NATIONWIDE & INTERNATIONAL 10-5-20

NATIONWIDE NATIONWIDE&&INTERNATIONAL INTERNATIONALEDITION EDITION

PEGGYROBB COLLURA MURRY Peggy Collura is an agent with NextHome Community Real Estate, based in Las Vegas. Peggy has been the top producer in her office every quarter for two years running, as well as a Top 10% producer for the whole company in 2018 and 2019.

During her time in real estate, Peggy has built aTO reputation on her hard work, 5 WAYS TRANSFORM honesty, andHome: the personal touch she brings Welcome to working withWITH her clients.

WORKING

that this listing just had many sales come alerted an agent who watching their search that their customer fa

RYAN & AMBER BIEBER

Tanya Johnson – of Ke

Community involvem Chris Carrena’s brokerage, Carr Gateway in Ashbu 4Loudoun QUALITIES OF Peggy, and she volun over two decades of experi Realty serve Fairfield & New Ha EXCEPTIONAL

Habitat tional servicefor to Humanit her many sellers.

Having built her or bu she’s not working For Chris Carrena, real estate is in his blood!

“My of honesty, integrity and loves spending timea nw RELOCATORS Robb Murry occupies a uniquefamily owns a property management business that approach working tionships with five mytoclients, and we becc niche in residential real has kids andwith five Peggy has a strong referral business, and my fathertostarted in the early 2000s,” he explains.

IN TRANSITION estate. Rather than trying to be everything when been they move down like a everyone, named thehere.

TopIt’s Reside more onis the way, an she becomes friendshewith of inher in andinofthe itself.

This a very diverse proudlymany specializes a handful of began neighborhoods in properties They acquiring for rental income, Loudoun Times Mirroa trial buildings to units lofts, the urban coreFollowing of Kansas City. Robb’s narrow focus has own dinners almost every clients after working with them. and today they now and manage over 200 has moreconverted than earned her hig sta condos, cottage neighborhoods, new m proven to be a great strength, and he has made a name for loves biking up with clients, Peggyhimself says,helping “I like to keep my commuwithin Connecticut.

Chris goeswith on toher statehusband that, “Asand A STEP-BY-STEP GUIDE TO ments in transitional neighborhoods, la people find their own niche in the heart and nicationtopersonal.

I prefer to“Specialization write a personal or to have time progressed, we gardening. realized weThese worked a lotcareer with Tanya began her and more. neighborhoods are in re of Biggest the city. allows me text as an agent How Get the Kansas life.” a unique value to my clients,” Robb “Ito have aDelegating deep is the Key“When to inCity the urban late nineties. realI says. estate agents, so it would make sense email rather than a generic holiday greeting. likeWhy Recharge Out of Your knowledge of the market, the properties, the subtle difcollege,” she recalls, to have oneLONG-LASTING of usIn becomefuture, anfrom agent.”

Chris Peggy plans jo check in with my clients base, and to seedifferent how SUCCESS 90% of Robb’s businessto com ferencesand in thetouch neighborhoods the ways youtheOver through a banking manag Lunch Hour decides to sister get hisand license, although and form a small team. he Sh they and their families a personal level.” referral clients, and because canare live doing in one ofon Kansas City’sthen urban neighborhoods.” ing program, and I was in he never thoughtin hehelping would end up helping downtown, thoseagents relationships newer buildform theyo industry for a couple of keep-in-touch strategy is unique in tha Following a successful careerothers as anbuy award-winning or sell. “I started helping friends FEATURED AGENTS Clients keep comingmarketing back tocreative workworking with Peggy again, to share her experience with them at and several large advertising are more social and less business,” he decided I was interested ins family, then other clients, and discovLYNSEY BILBRUCK dinner monthly at my agencies, Robb isfamily, now Vice in President at wants to continue the s and recommend herand tomarketing their friends and ered soparties I started doing realdowntow estate I really enjoyed Chris now hasproviding his and future clients.

I hire a loc Chartwell Kansas City Realty. Robb specializes in prop- it.”clients TINA BRANINE working for a settlement service to her clients.

“I’m a pe part because of her erties diligence and dedication.

“I’m own neighborhoods brokerage within his family’s office located in the up-and-coming actually thought SHARON BREMER there from start to finish,” Peggy explains.

“I’m very meeting different families, from in the core of downtown Kansas City, including called Carrena Property Management & about sellin for a long time, and in the means south andnot River Market to the north.buyers to military JIM hands-on. On the buyWaldo side tothat just showing who are station19 Realty.

His team consists of twoBUCK other He has been a major part of several loft converwas pregnant with my sec GLORIA Lserve aFORGIA and himself. mainly to theThey area,” Peggy says.

“It’s a g houses, but also following up withtransforming CMAs soagents we know COACHING sions downtown, abandoned industrial decided to just go9-1-1 ahead and Fairfield &like New Haven Counties LEAHY newly vibrant neighborhoods theto we’re getting the rightbuildings price, inand following up after the knowJENNIFER people and andare helping them Crossroads Arts District. continuing year.

COVER SUSAN McCOY thateach they will love.” offer withSTORY a personal note to the agent. I’m there for theto grow

RENTERS INTO OWNERS

EMPLOYEES

CONVERTING INTERNET LEADS TO REAL LIFE SALES

THINKING OF LISTING? Nine Ways to Get Ready

home inspection, I send the appraiser, Robb’sinformation deep knowledgeto of these neighborhoods sets him apart from many other agents in Kansas and I’m always there at the closing. Clients find thatCity. “I lived in the suburbs before I moved into the core of they get a very personal experience with me.” the city 12 years ago,” Robb says, “and my clients often fit a similar profile. So I build really deep rela-

For listings, Peggy also takes a hands-on approach,

ANTONIO SARMIENTO ALICIA TANKERSLEY CHELENE WEBSTER JUDI WILSON

Copyright Top

NATIONWIDE & INTERNATIONAL EDITION

CHRIS CARRENA 7

RYAN & AMBER BIEBER

19

13

KRYSTAL FATICONI

JENNIFER GALLAGHER

PEGGY COLLURA MICHELE RENNIE

ROBB MURRY Peggy Collura is an agent with NextHome 36 Las 32 Real Estate, based in Community Vegas. Peggy has been the top producer in her office every quarter for two years running, as well as a Top 10% producer & AMBER BIEBER for the whole company in 2018 and 2019.

During her time in real estate, Peggy has built a reputation on her hard work, honesty, and the personal touch she brings MICHELE RENNIE ROBB MURRY to working with her clients.

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CHRIS CARRENA

TANYA JOHNSON

TAN

that this listing just hit the market. I’ve had many sales come those times I 40 fromPATTY 43 BOLSTAD alerted an agent who may not have been Chris Carrena’sTop brokerage, Carrena Property M Tanya Patty Johnson – of Williams Agent Bolstad – ofKeller and Asfriends the own watching their searches and didn’t noticeGateway Loudoun in Ashburn, Virginia –in h“ Realty serve Fairfield & New Haven Counties HomeSmart Realty Group in of mouth. that their customer favorited myover listing.”

RYAN of Grassmu two decades of experience providing Salem, Oregon – is a true real hardworkin tional service to her manyGrassmuck grateful buye estate renaissance woman. worked thre With their ability m For Chris Carrena, real estate is insellers. his blood!

“My built her business on ato foun Community involvement is important Having to others se family owns a property management business that help Armed with a integrity background sobuy I’mand very estate expe of honesty, and a no-nonsense, for Peggy, and she volunteers her time he with shop formy eve my father started in the early explains. in 2000s,” theapproach lending she clients. answer toindustry, workingone-stop with Tanya, w her clients.

Habitat forBOLSTAD Humanity each year.

When PATTY SANDY GRASSMUCK PEGGY COLLURA take car They began acquiring properties for rental income, is also adept at the design anddiligently orReal what tim been named Top “We Residential Estate provide ob part of our andnot today they noworown and manage over 200 units she’s working giving back, Peggy in the Loudoun Timesa Mirror for the family,” last of four overseeing new development process half of their business within Connecticut.

Chris goes on to state that, “As loves spending time with her family.

She more flipping than earnedprojher status asCharles a top agen St.what and has home they c tionships with my clients, and we become real friends Robb Murry occupies a unique niche in residential real time progressed, we of realized a lot with and referrals, it’s clea EXP strategic partner. out their we worked For top agentbusiness, Michele Rennie, real estate is inlike hera littleteam Peggy strong and down has five kidsBased and her five grandkids, with one when they move here. It’s smalland town estate. Rather than trying has to be a everything toreferral everyone, ects, providing many grateful clients with a level side.”

Patty Franklin, realWashington, estate agents, so it would sense began her career in real estate in Walla Walla, Michele and makeTanya blood. Herinmother was a successful broker whoarea office CONTENTS in and of diverse of old indushe proudly specializes in a handful offriends neighborhoods she becomes with many ofitself. herThis is a very more on one the ofway, and they have family oftoknowledge expertise few other Realtors can to visualize have usand become an agent.” her high teamrise run a thriving business throughout Walla formed the co-op real estate company in Canbuildings converted to lofts, high end the urban core of Kansas City. Robb’s narrow focus hasfirst trial in inChris the late nineties. “When Counties clients after working them.

Following dinners almost also with typical I graduated condos, cottage neighborhoods, newofmodern developproven to be a great strength, and he has made name for provide.

And,toevery of course, PattyPeggy also works a home to m Walla County and nearby Umatilla County, Oreada,awith so Michele naturally gained a great deal then decides get hisSunday. license, although from college,” she recalls, “I first went ments neighborhoods, large estate himself people findclients, their own TRANSFORM niche in the heart 4)helping 5 WAYS TO 34) WHY DELEGATING ISand 49) MAKE SOCIAL gon -homes, anbiking area thatwith has national attention forresale exposure to the early Despite this, she up with Peggy says, “Iindustry like intotransitional keepon. my commuloves her husband and their son, cooking, hegained never thought he would end up helping buyers sellers on the front witha great aplomb, through banking management trainof the city. “Specialization allows me as an agent to have and more. These neighborhoods are really the heart of theLONG-LASTING high-quality of Rhone-varietals grown there.helping initially decided not to follow her mother intoor realTO Sandy, whoand brought million others buy or sell.

“I started friends RENTERS INTO OWNERS THE KEY MEDIA MARKETING nication personal.

I prefer to write a personal text and gardening. possessing a personality that is ing tailor made for putting When she’s Kansas City urban life.” a unique value to my clients,” Robb says. “I have a deep program, I was inin the$5 banking While she and her team mostly sell residential estate, but rather pursued an eclectic career that and family, then other clients, and discovknowledge of the market,rather the properties, the subtle dif- holiday greeting. I like to email than took a generic jittery clients at ease during even the most convoluted nothing industry for a couple of years.

The, Imo ($30 million with her team) b SUCCESS YOUR CALLING CARD properties, Michele brings in her extensive vitiher from the clothing industry and starting Over 90% of Robb’s business comes from repeat ferences in the neighborhoods and the different ways you ered I really enjoyed it.” Chris now decided has his I was interested in law school, 10) 5 TIPS TO GET NEW transaction process. daughters check in with my clients and touch base, to see how In the future, Peggy plans to join forces with her culture and hospitality experience into play to her own outdoor clothing brand, to the marketand referral clients, and because he lives and works can live in one of Kansas City’s urban neighborhoods.”

95% repeat and referral clientelea own brokerage within his family’s sooffice I started doing real estate settlements, cover a“My nicheform of small wineries, vineyards, and ing sideare of the wine industry, to adding a vineyard downtown, those relationships form organically. eling, and s they and their families doing on a personal level.” sister and a small team.

She takes an interest CLIENTS called Carrena Property Management & for 38) 4 WAYS TOtransactions.

WIN 53)careers 4inQUALITIES OF founded on educating clients, get is unique that mylodging connections Following a successful career as an award-winning working settlement attorney. on their 10 acrekeep-in-touch parcel and strategy then opening a in wine Patty began her journey real estate aftera attending of the I’d Statu in helping newer agents build their and loves Realty.

His team consists of two other marketing creative working at several large advertising are more social and less business,” he says.

“I host large country bed-and-breakfast on that prop- BATTLE AGAINST actually thought about selling real estate THE EXCEPTIONAL EMPLOYEES issues, and doing whatever it tak Business College, and then taking on a job in the philanthrop dinner parties monthly attomy downtown loft inviteher experience and 16) marketingHOW agencies, is now Vice President agents and himself.

They mainly serve TO GET THE ClientsRobb keep coming backatittocame work with Peggy again, to and share with them.

Above all, Peggy erty.

When time for Michele for a long time, and in 1997, when I clients and future clients. I hire a local chef to come Chartwell Kansas City Realty. Robb specializes in propPROCRASTINATION lending industry, yet another experience that adds addiorganization how stressful buying and selling Fairfield & New Haven Counties and are sell the bed-and-breakfast in 2014, she recommend her to OUT their friends and family, in wants to continue providing the same great was personal pregnant with my second child, I a BIGGEST RECHARGE erties located inand the up-and-coming neighborhoods decided to get her license and become continuing toto grow each year. tional value the bank of knowledge can impart loca in the core of part downtown Kansas City, including 57) THINGS YOU decided toshe just goCAN ahead and it. I the took because of her diligence and dedication.

“I’m service to her clients.

“I’m a people person.

I love to be with my client alldoand the way t OF YOUR LUNCH HOUR time agent. “This diverse backWaldo to the south and River Market to athefull north. to herfamilies, clients. “As a loan processer I was in charge of there from start to finish,” Peggy explains.

“I’m very meeting different from first-time home41) TIPS ON BEING A DO TO ANTICIPATE YOUR ground He has been a major part of several loft conver-has been a benefit for me,” the monthly draws for here the construction loans,” Patty Patty’s plan sions downtown, transforming On abandoned industrial Michele tells Topmeans Agent. “Those of showing us hands-on. the buy side that not GOOD just buyers to military who are stationed and are 22) 4 WAYS MENTORING TEAM LEADER CLIENT’S NEEDS It’s nonew wonder clients give he buildings in newly vibrant neighborhoods likecome the to real estate after having recalls. “I found the process of building a househer from already-thri who up with CMAs so we know to the area,” Peggy says. “It’s a great feeling getting Crossroads Artshouses, District. but also following UP-AND-COMING successful careers in other industries the ground up fascinating, andstellar I can now truly apprebuyers and work ethic. Client Richard we’re getting the right and following upand after the to know people and helping them get set up in a house bring sets aprice, wide variety of experiences ciate what it takes andCOACHING what goes into building a new develo EMPLOYEES MAKES YOU 45) CONCIERGE CARE: Robb’s deep knowledge of these neighborhoods 61) 9-1-1 our house in less than 3 weeks. offerother with a personal note the agent.

I’mclients.” there for the that they will love.” skill sets“I totothe benefit of their him apart from many agents in Kansas City. house.” Patty puts this knowledge to good use now in however, is BETTER AGENT SERVICES livedA in the suburbs before I moved into the core of information to the we put it on the marketanasagent to wha home inspection, I send appraiser, THAT LURE her thriving career, working with her fiance’s company wh Today, Michele is the head of CLIENTS the Blue the city 12 years ago,” Robb says, “and my clients AND TRANSFORM and I’m always there at the closing.

Clients find that to sell it that fast (paint / carpet often fit a similar profile. So I build really& deep relaDales’s Homes Inc., a division of Dale’sRemodeling, Vine Group, a full-service real estate 26) THINKING OF YOUR REPUTATION which specializes in home renovation they get a very personal experience with me.” flipping,that made the suggestedand a stager Copyright Top Agent Magazine LISTING? NINE WAYS Copyright Top Agent Magazine and also a new development beautiful. division, both of which Jean and I cannot sa TO GET READY For listings, Peggy also takes a hands-on approach, keeps Patty – who was officially licensed as a Realtor in about Sandy. She went above an staging most homes herself. She works with a profes2014. “We are currently flipping approximately fifteen Realtor toa do.

She helped us sional photographer for all her listings, and as a Zillow houses per year, working toward a goal ofwas thirty year,” Premier Agent, she also does Zillow 3D tours for all explains Patty, “and I just love picking out the colors from miles away as we left her i Phone 310-734-1440 | Fax 310-734-1440 and finishing, and then staging fornegotiated. sale.” Patty We left Mis her listings as well. Peggy sends out just-listed flyers hadthem been mag@topagentmagazine.com www.topagentmagazine.com and her work partner at Dale’s, Joe Fennimore, and also to all agents in the area, and she goes the |extra mile to a Top house in the Denver area, with involved in publisher. a highly successful, fast-sellingis No portion of this issue reproduced anythrough mannerthe whatsoever without currently prior consent of the Agent Magazine get the word out may aboutbeher listings. “Iingo buying she was there to ke To find out about Peggy Collura, newmore construction project in and nearby Dallas, Oregon published byand Feature Publications GA, Inc.have Although are taken to ensure the accuracy of published materials, Top Agent MLS see which of my listings gottenprecautions interest which keeps her incredibly busy. and it closed on time as she stat Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send peggycollura.com, call 702-626-6002, visit from clients of other agents,” Peggy says, “and I write inquirypersonal to mag@topagentmagazine.com. emails to all those agents letting them know professional Realtor!” or email pjcollura23@gmail.com “My clients know that I’m both personable and funny,” Published in the U.S. says Patty, in an attempt to explain the fact that a signifi-

SANDY

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http://

Sandy admits she “eats, cant portionCopyright of her business is based upon referrals from Top Agent Magazine

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sleeps a and Top her Agent knowledge of the busin Magazine all about being in leadership an trends,” she says. She’s also c

SUZANN MURPHY MELINDA NAGLER MELISSA JENNEYCHRIS LaGARDE MICHAEL HAYNES

From the in daughter of many Croatian immiits own Chris LaGarde was practicing theAs with well as over onNagler’s thethe multiple estate real estate company has appreciates made d raised in Buffalo, New York, houses to wc things inasMelinda life,real Each ommerce didn’t ever seem when inconvenienced by the the friendships world of graphic design a friend websites. They also send out mailers and For Suzann, 52 one crucial value 44 home 51 48 grants, 47 and acourse first generation American, values. of a transaction.

“I’m a social person Jenney has called Seattle her believes in b the roadfrom to her real estatehold hasn’t been Haynes mass amounts of work weinneeded approached him to about investing open always houses and offerthe free staging. becoming thenature,” owner she of an incredibly the privacy by says.

“Interacting clients where client privacy. “I truly respect st ten years.

After having her second transaction. easiest.

After exiting her firstwith brokerage property.

He thought itfelt was apressured great idea, eeded a him! We never to settle for successful real estate company, Suzann my clients.

I am extremely private about helping reachontheir goals is why I he does because and at the time,we decided to get a and realshe Chris says he loves what don’t want t was them working a team, and uncertain owever, friendsshe began seeking a career something didn’t completely love.

He Baricevic Murphy is a living testament transactions and I never discuss my clie estate license solely for that purpose. of what he’s able to accomplish for his do“Ithis.” wed them,” she s where to turn Nagler found a successful ensedherto to be there for her family was even very understanding when we next, American earning a I take client privacy as seriously as a doc figured I’d do the of realthe estate part time Dream. After clients.

“Home ownership is a means to ® lancing who championed and“If helped to was last her entrepreneurial aspirahad Itocontinued pause our search for a couple while my home art in career,” heREALTOR wealth,” her he says.

I can facilitate my patient confidentiality. And the en degree civil engineering, Suzann entered takes Outside of career, Melissa strives toforget give enrunning Melissa arrived at real estate. “I’ve It do should be build herher confidence.

“Iclients’ will never whattheir(w)here says.

That was in 2006. opportunity to reach finan- team knows that we months due to due thefinancial businessuncertainties so she could help her dad—a not disc ® back to her community.

On top of having been ved working with people,” she says, cial dreams and goals, my mission has did for me,” explains Nagler. give her that REALTOR illion in MICHAEL HAYNES to theMELISSA pandemic.

Can’t recommend him MELINDA NAGLERtoday, more so 5t CHRIS LaGARDE JENNEY SUZANN MURPHY our real estate 32member years later, she isSeattle clients. Privacy By 2010, he co-founded The developer.

Caleb accomplished.” an “She active ofwould the been Women’s on what the knew that I be able to make it on “Melinda ha and on inspired her to enterKnecht enough!

Thank you, Michael, you got the now Team, the owner of (w)here ever, isZIMMERMAN extremely important.”

Real Estate a Chorus, top and president MATT DAVID OLIVEIRA she currently donates to LGBTQ and was “There’s my own-she believed in me.”

While Nagler her for a hou 2020.

As nothing more fulfilling than perfect first home for us.” producing real estate located ain respected company that Chris’s goal in life is to help others RealteamEstate, equal rights causes in the area.

WhenLife, she’s omeone through life’s challenges.” developing her clientele, she started a company one house the historic western suburbs of Philadelphia, with find and follow Abundant and he is passionate Gateway Matt his career as a busi-Another fundamental value focusesNow on giving back towith itsZimmerman community began as formedia Suzann social iss that while house of my dreams.

I am working not serving her clients, Melissa can be found 60to passALEC partner Caleb he Knecht.

Inhis 2018, they closed about59 inspiring and coaching others on the 55 business 56 ROTH 63 called, “Assistant at Your Assistance,” where and is very PAIGE PACE AARON RALLS sprovement above and beyond As Michael looks ahead, has sights set on much as it income does as succeeding in business. which ness analyst working for the Target corporationgiving back to her community, the information Dave to invest inspending some property.

I kids 174 transactions million intime volume and $1.4 knowledge and skills he’s learned building his busiwith herassist or taking photographs Melissa is one of the leads of Team Jenney atfor $48 she would local Brokers with“At marketing, look and at hous wards their building million a highly team.inrecommend “Right now, my goal isentire to get up why she’s a board member of the Children’s Can he path to goals. A calling Dave first.

HeMinnesota willto nesses. in for two years. the time, I people pot GCI. The team covers the Chester He’s even gone as far as to start a church Alec nevereven intended on Wh around the city, fostering her love l Estate, where she serves clients throughout Topshowings, Agent Paige Paceof –art. of and closing table. If they needRoth anything, way down inspections, photos paperwork. structural/appliance fla king give you the and answers you need!!!”

Ralls started out as he has won an As a currently Portland native, Suzann is that abledoes to bring a lifetime Association andtheThe service, John Foundation.

She’s s nowthere, consisting of 100 transactions a year.

I’m looking to65% hire was renting.

Then IAaron did some research into There’s a loa County region boasts a business that’s community outreach for lower income ® us. a a REALTOR com ter Seattle Area. Alongside her partner, Jill, Keller Williams Realty Atlanta the road, I’m happybecoming to help with that, even ,ifbut it’sinnot who had inconveniences you woul repeat and referral clientele.

“I believe people keep communities and those in need.

He and his team of personal knowledge to her clients.

This continues involved with her children’s schools, participa or service and atten- administrative support and hope to add a home showing ownership andowner real estate investing,” he of Lucky’s, a estate-related.” barber shop area, with vast majori twist of fate he ended upthe moving yea Perimeter in the beautiful Peach necessarily realwith Looking ahead tohethe future, Melissa envisions the has fashioned a personable and dynamic workcoming back ofagents ourhis stellar values,” says. participate in a and ministry works low-innd decided To stay inbecause touch with past clients, David This experience ledreferral Nagler to herthat chosen profession.

She and fewcoaches years we’ve recomm to earn her a high raterecalls. of repeat and business. in ain local food drives, youth basket He went ahead purchased duplex, Matt has setlook hi agent and additional buyer in the not-too-disand men’s club Folsom.

But referrals by his past client to Minnesota from Illinois and State – is a consummate, dedifurther growth of her team, applying the knowledge uit the needs of any client.

“Starting a team has “We practice five values in our team: fun, responsicome homeowners whose homes are in need of dire o do,” he utilizes a specially-designed website with “I grewand upgratitude.” in Portland, so Itaking have an intimate knowland volleyball.

She has transferredmillion her value sys started by on a portion of theharbored real estate market that living in one half while renting out the other and ho tant future.” he always an interest in bility, ownership, integrity, repair.

“It’s very rewarding to be able to help these cated professional There are many other factors that contribute pursuing a career in to thePaige’s real tran gleaned from herreal Masters degree in Organizational reat idea,” she says. “Together, Jill and I can deal on his a built-in CRM that him reach outestate as edge ofhelps our wonderful city.

I have athat lotachieve of history here ofand community involvement into her company. had been neglected by many realtors began helping From the beginning, Me“T side.

“Doing established mywealth interest in the 2021.

“It’s all aA revious career, he is families personal or home ownerreal estate, noting how it could Outside of his career, who is absolutely committed thriving business.

Chief among them are her ebullient estate business.

He was inspired help Management Leadership.

A passionate teacher, she buyers and sellers the support they need.”

ALEC ROTH DAVIDallOLIVEIRA PAIGEofPACE AARON RALLS MATT ZIMMERMAN check that needed.

“Most the time, theyand contact me and an exceptional understanding of the details of the foundation of (w)here is rooted in giving back to It’s no surprise that Chris and the team receive 5-star ship,” he says. people obtain rentals.

This definitely paid off as the renters when maintaining conta world of real estate,” he says.

“I looked ahead he asserts.

Wh him,great he finds work many other agents. Wherever this path leadstakes his relationships in the at community, having tojoy her many personality ease during the serve by clients Janelle Pierzina, a Big even Brother app inhisproviding her grateful fellowcombine agents with a that puts nd thought, with questions or for One advice,” heproviding says. can reviews from their clients. customer wrote: “The properties.

I also have a“I solid background in buyers, construccommunity.

Every single days, one ofshe ourness brokers donate and realized this was something at which I is the rela became first-time home and then they became sends hand incredibly rewarding, and cannot imagine doing dvertising online, so clients with top-notch customer most difficult transactions, fierce negotiation skills, community with his passion for the City of Folsom fo contestant and real estate Queen,out rang foothold insome theonmarket. sting a ahome, Melissa takes team an in-depth much in honestly sayhelpful I’ve developed great relawas very and informative the house Chris is also a KWU Approved Trainer, KW MAPS tion—I’ve built houses and develop land—so I have a percentage of his or her real estate commissions in could be successful and help my community at provide value sellers and step up buyers.

As a result of this success, Nagler off pumpkins to many of anything else at this point.

“I’m a very down-tople locally as far as service and advocacy.

With and a marketing strategy that incorporates both tradifor and helping others. last,asked he if soring various youth spor process.

We ended up buying house that my wife Mastery Coach, Certified Level At 1 and Crossfit he could shadow with .David Alonggotwith social media ads buy and targeted tionships while doing this.”aof broad grasp thenot housing industry. bring a lot to thehe fund, which gets disbursed different organizatio the same time.” explain theseed be only became aIWhen life long Realtor for many, she also has outto Forget-Me-Not guyand and just toBut help as people as ocial media, online had not want even considered, butmany when we looked at coach. not working, spends time with hisMinnesota. honesty, integrity, and a true concern forIcontinue her buyers and tional and guerrilla marketing. with like the agent her at work upon moving to Janelle agreed, Melissa also plans to assisting her clients norking websites Zillow, earth she uses her extensive decided to earn his license.

“I involved with the Friend table in terms of experience,” she says.

Last year alone our company donated over $150, educate people about tht it, we know right away that it was our new home.” wife and four kids at their home in Coatesville, PA. received many referrals pasteventually clients. became her assistant little, and thoughtful things The fact about that while helping people Iutilized can simuleoexplains.

Whether can. sellers, has built solid business based on acompassion deep David utilizes professional photography, drone videos, through thea unmatched clarity and that spread word-of-mouth campaigns the Paige andher Alec quickly Out my network tofrom roll into thehas real estate world,” that donates backpacks a to amazing organizations and causes in our city.

That was five years ago, and he’s never looked back. ously known.

They appr well of to industry knowledge and“I asales consistent willingWhen she’s not working, Paige When is actively involved a very competitive real estate hael provides guid-buzztaneously and 3D walk-throughs market his listings. also earned her so much success around the Seattle area.

The While generating around abuild home, she worked his way up to now becoming a partner.

He’s sch Aaron says, “and I’ve been growing ever since.” he’s not working, The team practices a 36-Touch system when reaching As for the future, Chris hopes to continue creating A above first look atbeyond a listing can works often make orwith break a potensupport the community that supports us.

I believe b Matt now works a team at the Flom Property Group gratifying part.

That’s th Melinda for Max Realtors in Bloomfield Melinda admits that she’ ness to“We go and during every transaction. with herhis community as to aHills forand, little league dassisting has opened four with believe inout holding longer-than-usual open houses, business with unlimited growth potential; now that is abundance ducating them along key?

“When comes tolike real estate, you can’t be her clients a positive, never-quit been inrelaxed the industry for close tovolunteer four years together to clients. also believe in it holding client asBroock well as inspire team members time with his family orRea co tial transaction, which is why Suzann places a high ness and community have symbiotic relationships.” in Fargo, North Dakota, covering the Fargo region and soccer, and she ison awaiting acceptance into the Big “For Divine Real Estate 3-4 hours” says.

“It’s aasgreat way to meet prospec-covering Michigan, agrowth. large swath of territory hertheown. it!” she exclaims. icing onhethe cake!” stutfor his clients andin just appreciation events often as we can,” he exclaims. achievesays.

“When you reach yourunder financial in your communication,” Melissa “Through openfrom her upbringing in New York.

As she with Janelle, works umbrella ofsoccer.

Edina Realty. locam Today, Aaron is In ayour Realtor at Your Home Team, powered emphasis on having perfect photographs of her homes. itsbest environs. only aany few short years inis the When not working, M event is pretty spectacular.” health improves, you canSister get rid of business, debt, Prior to to becoming ancan agent, Paige attended Georgia Brother Big program, whereand she hopes to mentor covers theyou’ll south tive and clients.”

“The partgoals, ofpieces seeing my Client’s journey that I have good decisions; Real he Est “I don’t think ness, you make the puzzle of transaction , he “I’m real with my clients, I“Our wantChristmas them That way,where whenshe they go live onand thewhere market, they have While atime lot with ofrepeat agents are simply trying to and surv bystudied eXp Realty, he services clients throughout the you are able to spend more quality Matt can already boast that his business is 50% friends and family eastern Rhode Island.

State University, English, Rhetoric a young girl from childhood all the way to college.

She come full circle with manyBeing of them so new much that manyAlecthat make in yourCO lif myself. into place.” ith me.”I am always pretty to so the business, has you still managed To market listings, Chris utilizes professional family,” says.

“And in his the end, that’s thefall best possible chance ofreferral catching aand buyer’s eye.

“In the current complex market of COVID-A Greater Sacramento area, particularly in hometown Looking to the future, dit’s purchase investment David admits what heComposition likes most about business isof friends and clientele.

“Ihe believe they keep coming active.

“In the summer, andhis withthebecame the intent becoming aCurrently, also has awithin variety of hobbies, including training ashis an family,” she says. she closes 65-85 units actively calling to get a good amount of referral business thanks to jam video and photography for postingthe onmost social important media what it’s all about.” mymoney opinion, piece ofdelivery marketing Suzann is boldlyAdditionally, diving into what lies ahead.

“I wa region of Folsom and El Dorado Hills. business a business that offers “the exorbitant amount of you going can make while back because is istimely and accurate; I’m on the hefurther explain I was through school, Imy realized aerialist and hang gliding. shelake,” iswhile studying per year and produced $14 million sales lastlong-lasting year. She isrelationships Melinda also sits the my buyersworking or pros-with buyers, le, when Melissateacher. values “While focus oninbuilding with his on the photography.

I partner with an amazing photogto help lead the evolution of real estate.

Now r financial goals. helping people achieve their really personal financial goals,” ofsoserve real estate, extremely communicative; but most of all, I office am relationthat I didn’t want to have a traditional, nine to American Sign Language to helpaspects her better the predict that’s when Isul considered the #1 Independent Producer in her since organization.

“We put s,ndI communication do everything I above all else. By leaning clients, as well as his accessibility.

“I am always availInon rapher and about we“My spend a LaGrade, tremendous amount of time we’ve and experienced different ways of working, Ibt he says. “It’s a win-win for everyone.”

For more Chris email himAaron at chrislagarde@kw.com, five job,” she recalls. mother, my grandmother deaf community. ship-focused,” he says.

“I love meeting getting to When listing a property, goes above and beyond “Real estate licenses can 2014.

Her awards include President’s Circle, President’s that bring important iss than 20 years of prior work experience in ant.” able to communicate with my clients.

I have my phone gro shooting each house so itagents, isnew visually maxiexcited to implement changes will make“h ch so quickly? David and my Aunt all real estate and I superior, spoke know people, some become friends for life.” new As for thethat future, Matt visit were thechrisandcalebteam.com, or call (484) 995-9318 for his clients.

Following awho pre-inspection, assists opportunities,” he says.

Club, Hour Magazine’s “All Star”, America’s anti-bullying program in itality she knows howback to establish onvarious me at allRealtrends times, sohe they can always reach me. Every has mizing on line attention.”

Suzann then uses industry better while, more importantly, helping ok himindustry, in. “He gave To give to the community, David donates to to them about the industry,with and theythe suggested I getpreparations When asked her plans for the future of“I herlove In addition, Matt cares about his of clients and nationwide. their experisuccess. the team all necessary to about make acall, home and continue tobusidevelop, rapport with all sorts of clients.

Most imporBest Realtor and she is in the top 1% Realtors ellers do not hesitate single time they text, or email me, they know a jo s. “I took everything multiple charities local also a social media as “Real well as mailers andness, print to says better serve clients.

I believe outrelationshi of adver my and license.

Aschurches. much platforms, as “I’m Istand admired teachers, I oversheour wants tobuild continue growing ence. estate is much morePaige than just athat transaction. asnot many out within its first fourteen days in the marketas a businessman.” ee. One stresses value throughout the Iadvertising, When working, you said, they’re going to get a fast response,” he says. sion did, recently andthe took it aof empathy Freemason fromcame where offer help and fellowship to Agent Magazineas she can reach or exceed to promote her listings. comes greatness.” my initial hesitancy andI look decided to attend real their andCopyright help asTopmany people forward to making process as stress-free and setting goals and mainta place.

Beyond digital campaigns and open houses, ying process.

“Buying house ishe tremendously of her warm persona andreal esteemed work ethic, “I love that to cook,” sheBut ex ome owners market wn unique spin to the a others,” says.estate classes. I fell in loveBecause with it then, and once I did their estate goals.

“I’m a firm believer people enjoyable as possible,” he says. to keep clients happy.”

Aaron likes tohad think outside thequality box; for forherexample, However, Aaron is equa for people,” she He says. “You have to step back Melinda has not to do much marketing business. office especially appreci Another clients have come to appreciate about pos laxed and easy. get my license everything just took offabout and it’s been Murphy, can accomplish anything they set their minds to,” says To“Ihe learn more email suzann.murphy@where-inc.com, ine and whattext. your going And When notthrough. working, David loves to travel.

“I’ve travuses innovative websites like to Leads to he hestays hasinestablished his Alec isrefer theListings personal ways in which touchset with think clients comeSuzann back and/or people to me because ail, Heclients got are an amazing ride.”

Paige, “and that the only limits are those they for in wor It’smore not surprising that his clients give him stellar reviews.

For more information about Haynes, eports his business thereMichael are soI’m many to be there for them.” where-inc.com/our-brokers/agent-66-Suzann-Baricevic%20Murphy, or call (503) 789–1033 them.

Aside from using social media, such as Facebook generate buzz around a home.

Throughout the process, success?

“It can be easy there for them and advise them on making the best deciMelinda refers to herse something that metis elled all over the world andvisit themselves.”

Fordabbles more Melissa Jenneywrote: One about customer recently “Matt was extremely please callhe603-921-3244 or “I catching work in so many places I want to go,” exclaims. He also in his Alec tothem. drop offAaron homemade baked sions forcaters themselves,” she and asserts.

“Secondly, Ilikes feed in your blood, there’s Aaron workflow toInstagram, thein needs of his clients. says.

“But if you stn ade current Consistently one of the top ten producers in her office helpful in sharing his expertise order for us to have the please call (619) 723-1572, nvestment that clients the markets.

“What can I say.

I love the numbers.

I’m email caring Melissa has won michael@haynesrealtygroup.com herself an goods for clients—his latest specialty being jam.

It’s People say I have a Mini-Mart in my trunk.

There are plenty helping write another cha ve solidapproach, advice and “We go hard and heavy for each of our clients,” he says. know enough to help you of over 350 Realtors, Paige is best quick to credit apossible stellar purchasing a house. He offered experience email melissa.jenney@purerealestate.com, e orreputation referring people a big nerd,” he says. ng among herjust clients, as evidenced these small acts of thoughtfulness that have allowed snacks and beverages for every occasion, from open to continue to be a part o support staff for playing aof“No crucial role in her success matter the in value of theirterms listing, the exact into place.”

Copyright Top Agent Magaz great advice negotiating of we the take sale and pointed fall visit purerealestate.com uickly growing list of referrals. Above all, she“I wouldn’t say thator him to quickly develop deep bonds.

“Something that I story.

I have a traditional team approach.” out important features of any houses we had a showing Copyright Top Agent Magazine As for the future, David aims to continue onsame his current didn’t expect out of working as a real estate agent is she says, “but I’ve gotunits an consider amazing him list ofthe at.

We best realtor in about FM and would ients give him stellar path to success, structure,” which includes purchasing more To learn Melinda Nagler, call (2 that a lot more of with the people that I’ve closed deals with have Copyright Top Agent Magazine vendors, a Showing Assistant, a Personal Assistant, buyers lient wrote recently: for earning passive income. “I also plan Elsewhere, to move never to buyAaron or sellguides a househiswithout Matt!” openness and close friends of mine. This business is andtwo a fabulous Broker estate nagler.realtor@gmail.com, orabout visit me He helped me sell my Miami in the next years,” he says. and “It’llareal be a greatcoach.” tireless work ethic. email Bybecome harnessing his encyclopedic forming relationships at the end of the day.” e and got me into the place to continue the work I love.”

Matt admits that industry, staying inhe touch knowledge of the canwith leadpast hisclients clientscan onbe “I believe that it’s not about the things you say, it’s challenging during the busy times, but he does makeinit a the right deals for them.

More importantly, he stays about the way you make people feel” explains Paige, Besides being a considerate and knowledgeable agent more about David Oliveira, email dave@divine.realestate, focus to reach out regularly to check in and say,appre‘hello.’ touch after closing, throwing yearly client when asked how she manages tolong inspire such a high to work with, Alec is also hardabout working.

“I am very For more Paige Pace, “I like to try to arrange for calls, lunches or Happy Hour avidoliveirarealtor.com, or call (508) parties and certain checking in to sure his Ibuyers level of863-1125 loyalty and trust. “Iciation work hard to make driven to make be successful. am completely committed to get-togethers when I homes. can,” he“Real says.

To learn please call 706-267-9280 ormore ab aremy happy in their transactions my clients feel that they are top priority.

I new also let this job,” he estate says. And to give his listings the maximum email PaigePace@KW.com matt@ are full doesn’t of challenges, from beginning end,” he says. them know that our end at the Copyright Top relationship Agent Magazine potential, he toutilizes exceptional photographyemail and Top Agent Magazine 3 Towe market his listings, Mattbyutilizes the team approach. https://www.zillow.com/profile/zuser201707100 “But will always do right our clients.” virtual tours. “We focus on top of the line photography, or visit him herea To learn more “In addition to the MLS, our company website, and and work with a great photographer.”

Copyright Top Agent Magazine www.

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

Top Agent Magazine is seen by Real Estate Agents and Brokers in every U.S. city and Internationally! www.

Please contact mag@topagentmagazine.com or call 310-734-1440 for ad rates and information.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 4

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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1

Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

3

Collaborate with mortgage professionals to find the right financing opportunities

2

Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

5 4

Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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RYAN & AMBER BIEBER Top Agent Magazine

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RYAN & AMBER BIEBER

Top Agents Ryan and Amber—owners of the Bieber Group at Keller Williams—service clients throughout Northwest Phoenix.

Ryan and Amber Bieber took different paths to their real estate careers. For Ryan, the interest grew from his eight years of experience in the mortgage industry.

Meanwhile, Amber, who had started out working for a world-renowned neurosurgeon, saw how real estate complimented her conscientious personality. After Ryan attained his license, she joined him. “And we haven’t looked back,” Ryan says.

Today, Ryan and Amber are licensed Realtors and owners of the Bieber Group at Keller Williams, where they service clients throughout Northwest Phoenix. Over the years, the husband and wife team has established an accomplished workflow around compassion and communication.

online marketing to target their listings over social media websites and various search engines. “We don’t just post your house on Facebook,” Ryan says.

“92% of buyers start their search online, so you absolutely have to maintain a sophisticated presence on these platforms.”

Elsewhere, Ryan and Amber offer an equally comprehensive effort to their buyers, guiding them through

When listing a house, Ryan and Amber always go above and beyond for their clients. Most importantly, the couple can utilize their acute understanding of 8

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the transaction from beginning to end. The couple understands, above all, the value of clarity when navigating a purchase, going so far as to provide clients with personalized websites, where they can check on the status of their transaction and stay up to date. “Our clients deserve to know what’s going on at all times,” Amber says. “Openness is the key to any successful transaction.”

Long after closing on a house, Ryan and Amber prefer to stay in touch with their clients, having befriended them in the process. As a matter of fact, they have even participated in weddings for past clients, due to the tight bond formed over the course of their collaboration. For this caring approach, the husband and wife team has accumulated an outstanding reputation around the Phoenix area, with the vast majority of their volume coming from referrals. “We’re all about building lasting relationships,” Amber says.

“Once you work with us, you become part of our family.”

Outside of real estate, Ryan and Amber play an active role in their community. Beyond volunteering at their local church, they also partake in Red Day, a charitable event through Keller Williams, and serve on the Agent Leadership Council. Ryan also teaches regular classes at his Keller Williams branch, where he can apply his expertise to help inspire the next generation of Realtors.

Looking ahead to the future, Ryan and Amber have strong ambitions. As their client list continues to grow, they are making plans to expand their team.

But the couple hasn’t lost sight of the attentive service that has brought them so much success in the first place. “We care most about growing our clients’ experience,” Ryan says.

In the meantime, the Biebers are satisfied with the rapid growth they have generated by connecting buyers and sellers throughout Phoenix. “We love seeing families accomplish their goals,” Amber says. “Our passion in real estate comes from the joy of assisting our clients and helping them realize their dreams.”

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For more about Ryan and Amber Bieber email amber@biebersoldmyhome.com or ryan@biebersoldmyhome.com, visit searcharizonahomesforsale.com or call (623) 282-4328 www.

Copyright Top Agent Magazine 9

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

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 10

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

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1

Become a referral partner with industry peers

2

Cold Call Expired and FSBO Listings

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

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

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

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

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

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

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

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3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

5

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much

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house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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KRYSTAL FATICONI

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KRYSTAL FATICONI

Top Agent Krystal Faticoni works solo at eXp Realty serving clients in the Charlotte, North Carolina area.

Born with a natural desire to help people, Krystal Faticoni relocated to Charlotte, North Carolina, from her home in New Jersey, and decided to embark on a career in real estate where she felt her skills and passion to be of service to others would be best utilized. She also wanted a work schedule that would allow her the flexibility to be there for her two kids, and real estate turned out to be a great fit. She’s been in the business for five years now and currently works as a solo agent at eXp Realty.

honest and straightforward with my clients. I try not to beat around the bush, or simply tell people what they want to hear in order to get the deal done.” And in order to provide her clients with excellent customer service, Krystal finds it

Her years in the industry have allowed Krystal to build up an impressive network of repeat and referral customers that make up a significant portion of her business. And it’s her honesty that helps clients feel at ease and lets them know that she has their best interest in mind. “I’m very 14

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imperative to continue learning along the way, and staying up to date with the latest market trends. She also focuses on a great marketing strategy comprised of a heavy social media presence, professional brochures, and a great website.

Besides being accessible to her clients throughout the transaction, Krystal usually stays in touch with them long after it’s over— often through social media. “Going through a transaction together is almost like becoming a member of your client’s family. We usually end up staying friends after the transaction is over and keeping in touch.”

The biggest joy that Krystal’s work brings her is the ability to help people. “I love helping people. I love taking them from one situation and being a part of the next chapter in their life.

Whether it’s because of a good reason or a bad reason. I just really enjoy helping people get to that next place,” she says. And the concept of helping people translates into her personal life as well. Krystal is passionate about her volunteer work as an advocate for Council for Children’s Rights. Aside from that she is on the committee for the Cabarrus County Special Olympics, and belongs to the Cabarrus County Parent Advisory Council. She is also a part of her neighborhood HOA Social Committee, and volunteers for the Mecklenburg County schools. And one of her favorite non-profit organizations to help out is A Child’s Place, a program dedicated to helping homeless kids.

Outside of work, Krystal’s focus is spending time with her family. “My family is my everything,” she says. And as for the future of her business, her plan is to keep on growing and keep on learning. She would like to run her own team eventually and be able to serve more clients.

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To learn more about Krystal Faticoni call 704–412–1535 email krystal@kmfproperties.net, visit kmfproperties.net http://

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 16

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Top Agent Magazine

Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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JENNIFER GALLAGHER Top Agent Magazine

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JENNIFER GALLAGHER

Top Agent Jennifer Gallagher is a Team Leader for the Gallagher Group at Keller Williams, where she assists clients throughout the Triangle Region and its surrounding areas.

Born and raised in Raleigh, Jennifer Gallagher has always enjoyed giving back to her hometown, starting out her career as a special education teacher. After being diagnosed with an auto-immune disease, she was unable to return to the classroom. So Jennifer began seeking a fresh start that complimented both her love of community and her entrepreneurial spirit. Then she discovered real estate. “I’m not a ‘sit around and do nothing’ kind of person,” Jennifer says.

“Right away, the real estate industry proved itself a natural fit.”

Today, Jennifer is a Team Leader for the Gallagher Group at Keller Williams, where she assists clients throughout the Triangle Region and its surrounding areas. By leaning on more than seven years of industry experience and an in-depth knowledge of North Carolina, she has 20

developed a workflow to help any client achieve their goals.

When listing a home, Jennifer provides her clients with all the tools they need to sell their property. Supported by an elite staff and the resources at Keller Williams, she suits her listers with professional photography, virtual tours and targeted campaigns over the web and social media. Most importantly, she’s there for her clients for the entirety of the process and beyond.

“I know where my strengths are, and my assistant Daria fills in the rest,” she says. “All of our transactions are client-based, and we take the time to keep our clients educated throughout.”

Elsewhere, Jennifer takes a similarly attentive approach when assisting her buyers. From the beginning to the end of their collaboration, she Copyright Top Agent Magazine

caters her work directly to their ambitions, doing everything possible to land them in their dream home, safe and sound. Beyond helping her buyers make informed decisions, she also stands as a loyal advocate to their needs. Meanwhile, Jennifer continues to be there long after the deals are done, keeping in touch and even throwing special client appreciation events every year.

For her excellent and compassionate service, Jennifer has won herself an outstanding reputation around Raleigh, with the overwhelming majority of her transactions coming from either repeat clients or referrals. “We always fight to make a difference for our clients,” Jennifer says. “They know we’ll be here for them—whether they’re buying or selling.”

Outside of her career, Jennifer remains active in her community. Having come of age in Raleigh, she has always held a deep appreciation for the city and surrounding region.

Currently, Jennifer serves as President of the Durant Trails Homeowner’s Association, where she organizes outreach projects, such as collecting food for the homeless or hosting events to celebrate local first responders. When she’s not helping clients or giving back to her community, Jennifer can be found indulging in her love of football with her family.

When envisioning the future, Jennifer has bold plans for herself and her team. As her annual volume continues its rapid growth, she intends on further building her team and expanding her reach throughout North Carolina. Most of all, though, she couldn’t be happier with the accomplished career and lifestyle she has cultivated in the town she loves. “I love making my clients’ dreams come true,” she says, “and I couldn’t imagine bringing them home anywhere else.”

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To learn more about Jennifer Gallagher email jennifergallagher@kw.com, visit facebook.com/TheGallagherRealEstateGroup or call (919) 671-2615 Copyright Top Agent Magazine 21

4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thought22

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can Top Agent Magazine

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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CHRIS CARRENA

Chris Carrena’s brokerage, Carrena Property Management & Realty serve Fairfield & New Haven Counties in Connecticut.

For Chris Carrena, real estate is in his blood! “My family owns a property management business that my father started in the early 2000s,” he explains.

They began acquiring properties for rental income, and today they now own and manage over 200 units within Connecticut. Chris goes on to state that, “As time progressed, we realized we worked a lot with real estate agents, so it would make sense to have one of us become an agent.” Chris then decides to get his license, although he never thought he would end up helping others buy or sell. “I started helping friends and family, then other clients, and discovered I really enjoyed it.” Chris now has his own brokerage within his family’s office called Carrena Property Management & Realty. His team consists of two other agents and himself. They mainly serve Fairfield & New Haven Counties and are continuing to grow each year.

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With their ability to manage properties as well as help others buy and sell them, they’ve become a one-stop shop for everyone’s real estate needs.

“We diligently take care of each client like they’re a part of our family,” Chris says. With around half of their business consisting of repeat clients and referrals, it’s clear they’re going above and

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beyond to exceed expectations. When it comes to staying in touch, Chris utilizes a CRM to reach out on milestone events, like anniversaries. With marketing, Chris puts properties out on every platform possible, and spends a great deal of time making sure the listing is appealing to the eye by having professional photography, virtual tours, and more. In doing so he finds it easy to sell homes quickly for top dollar. “On average we are closing at least one property a month, and that number is increasing with time,” he says.

After the transaction, clients leave glowing reviews about their time together. One recently said, “Thank you to Chris and Ethan for helping me find my perfect home! After giving Chris my parameters (budget, musthaves, would likes), he sent me many emails and allowed me to determine which homes I would like to see. This was handy, as I was coming from NY to Trumbull. He must have shown me over 25 houses! He didn’t waste my time with homes beyond my budget or the scope of work I was willing to have done. Having a team that is as savvy as this one about remodeling costs was an added bonus. Highly recommended!” Another wrote, “Very professional and informative.

Went above and beyond expectations to help me find the perfect home. Showed me over 20 homes before finding the perfect one which I have happily been at for the last six months now.”

As Chris looks ahead, he is excited to see where this path leads him. He has his sights set on bringing more people onto his team.

“I see within the next year we will be hiring another 5-6 agents in the office and developing a full team. The real goal is to have this company become multi-faceted, involving real estate, property management, insurance and mortgage all in one place.”

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For more about Chris Carrena, please call (203) 258-6995 or email chriscarrena@gmail.com Copyright Top Agent Magazine 25

Thinking of Listing?

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

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

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

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

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

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

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

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

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

up baseboard moldings and doorways and open wall spaces in high-use areas 26

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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TANYA JOHNSON

Tanya Johnson – of Keller Williams Realty Loudoun Gateway in Ashburn, Virginia – has well over two decades of experience providing exceptional service to her many grateful buyers and sellers. Having built her business on a foundation of honesty, integrity and a no-nonsense, forthright approach to working with clients. Tanya, who has been named the Top Residential Real Estate Agent in the Loudoun Times Mirror for the last four years, has more than earned her status as a top agent.

Tanya began her career in real estate in the late nineties. “When I graduated from college,” she recalls, “I first went through a banking management training program, and I was in the banking industry for a couple of years. The, I decided I was interested in law school, so I started doing real estate settlements, working for a settlement attorney. I’d actually thought about selling real estate for a long time, and in 1997, when I was pregnant with my second child, I decided to just go ahead and do it. I took 28

the classes, and immediately started working as an agent full-time.”

Since then, Tanya has achieved an impressive level of success, and the result of her go-above-and-beyond ethos is a business that is based almost entirely upon referrals and returning customers, a significant achievement by any measure. “I’m very positive and enthusiastic,” says Tanya, when asked how she has managed to inspire such high levels of customer loyalty. “I try to make the process fun for my

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clients, and also as easy as possible. I’m also very knowledgeable, and I analyze the market frequently. I really love helping my clients, and I consider them my clients forever. I’m not just trying to sell them a home. If I don’t think a house is a good fit for them, I tell them so.” Tanya’s directness is appreciated by her clients, and her refusal to sugarcoat situations has also endeared her to them.

As further evidence of Tanya’s exceptionalism is her perfect, five-star overall rating on Zillow.com, comprised of dozens of glowing testimonials, including this one from a happy buyer: “We were first-time home buyers with a lot of questions and skepticism. Tanya and her team were unbelievably helpful and responsive during the whole process. Having Tanya’s knowledge and experience made us feel confident during every step of our purchase. She took the time to learn about our priorities and financial situation. She found us a property that exceeded our expectations in every way. We can’t recommend her highly enough!”

There are many other factors that have also contributed to Tanya’s success in the industry, including expert negotiating skills and thorough, comprehensive marketing strategies that ensure quick sales for top dollar.

When she’s not working, Tanya enjoys nothing more than spending time with her family, which includes two grown children. She also gives back in a variety of ways, particularly through her support of the cancer charity K5K, which provides scholarships to children who have lost a parent to cancer.

Looking to the future, Tanya’s plans are, as she says, to “kick it up a notch” and take her already successful business to the next level by hiring additional agents and helping even more families achieve the American dream of home ownership.

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For more about Tanya Johnson, please call 703-729-7001 or email Tanya@Talk2Tanya.com Copyright Top Agent Magazine 29

Laughs!

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

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ROBB MURRY

Robb Murry occupies a unique niche in residential real estate. Rather than trying to be everything to everyone, he proudly specializes in a handful of neighborhoods in the urban core of Kansas City. Robb’s narrow focus has proven to be a great strength, and he has made a name for himself helping people find their own niche in the heart of the city. “Specialization allows me as an agent to have a unique value to my clients,” Robb says. “I have a deep knowledge of the market, the properties, the subtle differences in the neighborhoods and the different ways you can live in one of Kansas City’s urban neighborhoods.”

Following a successful career as an award-winning marketing creative working at several large advertising and marketing agencies, Robb is now Vice President at Chartwell Kansas City Realty. Robb specializes in properties located in the up-and-coming neighborhoods in the core of downtown Kansas City, including Waldo to the south and River Market to the north.

He has been a major part of several loft conversions downtown, transforming abandoned industrial buildings in newly vibrant neighborhoods like the Crossroads Arts District.

tionships with my clients, and we become real friends when they move down here. It’s like a little small town in and of itself. This is a very diverse area of old industrial buildings converted to lofts, high end high rise condos, cottage neighborhoods, new modern developments in transitional neighborhoods, large estate homes, and more. These neighborhoods are really the heart of Kansas City urban life.”

Over 90% of Robb’s business comes from repeat and referral clients, and because he lives and works downtown, those relationships form organically. “My keep-in-touch strategy is unique in that my connections are more social and less business,” he says. “I host large dinner parties monthly at my downtown loft and invite clients and future clients. I hire a local chef to come

Robb’s deep knowledge of these neighborhoods sets him apart from many other agents in Kansas City. “I lived in the suburbs before I moved into the core of the city 12 years ago,” Robb says, “and my clients often fit a similar profile. So I build really deep rela32

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in and prepare the meals and give my clients the opportunity to meet each other. They often spin off friendships with each other, and this has been a fantastic way to connect my clients to their neighbors and put me in the center of the relationships. After all, that’s our job as agents to be connectors.”

Robb communicates with past clients through a robust and engaging social media presence. His Facebook and Instagram posts emphasize the lifestyle aspect of living downtown. Social media also plays a major role in how Robb markets listings. “When I’m listing a unit, I ask myself, ‘Who is most likely to purchase in this building?’ I identify the potential customer, and I figure out how to reach them.” Robb uses specific demographic targeting online to focus on a particular type of client who is most likely to be interested.

Robb’s connection to his community extends outside of real estate. He regularly attends community events, many related to the Urban Core Group and the Crossroads Community Association. Outside of work, Robb’s passion is restoring old European cars, particularly from the 1980s, and he often meets clients at a showing in one of his cars, usually a Range Rover Classic or a vintage BMW. “I meet a ton of people who become clients just by being out and about in these unique cars,” Robb says. “My hobby has accidentally become part of my brand.”

In the future, Robb says, he wants to continue doing what he’s doing and serving his clients. “I love it so much,” he says. “I love the people and the relationships. This is the biggest transaction most people will ever do, and they invite you in to be a part of it. That’s super serious, and it’s also really fun.”

Robb spends a lot of time coaching Chartwell’s top producing agents on scaling their business and creating a personal brand that resonates with their audience. One piece of advice he gives them is this: “Believe in yourself and the value you have.

You stand out by being yourself. Manage those relationships deeply, and be the most authentic version of yourself, and that’s what people will connect with.”

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To find out more about Robb Murry, you can contact him by cell at 816.719.4146, or by email at Robb@RobbMurry.com Copyright Top Agent Magazine 33

Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as 34

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for Top Agent Magazine

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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MICHELE RENNIE

For top agent Michele Rennie, real estate is in her blood. Her mother was a successful broker who formed the first co-op real estate company in Canada, so Michele naturally gained a great deal of exposure to the industry early on. Despite this, she initially decided not to follow her mother into real estate, but rather pursued an eclectic career that took her from the clothing industry and starting her own outdoor clothing brand, to the marketing side of the wine industry, to adding a vineyard on their 10 acre parcel and then opening a wine country bed-and-breakfast on that property. When it came time for Michele to sell the bed-and-breakfast in 2014, she decided to get her license and become a full time agent. “This diverse background has been a benefit for me,” Michele tells Top Agent. “Those of us who come to real estate after having successful careers in other industries bring a wide variety of experiences and skill sets to the benefit of their clients.”

team and EXP strategic partner. Based out of their office in Walla Walla, Washington, Michele and her team run a thriving business throughout Walla Walla County and nearby Umatilla County, Oregon - an area that has gained national attention for the high-quality of Rhone-varietals grown there.

While she and her team mostly sell residential properties, Michele brings in her extensive viticulture and hospitality experience into play to cover a niche of small wineries, vineyards, and lodging transactions.

Today, Michele is the head of the Blue & Vine Group, a full-service real estate 36

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If you ask her how she has managed to ramp up her business so quickly, Michele will credit her marketing expertise and emphasis on transparency as being the largest drivers of her success. “I’ve had to use my marketing skills throughout my career. From working in both the outdoor clothing and wine industry to starting a successful bed-and-breakfast, I’ve developed a methodology for marketing products and staying top of mind,” Michele explains. “But beyond this I think my greatest asset is my ability to deliver clear communication. Since a lot of my buyers are coming from out of the area I view my task as not only being responsible for finding them a home they love, but also making sure that Walla Walla is a fit for what they are looking for— I’m 100% open with my clients and people appreciate that.”

Outside of work Michele enjoys wine tasting and mountain biking, is an avid gardener, and most importantly, cherishes time with her husband and their labradoodle, Soochi. She is also heavily involved with the community, donating her time and resources to numerous charities and events in the area, and is a former chair of the Walla Walla Tourism Board.

Looking to the future, Michele is working on her Oregon principal broker’s license and has plans to expand her team, create a marketing arm of her business that will train new agents, and continue helping others achieve their real estate goals. “I think that where you live is an incredibly important factor in your happiness, and there are studies supporting this. Not only is it the city that you live in, but also the home that you choose. I love that my role is centered around helping bring that happiness into people’s lives.”

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For more information about Michele Rennie, call 509-956-9743, visit michelerennie.com, or email michele@michelerennie.com https://

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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 38

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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PEGGY COLLURA Peggy Collura is based in Las Vegas and consistently ranks as a top agent in her area. During her time in real estate, Peggy has built a reputation on her hard work, honesty, and the personal touch she brings to working with her clients.

Peggy has a strong referral business, and she becomes friends with many of her clients after working with them.

Following up with clients, Peggy says, “I like to keep my communication personal. I prefer to write a personal text or email rather than a generic holiday greeting. I like to check in with my clients and touch base, to see how they and their families are doing on a personal level.”

Clients keep coming back to work with Peggy again, and recommend her to their friends and family, in part because of her diligence and dedication. “I’m there from start to finish,” Peggy explains. “I’m very hands-on. On the buy side that means not just showing houses, but also following up with CMAs so we know we’re getting the right price, and following up after the offer with a personal note to the agent. I’m there for the home inspection, I send information to the appraiser, and I’m always there at the closing. Clients find that they get a very personal experience with me.”

For listings, Peggy also takes a hands-on approach, staging most homes herself. She works with a professional photographer for all her listings, and as a Zillow Premier Agent, she also does Zillow 3D tours for all her listings as well. Peggy sends out just-listed flyers to all agents in the area, and she goes the extra mile to get the word out about her listings. “I go through the MLS and see which of my listings have gotten interest from clients of other agents,” Peggy says, “and I write personal emails to all those agents letting them know that this listing just hit the market. I’ve had many sales come from those times I alerted an agent who may not

have been watching their searches and didn’t notice that their customer favorited my listing.”

Community involvement is important to Peggy, and she volunteers her time with Habitat for Humanity each year. When she’s not working or giving back, Peggy loves spending time with her family. She has five kids and five grandkids, with one more on the way, and they have family dinners almost every Sunday. Peggy also loves biking with her husband and their son, cooking, and gardening.

In the future, Peggy plans to join forces with her sister and form a small team. She takes an interest in helping newer agents build their careers and loves to share her experience with them. Above all, Peggy wants to continue providing the same great personal service to her clients. “I’m a people person. I love meeting different families, from first-time homebuyers to military who are stationed here and are new to the area,” Peggy says. “It’s a great feeling getting to know people and helping them get set up in a house that they will love.”

To find out more about Peggy Collura, call 702-626-6002, visit peggycollura.com, or email pjcollura23@gmail.com http://

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PATTY BOLSTAD Top Agent Patty Bolstad – of HomeSmart Realty Group in Salem, Oregon – is a true real estate renaissance woman.

Armed with a background in the lending industry, she is also adept at design and overseeing new development and home flipping projects, providing her many grateful clients with a level of knowledge and expertise few other Realtors can provide. And, of course, Patty also works with typical buyers and sellers on the resale front with great aplomb, possessing a personality that is tailor made for putting jittery clients at ease during even the most convoluted transaction process.

Patty began her journey in real estate after attending Business College, and then taking on a job in the lending industry, yet another experience that adds additional value to the bank of knowledge she can impart to her clients. “As a loan processer I was in charge of the monthly draws for the construction loans,” Patty recalls. “I found the process of building a house from the ground up fascinating, and I can now truly appreciate what it takes and what goes into building a house.” Patty puts this knowledge to good use now in her thriving career, working with her fiance’s company Dales’s Homes Inc., a division of Dale’sRemodeling, which specializes in home renovation and flipping, and also a new development division, both of which keeps Patty – who was officially licensed as a Realtor in 2014. “We are currently flipping approximately fifteen houses per year, working toward a goal of thirty a year,” explains Patty, “and I just love picking out the colors and finishing, and then staging them for sale.” Patty and her work partner at Dale’s, Joe Fennimore, and also currently involved in a highly successful, fast-selling new construction project in nearby Dallas, Oregon which keeps her incredibly busy.

“My clients know that I’m both personable and funny,” says Patty, in an attempt to explain the fact that a significant portion of her business is based upon referrals from 40

friends and family, previous clients, and general word of mouth. “They also know that I’m super-honest and hardworking. When I was going through my divorce, I worked three jobs for a long time to support my children, so I’m very organized and I’m a great communicator. I answer my phone all the time, regardless of where I am or what time it is. Additionally, I can explain the entire process of buying or selling a home to my clients, and what they can expect; both the upside and the downside.” Patty’s expertise in design also allows new clients to visualize and changes required in the construction of a home to make it more appealing to the potential buyer.

When she’s not working, which is rare, Patty loves nothing more than spending time with Dale, her two daughters and one granddaughter. She also enjoys traveling, and she was recently proposed to by Dale in front of the Statue of David in Italy. She is also a committed philanthropist who supports a wide array of non-profit organizations, including cancer charity The Hope Ball and the local Boys and Girls Club.

Patty’s plans for the future including growing her already-thriving business, and continuing to work with buyers and sellers, as well as launching additional new development projects. Her overarching objective, however, is to continue building her stellar reputation as an agent who is knowledgeable, honest and trustworthy.

For more about Patty Bolstad, please call 503-881-4570 or email PattyBolstad@gmail.com Top Agent Magazine Copyright Top Agent Magazine

Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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SANDY GRASSMUCK As the owner and managing broker of Grassmuck Realty, LLC, Sandy Grassmuck brings 20 years of real estate experience to the table for her clients. Her team of 21 agents provide outstanding service to St. Charles, St. Louis, Jefferson, Franklin, Warren and Lincoln Counties in Missouri.

Sandy, who brought in $5 million in volume on her own ($30 million with her team) boasts a business that’s 95% repeat and referral clientele. “I think our success is founded on educating clients, getting in front of potential issues, and doing whatever it takes,” she says. “I know how stressful buying and selling a home can be, so I need to be with my client all the way through to the end.”

It’s no wonder her clients give her 5-star reviews for her stellar work ethic. Client Richard Q wrote: “Sandy sold our house in less than 3 weeks. She advised us before we put it on the market as to what we had to do in order to sell it that fast (paint / carpet replacement). She also suggested a stager that made the home look even more beautiful. Jean and I cannot say enough good things about Sandy. She went above and beyond what I felt a Realtor was to do. She helped us understand the process from miles away as we left her in charge after the offer had been negotiated. We left Missouri and started to find a house in the Denver area, with all the stress of selling and buying she was there to keep the selling on track and it closed on time as she stated it would. Sandy is a professional Realtor!”

Sandy admits she “eats, sleeps and breathes” real estate and her knowledge of the business is impeccable. “It’s all about being in leadership and staying ahead of the trends,” she says. She’s also compiled a network of top-notch industry professionals, so clients can gain access to contractors, lenders, anyone they need to prepare their property to sell.

With regards to marketing, Sandy utilizes professional photography, including drone photography, videos, and Top Agent Magazine

walk-through videos, and promotes via real estate sites, local advertising, and all social media outlets.

“I love everything about my job,” she exclaims. “I love the challenges it brings, the flexibility, but mostly, I love helping families find their dream homes.”

Sandy believes in giving back to her community and works with Responder Rescue, a non-profit that caters to first responders, St. Jude’s Children’s Hospital and other local children’s organizations. She also serves on multiple real estate committees. “Continuous learning and staying up on changes in the industry are critical for protecting clients,” she explains. She’s passionate about mentoring tomorrow’s leaders who will shape the industry. She always acts in her clients’ best interests, AND she is a major investor in the Realtor Political Action Committee which fights to defend and shape all homeowners’ rights!

When not working, Sandy spends time out on Lake St. Louis boating and/or “hanging out with friends.”

As for the future, she hopes to bring on additional agents as well helping her current ones succeed. “I’m committed to being the brokerage destination for St. Louis’ top realtors, acting with utmost integrity and exceptional client care,” she states.

For more about Sandy Grassmuck, email sandy@grassmuckrealty.com, visit grassmuckrealty.com or call (314) 486-8333 www.

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MICHAEL HAYNES After co-running his own eCommerce business for 16 years, Michael Haynes was looking for a change. “I needed a different pace, and after talking to friends and family I decided to get licensed to sell real estate,” he says. That was last March, and he hit the ground running straight away, completing $4 million in transactions within his first year and on pace to more than double that in 2020. As a solo agent at Keller Williams Gateway Realty in New Hampshire, he goes above and beyond expectations to get his clients towards their goals. A growing portion of his business is now consisting of referrals, a testament to his superior service and attention to detail.

With skills in marketing from his previous career, he is able to get more for his sellers than many other agents.

“I have extensive knowledge in advertising online, so I have an edge over a lot of people locally as far as attracting new buyers through social media, online ads, and even selling properties,” he explains. Whether he’s helping buyers or sellers, Michael provides guidance throughout the transaction, educating them along the way. He only wants what is best for his clients and will not stop until they are happy. “I don’t think you’ll find a harder working agent than myself. I am always going above and beyond, whether it’s actively calling For Sale by Owner listings for my buyers or prospecting in trending neighborhoods, I do everything I can to achieve what my clients want.”

After the transaction, buyers and sellers do not hesitate to spread the word about his work. One recently said, “We were nervous to get into the home owners market but Michael made the process relaxed and easy. He was very accessible by phone, email, and text. He got us set up to be notified whenever something that met our criteria hit the market which made catching current listings quick and efficient. He gave solid advice and 44

didn’t ever seem inconvenienced by the mass amounts of work we needed from him! We never felt pressured to settle for something we didn’t completely love. He was even very understanding when we had to pause our home search for a couple months due to financial uncertainties due to the pandemic. Can’t recommend him enough! Thank you, Michael, you got the perfect first home for us.”

As Michael looks ahead, he has his sights set on building a team. “Right now, my goal is to get up to 100 transactions a year. I’m currently looking to hire administrative support and hope to add a showing agent and additional buyer agents in the not-too-distant future.”

Wherever this path leads him, he finds his work incredibly rewarding, and cannot imagine doing anything else at this point. “I’m a very down-toearth guy and just want to help as many people as I can. The fact that while helping people I can simultaneously build a very competitive real estate sales business with unlimited growth potential; now that is just icing on the cake!”

For more information about Michael Haynes, please call 603-921-3244 or email michael@haynesrealtygroup.com Top Agent Magazine Copyright Top Agent Magazine

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 46

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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MELISSA JENNEY Born and raised in Buffalo, New York, Melissa Jenney has called Seattle her home for the past ten years. After having her second child, however, she began seeking a career that allowed her to be there for her family while balancing her entrepreneurial aspirations. Then Melissa arrived at real estate. “I’ve always loved working with people,” she says, reflecting on what inspired her to enter the business. “There’s nothing more fulfilling than guiding someone through life’s challenges.”

Today, Melissa is one of the leads of Team Jenney at Pure Real Estate, where she serves clients throughout the Greater Seattle Area. Alongside her partner, Jill, Melissa has fashioned a personable and dynamic workflow to suit the needs of any client. “Starting a team has been a great idea,” she says. “Together, Jill and I can offer our buyers and sellers all the support they need.”

When listing a home, Melissa takes an in-depth approach. Along with social media ads and targeted listings on websites like Zillow, she uses her extensive network to spread word-of-mouth campaigns about the property. While generating buzz around a home, she continues assisting her clients with a positive, never-quit attitude cut from her upbringing in New York. As she describes, “I’m real with my clients, and I want them to be real with me.”

Meanwhile, when working with buyers, Melissa values honesty and communication above all else. By leaning on more than 20 years of prior work experience in the hospitality industry, she knows how to establish a strong rapport with all sorts of clients. Most importantly, she stresses the value of empathy throughout the home-buying process. “Buying a house is tremendously stressful for people,” she says. “You have to step back and imagine what your clients are going through. And you have to be there for them.”

For this caring approach, Melissa has won herself an outstanding reputation among her clients, as evidenced by her quickly growing list of referrals. Above all, she Top Agent Magazine

appreciates the friendships made over the course of a transaction. “I’m a social person by nature,” she says. “Interacting with clients and helping them reach their goals is why I do this.”

Outside of her career, Melissa strives to give back to her community. On top of having been an active member of the Seattle Women’s Chorus, she currently donates to LGBTQ and equal rights causes in the area. When she’s not serving her clients, Melissa can be found spending time with her kids or taking photographs around the city, fostering her love of art.

Looking ahead to the future, Melissa envisions the further growth of her team, applying the knowledge gleaned from her Masters degree in Organizational Management and Leadership. A passionate teacher, she takes great joy in providing her fellow agents with a foothold in the market.

But Melissa also plans to continue assisting her clients through the unmatched clarity and compassion that has earned her so much success around the Seattle area. The key? “When it comes to real estate, you can’t be relaxed in your communication,” Melissa says. “Through openness, you can make the puzzle pieces of any transaction fall into place.”

For more about Melissa Jenney please call (619) 723-1572, email melissa.jenney@purerealestate.com, or visit purerealestate.com www.

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CHRIS LaGARDE Chris LaGarde was practicing in the world of graphic design when a friend approached him about investing in property. He thought it was a great idea, and at the time, decided to get a real estate license solely for that purpose. “I figured I’d do the real estate part time while I continued my art career,” he says. That was in 2006.

By 2010, he co-founded The Caleb Knecht Real Estate Team, a top producing real estate team located in the historic western suburbs of Philadelphia, with business partner Caleb Knecht. In 2018, they closed 174 transactions for $48 million in volume and $1.4 million in GCI. The team covers the entire Chester County region and boasts a business that’s 65% repeat and referral clientele. “I believe people keep coming back because of our stellar values,” he says.

“We practice five values in our team: fun, responsibility, ownership, integrity, and gratitude.”

It’s no surprise that Chris and the team receive 5-star reviews from their clients. One customer wrote: “The team was very helpful and informative on the house buy process. We ended up buying a house that my wife and had not even considered, but when we looked at it, we know right away that it was our new home.”

The team practices a 36-Touch system when reaching out to clients. “We also believe in holding client appreciation events as often as we can,” he exclaims.

“Our Christmas event is pretty spectacular.”

To market his listings, Chris utilizes professional video and photography for posting on social media

as well as on the multiple real estate websites. They also send out mailers and hold open houses and offer free staging.

Chris says he loves what he does because of what he’s able to accomplish for his clients. “Home ownership is a means to wealth,” he says. “If I can facilitate my clients’ opportunity to reach their financial dreams and goals, my mission has been accomplished.”

Chris’s goal in life is to help others find and follow Abundant Life, and he is passionate about inspiring and coaching others to pass on the knowledge and skills he’s learned building his businesses. He’s even gone as far as to start a church that does community outreach for lower income communities and those in need. He and his team participate in a ministry that works with low-income homeowners whose homes are in need of dire repair. “It’s very rewarding to be able to help these families achieve personal wealth or home ownership,” he says.

Chris is also a KWU Approved Trainer, KW MAPS Mastery Coach, and Certified Level 1 Crossfit coach. When not working, he spends time with his wife and four kids at their home in Coatesville, PA. As for the future, Chris hopes to continue creating abundance as well as inspire his team members to achieve growth. “When you reach your financial goals, your health improves, you can get rid of debt, and you are able to spend more quality time with friends and family,” he says. “And in the end, that’s what it’s all about.”

For more about Chris LaGrade, email him at chrislagarde@kw.com, visit thechrisandcalebteam.com, or call (484) 995-9318 www.

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 50

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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SUZANN MURPHY From the daughter of Croatian immigrants, and a first generation American, to becoming the owner of an incredibly successful real estate company, Suzann Baricevic Murphy is a living testament of the American Dream. After earning a degree in civil engineering, Suzann entered the business so she could help her dad—a real estate developer. 32 years later, she is now the owner and president of (w)here Real Estate, a respected company that focuses on giving back to its community as much as it does as succeeding in business.

As a Portland native, Suzann is able to bring a lifetime of personal knowledge to her clients. This continues to earn her a high rate of repeat and referral business.

“I grew up in Portland, so I have an intimate knowledge of our wonderful city. I have a lot of history here and an exceptional understanding of the details of the properties. I also have a solid background in construction—I’ve built houses and develop land—so I have a broad grasp of the housing industry. I bring a lot to the table in terms of experience,” she says.

A first look at a listing can often make or break a potential transaction, which is why Suzann places a high emphasis on having perfect photographs of her homes.

That way, when they go live on the market, they have the best possible chance of catching a buyer’s eye. “In my opinion, the most important piece of marketing is the photography. I partner with an amazing photographer and we spend a tremendous amount of time shooting each house so it is visually superior, maximizing on line attention.” Suzann then uses various social media platforms, as well as mailers and print advertising, to promote her listings.

Each real estate company has its own core values. For Suzann, one crucial value is client privacy. “I truly respect the privacy of my clients. I am extremely private about my transactions and I never discuss my clients.

I take client privacy as seriously as a doctor takes patient confidentiality. And the entire (w)here team knows that we do not discuss our clients. Privacy today, more so than ever, is extremely important.”

Another fundamental value for Suzann is giving back to her community, which is why she’s a board member of the Children’s Cancer Association and The John Foundation. She’s also involved with her children’s schools, participates in local food drives, and coaches youth basketball and volleyball. She has transferred her value system of community involvement into her company. “The foundation of (w)here is rooted in giving back to our community. Every single one of our brokers donates a percentage of his or her real estate commissions into a fund, which gets disbursed to different organizations.

Last year alone our company donated over $150,000 to amazing organizations and causes in our city. We support the community that supports us. I believe business and community have symbiotic relationships.”

While a lot of agents are simply trying to survive within the current complex market of COVID-19, Suzann is boldly diving into what lies ahead. “I want to help lead the evolution of real estate. Now that we’ve experienced different ways of working, I am excited to implement new changes that will make our industry better while, more importantly, helping us to better serve our clients. I believe out of adversity comes greatness.”

To learn more about Suzann Murphy, email suzann.murphy@where-inc.com, visit where-inc.com/our-brokers/agent-66-Suzann-Baricevic%20Murphy, or call (503) 789–1033 www.

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MELINDA NAGLER As with many things in Melinda Nagler’s life, the road to her real estate hasn’t always been the easiest. After exiting her first brokerage where she was working on a team, and uncertain where to turn next, Nagler found a successful REALTOR® who championed her and helped to build her confidence. “I will never forget what that REALTOR® did for me,” explains Nagler.

“She knew that I would be able to make it on my own-she believed in me.” While Nagler was developing her clientele, she started a company called, “Assistant at Your Assistance,” where she would assist local Brokers with marketing, showings, inspections, photos and paperwork.

This experience led Nagler to her chosen profession. She started by taking on a portion of the real estate market that had been neglected by many realtors and began helping people obtain rentals. This definitely paid off as the renters became first-time home buyers, and then they became sellers and step up buyers. As a result of this success, Nagler not only became a life long Realtor for many, she also has received many referrals from her past clients.

Melinda works for Max Broock Realtors in Bloomfield Hills Michigan, covering a large swath of territory on her own.

“The best part of seeing my Client’s journey is that I have come full circle with many of them so much so that many became family,” she says. Currently, she closes 65-85 units per year and produced $14 million in sales last year. She is considered the #1 Independent Producer in her office since 2014. Her awards include President’s Circle, President’s Club, Hour Magazine’s “All Star”, Realtrends America’s Best Realtor and she is in the top 1% of Realtors nationwide.

Because of her warm persona and esteemed work ethic, Melinda has not had to do much marketing for her business.

“I think clients come back and/or refer people to me because I’m there for them and advise them on making the best decisions for themselves,” she asserts. “Secondly, I feed them.

People say I have a Mini-Mart in my trunk. There are plenty of snacks and beverages for every occasion, from open

houses to walk-throughs to closings.” She also believes in being present for every aspect of the transaction. “I really care about my clients and don’t want to rely on anyone else to take care of them,” she says.

It should be no surprise that Melinda’s clients give her 5-star reviews. Writes one client: “Melinda has been great to work with. We used her for a house rental, house buying (twice), and one house sale. She’s had a great track record and is very honest and realistic. She’s great to look at houses with because she has an eye for structural/appliance flaws and long-term conveniences/ inconveniences you wouldn’t even think about! Over the last few years we’ve recommended multiple friends to her.”

From the beginning, Melinda believed in the personal touch when maintaining contact with her clientele. For the holidays, she sends out hand-written cards. “In the fall, I drop off pumpkins to many of my clients, and in the spring, I mail out Forget-Me-Not seeds for planting,” she says. “It’s the little, thoughtful things that they remember.”

Melinda admits that she’s addicted to her profession. “I love it!” she exclaims. “For me, it’s about helping people make good decisions; Real Estate is one of the biggest investments that you make in your life.”

Melinda also sits on the board of a non-profit Jewish theater organization. “We put on amazing plays, like ‘Anne Frank,’ that bring important issues like antisemitism to light and anti-bullying program in the inner-city” she says.

When not working, you will find Melinda in the kitchen.

“I love to cook,” she exclaims. “I cook for everybody. My office especially appreciates when I bring in leftovers.”

Melinda refers to herself as a real estate lifer. “Once it’s in your blood, there’s no going back,” she says. “You’re helping write another chapter in someone’s story, and I want to continue to be a part of that.”

To learn more about Melinda Nagler, call (248) 231-6877, email nagler.realtor@gmail.com, or visit melindanagler.com www.

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 54

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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DAVID OLIVEIRA Little did David Oliveira know that while working at a Lowe’s Home Improvement center he would ultimately find the path to great success. “When I was working there, I started talking to customers who had purchased multi-family homes and decided that was something I wanted to do,” he recalls. When he was closing the deal on his first home, he saw the commission check that was going to the real estate agent and thought, “’Wow! I don’t even make that much in a month at Lowe’s!” So, in 2015, David got his real estate license and started working with the agent that closed his first deal.

Within four short years, David has opened four successful businesses, including Divine Real Estate in Fall River, Massachusetts, where he covers the south coast of Massachusetts up through eastern Rhode Island.

He also continues to flip homes and purchase investment properties. In addition, he owns a business that offers advice to helps clients achieve their financial goals.

How was he able to achieve so much so quickly? David owes it to the first agent who took him in. “He gave me incredible guidance,” he says. “I took everything I learned from him, did what he did, and took it a step further. Then I added my own unique spin to the process.”

At this point in his career, David reports his business is 80% repeat and referral clientele. “I work in so many areas of real estate, finance, and investment that clients are constantly coming back to me or referring people to me,” he says.

It’s not surprising that David’s clients give him stellar reviews for his services. One client wrote recently: “Dave is fantastic to work with. He helped me sell my business and my two-family house and got me into the

house of my dreams. Now I am working with Dave to invest in some income property. I highly recommend calling Dave first. He will give you the answers you need!!!”

To stay in touch with his past clients, David utilizes a specially-designed website with a built-in CRM that helps him reach out as needed. “Most of the time, they contact me with questions or for advice,” he says. “I can honestly say I’ve developed some great relationships while doing this.”

David utilizes professional photography, drone videos, and 3D walk-throughs to market his listings. “I also believe in holding longer-than-usual open houses, like 3-4 hours” he says. “It’s a great way to meet prospective clients.”

David admits what he likes most about the business is “the exorbitant amount of money you can make while helping people achieve their personal financial goals,” he says. “It’s a win-win for everyone.”

To give back to the community, David donates to multiple charities and local churches. “I’m also a Freemason from where I offer help and fellowship to others,” he says.

When not working, David loves to travel. “I’ve travelled all over the world and there are so many more places I want to go,” he exclaims. He also dabbles in the markets. “What can I say. I love the numbers. I’m just a big nerd,” he says.

As for the future, David aims to continue on his current path to success, which includes purchasing more units for earning passive income. “I also plan to move to Miami in the next two years,” he says. “It’ll be a great place to continue the work I love.”

To learn more about David Oliveira, email dave@divine.realestate, or visit davidoliveirarealtor.com, or call (508) 863-1125 www.

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PAIGE PACE Top Agent Paige Pace – of Keller Williams Realty Atlanta Perimeter in the beautiful Peach State – is a consummate, dedicated real estate professional who is absolutely committed to providing her many grateful clients with top-notch customer service and advocacy. With honesty, integrity, and a true concern for her buyers and sellers, Paige has built a solid business based on a deep well of industry knowledge and a consistent willingness to go above and beyond during every transaction.

Prior to becoming an agent, Paige attended Georgia State University, where she studied English, Rhetoric and Composition with the intent of becoming a teacher. “While I was going through school, I realized that I didn’t really want to have a traditional, nine to five job,” she recalls. “My mother, my grandmother and my Aunt were all real estate agents, and I spoke to them about the industry, and they suggested I get my license. As much as I admired teachers, I overcame my initial hesitancy and decided to attend real estate classes. I fell in love with it then, and once I did get my license everything just took off and it’s been an amazing ride.”

Consistently one of the top ten producers in her office of over 350 Realtors, Paige is quick to credit a stellar support staff for playing a crucial role in her success story. “I wouldn’t say that I have a traditional team structure,” she says, “but I’ve got an amazing list of vendors, a Showing Assistant, a Personal Assistant, and a fabulous Broker and real estate coach.”

“I believe that it’s not about the things you say, it’s about the way you make people feel” explains Paige, when asked how she manages to inspire such a high level of loyalty and trust. “I work hard to make certain my clients feel that they are my top priority. I also let them know that our relationship doesn’t end at the 56

closing table. If they need anything, even way down the road, I’m happy to help with that, even if it’s not necessarily real estate-related.”

There are many other factors that contribute to Paige’s thriving business. Chief among them are her ebullient personality that puts clients at ease during even the most difficult transactions, fierce negotiation skills, and a marketing strategy that incorporates both traditional and guerrilla marketing.

When she’s not working, Paige is actively involved with her community as a volunteer for little league soccer, and she is awaiting acceptance into the Big Brother Big Sister program, where she hopes to mentor a young girl from childhood all the way to college. She also has a variety of hobbies, including training as an aerialist and hang gliding. Additionally, she is studying American Sign Language to help her better serve the deaf community.

When asked about her plans for the future of her business, Paige says that she wants to continue growing and help as many people as she can reach or exceed their real estate goals. “I’m a firm believer that people can accomplish anything they set their minds to,” says Paige, “and that the only limits are those they set for themselves.”

For more about Paige Pace, please call 706-267-9280 or email PaigePace@KW.com Top Agent Agent Magazine Magazine Copyright Top

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

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

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

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

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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

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

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

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

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

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

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 58

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

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

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

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

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

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AARON RALLS Aaron Ralls started out as the owner of Lucky’s, a barber shop and men’s club in Folsom. But he always harbored an interest in real estate, noting how it could combine his relationships in the community with his passion for helping others. At last, he decided to earn his license. “I utilized my network to roll into the real estate world,” Aaron says, “and I’ve been growing ever since.”

Today, Aaron is a Realtor at Your Home Team, powered by eXp Realty, where he services clients throughout the Greater Sacramento area, particularly in his hometown region of Folsom and El Dorado Hills.

When listing a property, Aaron goes above and beyond for his clients. Following a pre-inspection, he assists with all the necessary preparations to make a home stand out within its first fourteen days in the marketplace. Beyond digital campaigns and open houses, Aaron likes to think outside the box; for example, he uses innovative websites like Listings to Leads to generate buzz around a home. Throughout the process, Aaron caters his workflow to the needs of his clients.

“We go hard and heavy for each of our clients,” he says.

“No matter the value of their listing, we take the exact same approach.”

Elsewhere, Aaron guides his buyers with openness and a tireless work ethic. By harnessing his encyclopedic knowledge of the industry, he can lead his clients on the right deals for them. More importantly, he stays in touch long after closing, throwing yearly client appreciation parties and checking in to make sure his buyers are happy in their new homes. “Real estate transactions are full of challenges, from beginning to end,” he says.

“But we will always do right by our clients.”

Having been raised on the mantra that it’s worth it to lose a dollar to make a friend, Aaron values decisions that help his clients above all else. For his steadfast Top Agent Magazine

service, he has won an outstanding reputation in the area, with the vast majority of his volume coming from referrals by his past clients or professional connections.

Outside of his career, Aaron remains active in his community, having served as Planning Commissioner for the City of Folsom for two years. On top of sponsoring various youth sports programs, he is also deeply involved with the Friends of Folsom, an organization that donates backpacks and meals to families in need.

When he’s not working, Aaron can be found spending time with his family or coaching his children in baseball and soccer.

Looking to the future, Aaron plans on growing his business while further applying his license to other aspects of real estate, such as commercial properties.

“Real estate licenses can be applied to so many different opportunities,” he says. “I want to grow into new lanes and continue to develop, not only as a Realtor, but also as a businessman.”

However, Aaron is equally satisfied with the career he has established in his hometown. The secret to his success? “It can be easy to overthink our industry,” Aaron says. “But if you study enough, learn enough and know enough to help your clients, everything else will fall into place.”

To learn more about Aaron Ralls email Aaron.Ralls@RallsRealEstate.com, visit RallsRealEstate.com, follow him @AaronRallsRealtor or call (916)813-0226 www.

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ALEC ROTH Alec Roth never intended on becoming a REALTOR®, but in a twist of fate he ended up moving to Minnesota from Illinois and pursuing a career in the real estate business. He was inspired

by Janelle Pierzina, a Big Brother contestant and real estate Queen, and asked if he could shadow her at work upon moving to Minnesota. Janelle agreed, and Alec eventually became her assistant and quickly worked his way up to now becoming a partner. He’s been in the industry for close to four years and, together with Janelle, works under the umbrella of Edina Realty.

Being pretty new to the business, Alec has still managed to get a good amount of referral business thanks to his focus on building long-lasting relationships with his clients, as well as his accessibility. “I am always available to communicate with my clients. I have my phone on me at all times, so they can always reach me. Every single time they text, call, or email me, they know they’re going to get a fast response,” he says.

Another quality clients have come to appreciate about Alec is the personal ways in which he stays in touch with them. Aside from using social media, such as Facebook and Instagram, Alec likes to drop off homemade baked goods for clients—his latest specialty being jam. It’s these small acts of thoughtfulness that have allowed him to quickly develop deep bonds. “Something that I didn’t expect out of working as a real estate agent is that a lot of the people that I’ve closed deals with have become close friends of mine. This business is about forming relationships at the end of the day.”

Besides being a considerate and knowledgeable agent to work with, Alec is also hard working. “I am very driven to be successful. I am completely committed to this job,” he says. And to give his listings the maximum potential, he utilizes exceptional photography and virtual tours. “We focus on top of the line photography, and work with a great photographer.”

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While some agents might emphasize volume and commission numbers, Alec’s goal by the end of this year is to reach 20 transactions. “I don’t particularly look at my numbers in terms of volume. If I do 20 transactions, then I know that’s 20 families that I have helped move into a new home.” And he has the same approach when it comes to his transaction prices, which range anywhere from $55,000 to $750,000. “I will work with anyone, the price doesn’t matter to me.”

Outside of work, Alec coaches soccer at the local middle school and is part of the Minneapolis Association of Realtors, through which he participates in a variety of local events. And when he’s not working or coaching, he loves to bake. With some extra free time during COVID-19, he’s recently mastered the art of making jam and salsa—which he’s happy to share with clients.

In the future, Alec wants to continue to network and grow his business. And his success in the business so far has made him eager to keep getting better. “This is not a job that I expected to have. Working a 100% commission based job made me very nervous at the beginning.

But seeing how well I’ve done so far has given me a positive perspective on the future, and the motivation to work even harder.”

To learn more about Alec Roth email AlecRoth@EdinaRealty.com, visit edinarealty.com/alec-roth-realtor, or call (815) 768–9703 www.

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Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

Copyright©, Walter Sanford. All rights reserved.

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MATT ZIMMERMAN Matt Zimmerman began his career as a business analyst working for the Target corporation in Minnesota for two years. “At the time, I was renting. Then I did some research into home ownership and real estate investing,” he recalls. He went ahead and purchased a duplex, living in one half while renting out the other side. “Doing that established my interest in the world of real estate,” he says. “I looked ahead and realized this was something at which I could be successful and help my community at the same time.”

That was five years ago, and he’s never looked back.

Matt now works with a team at the Flom Property Group in Fargo, North Dakota, covering the Fargo region and its environs. In only a few short years in the business, Matt can already boast that his business is 50% repeat and referral clientele. “I believe they keep coming back because my delivery is timely and accurate; I’m extremely communicative; but most of all, I am relationship-focused,” he says. “I love meeting and getting to know new people, some who become friends for life.”

In addition, Matt cares about his clients and their experience. “Real estate is much more than just a transaction.

I look forward to making their process as stress-free and enjoyable as possible,” he says.

social media is huge for us,” he says. “Getting the information out there in front of the right people and potential clients is what does it for us. There’s a lot of power behind this platform.”

Matt has set his volume goal this year for $10 million and hopes to double that number in 2021. “It’s all about having a growth mindset,” he asserts. What he likes most about the business is the relationships he forges. “I love to provide value to people,” he says. “I get to explain the benefits of home ownership and educate people about things they may not have previously known. They appreciate that, and that is the most gratifying part. That’s the fuel that keeps me going.”

When not working, Matt enjoys spending time with friends and family and doing anything that keeps him active. “In the summer, you’ll find me out on a boat on the lake,” he explains. “Winters here can be hard to predict so that’s when I like to travel when I can.”

As for the future, Matt hopes to continue on his path to success. “I love the team,” he asserts. “Plus, I hope to build as many relationships as possible. For me, it’s about setting goals and maintaining a growth mindset in order to keep clients happy.”

It’s not surprising that his clients give him stellar reviews.

One customer recently wrote: “Matt was extremely helpful in sharing his expertise in order for us to have the best experience possible purchasing a house. He offered great advice in negotiating terms of the sale and pointed out important features of any houses we had a showing at. We consider him the best realtor in FM and would never buy or sell a house without Matt!”

Matt admits that staying in touch with past clients can be challenging during the busy times, but he does make it a focus to reach out regularly to check in and say, ‘hello.’

“I like to try to arrange for calls, lunches or Happy Hour get-togethers when I can,” he says.

To market his listings, Matt utilizes the team approach.

“In addition to the MLS, our company website, and Top Agent Magazine

To learn more about Matt Zimmerman, email matt@fpghomes.com, https://www.zillow.com/profile/zuser20170710083051961/ or visit him here, or call 701-361-2141 63 Copyright Top Agent Magazine

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