NATIONWIDE & INTERNATIONAL 10-28-19

NATIONWIDE & INTERNATIONAL EDITION

BEYOND CLEANING AND DECLUTTERING:

What Improvement Expenses Make the Most Sense?

Turn Open Houses Into

DESTINATIONS

Creative Meditation for the Real Estate Professional

Playing the Real Estate Matchmaker

NATIONWIDE & INTERNATIONAL EDITION

BONITA AREMAN SCOTT ZIELINSKI

Broker Bonita Areman – of Coldwell Banker today’s market, while customizing a marketing 19quickly, efficiently, 16 7 Mortgage – is a dedicated12 Residential real estate plan to sell your property professional who prides herself on providing her and at the highest price. For buyers I will guide Topfrom Agent many grateful clients with the very best customer you through the entire process, startKris to Ceretto – Front Range service available in New Jersey’s Essex, Morris, finish and ensure your purchase is in your bestKeller Wi Passaic and Union Counties. It is hardly a interest. I take great pride in being there Colorado for my Aurora, – is a surprise that Bonita is honored to consistently clients 110% and helping themveteran to successfully of the real estate be a Top Producer with a strong proven track navigate the real estate process.” asked whoWhen is dedicated to u record and is ranked among the top 1% of all how she has managed to inspire so knowledge much trust to help vast BONITA AREMAN KRIS CERETTO JENNY COLEMAN SCOTT ZIELINSKI Coldwell Banker agents worldwide.

She clearly and loyalty in those she works with, she replies: grateful buyers and seller HOLLI CLEM loves being a realtor and it shows in the results “I treat every one of my clients as if they’re my their real estate goals. produced for her buyers and sellers. By giving family, and I do everything I can to protect their approaching two decade Berkshire “Our focus not on the transaction,” saysputting the clients Kaylie Th clients topisnotch service, local expertise, interests both financial, emotional, and personal. business, Kris’ reputation as a trusted a Bowleron the relationship we form with 23 20 Holli, HEATHER IMES 27 28 advocate 24 That’s no first, “but and utilizing all of her skills and technology available, Six years before earning his license, Scott his background in mortgages and hisentrepreneur relatively orgia – is our clients.

Every client has their individual skilled has definitely been earned she has grown a successful estate business and built a The gratitude Bonita’s clients for her is perhaps best like abou prowess as an agent, Scottfeel offers Zielinksi cutreal teeth in the Top Agent Heatherbusiness.

Imes – newfound of made highly effective approach to marketing.

Professional uly cares needs desires, if theyhis aren’t quitemortgage and with a warm that can long and list of repeateven and referral clients. evident theintelligent, fact thatJennifer she holds apersonality perfect, broad but by nuanced expertise in currently the There, he earned firsthand experience in the clients what Tharp – Owner of it’s Tharp Long and Foster Real Estate market. in five-star photography isthe utilized exclusively, that already d consissure what those are.

We really focus most anxious client ensuring at ease, Kris’ Additionally, extensive regional industry’s intricacies, buton ultimately, he wanted overall his rating on Real industry website Zillow.com, job. “I ki Group, brokered nd center them andbegan listenher carefully toworld advising historic Cumberland, eachprovides listing is is presented in Agent, its Estate bestatolight before clients an incontinues sourcing to play aprior role with limitless potential self- knowledge business grow, year being afterfulness successfu Bonita journey in the of real estateand inMaryland 2004. on which site she a edge Premier score comprised by JP & Associates Realtors in of g primarthem.

I honestly that the serproperties all kinds.

“I love directed advancement.

Now, more four andofselling –level is as a of consummate professional propagated toofa about large number of industry Previously, she think spent many years a Global Salesthan Director dozens of raves Bonita, including thiswebsites one thatas like alwa the problem-solving aspect of what I do,” he years after earning his license, he has built a Arlington, Texas – is a hards with her vice we provide sets us apart from a lot of who rapidly approaching perfectly well as multipleKris’ “I in the high tech industry and has beenisselling and negotiating illustrates thesocial experience ofplatforms. working her: “I back in 20 realmedia estate career haswith itsapproach origins and reputation for creative problem-solving, savvy explains. “Every transaction is different, always be ng to sell other Realtors.”

Though monetary pursuit working, knowledgeable two decades in “Ithe real estate each of enough my listings with a personalized plan,” explains contracts of sale for 30 years Wall Street. decided to every cannot say greatbegan things about Bonita.

She will go to and he working as an assistant a topJENNIFER THARP KAYLIE THOMAS JENNY KNOX HEATHER IMES negotiation is different.

I’m constantly marketing andon aclient-first personal touch.

HOLLI CLEM alongside isget secondary, Holli and Peggy’s myIsabelles real estate license because I was buying investment above and tobeyond to advocate for her clients.

She is sticks verythat for industry.

Passionate, knowlHeather.

“I’m not the kind of agent who simply honest estate advocate sourcing ways improve the situation for all Denver broker.

Itreal was this position allowe Photography rling repethos has resulted in a business that“and has That atti properties for myself,” I didn’t feel like parties knowledgeable, and on topfrom ofgrateful all the details. edgeable and trulywith dedicated aand sign yard and calls a day.” getin to the theresponsive closing table by it being Today, she Scottrecalls, spearheads his work the her many buyers and learn the industry the bottom up, and also i irs is a business that doubled each the yearcompetency since their team’s inception. customer K adaptable and resourceful.” of Iaachieve processor and with buyer’s agent. theclients agents was working was good Most importantly, I found her very impeccable trustworthy.

We are so service; to helpingofassistance her their real estate goals, sellers in the Dallas/ Fort Worth him to the world of new home construction honesty, integrity and Under the banner of RE/MAX, he caters to clients love her energy, her re enough for me.”

When the economy crashed not long after, thankful to have found her…no matter how much you think Heather has set the bar for excellent customer service That go-above-and-beyond approach earned various positions heWorking held inhas that arena was area about of The Lone Star State. alongside herthat“ ery one of their many When she’s not Holli enjoys spending time and offers clients clients the New Jersey Pennsylvania and working, her industry took aacross turn for the worse, Bonita decided When you listing know properties, realScott estate or how easy it seems be, you presence in to their transaction. in the Cumberland market.

Heather a wealth of glowing reviews, including this rep for a Colorado builder, where he sold over $3 marketing package that includes markets, particularly Philadelphia, South a high-end husband and fellow agent Vincent, Jennifer has made with her family at their lakeside home, and they all enjoy it was time to make a change. “I decided that I wanted a job willone do yourself disserviceclient: by not “Heather working with Bonita.” tion I get back to them quickly, from aasatisfied was extremely photography, true virtual Jersey, and the shore from professional infor newherself homestours up and down the state and who winning watching a game football.

Holli also givescommunities a solid name as a real estate agent whereofI college could actually have more quality time to spend with the answer, I and find it out. I’ imaging as necessary. there, to Cape May. Thus far, he has–managed The town Ventnor of through Cumberland, Maryland nestled and in drone knowledgeable about From how to know market home, state in 2016, followback to her community, her support Platinum award fornothing hisour efforts.

He then transiti friends and primarily family,toand that’s when I transitioned being he When she’shis notsocial working, Bonita enjoys moreher than consistently and conscientiously places clients’ leverages media presence, drive a significant portion Range of hisinto business process in detail.

If afull problem ar the scenic Appalachian Mountain in Eastern not only did she sell it, she sold it quickly and for home mom.4) After her of her clients’ charitable efforts, including recent spona role as a Regional Sales Manager, in which BEYOND CLEANING AND 14) CREATIVE WAYS TO 25) CREATIVE a full-time real estate agent.” spending with her husband andthe her dogs or playing golf ads, time and top and exposure across through repeat and referral business, often targeted needs front center during every transaction. solve it.

And most importantly Allegeny County -the mountain side of Maryland price.

We then used Heather as our Buyers Agent and e, Holli began casting sorship of a golf tournament organized by oneactive of herinvestors who close leading he was responsible for 245 sales as well as 260 listing toShe secure ideal a committed working alongside withonline friends andplatforms clients. is also philanDECLUTTERING: WHAT SAY THANK YOU MEDITATION FOR new homes quickly.” comprised of multiple 60,000 acres ofannually. majestic nature and were blown away by tactful wasmost when came compa d find fulfilling. With customers forBonita academic scholarships. visibility.

Hewho alsogives optimizes listings throughofshe on properties Considering When the former president of notably aitbuilding found success quickly, and her business has continued thropist back inhow a variety ways, Though herTHE career in real estate officially began IMPROVEMENT REAL internationally bike trails andhalf three through to negotiation, and she was always available when we getin d to give real estate a toEXPENSES thrive and grow, year recognized after year. Currently, more than the fundraising event she hasESTATE held annually for the worked for asked him to join forces and back Copyright Top Agent Magazine Kaylie’s been in business for a 2015, Jennifer had significant experience as and a real es in multiple states,” THE Holli’sMOST plans of forher the future of her business fairly centuries of American history.

Heather, who specializes She will always toBreast our go agent.” substantial client base hasareTURN been built through referpastneeded sixteenher. years to benefit thejumped Cancer Research MAKE SENSE? PROFESSIONAL retail, Kris attothe chance, he is 17) OPEN HOUSES the positive experiences her h sides of many transstraightforward: continue growing hermouth, business whilehomes in the sale and ofperhaps farms, with acreage, Foundationestate investor prioranother to that, while still working in cli ralstoand positive wordpurchase of the most accurate Play forwriting P.I.N.K. fundraisers, and her story. chapter ofthrough his success s a solo agent, Holli finding ways barometer to automate some aspects of their service.

INTO DESTINATIONS bringing her in big referral and of large tracts of land, began her journey in the When asked what she enjoys most about what she customer satisfaction in the highly competitive workanother with local animal rescue groups. on business management, nu industry that focused r, and that mentorship That automation, she is adamant, willmost never come at hired those new people world of real estate.

“It’s likely because I’m committed world of real estate when she was by Long and does for a living, Heather points first toclients the ability 9) PLAYING THE REAL 28) ARE YOU sales and marketing.

“Real estate has always been my m “Ninety percent of my business is are all referral-b partnership, and team the expense ofto the highly personal, hands-on customer their transaction the mentored very beginning all the way to the future, Bonita’s primary plantowith is owning, straightforrenting and Kaylie Foster, where from she was by a seasoned agent. Looking to help her clients and provide them excellent passion,” she recalls. “Her previous experience made w builders,” says Kris, who still currently consults ESTATE service MATCHMAKER— DOING BUSINESS ent and an assistant. that has become synonymous with The Bowler21) 5and SOCIAL until the “One of the most to continue building her already-thriving business. that transition for given them.counselo “Heclosing,” becamesays myBonita. work dad part of important anMEDIA extended ward: customer service.

“I also like that this job has builders in their training of new sales her transition into full time real estate a smooth Team. aspects of mythat jobgave is tome listen to my clients so that can toAS her, however, isON herto other unwavering goal:to and FOLLOWClem THESE 8 DATING YOU family the confidence to take on Ithis new More meimportant the flexibility of schedule raise myofson, and MISTAKES REAL ESTATE Front Range and I do a lot what called ‘list successful venture.”

“In 2017, I had a need tois expand y surrounding Atlanta, respond to theirshe unique and specific requirements. As a sellto keep providing her clients with the unparalleled customer career,” recalls. travel, and not just beWhen behind a“Idesk from nine topeople’s five love seeing drea RULES YOU FACEBOOK? them. someone is interested in buying AGENTS MUST AVOID majority of her team’s TO ENSURE my business, and I thought who better to join methere to on er’s agent I will help you determine your property’s worth in service that has become synonymous with her name. every day,” she says.

“I really love what I do.” enthuses.

“I love being new homes, the builder refers those clients to e word of mouth and MATCH YOUR CLIENT create the Tharp Real Estate Group than through my husband, Since then, Heather has built a solid career and thriving and take them the90 proc he highly competitive their current home.”

“We average about tra Vincent.”

TheAreman, group, which recently again WITH THE PERFECTbusiness HOME For more information Bonita on a foundation of honesty, hard work, andabout a theyexpanded are satisfaction. buying their“Of ndicator of the excepa year strive forexcited 100% customer adding Buyer’s Agent Abra making Barker,them can currently boast a vast understanding of heror market.

Currently, almost feel comfortable FOR THEM de. The Bowler-Clem call 973-568-0341 email Bonita.Areman@ColdwellBankerMoves.com become friends and family, that is what is most i of a business that is based significantly the entirety of her business is based upon returning nothing like upon seeingreturning the joy in olid work ethics and clients, referrals, and positive word of mouth. “I think clients and referrals, a true barometer oftheir the excellent an d for their buyers and dreams.”

In addition to they his achieve vast new construction Copyright Top Agent Magazine a lot of it has to do with the amount of experience I n the transaction with customer service they provide. real estate knowledge, there are many factors staging and superior, have,” says Heather, when asked how she has managed Kaylie’s love of service and sup Phone 310-734-1440 | Fax 310-734-1440 deo. That is followed to inspire such impressive loyalty and trust in her to her There are many reasons for thecommunity. impressiveShe’s levelinvolve of et and social media to clients. “I’m very well-rounded, because I learned my mag@topagentmagazine.com | www.topagentmagazine.com and especially Run are For her the W success Jennifer has achieved.

Among them For more information about Holli Clem, many potential buyers from some in very seasoned agents. Also, I tend to where runisacross the c No sales portion of this issue may craft be reproduced any consentnegotiation of the publisher.

Agentveterans Magazine skills,Topwhich have translated into please call 678-448-7672 ormanner whatsoever without prior expert esult being quick sell the more extraordinary properties we have here, and awareness for service GA, Inc. Although precautions are taken to ensure lucrative the accuracy of published materials, email Publications Holli.Clem@bhhsgeorgia.com outcomes for her clients, Top andAgent the marketing me py clients. published by Feature

KRIS CERETTO

JENNIFER THARP

CONTENTS

including one that is a replica of the White House and organized thecareer local cheering Magazine cannot be held responsible for opinions expressed or facts supplied by itsprowess authors. To or in change address, send shesubscribe developed her previous and nowsec which sits on 430 acres.” through Pueblo.

And when she inquiry to mag@topagentmagazine.com. in the U.S. puts toFor good use about to achieve fast sales for top dollar.

CopyrightPublished Top Agent Magazine more Heather Imes, loves to spend time with her fam “Myplease listings call are on more than 250or real estate websites There are a host of other factors that have contributed 304-813-0266 email throughout the world,” says Jennifer, “and I use social to Heather’s success, and chief among them is her Heather.Imes@Longandfoster.com

2

media extensively to promote them.” Magazine Top Agent

Copyright Top Agent Magazine

Jennifer, who was named Best Real Estate Agent for

http://www.adlatlconcert.org Top Agent Magazine

33

Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 4

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

Top Agent Magazine ®

Top Agent Magazine

Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

Top Agent Magazine

with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

Top Agent Magazine ®

5

Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

6

Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

Top Agent Magazine ®

Top Agent Magazine

JENNY COLEMAN Top Agent Magazine

7

JENNY COLEMAN With an entrepreneurial spirit and a love for people, Jenny Coleman has gained an impressive momentum as a real estate agent. She started her professional career at 18 years old, eventually owning two franchises at a mall. When the mall shut down due to a fire, Jenny was left to decide on a new career path. She quickly jumped into real estate, as it allowed her the freedom to set her own hours while also engaging her business-savvy mind. Within four months, she was licensed in Wisconsin and Iowa, and became a Wisconsin broker 2 years later.

Today she works with RE/MAX serving the south central Wisconsin area and northeast Iowa. The majority of her business consists of referrals, a testament to her superior customer service and strong network.

“A lot of my business comes from people I’ve worked with in my previous careers. I’ve always owned a business, so I have met a lot of people over the years. It all comes down to who you know and trust. People who work with me know how I work and trust that I will do a good job,” she explains.

They also love that Jenny is honest throughout the transaction, providing valuable feedback. She is not afraid to tell her clients what she is thinking, as it will typically help them get the most out of the experience. Jenny is also happy to help with staging. It is this hands-on approach that leads to many clients becoming friends with Jenny. “A lot of them send me pictures when they’re moved into their house. I stay in close contact with them afterwards through phone calls, texts and in person.”

Past clients also love to leave glowing reviews about their time together. One recently said, “I had an absolutely positive and professional experience with Jenny. I liked that she used multiple mediums to communicate, which is essential for me. She was immediately responsive to emails, IMs, texts, and phone calls. She truly is a real estate professional and an asset to the RE/MAX team. I was fortunate enough to have a quick sale and I attribute that in part to Jenny. A great experience.”

It’s no surprise with reveiws like this that Jenny was ranked #5 among all Remax agents in the state of Wisconsin in August.

She was also in the 100% Club for the last two years, and in 2019, achieved it by the end of summer.

When Jenny isn’t working, she’s staying involved with the community or spending time with her Family. She’s an active member and Past President of the Prairie du Chien Athletic Booster Club. Board Member and past treasurer of the American Legion Baseball Association Post #68 and a member of Partners of Prairie du Chien Memorial Hospital. She is also involved with the Sources of Strength Program, which is a strength based wellness program for youth that focuses on suicide prevention as a community “Trusted Adult.”

As Jenny looks towards the future, she is hoping to soon bring on an assistant. But no matter how much she grows, she is still loving every second of her work.

“I just love working with all different types of people, from those downsizing, to first time home buyers, and everyone in between. It’s extremely rewarding.”

For more information about Jenny Coleman, please call 608-306-2865 or email jcolemanremax@gmail.com 8

Copyright Top Top Agent Agent Magazine Magazine

Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities Top Agent Magazine

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

Top Agent Magazine

9

It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt 10

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

Top Agent Magazine

Top Agent Magazine

mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with Top Agent Magazine

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

Top Agent Magazine

11

SCOTT ZIELINSKI

Six years before earning his license, Scott Zielinksi cut his teeth in the mortgage business.

There, he earned firsthand experience in the industry’s intricacies, but ultimately, he wanted to play a role with limitless potential and selfdirected advancement. Now, more than four years after earning his license, he has built a reputation for creative problem-solving, savvy marketing and a personal touch.

Today, Scott spearheads his work with the assistance of a processor and buyer’s agent.

Under the banner of RE/MAX, he caters to clients across the New Jersey and Pennsylvania markets, particularly Philadelphia, South Jersey, and the shore communities from Ventnor to Cape May. Thus far, he has managed to drive a significant portion of his business through repeat and referral business, often working alongside active investors who close on multiple properties annually. Considering 12

his background in mortgages and his relatively newfound prowess as an agent, Scott offers clients broad but nuanced expertise in the market. Additionally, his extensive regional knowledge provides clients an edge in sourcing and selling properties of all kinds. “I love the problem-solving aspect of what I do,” he explains. “Every transaction is different, and every negotiation is different. I’m constantly sourcing ways to improve the situation for all parties and get to the closing table by being adaptable and resourceful.”

When listing properties, Scott offers clients a high-end marketing package that includes professional photography, true virtual tours and drone imaging as necessary. From there, he leverages his social media presence, targeted ads, and top exposure across the leading online listing platforms to secure ideal visibility. He also optimizes listings through Copyright Top Agent Magazine

Smart TV ad placement, bringing the listing process into the homes of prospective buyers. All told, Scott leaves no stone unturned and applies his puzzle-solving eye to every marketing campaign he launches.

Outside the office, Scott gives back to his community through his support of and membership in the Marlton Business Association and as the president of the Evesham Education Foundation, a local education foundation which raises money to directly support Marlton’s school district.

Recently, they funded an art expo for students and last year bestowed scholarships to students in need within the community. In his free time, Scott most enjoys time spent with family and loved ones, visiting the beach to get out on the water, and traveling.

As for the future, Scott intends to keep progress steadily mounting, while maintaining the boutiquelevel service his clients have come to expect. Now, with four years of insight behind him, Scott Zielinski considers some of the lessons learned along the way. “If you put your mind to it, you can really accomplish things far beyond your goal,” he reflects. “I’m so much further along than I thought I’d be at this point, and at the end of the day, it’s hard work, persistence and doing right by people that gets you there.”

Top Agent Magazine

To learn more about Scott Zielinski email Scott@ScottSellsNJandPa.com, visit ScottSellsNJandPA.com, or call (856) 988–1800 www.

Copyright Top Agent Magazine 13

Creative Ways to Say Thank You

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

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

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

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

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

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

14

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

Top Agent Magazine

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

Top Agent Magazine

15

BONITA AREMAN Broker Bonita Areman – of Coldwell Banker Residential Mortgage – is a dedicated real estate professional who prides herself on providing her many grateful clients with the very best customer service available in New Jersey’s Essex, Morris, Passaic and Union Counties. It is hardly a surprise that Bonita is honored to consistently be a Top Producer with a strong proven track record and is ranked among the top 1% of all Coldwell Banker agents worldwide. She clearly loves being a realtor and it shows in the results produced for her buyers and sellers. By giving clients top notch service, local expertise, putting the clients first, and utilizing all of her skills and technology available, she has grown a successful real estate business and built a long list of repeat and referral clients.

Bonita began her journey in the world of real estate in 2004.

Previously, she spent many years as a Global Sales Director in the high tech industry and has been selling and negotiating contracts of sale for 30 years on Wall Street. “I decided to get my real estate license because I was buying investment properties for myself,” she recalls, “and I didn’t feel like the competency of the agents I was working with was good enough for me.” When the economy crashed not long after, and her industry took a turn for the worse, Bonita decided it was time to make a change. “I decided that I wanted a job where I could actually have more quality time to spend with friends and family, and that’s when I transitioned into being a full-time real estate agent.”

Bonita found success quickly, and her business has continued to thrive and grow, year after year. Currently, more than half of her substantial client base has been built through referrals and positive word of mouth, perhaps the most accurate barometer of customer satisfaction in the highly competitive world of real estate. “It’s most likely because I’m committed to their transaction from the very beginning all the way until the closing,” says Bonita. “One of the most important aspects of my job is to listen to my clients so that I can respond to their unique and specific requirements. As a seller’s agent I will help you determine your property’s worth in

today’s market, while customizing a marketing plan to sell your property quickly, efficiently, and at the highest price. For buyers I will guide you through the entire process, from start to finish and ensure your purchase is in your best interest. I take great pride in being there for my clients 110% and helping them to successfully navigate the real estate process.” When asked how she has managed to inspire so much trust and loyalty in those she works with, she replies: “I treat every one of my clients as if they’re my family, and I do everything I can to protect their interests both financial, emotional, and personal.

The gratitude Bonita’s clients feel for her is perhaps best made evident by the fact that she currently holds a perfect, five-star overall rating on industry website Zillow.com, on which site she is a Premier Agent, a score comprised of dozens of raves about Bonita, including this one that perfectly illustrates the experience of working with her: “I cannot say enough great things about Bonita. She will go above and beyond to advocate for her clients. She is very knowledgeable, responsive and on top of all the details.

Most importantly, I found her very trustworthy. We are so thankful to have found her…no matter how much you think you know about real estate or how easy it seems to be, you will do yourself a disservice by not working with Bonita.”

When she’s not working, Bonita enjoys nothing more than spending time with her husband and her dogs or playing golf with friends and clients. She is also a committed philanthropist who gives back in a variety of ways, most notably through the fundraising event she has held annually for the past sixteen years to benefit the Breast Cancer Research Foundation- Play for P.I.N.K. fundraisers, and through her work with local animal rescue groups.

Looking to the future, Bonita’s primary plan is straightforward: to continue building her already-thriving business.

More important to her, however, is her other unwavering goal: to keep providing her clients with the unparalleled customer service that has become synonymous with her name.

For more information about Bonita Areman, call 973-568-0341 or email Bonita.Areman@ColdwellBankerMoves.com 16

Copyright Top Top Agent Agent Magazine Magazine

Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

Top Agent Magazine

The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

Top Agent Magazine ®

17

midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 18

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

Top Agent Magazine ®

Top Agent Magazine

KRIS CERETTO Top Agent Kris Ceretto – of Team Front Range Keller Williams in Aurora, Colorado – is a seasoned veteran of the real estate industry who is dedicated to using his vast knowledge to help his many grateful buyers and sellers achieve their real estate goals. Rapidly approaching two decades in the business, Kris’ reputation as a trusted advocate and highly skilled entrepreneur has definitely been earned. Honest, intelligent, and with a warm personality that can put even the most anxious client at ease, Kris’ already lucrative business continues to grow, year after successful year.

Kris’ real estate career has its origins back in 2007, when he began working as an assistant to a top-producing Denver broker. It was this position that allowed Kris to learn the industry from the bottom up, and also introduced him to the world of new home construction. Among various positions he held in that arena was that of a sales rep for a Colorado builder, where he sold over $30 million in new homes up and down the state and winning a NAHB Platinum award for his efforts. He then transitioned into a role as a Regional Sales Manager, in which capacity he was responsible for 245 sales as well as 260 closings.

When the former president of a building company he had worked for asked him to join forces and get back to selling retail, Kris jumped at the chance, and he is currently writing another chapter of his success story.

into play when assessing Kris’ achievements. “We make certain that everything proceeds smoothly for our clients,” he explains. “We maintain absolute professionalism throughout the entire transaction process. Real estate, and helping people, are my passions.” There are other factors as well, including Kris’ network of contractors and vendors who are able to assist his clients with any of their needs, as well as thorough, cutting-edge and savvy marketing techniques that ensure quick sales for top dollar.

Kris is also an ardent philanthropist who believes in giving back to the community that has given him so much. Among his many charitable endeavors is his unflagging support for St. Jude Children’s Hospital, for which he helps hosts an annual fundraising event called St. Jude’s Evening of Hope that netted over $300k last year alone. When he’s not helping clients or giving back, Kris enjoys nothing more than spending time with his wife (they are expecting their first child, a girl, any moment now), traveling or just hiking with their dogs.

Looking into the future, Kris’ plans are to continue growing his business, and to add a like-minded, equally dedicated team to support that growth. “I would like to return to a leadership role,” he muses, “so that I can share my experience and passion for the industry with some agents who are newer to the business; hopefully I can help them achieve the same kind of success that I have.”

“Ninety percent of my business is all referral-based from builders,” says Kris, who still currently consults with home builders in their training of new sales counselors. “Team Front Range and I do a lot of what is called ‘list assist’ for them. When someone is interested in buying one of their new homes, the builder refers those clients to us to sell their current home.” “We average about 90 transactions a year strive for 100% customer satisfaction. “Our clients become friends and family, that is what is most impactful” In addition to his vast new construction and general real estate knowledge, there are many factors that come

Top Agent Magazine

For more information about Kris Ceretto, call 720-939-0558 or email Kris@FRRSOLD.com Copyright Top Agent Magazine 19

HOLLI CLEM Top Agent Holli Clem – of Berkshire Hathaway HomeServices’ The BowlerClem Realty Team in Atlanta, Georgia – is a dedicated professional who truly cares about her clients’ wellbeing, and consistently puts their needs front and center during every transaction. Focusing primarily on the relationships she forms with her clients, rather than simply trying to sell them a home has earned Holli – alongside partner Peggy Bowler – their sterling reputations as trusted Realtors. Theirs is a business that is built on a solid foundation of honesty, integrity and sincere empathy for each and every one of their many buyers and sellers.

Holli came to the world of real estate in 2016, following twenty-two years as a stay-at-home mom. After her youngest child departed for college, Holli began casting about for a career that she would find fulfilling. With her husband’s support, she opted to give real estate a shot. “I had moved multiple times in multiple states,” she explains, “so I’ve been on both sides of many transactions.” Initially starting out as a solo agent, Holli soon asked Peggy to be her mentor, and that mentorship quickly transformed into a solid partnership, and team of four, including one buyer’s agent and an assistant.

Servicing a wide swath of territory surrounding Atlanta, Holli can currently boast that the majority of her team’s business is the result of positive word of mouth and referrals, a true achievement in the highly competitive world of real estate, and a true indicator of the exceptional customer service they provide. The Bowler-Clem team are well-known for their solid work ethics and eagerness to go above and beyond for their buyers and sellers, which begins early on in the transaction with home prep that includes expert staging and superior, professional photography and video. That is followed by a deft utilization of the internet and social media to ensure every listing is seen by as many potential buyers possible, with the most frequent result being quick sales for top dollar, not to mention happy clients.

20

“Our focus is not on the transaction,” says Holli, “but on the relationship we form with our clients. Every client has their individual needs and desires, even if they aren’t quite sure what those are. We really focus on them and listen carefully prior to advising them. I honestly think that the level of service we provide sets us apart from a lot of other Realtors.” Though monetary pursuit is secondary, Holli and Peggy’s client-first ethos has resulted in a business that has doubled each year since their team’s inception.

When she’s not working, Holli enjoys spending time with her family at their lakeside home, and they all enjoy watching a game of college football. Holli also gives back to her community, primarily through her support of her clients’ charitable efforts, including recent sponsorship of a golf tournament organized by one of her customers for academic scholarships.

Holli’s plans for the future of her business are fairly straightforward: to continue growing her business while finding ways to automate some aspects of their service.

That automation, she is adamant, will never come at the expense of the highly personal, hands-on customer service that has become synonymous with The BowlerClem Team.

For more information about Holli Clem, please call 678-448-7672 or email Holli.Clem@bhhsgeorgia.com Copyright Top Top Agent Agent Magazine Magazine

5

SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

Top Agent Magazine

Top Agent Magazine

21

1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

2

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

22

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

4

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

5

Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

Top Agent Magazine

Top Agent Magazine

HEATHER IMES Top Agent Heather Imes – of Long and Foster Real Estate in historic Cumberland, Maryland – is a consummate professional who is rapidly approaching two decades in the real estate industry. Passionate, knowlIsabelles Photography edgeable and truly dedicated to helping her clients achieve their real estate goals, Heather has set the bar for excellent customer service in the Cumberland market.

The town of Cumberland, Maryland – nestled in the scenic Appalachian Mountain Range in Eastern Allegeny County -the mountain side of Maryland comprised of 60,000 acres of majestic nature and internationally recognized bike trails and three centuries of American history. Heather, who specializes in the sale and purchase of farms, homes with acreage, and large tracts of land, began her journey in the world of real estate when she was hired by Long and Foster, where she was mentored by a seasoned agent.

“He became my work dad and part of an extended family that gave me the confidence to take on this new career,” she recalls.

Since then, Heather has built a solid career and thriving business on a foundation of honesty, hard work, and a vast understanding of her market. Currently, almost the entirety of her business is based upon returning clients, referrals, and positive word of mouth. “I think a lot of it has to do with the amount of experience I have,” says Heather, when asked how she has managed to inspire such impressive loyalty and trust in her clients. “I’m very well-rounded, because I learned my craft from some very seasoned agents. Also, I tend to sell the more extraordinary properties we have here, including one that is a replica of the White House and which sits on 430 acres.”

There are a host of other factors that have contributed to Heather’s success, and chief among them is her Top Agent Magazine

highly effective approach to marketing. Professional photography is utilized exclusively, ensuring that each listing is presented in its best light before being propagated to a large number of industry websites as well as multiple social media platforms. “I approach each of my listings with a personalized plan,” explains Heather. “I’m not the kind of agent who simply sticks a sign in the yard and calls it a day.”

That go-above-and-beyond approach has earned Heather a wealth of glowing reviews, including this one from a satisfied client: “Heather was extremely knowledgeable about how to market our home, and not only did she sell it, she sold it quickly and for full price. We then used Heather as our Buyers Agent and were blown away by how tactful she was when it came to negotiation, and she was always available when we needed her. She will always to our go to agent.”

When asked what she enjoys most about what she does for a living, Heather points first to the ability to help her clients and provide them with excellent customer service. “I also like that this job has given me the flexibility of schedule to raise my son, and to travel, and not just be behind a desk from nine to five every day,” she says. “I really love what I do.”

For more about Heather Imes, please call 304-813-0266 or email Heather.Imes@Longandfoster.com Copyright Top Agent Magazine 23

JENNY KNOX Top Agent Jenny Knox – of Bluebird Real Estate – is a forthright, hardworking and consummately dedicated real estate professional. Jenny operates her business on a foundation of honesty, integrity and a true desire to help her many buyers and sellers in the beautiful, scenic mountain ski resort community of Crested Butte, Colorado.

Jenny began her journey in the world of real estate back in 1992, when she opened her own title company, which she ran successfully as President for more than fourteen years. In 2016, Jenny obtained her real estate sales license, and discovered that her extensive background in the title industry has imbued her with knowledge that translates into exceptional value for her clients. “That past experience has really benefited my buyers and sellers,” says Jenny, “because after six thousand closings and title examinations, I have more than a surface knowledge of what a title company does.” Additionally, Jenny’s husband has periodically worked in the water rights field, providing her again with a distinct knowledge advantage over much of her competition, primarily with properties including water wells and water rights.

Jenny, who has lived in Crested Butte for more than twenty-seven years, can also point to many other factors that have contributed to her continuing success story.

Chief among them is excellent communication, one area which is of utmost importance. Another would simply be her commitment to going above and beyond for each of her many buyers and sellers. “I think my clients recognize that I am very thorough and their priority is my priority,” says Jenny. Her longtime residency and knowledge of the area through thousands of closings, also makes her ideally suited to help her clients feel at home in their new community, and she laughingly likens herself to a travel agent, providing advice and local business recommendations.

There are many other reasons for Jenny’s ascension to Top Agent status, including exceptional marketing strategies. High-quality, professional photography is utilized

exclusively, and drones are also used to capture spectacular aerial shots. Cutting-edge technology like Matterport is utilized, providing amazing online walkthroughs of each property. When the listing hits the market, it is seen by as many potential buyers as possible through deft exploitation of the internet and social media. Quick sales for top dollar are the usual result, as well as happy and grateful clients.

When she’s not working, Jenny loves to avail herself of the outdoor beauty she is surrounded by in Crested Butte, and hiking is one of her passions. She also loves snow skiing, photography, and golfing when weather permits.

She is also an ardent philanthropist, who gives back to the community that has given her so much through her support of multiple charitable organizations, including Tough Enough To Wear Pink, which raises money for breast cancer awareness, prevention and equipment, and Adaptive Sports, which provides therapeutic recreation for individuals with disabilities.

With her true love for the area, there is no better person to help any buyer and seller looking for a first or second home in Crested Butte than Jenny. “Anyone can have their dream property here,” she enthuses. “It’s just a beautiful area. Vail Resorts purchased the Crested Butte Mountain Resort in September of 2018, and there’s anticipation of continued growth and opportunity.”

For more information about Jenny Knox, please call 970-596-3402 or email Jenny.RealEstate@knoxcb.com Copyright Top Agent Magazine

24

Top Agent Magazine

Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 25

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try:

1

For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

26

3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

Top Agent Magazine

JENNIFER THARP Jennifer Tharp – Owner of Tharp Real Estate Group, brokered

by JP & Associates Realtors in Arlington, Texas – is a hardworking, knowledgeable and honest real estate advocate for her many grateful buyers and sellers in the Dallas/ Fort Worth area of The Lone Star State. Working alongside her husband and fellow agent Vincent, Jennifer has made a solid name for herself as a real estate agent who consistently and conscientiously places her clients’ needs front and center during every transaction.

Though her career in real estate officially began in 2015, Jennifer had significant experience as a real estate investor prior to that, while still working in another industry that focused on business management, sales and marketing. “Real estate has always been my passion,” she recalls. “Her previous experience made her transition into full time real estate a smooth and successful venture.” “In 2017, I had a need to expand my business, and I thought who better to join me to create the Tharp Real Estate Group than my husband, Vincent.” The group, which recently expanded again adding Buyer’s Agent Abra Barker, can currently boast of a business that is based significantly upon returning clients and referrals, a true barometer of the excellent customer service they provide.

There are many reasons for the impressive level of success Jennifer has achieved. Among them are her expert negotiation skills, which have translated into lucrative outcomes for her clients, and the marketing prowess she developed in her previous career and now puts to good use to achieve fast sales for top dollar.

“My listings are on more than 250 real estate websites throughout the world,” says Jennifer, “and I use social media extensively to promote them.”

Jennifer, who was named Best Real Estate Agent for 2019 and 2018 by D Magazine, works with all types Top Agent Magazine

of buyers and sellers, but she holds a special place in her heart for assisting Veterans. “Vincent is a Veteran,” explains Jennifer, “and we have a love for helping and teaching Veterans how to use their VA loan benefits to become home owners.”

The gratitude Jennifer clearly feels for her many clients is more than reciprocated, as is made evident by the glowing reviews she – and Vincent – have received.

Among the many testimonials is this one, which perfectly encapsulates the experience of working with her: “Jennifer was very helpful and understood our needs/wants for our dream home. She gave us great options and was with us every step of the way. She helped us negotiate a very good deal and gave great tips. I will recommend Jennifer to family and friends.”

When she’s not working, Jennifer and Vince love camping and fishing, and exploring the state of Texas in their travel trailer. Jennifer is also active in the community by teaming up with the city annually to educate people on the step by step home buying process.

Looking to the future, Jennifer’s plans for her business to include more expansion, adding like-minded agents to her team to support that growth, and above all: to keep providing the unparalleled customer service that has become her calling card.

For more information about Jennifer Tharp, please call 817-465-1949 or email JennniferTharpRealty@gmail.com Copyright Top Agent Magazine 27

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.

28

Top Agent Magazine

Top Agent Magazine

KAYLIE THOMAS Kaylie Thomas is on top of it.

That’s not just what her clients like about working with her, it’s what she loves about her job. “I kind of like the stressfulness of it!” Kaylie laughs. “I like always being there, I like always being on it.”

That attitude translates into impeccable customer service; Kaylie knows that her clients love her energy, her responsiveness and her presence in their transaction. “If they have a question I get back to them quickly,” she says. “If I don’t know the answer, I find it out. I’m there to explain the process in detail. If a problem arises, I’m right there to solve it. And most importantly - I get them into their new homes quickly.”

After just a year in the business Kaylie is already incredibly busy - when Top Agent talked to her she had two homes about to close that day, another closing later in the week and one more upcoming. But she’s looking ahead to an even busier future.

“I’ve been mostly working with buyers,” she says.

“What I would like to do is to carry more listings, to work with more sellers - but of course I want to work with everybody! I’m busy, but I’m so grateful. I’m grateful that I’ve been able to get my clients into great homes, and I look forward to doing more of that in the years to come.”

Kaylie’s been in business for a bit over a year, but the positive experiences her clients have are already bringing her in big referral numbers. And many of those new clients are people making the leap from renting to owning, and Kaylie loves being a part of that transition for them.

“I love seeing people’s dreams come true,” she enthuses. “I love being there to calm their nerves and take them through the process. I like seeing how excited they are buying their first home, and I like making them feel comfortable and confident. There’s nothing like seeing the joy in someone’s face when they achieve their dreams.”

Kaylie’s love of service and supporting others extends to her community. She’s involved in 4H, local schools and especially Run For the Wall, an annual event where veterans run across the country to raise money and awareness for service member issues. Kaylie organized the local cheering section as the run passed through Pueblo. And when she’s not serving Kaylie loves to spend time with her family.

Top Agent Magazine

To find out more about Kaylie Thomas visit kayliethomas.com, call 719-553-7372 or email kaylie@kayliethomas.com www.

Copyright Top Agent Magazine 29

mailto:mag@topagentmagazine.com

30

Top Agent Magazine