounty Phone 310-734-1440 donates a local charity ormylasvegasr non-profit o 2020,310-734-1440 Leland was also| Fax nominated as sent oneproperties of Missoula’s Topglobe, and business while also providing the same great level of with every sale.

3 Best Real Estate Advisors. mag@topagentmagazine.com | www.topagentmagazine.com personalized service to his clients. “My clients feel Andrew likes to say that his clients’ experience Cop No portion of this issue may bewith reproduced in any manner whatsoever of without consent of thewith publisher.

Top Agent Magazine is me because they know they’re getting working him is similar to the experience goingprior comfortable Leland’s plan for the future is to continue to grow Selling almost the entirety of Northwest Montana, Leland’s published by FeaturetoPublications GA,“Everyone Inc. Althoughloves precautions are taken to ensure the of published materials, AgentAndrew says. the accuracy whole experience from start toTop finish,” the beach. the beach because ness, when but never atorthe sacrifice ofsend the unparallele expertise professionalism has translated into ait’sbusiness Magazine cannotand beof held for opinions expressed or facts supplied authors.

To subscribe change address, I introduce myself to when they close on the theresponsible weather, the sand, the water…but not anyby its “From inquiry to mag@topagentmagazine.com.

Published in the U.S. service has become callingand card. that is based almost entirely upon referralsofand house it’s that a relaxing and great her experience, that’s what one thing.

It’s the summation all positive of those word things my clients remember most.” put together that give that feeling of relaxation at the

ANDREW KUSUDA

www.

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For moreTo information about Leland Reed, Top Agent Magazine find out more about Andrew Kusuda, please call509-374-7251 406-207-2727 or email Leland.Reed@engelvolkers please call or email andrewkusuda@kw.com

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

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

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

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

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

First, think about a client’s everyday experience.

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

Where might your client swing by for coffee?

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

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

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

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

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

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

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

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

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ERICA ESQUIVEL When working as an accountant proved to be an unfulfilling career for Erica Esquivel, she decided to take a chance and try something new. Her goal was to find a job she could feel passionate about, and having a natural curiosity for real estate, she figured it would be an interesting change of pace for her. Erica obtained her license in 2018 and immediately dove into her new role with enthusiasm. When she discovered The Resurrection Project—a nonprofit organization focused on revitalizing and investing into their local community— she knew it would be the right type of work environment for her. At The Resurrection Project, Erica has found the ability to do meaningful and life-changing work while serving clients throughout the city of Chicago and the surrounding suburbs.

Erica’s ethical approach to business has been passed down from her parents who were deeply rooted to their community and believed in always giving back. “Both my mom and dad always stressed the importance of community involvement. I also grew up watching my dad work in sales and having that entrepreneurial spirit, so I learned from an early age how to be client-oriented. I handle clients with a lot of care, and I want to ensure that if they’re buying a home they’re going to be able to afford staying in that home,” she says. Her dedication turns her clients into long-term friends and continues to grow her network of repeat and referral business. It’s also Erica’s easygoing communication that forms an organic bond between her and those she works with. “I come from a large family, I’m one of 11 children so I’m an approachable person who enjoys talking to a wide variety of people.”

Checking in on her past clients involves more than just saying hello for Erica. She makes sure that they are thriving in their new home and lets them know that she’s just a phone call away if they need any type of help. “We have a department that services homeowners, so if they ever feel like they’re in a financial crisis or need to get some type of help we have a system in place to assist them. We don’t just hand them keys to their house and say good luck, we are in it for the long

haul. The Resurrection Project is a one stop shop for home purchase and homeowners.”

Even though COVID-19 has slowed down most people’s work schedules, Erica hasn’t allowed it to be a distraction for her. She took advantage of the additional free time and worked on adding more credentials to her license, such as the Certified Negotiation Expert as well as the Accredited Buyer’s Representative. Her commitment and tireless work ethic come from the knowledge that she is capable of making a huge difference in the lives of her clients. “I like being able to be part of the solution. With affordable housing and the unfortunate discrimination that we see against certain races, I like to be able to help change and diversify these communities that are lacking a lot of attention. That’s what gets me going in the morning, knowing that we can help families regardless of their immigration status, regardless of their financial status or bad credit,” she says.

Erica strongly believes in community work and giving back.

Every Thursday she joins community meetings to discuss how the city as well as The Resurrection Project can help out. And she is currently working on a development project in a low-income area of Chicago, building brand new homes and selling them below market price to the people within the community.

When she’s not busy working, Erica loves to spend time with her large family, her two boys and husband. Erica obtained her managing broker’s license and plans on starting a team of REALTORS® focused on working with the community.

“I want to have a strong team that understands the importance of making a difference and giving back. I don’t want to work above them or below them, I want us to work side by side. Knowing that I’m making a difference in people’s lives makes my work feel truly special. I’m not commission based, I’m mission based. My goal is to service families while keeping the mission of The Resurrection Project at the back of my mind at all times.”

For more about Erica Esquivel email eesquivel@resurrectionproject.org, visit trprealty.org/about-us/our-team, or call (224) 578–1917 www.

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Top Agent Magazine Copyright Top Agent Magazine

Daniel R. Hernandez, Esq. congratulates

ERICA ESQUIVEL on being featured for the State of Illinois in Top Agent Magazine!

“Erica, The NextLevel Law team wishes you the very best today and in your future endeavors. You are a superstar — Keep up the fantastic work!”

–Daniel R. Hernandez Daniel R. Hernandez, Esq. | Principal and Managing Attorney (312) 442-2225 | nextlevel.law 3354 N. Paulina St., Suite 200, Chicago, IL 60657 www.

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TRP Realty & Full Circle Homes is proud to congratulate

ERICA ESQUIVEL

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

312-880-1137 1805 South Paulina Street | Chicago, IL 60608 8

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

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

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

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

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

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

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

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

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

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

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MJ MOTTA MJ Motta had a unique beginning to her real estate career by working as a mortgage loan officer. As she explains, “I thought I would be a great value and asset to clients if I understood the entire transaction from all sides.” She has used her experience in loan origination to her advantage today, as she always supports the clients and their understanding of the entire home buying experience. MJ was licensed in 2019 and now serves Anchorage, Alaska, and the surrounding areas. She loves her job and says, “I’ll never look back.”

While real estate agents are traditionally salespeople, MJ sees herself as more of a matchmaker or networker.

“It’s not about transactions to me,” she explains. “It’s about doing right by others and helping folks meet their goals.” MJ is always genuine with her clients and cares about helping them succeed. She treats her clients as part of the team and keeps them in constant contact in order to educate them and eliminate any confusion.

MJ’s thoughtful personality drives her to do what is best for people, both in her community and her job.

Clients can tell that MJ puts their needs above all else.

One former client left a review saying, “MJ was great!

Less than a month from viewing to closing approved.

She recommended a mortgage company, and they were amazing as well. Would definitely recommend her to anyone wanting a no-hassle buying experience.”

Though MJ is still establishing herself in home sales, she already has an impressive referral business of about 30 to 40 percent of her clients. This shows just how well she can connect with them and help them meet their goals.

As a proud military spouse and military brat, MJ is very involved with helping veterans, especially through Team Red White and Blue. “It’s in my blood,” she explains, and this organization brings together people from all walks of life to help support active-duty military 10

members, veterans, and their spouses. In her free time, MJ loves doing anything outdoors, including hiking, camping, and exploring all the beauty of Alaska with her dogs Zoe and Oscar.

Building relationships with clients is MJ’s favorite part of the job. As she puts it, “I’m not selling houses, I’m out there recruiting new friends!” She stays in touch with clients even once transactions are over through delivering treats, engaging on social media, and giving out “House-iversary” gifts on the first anniversary of each house sale. “It’s just so rewarding. It’s such a big, exciting milestone in people’s lives, whether it’s their first time buying or they’re selling,” MJ says.

She loves the process of building trust, educating her clients, and eventually creating a strong relationship.

Because MJ’s husband was reassigned to the Air Force base in Las Vegas, Nevada, MJ’s future is full of exciting changes. She plans to relocate to Las Vegas in the upcoming months and be licensed in both states.

MJ looks forward to helping new people in a new place and expanding the footprint of her business.

For more information about MJ Motta call 623-760-3006 or email MJ.Motta@EXPrealty.com Copyright Top Top Agent Agent Magazine Magazine

Yukon Title Company is proud to congratulate

MJ MOTTA

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

Tara VanOrsdal | Business Development p: (907) 222-1515 Ext. 151 | d: (907) 301-2289 t.vanorsdal@yukontitle.com | yukontitle.com www.

2525 C Street, Suite 110, Anchorage, Alaska 99503

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

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

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

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when 12

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

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

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

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

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

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

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

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

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

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LELAND REED Top Agent Leland Reed – of Engel & Volkers -Western Frontier in Missoula, Montana - is more than just a Realtor: she’s a personable, inspirational force of nature. When speaking with Leland, one can’t help but be impressed by her authenticity, and also by her deep commitment to her job and to her many grateful buyers and sellers. Impressively knowledgeable about the real estate industry, and laser-focused on helping her clients achieve – or exceed – their real estate goals, Leland has earned her growing reputation as a trusted real estate advisor who consistently places the needs of her clients front and center during every transaction.

Leland, who has called five states home at different points in her life but has held a longtime special place in her heart for the beautiful state of Montana and its people, began her real estate journey following a career in the fashion industry. “My husband and I were doing a walk-through of a home we were purchasing,” recalls Leland, “and our agent suggested that I’d be a great Realtor. I’d always loved making connections with people, homes and architecture; when I was a little girl I’d get on my bike and ride around the neighborhood looking at houses.”

Leland found success almost immediately, due to her business being based on a foundation of honesty, integrity and true compassion for her buyers and sellers. Awarded Rookie of the Year by Engel & Volkers Western Frontier, in 2019 she was also a member of that company’s Million Dollar Club five times with monthly sales exceeding $1,000,000.

Among multiple other company awards and recognitions – such as achieving the Engel & Volkers Global Ruby Status -Leland was also ranked among the Top 3 by the Missoula Organization of Realtor’s Newcomer of the Year Award. In 2020, Leland was also nominated as one of Missoula’s Top 3 Best Real Estate Advisors.

Selling almost the entirety of Northwest Montana, Leland’s expertise and professionalism has translated into a business that is based almost entirely upon referrals and positive word

of mouth, a significant achievement in the highly competitive world of real estate. “I think it’s both the extent of my life experience and my authenticity that keep clients referring and coming back to me,” says Leland, when asked how she manages to instill such impressive loyalty and trust amongst those she works with. “I’ve done and seen it all, and I’m also a businesswoman, so I approach working with my clients with intelligence. But at the end of the day, they want to feel that I have their best interests at heart, and I do. I help clients sell and purchase private residences, ranches and land. Even though we are a luxury brand, I service all price points and treat each client the same.”

Other factors that have contributed greatly to Leland’s continuing success story would include her expert negotiation skills and her spare-no-expense, thorough marketing strategies. These strategies often include hands-on preparation of her listings, the exclusive use of professional photography, and maximizing exposure through the use of social media, print media and the impressive, international marketing opportunities provided through powerhouse Engel & Volkers’ marketing advantages. All of which translate into fast sales for top dollar.

When she’s not working, Leland enjoys nothing more than spending time with her husband - a Physician and surgeon of Podiatric medicine at Western Montana Foot & Ankle - and her two sons, taking advantage of all the outdoor recreational activities scenic Montana has to offer. She is also a passionate philanthropist, and a huge advocate for her local community, which she promotes through her social media platforms in order to increase their profile and business success. Leland also serves on multiple charity committees and donates to a local charity or non-profit organization with every sale.

Leland’s plan for the future is to continue to grow her business, but never at the sacrifice of the unparalleled customer service that has become her calling card.

For more information about Leland Reed, please call 406-207-2727 or email Leland.Reed@engelvolkers.com 14

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Stewart Title of Missoula County, Inc. is proud to congratulate

LELAND REED

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

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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Top Agent Magazine

sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an Top Agent Magazine

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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JEANETTE ZIMMER Client-focused and detail-oriented, Windemere Prestige Properties luxury home specialists Jeanette and John Zimmer possess a unique understanding of custom home construction and marketing that benefits buyers and sellers at every price point and stage of life.

Twenty years ago, Jeanette and John were building luxury custom homes when they realized many agents didn’t have a clear sense of “how to take a home from architectural design to finished product.” Urged by architects and builders they knew, the couple became licensed realtors in order to share their knowledge and experience. As Jeanette puts it, comparing homes is often not “apples to apples.”

She and John are committed to helping buyers and sellers learn how to value property, covering everything from the advantage of 2x6 construction to the variable quality of appliances and fixtures.

Jeanette and John are also committed to providing diligent, 24/7, boutique-level service. As Jeanette says, “We aren’t ‘ta-da’ agents that show up for a listing appointment and then disappear. When you hire Jeanette and John, you get Jeanette and John.” They are there every step of the way, from pre-listing conversations through to the closing—negotiating, monitoring paperwork and critical dates, and keeping the client informed.

Supplementing their skills, the couple added a marketing guru to the team—their daughter, a Pepperdine University graduate with a degree in Integrated Marketing Communications. Always thorough, the couple encouraged their daughter to obtain her real estate license to learn the ins and outs of real estate law regarding what can and cannot be said about a property. Jeanette and John understand the importance of polished, targeted, accurate marketing; they place listings on multiple websites, create virtual tours, promote through social media, mailers, and magazines (print and online), and send monthly emails.

The Zimmers are affiliated with Luxury Portfolio and LeadingRE®, and Jeanette makes a point to say they represent properties across the globe, not just in Clark County 18

(Las Vegas, Henderson, and Boulder). The average price of their listings is between $1.2 and $2.5 million, with individual sales ranging from $350,000 to $5 million. Whether it’s a home for a first-time buyer, a retirement property, or something in between, the Zimmers recognize a house is “the place where you make memories,” and they take seriously the trust clients place in them. The same holds true for investors. As Jeanette says, they “wouldn’t sell something we wouldn’t buy ourselves.”

An extra benefit? If the right house isn’t available on the resale market, the couple’s background opens up the option to advise clients on building the home of their dreams. Despite land sales not being as lucrative as homes, Jeanette and John’s goal is always “to achieve what’s best for the client.”

This approach works. Jeanette and John’s business is comprised of nearly 100% repeat customers and referrals. Their sphere of influence is solid—and global, which means calls can come at any time. Jeanette remarks, they don’t take vacations, they take “moments in time,” hanging out with friends, watching sports, and listening to live music. They are grateful—and they give back.

Through the Windemere Foundation, they donate a portion of each transaction to support programs in their community, including things like painting schools and providing backpacks full of supplies to kids in need.

For more about Jeanette Zimmer please call 702-523-1852 visit MyLasVegasRealty.com or email mylasvegasrealty@gmail.com www.

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Congratulations!

JOHN & JEANETTE ZIMMER

Windermere Prestige Properties is proud to congratulate John & Jeanette on being featured in Top Agent Magazine!

Windermere Prestige Properties 1681 W Horizon Ridge Pkwy Henderson, NV 89012 (702) 432-4600 finevegashomes.com

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Business Growth Hack: Absorb Your Clients’ Stress!

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

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

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

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

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

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

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

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

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

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

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

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

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

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 22

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

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

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

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

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AMY WEASE

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Top Agent Amy Wease of Dwell Residential Group is one of the most sought-after agents in the DMV market, being licensed to sell in DC, Maryland and Virginia.

Amy Wease of Dwell Residential Group in Washington DC has been navigating her clients through the ever changing landscape of buying and selling homes since 2007 in the Greater DC Metro area. Amy provides exceptional value to her clients and that keeps them loyal to her with multiple transactions year after year and a business that continues to break sales records each year. In 2019, Amy 24Copyright Top Agent Magazine

sold $25 million and is on track in 2020 to hit $30 million as an individual agent.

Amy, who was selected as one of America’s Top 100 Agents representing only 1% of all active real estate professionals in the US and 3 times has been selected as one of the top agents by the prestigious Washingtonian magazine has more than earned her stellar reputation as Top Agent Magazine

a trusted, knowledgeable Realtor who has built her business on a solid foundation of honesty, integrity and enthusiasm. Friendly, incredibly savvy and informed about the real estate industry, and committed to helping her buyers and sellers achieve their goals, one could do no better than to engage the services of this highly successful dynamo.

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Amy, who studied marketing and advertising in college, began her journey as a real estate agent following a career in the internet and dot com industries. “When that started to crash,” she recalls, “I began looking around for something else to do, and in 2006 I decided to give real estate a try.” As proof of the success she has achieved since then, more than ninety Copyright Top Agent Magazine25

“I’m really client-experience focused,” Amy explains. “The way I work is both very much hands-on. I’m constantly looking out for their needs. Listening to them carefully is very important.” percent of her overall business is based upon referrals and returning customers, an impressive feat by any measure. Licensed to sell in DC, Maryland and Virginia, Amy is one of the most sought-after agents in the DMV market.

“I have very specific systems in place that I use for both my buyers and sellers,” replies Amy, when asked how she has managed to achieve such incredible loyalty amongst her clients. “In 2010, I met my mentor Jennifer Myers (Creator of Agent Grad School) and she took me through 26Copyright Top Agent Magazine

these specific systems that she uses that helped me work with buyers from the beginning to the end of the transaction and showed me how to continue to provide value to my clients even after the transaction. She taught it to me and she’s taught it to a lot of other agents.”

There are numerous other factors that have contributed to Amy’s success, and first and foremost of these is the close bond she forms with her clients. “I’m really client-experience focused,” she explains. “The way I work is both very Top Agent Magazine

much hands-on. I’m constantly looking out for their needs. Listening to them carefully is very important, and also the willingness to be patient and provide them with more than just “buying or selling a home” but creating a life long relationship so they are constantly coming to me with their needs when it comes to real estate” Top Agent Magazine

Another unique approach utilized by Amy is her reversal of the standard “letter to seller from prospective buyer” approach. Instead, she has the seller write a letter to potential buyers elaborating on all the reasons they have loved living in the house that is for sale, which she calls What I’ll Miss About My Home, a Copyright Top Agent Magazine27

technique she has found to be incredibly successful as part of her marketing strategies.

Amy also gives back to her community in a variety of ways, though most notably through her support of the Pathways to Housing organization, which provides homes for the homeless, followed by counseling to address the reasons for their previous homeless situation.

Amy’s primary plan for the future is to continue growing her business, but not at the expense of the extraordinary customer service that has earned her a perfect, five-star rating on Zillow.com and a recently recognized award by Modern Luxury DC magazine as one of the best agents in the DMV. “I really love what I do. It’s incredibly rewarding to help people achieve their dreams.”

For more information about Amy Wease, please call 703-899-6374 or email amy@amywease.com

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

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

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 29

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

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

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

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

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 30

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

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

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

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

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MAX RUBENSTEIN

Upon returning to his native city of Memphis, TN, Max Rubenstein spotted a rare opportunity. His hometown ranked #3 nationwide for Millennials purchasing homes. Equipped with a background in sales and marketing and eager to try his hand at real estate, Max decided to make the leap four years ago. “It worked out really well,” he remembers. “I came from a background in service, with a focus on truly putting people first. I thought if I took that approach in real estate, I’d be pretty successful—and that’s proven to be the case. When you truly make it about creating an unforgettable experience for your clients, it’s a winning formula.”

that personal connection, and that’s why I like to do business with people I actually like and want to spend time with. I’m not someone who’s going to sell you a house and disappear.”

When listing properties, Max ensures he provides the agents of potential buyers with all of the information their client(s) might need when making

In the years since his industry debut, Max has cemented a reputation for attentive service with a personal touch. Serving clients across the greater Memphis area, he has set himself apart for his lasting client relationships and ability to serve as a resource long after the closing table has been reached. “When we work with a buyer or seller, it’s the start of our relationship, not the end,” he says. “I thrive on 32

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the decision on whether to make an offer.

Coming Soon campaigns build early buzz, while wide-ranging exposure is secured across the leading online listing platforms and social media outlets. Last year as a solo agent, Max closed roughly 36 units for just over $11 Million in volume and is on track to surpass those figures in 2020. As he continues to make inroads into Memphis’ luxury market, he also continues to think big. “I don’t want to be just a Realtor. That’s been my whole philosophy in this business from the beginning,” he says. “I want to be useful to people for more than just a single sale.

That’s the vision of our business, to always ask the question: how do we continue serving our clients, even after they’re in their home?” That vision translates into a host of business offerings Max plans to eventually offer, including renovations, home design, and more.

Beyond the office, Max is an active member of his community and previously served as Chairman of the Young Professional board for Junior Achievement, an organization helping kids establish themselves in the world as successful young adults. He also gives back through St. Jude’s Children’s Research Hospital, and contributes to his alma mater Christian Brothers High School.

In his free hours, he most enjoys time spent with friends, designing and renovating his latest home investment project, and golf.

Now, with four years of insight and success behind him, Max Rubenstein considers what he enjoys most about his chosen field. “I’m grateful for limitless potential of this business. There are more opportunities in real estate than you could ever imagine. I’m also fortunate that I’m in a field I really enjoy,” he says. “Beyond that, the highest value that I’ve gotten out of this career is the relationships with some of the most amazing people in the city of Memphis.”

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To learn more about Max Rubenstein please call (901) 826–8351, email max@maximumservicegroup.com, or visit maximumservicegroup.com www.

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5 Tips to Make New Hires

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

The hiring and training process is time-intensive and doesn’t come cheap. This means that mak34

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

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Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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ANDREW KUSUDA Andrew Kusuda began his real estate career three years ago, when he was looking to invest in rental properties. “I wanted to build a portfolio and I thought, what better way to gain an understanding of the market than to be a real estate agent?” he recalls. Since then Andrew has distinguished himself not just with his market knowledge, but also by the excellent start-to-finish customer service experience he provides for his clients.

Andrew serves the Spokane County area, including the Spokane Valley, Mead, Liberty Lake, Nine Mile Falls, Cheney, and Airway Heights. A significant portion of his business already comes from repeat and referral clients, and that rate only grows as more people get to experience working with Andrew. “My clients appreciate the energy I bring and the market knowledge I have,” Andrew says, “but more than anything they remember the experience they had with me, and afterwards they’re more likely to refer me to their friends and family because they know I’m going to take great care of them.”

That personalized care lies in those simple day-to-day touches that can be so easy to overlook. “I make three promises to my clients: I will be honest with you, I will be on time, and I will do what I say I’m going to do,” Andrew explains. “It’s easy to say, but a lot of people don’t follow through with that. So my clients find that it’s a breath of fresh air to realize that if they call me, I’m going to pick up the phone. It’s the little things like that that make clients feel comfortable.”

Andrew likes to say that his clients’ experience working with him is similar to the experience of going to the beach. “Everyone loves the beach because of the weather, the sand, the water…but it’s not any one thing. It’s the summation of all of those things put together that give that feeling of relaxation at the

beach. That’s what I provide my clients: the whole experience.”

Staying in touch with clients is important, and Andrew goes above and beyond in that respect as well. “I want to become a part of my clients’ lives,” he says. “Moving forward, I want to be a friend and advocate and help them any way I possibly can.

I enjoy building those relationships and letting clients know that you’re not just a sale, you’re part of the family now, and if you need anything you can let me know.”

When it comes to marketing his listings, Andrew concentrates his efforts exclusively online and on social media.

“We’ve gone away from print media because it’s such a small portion of where people are looking now,” he says.

Instead, he blasts his listings directly to agents and uses targeted ads on YouTube, Instagram, and Facebook, as well as Google keywords, to reach people in specific areas from which people are known to be relocating to Spokane.

“That’s how we get top dollar for our listings,” Andrew says, “because we have the most market exposure.”

Andrew likes to be involved in his community, and he volunteers with The Arc of Spokane, helping teach life skills to individuals with intellectual and developmental disabilities. When he is not working or giving back, Andrew loves doing anything outdoors, whether it’s hiking, swimming, fishing, or snowboarding. He especially likes to get outside with his fiancée and friends.

In the future, Andrew plans to continue growing his business while also providing the same great level of personalized service to his clients. “My clients feel comfortable with me because they know they’re getting the whole experience from start to finish,” Andrew says.

“From when I introduce myself to when they close on the house it’s a relaxing and great experience, and that’s what my clients remember most.”

To find out more about Andrew Kusuda, please call 509-374-7251 or email andrewkusuda@kw.com 36

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

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

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

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

Think about those questions that you’ve had to

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

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

Evergreen Content

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

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

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

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

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

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

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Stay Local

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

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

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

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

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DENISE STEMPIEN Denise Stempien started out in law, serving as a legal assistant for more than twenty years; however, throughout her life, she had always harbored an interest in real estate.

Seeking a career that balanced her passion for helping others with her entrepreneurial spirit, she decided to dive in and earn her license. Sure enough, she hasn’t looked back.

Today, Denise is Realtor for Remerica United Realty where she services clients throughout Southeast Michigan. By centering her work around the client relationship, she has cultivated a process to meet the needs of any buyer or seller. “I simply love helping people,” she says. “There’s nothing more rewarding than seeing the look of satisfaction on my clients’ faces when they’ve found their dream home.”

When listing a property, Denise prefers a hands-on approach with her clients. Starting out, she pre-promotes their home to her extensive network of professional contacts and prospective buyers. Afterwards, she shares it via a series of targeted digital and social media campaigns.

“Throughout the process, I personally see to everything my clients need,” she says. “That way, I can be certain that nothing falls through the cracks.”

Denise is just as attentive with her buyers, guiding them every step of the way with compassion and open communication. By applying her decades of experience as a litigation secretary, she offers an unmatched attention to detail in any negotiation. Elsewhere, Denise possesses unique insight into a variety of traditionally difficult transactions, such as the redemption of sheriff deeds, foreclosures and quick sales. But regardless of the client, she always holds herself to the same standards. “I treat everyone the way I would want to be treated,” she says.

“No matter what, my clients are at the core of every decision I make.”

Through the years, Denise has developed an outstanding reputation around Michigan, as evidenced by her strong rate of repeat clients and referrals. The key to her success?

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“You have to be open and honest in this industry,” she says. “I’m not your typical salesperson. Instead of pressuring my clients to take a deal, I’m working to find the right options for their needs.”

Outside of her career, Denise is tremendously active in her community. A proud mother, she has previously served on the PTA of her children’s school, managed several successful fundraisers and ran several sporting programs.

Now that her boys are grown, she enjoys watching them participate in college sports or participating in her local bowling league. When she’s not assisting clients, Denise can usually be found spending quality time at home with her family and two beloved bulldogs.

Looking ahead, Denise has strong ambitions for the future. As her client base continues to expand, she will explore adding a buyer’s agent to assist in her transactions. She has also recently obtained her SRS, ABR and PSA designations, all setting her apart as a premier agent in her region. However, Denise will never lose sight of the personal touch that has won her so much success in her community. “It doesn’t matter if we’re talking about a twenty thousand dollar home or a two million dollar home; everyone gets treated the same,” she says. “At the end of the day, my clients are the most important members of my team.”

To learn more about Denise Stempien please call (734) 658-4389, email dposkystempien@gmail.com, or visit DeniseMovesYou.com www.

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