NATIONWIDE & INTERNATIONAL 10-7-19

NATIONWIDE & INTERNATIONAL EDITION

CONCIERGE CARE:

Services that Lure Clients and Transform Your Reputation

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

Why Delegating is the Key to

LONG-LASTING SUCCESS

6 HABITS OF HIGHLY PRODUCTIVE AGENTS

NATIONWIDE & INTERNATIONAL EDITION

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15

DAVE HOPKINS

RUSSELL HORN

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JOHN FAGUNDES

MEG CZAPIEWSKI 19

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BOBBIE CARRINGTON (ONE R 30 JAZ CHAND

working as a financi When speaking with Top After Agent analytics, pro Chand wanted Bobbie Carrington – one analyst, half of Jaz utilization of t change of pace, andbedecid the leadership of ONE Relocation would Bo real estate was the perfe Group, alongside husband Vincent thing of whic path. “I didn’t want to g – one can’t help but be impressed saved a clien back to the corporate wor JAZ BOBBIE CARRINGTONby not only MEG CZAPIEWSKI herCHAND vast industry after knowlselle CORNELIA MATACHE having against kids, so Iawent (ONE RELOCATION GROUP) edge, but her genuine enthusiasm she recalls, “a real estate school, and start for what she does for a living.

Both it off as a part time job,” J Bobbie and Vincent possessexplains. a rare quality realherself“We v But Jaz amongst soon found veryoffer busy,a an quickly business a full-time career.when Tod estate agents: a true empathy and the concern forbecame the wellBobbie, CONTENTS Top Agent Meg Czapiewski – Lead of the Honorable she’ssellers. workingGoing on building an fact assistat being of their many buyers and so fara team, as to including for the Service Realty Group – is a dedicated, knowledgeand twosale buyer’s agents.

“My current consists assistant of justref g discourage what could be an easy in order to protect able and ethical real estate advocate for her many 4) HOW TO MAKE YOUR 21) ARE YOU DOING 35)her7real SIMPLE TIPS estate license, so she will become a buyer buyers and sellers in Northern Virginia. Atheir retired clients, ONE Relocation Group have earned their clients even s Air Force veteran who served for twenty-nine years, agent,ARE one of PROVEN my daughters isTO working on her licen COMMUTE PRODUCTIVE BUSINESS AS YOU ON THAT stellar real estate advocates. sold more than Meg references that military experience and sense of reputation as trustworthy as well. My husband is also a buyer’s agent,” she say HELP YOU STAY AHEAD OF honor both inFACEBOOK? the name of her business and with the anything Serving Contra Costa County, she and her teamlike ha precision and dedication she applies when Bobbie came to the world of real estate via lengthy and them THE COMPETITION 8) 6 HABITS OF HIGHLYmilitary helping her clients achieve their real estate goals. made great strides, becoming well-known inwith.” the regio highly successful stint in the banking industry, where she PRODUCTIVE AGENTS Honest, forthright hardworking, has 24) and HOW TO Meg Force, I was looking for39) new. Real TO estate ANSWER THE made for herself assomething a paragon of excellent customer When a “I HOW think what sets us apart is the trust,” she they explain achieved both success and a stellar reputation as a a name was something that really interested me. Initially, I INCORPORATE CURRENT trusted professional who can be counted on toservice. always joined “I’m one of those agents is pushy.

I w Aftera team a series promotions, she was nearing the that and investors for sixof months to see ifnot it was a good INEVITABLE QUESTION: needs front and center during every fit, and it really was. I enjoyed 13) CONCIERGE CARE: place her clients’ the empowerment point out all the pros and cons of aBobbie house, and and IV EVENTS TO YOUR ceiling EMAIL of that professionWHY when aSHOULD sudden change of heart transaction. Located in the town of Woodbridge, I CHOOSE of running my own show and following a less rigid find out what’s important to my clients.

If they SERVICES THAT LURE Meg servicesBLASTS a large number of communities, and redirected her towards her able current career, change that was time with thes schedule while still being to serve others.” a That AND STAY YOU? schools, I’ll show them the areas that have the best specializes in waterfront communities, including was in 2013, and since then Meg has built a thriving based upon the preferential treatment of wealthier clients recreation act CLIENTS AND Montclair, where she herself resides.

RELEVANT business that is based in parttell on Meg’s thembroad myscope personal opinion. I think it’s definite over those who knowledge were struggling financially. spare time. T of industry and her servant’s heart. “This In 2013, she TRANSFORM YOUR their trust in me more than THE anything that keeps clien UNTANGLING “As a member of the military, I’d moved more is going to sound very43) military,” says Meg, “but heart to work put her egalitarian views and compassionate back to their coming Jaz also goes above and beyond wh than a dozen times,” Meg says, recalling her start it’s all about doing what it takes until back.” the mission REPUTATION BIDDING WAR: A BUYER’S selling real estate, and she found almost instantaneous ways.

Vincen in the real estate industry, “and when I left the Air 31) 5 REASONS WHY is accomplished. ‘You Are itOur Mission’ our comes to ismarketing.

No matter the price rang & SELLER’S PERSPECTIVES success through those same exceptional service P Jaz will covercustomer the cost of preparing father a homeonce for sal YOU NEED A MENTOR Copyright Top Agent Magazine 17) WHY DELEGATING skills that had become her hallmark banking.

Joined by “I do were here tod includinginstaging or inspections. a walkthroug 46)ofaCREATIVE WAYS TO evenI pay the house.and I will help them declutter. for st Vincent, the pair now oversee thriving ever-growing now,” IS THE KEY TO LONGphotography and YOU do a lot of social media advertising business based in the town of Waxahachie and servicing that my Moth SAY THANK LASTING SUCCESS she explains.

As a Premier Agent withvation Zillow,behind Jaz al a wide swath of Texas that includes the Dallas Fort Worth posts her properties online and gets many leads metropolitan area to the south, and other communities the teachingsth way. “I’ll also do mailers, mega open houses, and g within a forty-mile radius of DFW Airport. those in need.

door knocking.”

Phone 310-734-1440 | Fax 310-734-1440 Aside from their honesty and there are Afterintegrity, the transaction, shemany stays mag@topagentmagazine.com | www.topagentmagazine.com factors that have contributed to ONE Relocation Group’s

lo in The touchfuture frequent Group, with through Facebook or emails. “Pretty much eve No portion of this issue may be reproduced in any manner whatsoever without prior consent the publisher.

Agent is I’ll send the ever-expanding success ofstory.

Chief them would successful holiday I’mamong inTop touch withMagazine them as well. the published by Feature Publications GA, Inc. Although precautions are taken to ensure the marketing accuracyemails of published materials, Top Agent aboutthat what’s going on in my to personal life an be their incredible strategies result in quick help, neithe Magazine cannot be held responsible for opinions expressed or facts sales supplied by its authors. subscribe or address, keep them upchange tocustomers date about market trends.” for top dollar, not To to mention happy whosend gratitude they inquiry to mag@topagentmagazine.com. Published in the U.S.

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continually refer new business to them. It’s a no-holds barred, comprehensive and highly targeted approach devised by their media team that includes demographic

faith in Jesus ONE Relocati for the succes

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For more about ONE Relocatio

BARBARA MAJ JESSE McDANIEL

is aof guy Barbara Top Agent Jesse McDaniel – Broker/Owner To say that Barbara Majorkind wh ADOLFO MAGDALENO successful real estate agent would someon DONDALSKI 38 33 MELISSA 37 34 of McDaniel Home Solutions in Roswell, Dressing casua be the very definition of the word herself Mexico –from is one of thetransaction, busiest real estate AfterNew graduating After the clients leave glowing reviews Adolfo Magdaleno was groomed fellow agents to find interested par “understatement.“ Barbara, who which s Notre Dame with a degree about timestate, together, and love spreading the time, he’s managed forintheir thethat real estate business at an years’ to double professionals working having bei currently works with Golden“It’s Gate about overall in marketing and Spanish, word about her with work.a One recently said, “Melissa early age, front row seat sales volume, and the vast majority sold more than one hundred homes in 2018 asked to accou Sotheby’s Realty quickly Melissa Dondalski jumped and her team were amazing to work with. We hadInternational a watching his parents navigate roster are swept offinspires the market in At onlyposithirty-seven years of age, Jesse in his into alone. a management fairly narrow window of time to find our first home in Tiburon, California, has sold support their investment property portdays’ time. tion is with oneanofinvestor the most who and Melissa made the process seamless fun.aShe also owns twenty-six rental used hiswhich servicp welland over billion dollars during folio. After his nineteen-year retail stores in the is diligent, hardworking, energetic andJESSE surrounds McDANIEL ADOLFO MAGDALENO MELISSA DONDALSKI popular BARBARA MAJOR properties, and flips - on average three to five the years. thehecourse of her 32-year career. can“Som pro military concluded, Beyond nation. “I managed a store herself with a career strong network of partners who can the office, Adolfo gives back houses perat just year, remarkable accomplishto hear what th Additionally, she is consistently assistan of 188 employees 22 aassist with every aspect of the home buying process. finally decided to pursue real nity on a local level by visiting the regi ranked among the top 1% of agents, and she was once each ye yearsment old,”for she anyone, explains. let Wealone highly recommend Melissa as a real estate agent someone his age. always give the estate at his wife’s encourage- as often as he can to connect with fell journey will benamed usingasher foramong our JOSEPH nextthe purchase.” as being topservicemembers. ten agents in theInworld. assi 45 Thisthis depth andshebreadth ofGOLDRICK experience makes an ASHLEY PRENIOSLO 41 Through 42and 47 SCOTTO ment, and a again way to facilitate hisuncomfortab free her hours, NIKKI & JOHN M c gained valuable skills that she would later use in her Despite her long tenure and the many accolades that and who their transactions.

That towards wasreal two years ago, time tospent with his the family and loved Jesse anfamilies’ incredibly knowledgeable estate advocate, to tell them truth.” work as an agent. “I loved the people and leading As Melissa looks future, she isgoal excited Ashleyshe Prenioslo gottheher start is to exceed my client’s one expectations, wh Awarded Rookie of the Year their home purc has received, when speaking with Barbara strategi and inSo the time since, Adolfo hasbeen established himself together barbecues, the lo a his passion for helping forhas them, asserving they were ranked by Long &for Foster Real andhiking andhours. reputation as such ain driving factor in aspect, but didn’t enjoy the With erratic I decided continue growing and more people.

She wants in real estate back 2015, but with a high level of honesty integrity,” sh his first year in the industry, to seethe ifthat they ne can’t help but notice her enthusiastic attitude and her hav as ananagent swiftly onfocus the rise, complete with ainvestment reputacheering on the Lakers and Dodge and knowlEstate as the top team for units sold their region, to take my mom’s adviceothers and aextensive Realtor,” to on working more inHonest the side, and in hisbecome thriving and ever-growing business. to a fault There are, of course, a multit before that, she’d cut her teeth Top Agent Joseph Scotto – of warm, friendly demeanor. pricey p Melissa says. Five years later, she’s enjoying every Nikki possibly hiring someone who has experience in the tion for service and authentic enthusiasm. edge about thepersonalized industry, includes Williamsburg, in work a which variety of service-oriented Beyond thewhen office,Norfolk, Ashley volunteers her time and possessing a sturdy ethic, Jesse isVirginia, committed to assessing Jesse’s suc 21 Cedarcrest Realty The appreciatio second of her work, and can’t imagine anything commercial building segment of market.

As for the future, Adolfo plans to keep and Johndoing McGoldrick have Eastern Shore alltheCentury areas across the bay.

They are industries where sheand sharpened and manager youth hockey teams, a spor placing hisstrides clients’ best interests front and center during hisforexcellent in Little Falls, New Jersey – negotiating can be foundsk else. Serving all of Chicagoland, majority heras of made the great real also #3 in closed sales volume.

“Answer your phone!” says aparticipates laugh, “I Addit love Under the of banner Coldwell Banker, as heof continues build his network her people skills.

“IAdolfo grew upspearin Barbara member her with familyto in. is a dedicated real estate has received fo JOSEPH SCOTTO business of repeatestate clients and referrals, a No matter how much she expands, she will never lose NIKKIconsists & JOHN ASHLEY PRENIOSLO ALEX TOOKE every transaction. marketing strategies that m agentshisin work the Eastern town calledisn’t Warburg, in Starfish Lunches, by yea don heads solo aandsmall caters to buyers and joking, sellers participates the region.

Now, with two and prime though she when asked what advice energy testament to her superior service. She helps clients sight of the reason she loves this industry.

“My clients McGOLDRICK & DEREK WEBER professional who consistently industry websit dollar, to m in Alberta, known for itsother small from every successful referral to a not charity ofI Shore region. The married duo After the transaction, clients love to sales leave glowing Central from Visalia and insight tofor histop name, Adolfo Magd she would agents seeking tofor replicate her When with all of their real estate needs,across including invest- California, are entrusting me with give one to of Madera. the goes largest purchases the extra mile allsuccessful of and beyond torea h town – big dreams,” Ashley choice.

“Balancing a career in decided to team up as agents reviews about their time together.

One recently said, Jesse’s journey in the world of real estate began quite There, he has managed to build a business almost what he has come to enjoy most about success.

“Iimmediately speaktheir to make various groups of Realtors,” home. she The nextproc on ments, leasing and sales. in their his lives, so youplacing this special clients; needs before his commission remembers.

“When our family moved to BC, my husband a busy family life is just what I love to do,” A a year ago,asand have been an “Nikki did aand great job for usthem. finding aItpeople new home ininconceivable entirely driven byconnection repeat and referral clientele who “I five love that single dayitisan comp early, his grandparents Paul and Charlee Longmire is every almost t with them getof toonly know I’ve says, “and always about raise their check is a hallmark his approach to working with made enjo was working two jobs to make sure we had the best “I spend my time living and breathing rea unstoppable ever since.

With John’s background Princess Anne, MD. Her Husband John found a buyer “I have a veryforce analytical background and mindset. been so lucky to work with really great people.” trust his market knowledge, work ethic, and proven he reflects.

“I’m able to meet new andlifemother TrinaourLongmire Brooks allHonest Brokers findalways some free time, but hands when Iwere ask how many of them answer buyers and and knowledgeable, tofamily makeAnyone sure he possible, goal was tosellers work together spending quality time with my in thew O in and their the combined experience in propforalways our home in alike.

Virginia in less than two weeks.

I’mconstruction good at analyzing market trends and and track record.

“Having served in the military for ninetalk, and get to know their goals.

Ia their phone.

Clients aren’t going to wait for you to estate before him.

“I just grew up around it,” recalls Jesse.

“My more than spending it with Joseph’s reputation as a trusted Realtor continues to very knowledge provide a good family, so I explored real the beach, kayaking, hiking, fishing, and playin understanding buyerNikki behavior.

Because of this life for ourTogether erty management, and to John are well-equipped they make an outstanding team, and I am very teen has years, I learned leadership from theyou best,” faces encounter as I you build busi grow with each passing day.he to my make answer or call back, they’re justIwhom going torecently move onjoined Barbara and haven’t back.” been alooked Broker for about thirty years, and she asub knowledge I am ableoftoreal helpmother myestate, clients sell theirServing to handle all types estate transactions. glad we used them!” says.

“I respect everyone I work with and I have a a time.” is a smooth oneh As for the future, Ashley intends to grow the next agent.” her pho placecoastal in a shorter period time for more money andmuch now works with my company.”

This early exposure led a dedicated philanthropist the regions of of Maryland and Virginia, of strong work ethic.

I believe in being proactive, soinI’m Since then, Ashley has built Joseph a reputation as aworking knowledgeand brand steadily, with in plans to earn her com began the real estate industry get my buyers the best deal possible,” she explains. their business is based off of and referrals from In the future, Nikki while and John areinlooking forward torepeats Jesse successfully flipping his firstissues home United Wayto broker organization, quick to communicate and2016, tackle any as asstill able agent with a knack for lasting relationships.

Shesoon hascareer estate license and managing in For all of her clients, she’s available 24/7, keeping following a lengthy in the restaurant busiDuring those ra Barbara’s journey in the real estate world began in license, past clients. expanding their team and reaching different areas.

“We high school, much cementing his commitment toservice Jesse – who isimprint known locall also earned host of designations, including ashoned a Certified her professional in the area her phone on and always answering their a pretty calls. they arise.”

Adolfo has also made it a he point to lend his expanding ness, where his customer skills.

“A his clients, he en 1978, when she andClub a friend owned a years medical practice. just want continue growing at a manageable pace,” Throughout the process, shelaunching offers guidance Negotiation Expert, agood member oftoof the 100% four broker, sterlingGuy of wife service behind her, a career inandtheas industry.

In 2008, Jesse obtained and who is reported toa knowledge toand service members embarking upon new friend mine is a mortgage and my family.

He Ashle has “I think it’s our negotiating skills that really keeps they explain.

No matter what, they will surely enjoy On what almost seemed a whim, that friend suggested support, understanding that buying or selling can in both 2017 and 2018.

Serving clients across the North considers what she enjoys most about her cho is an says Joseph, whenholiday asked about for over his explains.

Brokersthrough License, and in 2012 opened McDaniel Home lights Falls displays in tha chapters real estate.

“Iinterior like todesigner,” help my“We fellow people John “It’s also the every minute ofbusiness it. truly love what wetoestate do. they sell their and become a keys real team. she says. “I l often be acoming stressfulback,” time. “As long Okanagan as you set realistic region, which she has become adept atestate navi-career, love handing my It’s clients,” the origins ofeasy his real “so I had some expoveterans in making this transition as as possible,” Solutions, and the rest – as they say – is history.

Voted and utilized it to fundraise communication,” “With two us extremely rewarding to guide our clients through this expectations and canNikki make adds. a fewgating. jokes,“I’m itthe will be of about “She ended recalls wryly, “so make plans passionate every aspect of up real moving,” estate,” matchmaker and helping people this bi sure to the business.

I had always likedBarbara dealing with Joseph’s he says.

“I likes really love the opportunity tothirty-four, work with ofwith the Year in 2016 at the age of Jesse lation.

In December of 20 a much better experience forRealtor them.”

Melissa working together, we communicate each other journey and see the look of satisfaction on their faces she says, “from assisting my people, clients in finding their perfect in their lives, no matter what the circumstan I was stuck in New Jersey working for a friend who so I figured it might be a good fit, and I gave straightforward people them get allat the information they could beatsto to live everything by a quote Maya said, which is, ever ‘Ithem about that’sAngelou happening, so if help one of usin ishis the end.” is the youngest local real association donations homeless home, toand helping attract top dollar forestate their21.” property meeting a client atfor thethe front door and cl Century possessing aptitude for it aowns shot and see ifprocess.” it wasClearly something I liked. I an ended up in the industry, need to make the right choices during this won’t remember what you did or said, but I’ll always For more about Melissa Dondalski, at a showing, the other onehold canwhen efficiently it distinction. comeshelp timeclients to sell. My mission is to help clients into their new home for the first time.” that and in 2018 he helped raise her new career, washistory: namedJoseph Rookie the loving it.” The rest is,Barbara as they say, tookof license and ope remember how that made me feel.’ She explains, “We

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

please 312.632.0380 and answer questions. We make they’re as getting be assure comfortable possible during thiscall process.”

In fact, or and thetried-and-true die was cast. to Year, his new career like a duck to Moving water, andtoinCalifornia’s addition to tony, Joseph will co always want to make clients happy.

Thatlisting mentality When Adolfo roughly 70% ofproperties, Ashley’s is blends driven by repeat and the attention they need.” John’s construction experi-business email melissad@atproperties.com has gotten me really far.” his Rookie of the Year achievement, he was also earned very bestfor custo Despite his success, Jesse doesn’t dress like the average Asked about his th wine-country Marin County, she set about building aplans digitaland and traditional marketing to wise source referral clientele who turn to her fortechniques her patience, ence also helps buyers understand spot potential Century 21’s Circle of Excellence Silver Level and State, the same business that gained footing immediately, and continues realpurchase estate agent.

Rather, he Beginning can almost always points to a goal of continu advice, and track record.

“I strive to always bebe found ideal buyers in short order. with high-end issues in a home before they it. proven “We’re able Copyright Top Agent Magazine Quality Service Pinnacle Award.

In“A 2018, heinagain won available forifmy clients and do theflourish best job I can forpolo them,” to these many decades later, part basedwith on his name.an in casual attire, primarily gym shorts and shirts. hiring additional photography and immersive listing presentations, to decide upfront if it’s worth buying or they should To learn more aboutBrokers Adolfo FM theher Quality Service Pinnacle Award as well as inclushe says.

“I don’t over-promise.

I do my research, provide ethics, honesty, and her overall knowledge ofobjective i look for something else,” he “It also benefits Adolfo then leverages exposure acrossher the full social lotexplains. of people can feel rather intimidated by the process of growth; another sion the Circle of Excellence Gold level.email magrealty1@gma stats andsuite facts, andofgive them all the honest information I thein real estate industry her local trends.all, howev sellers, because we’re able buying to give them an idea what media and listing platforms online.

Likewise, athat home,” he explains.

“They don’t knowand where themarket’s state. https://www.coldwellbanker.com/Coldwell-Banker-Premier-Real-Estate-3537c/Adolfo-Mag can so they can make the best decision possible.” visitAbove his website here a home inspection might look he like, and allow them to And, of course, always answering her phone. takes to the neighborhoods to build local buzz to start, or they are worried abouttheasking silly questions. continue providing unp Perhaps best measure of the incredible customer or call (559) the 355–97 tackle these issues in advance.”for homes headed to market, and taps his network of When listing properties, Ashley takes a tech-forward service Joseph provides is the fact that a full half of

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

Please contact has become his calling card and multifaceted approach. his Shebusiness begins with professional is based upon referrals and positive word mag@topagentmagazine.com Because many buyers in the region are purchasing a photography, drone footage,of floorplans, tours, and statistic. There are many Copyright Top mouth, avirtual truly impressive second home, Nikki earned twovideo designations to expand walkthroughs to provide prospective buyers with an reasons Joseph inspires loyalty among his clients – or immersive call 310-734-1440 formore her expertise in this segment, including Accredited For about Jesse McDaniel, look at listed homes.

From utilizes present andthere, pastshe – and chief among them is that he Buyer’s Representative (ABR®) LeadingRE custom and signage and print collateral for open houses.

Toalways learn more about Ashley Pren makes himself available toor them, returning please call 575-208-0548 mcdanielshomes@ rates and information.

For more about Nikki & email John McGoldrick, Relocation Specialistad (LRS®). also advertise SheThey also engages in demographically targeted market email ashley@ashleyrealestate I want them to know I’m just an average, down-to-earth

texts and phone calls in a timely manner, and he listings in magazines and newspapers other cities.

For more in to source in ideal buyers in short order.

All Ashley please call 757-336-5100 orasemail: visit keeps the linesinofall, communication open the ashleyrealestate.ca, trans“A lot of our clients are from out of town, so we make considers herself a forward-thinking agent who incorpoplea actionNikki.McGoldrick@longandfoster.com, progresses. That communication or continues call (250) 309–3968 C sure we’re looking for buyersrates outside the tech region cuttingofedge tools to the fullest. “My personal https://www.compass.com/agents email Joe Top Agent Magazine 3 post-closing table. “Every year on the anniversary of John.McGoldrick@longandfoster.com https://www.compass.com/agents/chicago/collin-wasiak/ we’re in,” John says. Clearly, it’s working out well www.

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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JOHN FAGUNDES John Fagundes, CEO and Designated Broker at AZ Real Estate and Property Management in Phoenix, Arizona has a true passion for helping others, specifically, those seeking to achieve their real estate goals. John’s solid commitment to providing exceptional customer service has translated into a business that is based entirely upon referrals and positive word of mouth, perhaps the most accurate barometer of the great lengths to which he and his team will go when helping a client. Honest, knowledgeable and hard-working, John has more than earned his reputation as a trusted Real Estate Broker and Property Manager.

John, who is Co-Owner of AZ Real Estate and Property Management along with Jared Cranford, harbored an early interest in real estate. “Homes have always fascinated me,” he recalls. “Even when I was a child, I liked to visit open houses.” Originally licensed in California, John moved to Arizona in 2002 because the lower overall cost of homes in the Grand Canyon State allowed him to work with even more homebuyers, something he enjoys greatly. When the market declined in 2008, he decided to get his broker’s license, knowing that there would be an influx of investors who would need property managers for their investment properties and homeowners were going to be in trouble. In 2009 he opened his own company and has achieved stellar success in both retail homes sales and property management, servicing a wide swath of the state.

“At the time I opened my company, a lot of people were losing their homes. I love helping people find a home,” he says, “but during the downturn in the market I was also able to help a lot of people negotiate with the banks to either short sale their home or work on modifying their loans so they could keep their homes.” John, who consistently places his clients’ best interests over his paycheck,

has been known to talk some of his clients out of purchasing or buying a home if he feels it is best for them. It’s this type of conscientiousness that distinguishes John and his business, and it is in large part responsible for his 100% referral-based company. “The money comes if you do right by people,” says John, many of whose clients become close friends. John is also quick to point out his gratitude for his talented, equally dedicated staff. “I’m only as good as the people I surround myself with,” he says.

There are a multitude of other reasons for John’s success, and chief among them is his consummately professional approach to marketing, which almost always results in fast sales for top dollar. Professional photography is utilized exclusively to ensure each home is presented in its best light and staging is done when necessary. Coming soon marketing kicks off the overall plan with the listing then being promulgated to the MLS and a large array of syndicated online real estate portals. All of that, coupled with broker’s opens and open houses also make certain the company’s listings are seen by as many potential buyers as possible.

When he’s not working, John enjoys nothing more than spending time with his family, which in addition to Jared, includes their young son and daughter. John loves to get his Jeep out and off road in the desert. John and Jared are also very active in their community, and among their philanthropic efforts are their support of local LGBT youth and the homeless.

Looking in the future, John’s plans are relatively simple; to find more time to spend with his past clients in order to show his appreciation and to continue refining and enhancing the already unparalleled customer service that has become synonymous with the name AZ Real Estate and Property Management.

For more information about John Fagundes, please call 602-320-0406 or email John@azreapm.com 6

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The Rockas Painter Team is Proud to Congratulate John Fagundes on Being Featured for the State of Arizona in Top Agent Magazine!

Margo Rockas

Laura Painter

Sr. Mortgage Banker

Sr. Mortgage Banker

mrockas@bellbanks.com 602.315.2575

lpainter@bellbanks.com 602.451.2844

NMLS #258961

NMLS #243522

www.RockasPainterTeam.com 14350 N 87th St Suite 165 • Scottsdale, AZ 85260 Top Agent Magazine

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 8

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova9

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 10

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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DAVE HOPKINS Top Agent Magazine

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DAVE HOPKINS Dave Hopkins got his first start in real estate back in 1977 after graduating from the University of Oregon. After cutting his teeth in the business for the first few years, the recession of 1980 sent him in a new direction, and he spent the next decade or so honing his logistics business, retiring in 1992. That was when Dave decided to return to his first love, real estate. Since his auspicious return, he has completed roughly 1,190 transactions, to the tune of one sale every 7.4 days, on average. What’s more, Dave has built a reputation as a people-centric problem-solver, with a track record that speaks for itself.

carefully plotted marketing efforts ensure listings are disseminated across a range of online listing platforms and social media outlets, netting prospective buyers in shorter order. “Whether buying or selling, it’s my job to give clients sound advice,” he says. “With good listening skills, you can determine what they want and fulfill that need. When you put your client first, you’re going to succeed in our business.”

Today, Dave works in conjunction with his son-in-law Dustin Pfeif, a fellow agent, and with his daughter Kelsie Pfeif, who serves as his team’s director of marketing. Since his wife Jana Hopkins is an interior designer, the whole family has made a business of real estate, serving clients across the Portland metro area. To date, almost the entirety of Dave’s business is driven by repeat and referral clientele who trust his years of experience, demonstrated ability to close, and his personable demeanor. “We’re in an industry that’s here to serve people, so my mission is to serve to the best of my ability, as if it were my own transaction,” Dave says. “If you’re true to yourself, you’re honest with people, and you make decisions based on their best interests—they’ll always come back. That’s been my philosophy, and I’ve always aimed to treat others how I would want to be treated. That’s served me well over the last twenty-five years.”

Now, with twenty-five years of experience and insight, Dave Hopkins considers what he enjoys most about his chosen field. “The friendships,” he says. “There’s nothing more rewarding than helping people with their dreams. I have a passion for helping people that real estate fulfills. It’s all about relationships, and you can never take away that human factor. That’s something that will never change.”

When listing properties, Dave works strategically to research, plan, and execute a marketing campaign.

After consulting with clients and completing a deep-dive of the market, Dave then preps homes for photography. With his wife’s creative eye to maximize staging and styling, homes are distinct when they make their debut. From there, his daughter’s 12

Beyond the office, Dave has given back by coaching his children’s sports teams over the years, and by mentoring dozens of up-and-coming agents ascending the ranks. In his free hours, he most enjoys time spent with his family and loved ones, traveling with his wife, and playing golf.

To learn more about Dave Hopkins email DaveHopkinsHomes@gmail.com, visit DaveHopkinsHomes.com, or call (503) 539–8937 www.

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

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

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

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

First, think about a client’s everyday experience.

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

Where might your client swing by for coffee?

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

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

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 14

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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RUSSELL HORN Top Agent Magazine

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RUSSELL HORN

Real estate has always surrounded Russell Horn’s life, so it was only natural for him to enter the business himself. “My grandpa and father started investing in real estate when I was young, so I grew up in it,” he explains. “After college, I was at a standpoint, so I decided to get involved in real estate by flipping houses.” Russell earned his real estate license and his business immediately took off. His specialty is flipping homes, but he also focuses on helping buyers or sellers towards their real estate goals. Based out of Mt Bethel, Pennsylvania, Russell serves Northampton county and beyond. Although he’s been in the business for a little over two years, he has already started to see a referral network forming.

“It’s all about knowing people,” Russell says. “It’s a small town. I coach football, and I keep in touch with a lot of parents that way.” He has extensive knowledge about the industry not only as an agent, but as an investor. Russell is able to provide valuable advice to his buyers and sellers, ensuring they make the best choices possible. When it comes to marketing his listings, he also goes above and beyond, advertising online and utilizing photography and videos to showcase the properties. “I will use a drone for properties that have at least an acre of land,” he explains.

Whether it’s a first time home buyer, an investor or a family selling their home, everyone who works with Russell can expect to receive superior service and guidance throughout the transaction.

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Afterwards, Russell’s clients love to spread the word about his work. One recently said, “I am a recent new homeowner and Russell made my experience super easy and not stressful at all. I was blown away by the knowledge that he has. Russell made my home buying experience actually enjoyable even with the stress of spending so much money by myself. I highly recommend him.” Another wrote, “He came to help us list our house the day I contacted him. Also very immediate in his responses and setting up showing appointments. He knows the market and gives good advice. Very pleasant personality and easy to talk to!”

When Russell isn’t working, he’s staying involved with the community. In addition to coaching high school football, he also helps out as many local sporting events as he can. “I donate time and money to a lot of things in the neighborhood,” he explains.

As Russell looks towards the future, he is eager to someday own his own brokerage with a property management division. He already manages a few rentals, and that number is continuing to grow.

Real estate is a true passion for Russell, and he can’t imagine doing anything else. He is always happy to help every client, and can’t wait to see what the future has in store.

Photos by DeLorenzo Photography

For more information about Russell Horn, please call 484-505-0592 or email russellhorn7@yahoo.com Copyright Top Top Agent Agent Magazine Magazine

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 Top Agent Magazine

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 18

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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Cornelia Matache Top Agent Magazine

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CORNELIA MATACHE Top Agent Cornelia Matache – of Coldwell Banker Residential in Chicago, Illinois – is a dedicated real estate professional who has long been committed to providing every one of her many grateful clients, be they buyer or seller, with the very best customer service available in The Windy City. When speaking with Cornelia, who it should be mentioned, is fluent in both English and Romanian, one can’t help but be impressed by the enthusiasm in her voice when discussing what she does for a living. That this enthusiasm has survived her lengthy twenty-five-year real estate career is nearly as impressive as her vast reservoir of experience and industry knowledge.

Cornelia, who was born in Romania and moved to the United States in 1986, began her journey in real estate when her father was buying a home and he asked her to help him with translation. She did, and found the experience to be, in her words, “mesmerizing.” Six years later, she and her then-husband were working in the construction field, and the couple decided it would benefit them for her to have her real estate license. “That was in 1994,” says Cornelia, sounding justifiably proud of the longevity of her stellar career.

Selling a huge swath of Chicagoland, Cornelia has found impressive success since then an enviable career that now sees more than two of her business being based upon referrals on positive word of mouth, a stunning achievement that makes clear how happy she is making her clients.

“It’s really about the customer service I provide,” says Cornelia, when asked how she has managed to inspire such impressive levels of trust and loyalty in those she works with. “I try to think outside the box in order to get my clients the property they want, and I absolutely never give up on them. I also work hard to educate my clients about the entire transaction process, and to set realistic expectations that I can then help them meet.”

There are many other factors to be considered when assessing the reasons for Cornelia’s longtime success, and chief among them would be her fastidious attention to detail and her expert negotiation skills. Also, her 20

enthusiastic and comprehensive marketing strategies have become a hallmark of her business. Professional photography is utilized exclusively, ensuring that each listing is always showcased in its best light. Professional floorplans provide extensive value, and her deft utilization of the internet and social media make certain that every property is exposed to as many potential buyers as possible.

When she’s not working, Cornelia loves reading and traveling. Staying healthy is also a priority for her; cardio, strength training and kickboxing are all part of her fitness regime. Cornelia also finds time to give back to her community through her church and a variety of local and global charity organizations. Most dear to her heart, however, is the acapella singing duo she has formed with another Realtor. When she begins talking about singing Christmas carols at a local senior citizen center, Cornelia chokes up a bit. “It’s probably among the most rewarding things I’ve ever done,” she says, and plans are afoot to extend their singing to additional senior facilities and eventually children’s hospitals.

Cornelia has many plans for the future of her business, and she is firmly rooted in the idea that no matter how successful one is, there is always room for improvement.

“I still aim to get even better,” says Cornelia, who will never be content to rest on her laurels, though she would have every right to do so.

For more about Cornelia Matache, please call 773-456-1514, email CorneliaToo@hotmail.com or visit sellingthewindycity.com www.

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Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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MEG CZAPIEWSKI

Top Agent Meg Czapiewski – Lead of the Honorable Service Realty Group – is a dedicated, knowledgeable and ethical real estate advocate for her many buyers and sellers in Northern Virginia. A retired Air Force veteran who served for twenty-nine years, Meg references that military experience and sense of honor both in the name of her business and with the military precision and dedication she applies when helping her clients achieve their real estate goals.

Honest, forthright and hardworking, Meg has achieved both success and a stellar reputation as a trusted professional who can be counted on to always place her clients’ needs front and center during every transaction. Located in the town of Woodbridge, Meg services a large number of communities, and specializes in waterfront communities, including Montclair, where she herself resides.

“As a member of the military, I’d moved more than a dozen times,” Meg says, recalling her start in the real estate industry, “and when I left the Air 22

Force, I was looking for something new. Real estate was something that really interested me. Initially, I joined a team for six months to see if it was a good fit, and it really was. I enjoyed the empowerment of running my own show and following a less rigid schedule while still being able to serve others.” That was in 2013, and since then Meg has built a thriving business that is based in part on Meg’s broad scope of industry knowledge and her servant’s heart. “This is going to sound very military,” says Meg, “but it’s all about doing what it takes until the mission is accomplished. ‘You Are Our Mission’ is our Copyright Top Agent Magazine

company slogan and we 100% believe in that and act accordingly.”

Meg and her team – several of whom are also veterans – can make the impressive claim that fifty percent of their overall business is based on repeat clients, referrals, and positive word of mouth, perhaps the greatest barometer of a job well done in the incredibly competitive real estate industry. “It’s because we are a full-service agency,” says Meg, when asked how she manages to inspire her clients’ trust and loyalty. “On the listing side, my sellers can be as hands-off as they want to be. We’ll do all the paperwork, we’ll represent them at the covenants meeting, we’ll get neighbors to sign off on documents when needed, and with our partnership with vendors and a handyman, will do any repairs necessary to get the house ready for market.”

Once they are ready, Meg’s comprehensive and highly effective marketing strategies are implemented, beginning with teaser advertising prior to hitting the MLS and other industry portals. Professional photography, floor plans, interactive photos and exceptional videos are also utilized, all of which ensure quick sales for top dollar, not to mention happy clients.

When she isn’t working, Meg enjoys spending time with her husband and her three grown children. She is also an ardent philanthropist who sits on several community boards and supports multiple veteran’s charities.

Looking to the future, Meg’s primary plan is to continue growing her already flourishing business, and to hire more team members to support that growth. Anyone she hires, however, must share her core values and ethics. “I’m really proud of my team,” says Meg, “and of what we do, of the results that we get, and the reputation we’ve earned.”

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For more information about Meg Czapiewski, please call 571-264-1867 or email Meg@Yourhsrgroup.com Copyright Top Agent Magazine 23

How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes24

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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BOBBIE CARRINGTON (ONE RELOCATION GROUP) When speaking with Top Agent Bobbie Carrington – one half of the leadership of ONE Relocation Group, alongside husband Vincent – one can’t help but be impressed by not only her vast industry knowledge, but her genuine enthusiasm for what she does for a living. Both Bobbie and Vincent possess a rare quality amongst real estate agents: a true empathy and concern for the wellbeing of their many buyers and sellers. Going so far as to discourage what could be an easy sale in order to protect their clients, ONE Relocation Group have earned their stellar reputation as trustworthy real estate advocates.

Bobbie came to the world of real estate via lengthy and highly successful stint in the banking industry, where she made a name for herself as a paragon of excellent customer service. After a series of promotions, she was nearing the ceiling of that profession when a sudden change of heart redirected her towards her current career, a change that was based upon the preferential treatment of wealthier clients over those who were struggling financially. In 2013, she put her egalitarian views and compassionate heart to work selling real estate, and she found almost instantaneous success through those same exceptional customer service skills that had become her hallmark in banking. Joined by Vincent, the pair now oversee a thriving and ever-growing business based in the town of Waxahachie and servicing a wide swath of Texas that includes the Dallas Fort Worth metropolitan area to the south, and other communities within a forty-mile radius of DFW Airport.

Aside from their honesty and integrity, there are many factors that have contributed to ONE Relocation Group’s ever-expanding success story. Chief among them would be their incredible marketing strategies that result in quick sales for top dollar, not to mention happy customers who continually refer new business to them. It’s a no-holds barred, comprehensive and highly targeted approach devised by their media team that includes demographic

analytics, professional photography and video, and a deft utilization of the internet and social media. Another factor would be Bobbie’s impressive negotiation skills, something of which she is justifiably proud; her skills once saved a client nearly 23% on their purchase. “I was up against a seller who was an extremely savvy negotiator,” she recalls, “and it was incredibly rewarding.”

“We offer a very high level of care for our clients,” says Bobbie, when asked to account for their success and for the fact that more than two-thirds of their business consists of referrals and returning customers. “One of our clients even shared with us that they have purchased and sold more than a dozen homes and have never experienced anything like the level of service that our team provided them with.”

When they aren’t hard at work helping buyers, sellers and investors move on to the next chapter in their lives, Bobbie and Vincent enjoy nothing more than spending time with their three children attending their sports and recreation activities. Bobbie also enjoys traveling in her spare time. They are also deeply committed to giving back to their community, and they do so in a variety of ways. Vincent is Pastor of the same church Bobbie’s late father once Pastored (“I know Dad would be proud if he were here today. I could just see his huge grin of support even now,” says Bobbie, passionately. “I’m so grateful that my Mother is yet here as a huge support and the motivation behind my drive today”), and the pair stay true to the teachings of Christ, feeding the hungry and clothing those in need.

The future looks incredibly bright for ONE Relocation Group, with expansion on the horizon. No matter how successful they become, or how many clients they are able to help, neither Vincent nor Bobbie will lose the profound gratitude they feel for what they’ve been given. “Our faith in Jesus Christ is at the heart of everything we do at ONE Relocation Group. I couldn’t possibly take the credit for the success we’ve experienced.”

For more about ONE Relocation Group, please call 832-233-8635 or 469-892-8807 or email Bobbie@OneRelocationGroup.com Top Agent Magazine

Copyright Top Agent Magazine 27

Laughs!

We’re still here!

Making the workplace happy is what we do.

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

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JAZ CHAND After working as a financial analyst, Jaz Chand wanted a change of pace, and decided real estate was the perfect path. “I didn’t want to go back to the corporate world after having kids, so I went to real estate school, and started it off as a part time job,” Jaz explains. But Jaz soon found herself very busy, and quickly the business became a full-time career. Today she’s working on building a team, including an assistant and two buyer’s agents. “My current assistant just got her real estate license, so she will become a buyer’s agent, one of my daughters is working on her license as well. My husband is also a buyer’s agent,” she says.

Serving Contra Costa County, she and her team have made great strides, becoming well-known in the region.

“I think what sets us apart is the trust,” she explains.

“I’m not one of those agents that is pushy. I will point out all the pros and cons of a house, and I’ll find out what’s important to my clients. If they say schools, I’ll show them the areas that have the best. I tell them my personal opinion. I think it’s definitely their trust in me more than anything that keeps clients coming back.” Jaz also goes above and beyond when it comes to marketing. No matter the price range, Jaz will cover the cost of preparing a home for sale, including staging or inspections. “I do a walkthrough of the house. I will help them declutter. I pay for the photography and do a lot of social media advertising,” she explains. As a Premier Agent with Zillow, Jaz also posts her properties online and gets many leads this way. “I’ll also do mailers, mega open houses, and go door knocking.”

After the transaction, she stays in touch frequently through Facebook or emails. “Pretty much every holiday I’m in touch with them as well. I’ll send them emails about what’s going on in my personal life and keep them up to date about market trends.”

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Clients love to spread the word about her work, too.

One recently wrote, “Jaz is a real estate superstar. Her extensive knowledge of the industry, ability to negotiate, responsiveness, patience, and personality are at the highest level. Being a first home buyer is very nerve racking because of the lack of knowledge - I’ve sent many emails to Jaz asking multiple questions during the process. Jaz was able to answer all of them in a timely manner and assure me that everything was well. I was working with an online lender who was not affiliated with Jaz but she was able to coordinate and communicate with the lender really well and we closed within a 30 day period. “ It’s safe to say Jaz has truly found her dream career.

She has been able to make many friends, something that was especially important to her in the beginning, when she had just moved from the United Kingdom.

“What I enjoy most about this job is the relationships.

They start off as clients, and become good friends. It’s very rewarding.”

For more information about Jaz Chand, please call 925-250-9611 or email jaz@thejazteam.com Copyright Top Top Agent Agent Magazine Magazine

5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 32

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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MELISSA DONDALSKI After graduating from Notre Dame with a degree in marketing and Spanish, Melissa Dondalski jumped into a management position with one of the most popular retail stores in the nation. “I managed a store of 188 employees at just 22 years old,” she explains.

Through this journey she gained valuable skills that she would later use in her work as an agent. “I loved the people and leading aspect, but didn’t enjoy the erratic hours. So I decided to take my mom’s advice and become a Realtor,” Melissa says. Five years later, she’s enjoying every second of her work, and can’t imagine doing anything else. Serving all of Chicagoland, the majority of her business consists of repeat clients and referrals, a testament to her superior service. She helps clients with all of their real estate needs, including investments, leasing and sales.

“I have a very analytical background and mindset.

I’m good at analyzing the market trends and understanding buyer behavior. Because of this knowledge I am able to help my clients sell their place in a shorter period of time for more money and get my buyers the best deal possible,” she explains.

For all of her clients, she’s available 24/7, keeping her phone on and always answering their calls.

Throughout the process, she offers guidance and support, understanding that buying or selling can often be a stressful time. “As long as you set realistic expectations and can make a few jokes, it will be a much better experience for them.” Melissa likes to live by a quote Maya Angelou said, which is, ‘I won’t remember what you did or said, but I’ll always remember how that made me feel.’ She explains, “We always want to make clients happy. That mentality has gotten me really far.”

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After the transaction, clients leave glowing reviews about their time together, and love spreading the word about her work. One recently said, “Melissa and her team were amazing to work with. We had a fairly narrow window of time to find our first home and Melissa made the process seamless and fun. She is diligent, hardworking, energetic and surrounds herself with a strong network of partners who can assist with every aspect of the home buying process.

We highly recommend Melissa as a real estate agent and will be using her again for our next purchase.”

As Melissa looks towards the future, she is excited to continue growing and serving more people. She wants to focus on working more in the investment side, and possibly hiring someone who has experience in the commercial building segment of the market.

No matter how much she expands, she will never lose sight of the reason she loves this industry. “My clients are entrusting me with one of the largest purchases in their lives, so you immediately make this special connection with them and get to know them. I’ve been so lucky to work with really great people.”

For more about Melissa Dondalski, please call 312.632.0380 or email melissad@atproperties.com Copyright Top Agent Magazine 33

ADOLFO MAGDALENO Adolfo Magdaleno was groomed for the real estate business at an early age, with a front row seat watching his parents navigate their investment property portfolio. After his nineteen-year military career concluded, he finally decided to pursue real estate at his wife’s encouragement, and as a way to facilitate their families’ transactions. That was two years ago, and in the time since, Adolfo has established himself as an agent swiftly on the rise, complete with a reputation for personalized service and authentic enthusiasm.

Under the banner of Coldwell Banker, Adolfo spearheads his work solo and caters to buyers and sellers across Central California, from Visalia to Madera.

There, he has managed to build a business almost entirely driven by repeat and referral clientele who trust his market knowledge, work ethic, and proven track record. “Having served in the military for nineteen years, I learned leadership from the best,” he says. “I respect everyone I work with and I have a strong work ethic. I believe in being proactive, so I’m quick to communicate and tackle any issues as soon as they arise.” Adolfo has also made it a point to lend his knowledge to service members embarking upon new chapters through real estate. “I like to help my fellow veterans in making this transition as easy as possible,” he says. “I really love the opportunity to work with people and help them get all the information they could need to make the right choices during this process.”

When listing properties, Adolfo blends tried-and-true digital and traditional marketing techniques to source ideal buyers in short order. Beginning with high-end photography and immersive listing presentations, Adolfo then leverages exposure across the full social media suite and listing platforms online. Likewise, he takes to the neighborhoods to build local buzz for homes headed to market, and taps his network of 34

fellow agents to find interested parties. In just two years’ time, he’s managed to double his year-to-year sales volume, and the vast majority of listings in his roster are swept off the market in less than thirty days’ time.

Beyond the office, Adolfo gives back to his community on a local level by visiting the region’s VA hospital as often as he can to connect with fellow veterans and servicemembers. In his free hours, he most enjoys time spent with his family and loved ones, gathering together for barbecues, hiking the local scenery, and cheering on the Lakers and the Dodgers.

As for the future, Adolfo plans to keep progress steady as he continues to build his network and presence in the region. Now, with two prime years of experience and insight to his name, Adolfo Magdaleno considers what he has come to enjoy most about his chosen field.

“I love that every single day is completely different,” he reflects. “I’m able to meet new people, interact, talk, and get to know their goals. I love all the new faces I encounter as I build my business, one day at a time.”

To learn more about Adolfo Magdaleno email magrealty1@gmail.com, visit his website here, or call (559) 355–9798

https://www.coldwellbanker.com/Coldwell-Banker-Premier-Real-Estate-3537c/Adolfo-Magdaleno-444069a

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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BARBARA MAJOR To say that Barbara Major is a successful real estate agent would be the very definition of the word “understatement.“ Barbara, who currently works with Golden Gate Sotheby’s International Realty in Tiburon, California, has sold well over a billion dollars during the course of her 32-year career.

Additionally, she is consistently ranked among the top 1% of agents, and she was once named as being among the top ten agents in the world.

Despite her long tenure and the many accolades that she has received, when speaking with Barbara one can’t help but notice her enthusiastic attitude and her warm, friendly demeanor.

Barbara also possesses a refreshing modesty for someone so successful (her only effort at marketing herself is the obligatory biography on Zillow.com, on which site she is a Premier Agent with a perfect 5-star overall rating) and she cannot point out to this author quickly enough the gratitude she feels for those who support her. Of course, Sotheby’s International Realty, which provides many benefits only an industry giant can provide, including free international marketing assistance, which – as someone who travels to Paris each year – she is incredibly grateful for. She credits her assistants, one of whom has a degree in advertising, and who plays a significant role in the expert marketing strategies Barbara implements when selling her listings that have an average price of $250 k, with her most pricey property ringing up at more than $8 million.

“Answer your phone!” Barbara says with a laugh, though she isn’t joking, when asked what advice she would give other agents seeking to replicate her success. “I speak to various groups of Realtors,” she says, “and always only about five people raise their hands when I ask how many of them always answer their phone. Clients aren’t going to wait for you to answer or call you back, they’re just going to move on the next agent.”

“I love this business,” enthuses Barbara. “I like the energy of it. I get to keep moving forward every day.

When I close a deal, I’m already looking forward to the next one.”

Barbara’s journey in the real estate world began in 1978, when she and a friend owned a medical practice.

On what almost seemed a whim, that friend suggested they sell their business and become a real estate team.

“She ended up moving,” recalls Barbara wryly, “so I was stuck in New Jersey working for a friend who owns Century 21.” Clearly possessing an aptitude for her new career, Barbara was named Rookie of the Year, and the die was cast. Moving to California’s tony, wine-country Marin County, she set about building a business that gained footing immediately, and continues to flourish these many decades later, in part based on her ethics, her honesty, and her overall knowledge of the real estate industry and her local market’s trends.

And, of course, always answering her phone.

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Anyone looking for a talented, knowledgeable real estate advocate could do no better than to work with Barbara Major. Give her a call…she’s certain to answer her phone.

For more about Barbara Major, please call 415-999-9706 or email BarbaraMajor@me.com Copyright Top Agent Magazine 37

JESSE McDANIEL Top Agent Jesse McDaniel – Broker/Owner of McDaniel Home Solutions in Roswell, New Mexico – is one of the busiest real estate professionals working in that state, having sold more than one hundred homes in 2018 alone. At only thirty-seven years of age, Jesse is also an investor who owns twenty-six rental properties, and flips - on average - three to five houses per year, a remarkable accomplishment for anyone, let alone someone his age.

This depth and breadth of experience makes Jesse an incredibly knowledgeable real estate advocate, and his reputation as such has been a driving factor in his thriving and ever-growing business. Honest to a fault and possessing a sturdy work ethic, Jesse is committed to placing his clients’ best interests front and center during every transaction.

Jesse’s journey in the world of real estate began quite early, as his grandparents Paul and Charlee Longmire and mother Trina Longmire Brooks were all Brokers before him. “I just grew up around it,” recalls Jesse. “My mother has been a Broker for about thirty years, and she now works with my company.” This early exposure led to Jesse successfully flipping his first home while still in high school, pretty much cementing his commitment to launching a career in the industry. In 2008, Jesse obtained his Brokers License, and in 2012 opened McDaniel Home Solutions, and the rest – as they say – is history. Voted Realtor of the Year in 2016 at the age of thirty-four, Jesse is the youngest ever in his local real estate association to hold that distinction.

Despite his success, Jesse doesn’t dress like the average real estate agent. Rather, he can almost always be found in casual attire, primarily gym shorts and polo shirts. “A lot of people can feel rather intimidated by the process of buying a home,” he explains. “They don’t know where to start, or they are worried about asking silly questions.

I want them to know I’m just an average, down-to-earth

kind of guy who knows real estate very well.

Dressing casually tends to put them at ease.”

“It’s about being honest,” says Jesse, when asked to account for the trust and loyalty he inspires in his clients, many of whom have used his services time and time again over the years. “Sometimes a client doesn’t want to hear what their home is really worth, but I always give them my honest opinion. It can be an uncomfortable conversation, but it’s my job to tell them the truth.”

There are, of course, a multitude of other factors to consider when assessing Jesse’s success story. Among them are his excellent negotiating skills, and expert and thorough marketing strategies that most frequently result in quick sales for top dollar, not to mention legions of happy clients.

It is almost inconceivable that a man so busy could even find some free time, but when he does, he loves nothing more than spending it with his wife and children, all of whom recently joined a bowling league. Jesse is also a dedicated philanthropist who is highly active with the United Way organization, among others. Additionally, Jesse – who is known locally as the Crazy Christmas Light Guy and who is reported to have one of the largest private holiday lights displays in the state – has taken that passion and utilized it to fundraise for the local homeless population. In December of 2017 Jesse helped raise 22K in donations for the homeless coalition with his lights display, and in 2018 he helped raise 18k.

Asked about his plans for the future of his business, Jesse’s points to a goal of continuing to grow his business and hiring additional Brokers and agents to accommodate that growth; another objective is to open additional offices in the state. Above all, however, is one overarching plan: to continue providing the unparalleled customer service that has become his calling card.

For more about Jesse McDaniel, please call 575-208-0548 or email mcdanielshomes@hotmail.com 38

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 40

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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NIKKI & JOHN McGOLDRICK With a passion for helping others and an extensive knowledge about the industry, Nikki and John McGoldrick have made great strides as real estate agents in the Eastern Shore region. The married duo decided to team up as agents a year ago, and have been an unstoppable force ever since. With John’s background in construction and their combined experience in property management, Nikki and John are well-equipped to handle all types of real estate transactions. Serving the coastal regions of Maryland and Virginia, much of their business is based off of repeats and referrals from past clients.

“I think it’s our negotiating skills that really keeps people coming back,” John explains. “It’s also the communication,” Nikki adds. “With the two of us working together, we communicate with each other about everything that’s happening, so if one of us is at a showing, the other one can efficiently help clients and answer questions. We make sure they’re getting the attention they need.” John’s construction experience also helps buyers understand and spot potential issues in a home before they purchase it. “We’re able to decide upfront if it’s worth buying or if they should look for something else,” he explains. “It also benefits sellers, because we’re able to give them an idea of what a home inspection might look like, and allow them to tackle these issues in advance.”

Because many buyers in the region are purchasing a second home, Nikki earned two designations to expand her expertise in this segment, including Accredited Buyer’s Representative (ABR®) and LeadingRE Relocation Specialist (LRS®). They also advertise listings in magazines and newspapers in other cities.

“A lot of our clients are from out of town, so we make sure we’re looking for buyers outside of the region we’re in,” John says. Clearly, it’s working out well Top Agent Magazine

for them, as they were ranked by Long & Foster Real Estate as the top team for units sold in their region, which includes Virginia, Williamsburg, Norfolk, Eastern Shore and all areas across the bay. They are also #3 in closed sales volume.

After the transaction, clients love to leave glowing reviews about their time together. One recently said, “Nikki did a great job for us finding a new home in Princess Anne, MD. Her Husband John found a buyer for our home in Virginia in less than two weeks.

Together they make an outstanding team, and I am very glad we used them!”

In the future, Nikki and John are looking forward to expanding their team and reaching different areas. “We just want to continue growing at a manageable pace,” they explain. No matter what, they will surely enjoy every minute of it. “We truly love what we do. It’s extremely rewarding to guide our clients through this journey and see the look of satisfaction on their faces at the end.”

For more about Nikki & John McGoldrick, please call 757-336-5100 or email: Nikki.McGoldrick@longandfoster.com, John.McGoldrick@longandfoster.com https://www.compass.com/agents/chicago/collin-wasiak/ Copyright Top Agent Magazine 41

ASHLEY PRENIOSLO Ashley Prenioslo got her start in real estate back in 2015, but before that, she’d cut her teeth in a variety of service-oriented industries where she sharpened her people skills. “I grew up in a small town called Warburg, in Alberta, known for its small town – big dreams,” Ashley remembers. “When our family moved to BC, my husband was working two jobs to make sure we had the best life possible, and our goal was always to work together to provide a good life for our family, so I explored real estate, and haven’t looked back.”

Since then, Ashley has built a reputation as a knowledgeable agent with a knack for lasting relationships. She has also earned a host of designations, including as a Certified Negotiation Expert, and as a member of the 100% Club in both 2017 and 2018. Serving clients across the North Okanagan region, which she has become adept at navigating. “I’m passionate about every aspect of real estate,” she says, “from assisting my clients in finding their perfect home, to helping them attract top dollar for their property when it comes time to sell. My mission is to help clients be as comfortable as possible during this process.” In fact, roughly 70% of Ashley’s business is driven by repeat and referral clientele who turn to her for her patience, wise advice, and proven track record. “I strive to always be available for my clients and do the best job I can for them,” she says. “I don’t over-promise. I do my research, provide stats and facts, and give them all the honest information I can so that they can make the best decision possible.”

When listing properties, Ashley takes a tech-forward and multifaceted approach. She begins with professional photography, drone footage, floorplans, virtual tours, and video walkthroughs to provide prospective buyers with an immersive look at listed homes. From there, she utilizes custom signage and print collateral for open houses.

She also engages in demographically targeted market to source ideal buyers in short order. All in all, Ashley considers herself a forward-thinking agent who incorporates cutting edge tech tools to the fullest. “My personal 42

goal is to exceed my client’s expectations, while working with a high level of honesty and integrity,” she says.

Beyond the office, Ashley volunteers her time as a coach and manager for youth hockey teams, a sport that every member of her family participates in. Additionally, she participates in Starfish Lunches, and by donating $500 from every successful referral to a charity of her clients’ choice. “Balancing a successful career in real estate and a busy family life is just what I love to do,” Ashley says.

“I spend my time living and breathing real estate, or spending quality time with my family in the Okanagan, at the beach, kayaking, hiking, fishing, and playing hockey!”

As for the future, Ashley intends to grow her business and brand steadily, with plans to earn her commercial real estate license and managing broker license, in addition to expanding her professional imprint in the area. Now, with four sterling years of service behind her, Ashley Prenioslo considers what she enjoys most about her chosen field. “I love handing keys to my clients,” she says. “I love playing matchmaker and helping people make this big transition in their lives, no matter what the circumstance. Nothing beats meeting a client at the front door and letting them into their new home for the first time.”

To learn more about Ashley Prenioslo email ashley@ashleyrealestate.ca, visit ashleyrealestate.ca, or call (250) 309–3968 www.

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 44

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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JOSEPH SCOTTO Awarded Rookie of the Year his first year in the industry, Top Agent Joseph Scotto – of Century 21 Cedarcrest Realty in Little Falls, New Jersey – is a dedicated real estate professional who consistently goes the extra mile for all of his clients; placing their needs before his commission check is a hallmark of his approach to working with buyers and sellers alike. Honest and knowledgeable, Joseph’s reputation as a trusted Realtor continues to grow with each passing day.

Joseph began working in the real estate industry in 2016, following a lengthy career in the restaurant business, where he honed his customer service skills. “A good friend of mine is a mortgage broker, and my wife is an interior designer,” says Joseph, when asked about the origins of his real estate career, “so I had some exposure to the business. I had always liked dealing with people, so I figured it might be a good fit, and I gave it a shot and see if it was something I liked. I ended up loving it.” The rest is, as they say, history: Joseph took to his new career like a duck to water, and in addition to his Rookie of the Year achievement, he was also earned Century 21’s Circle of Excellence Silver Level and Quality Service Pinnacle Award. In 2018, he again won the Quality Service Pinnacle Award as well as inclusion in the Circle of Excellence Gold level.

Perhaps the best measure of the incredible customer service Joseph provides is the fact that a full half of his business is based upon referrals and positive word of mouth, a truly impressive statistic. There are many reasons Joseph inspires loyalty among his clients – present and past – and chief among them is that he makes himself available to them, always returning texts and phone calls in a timely manner, and he keeps the lines of communication open as the transaction progresses. That communication continues post-closing table. “Every year on the anniversary of Top Agent Magazine

their home purchase,” says Joseph, “I reach out to them to see if they need anything.”

The appreciation his many clients feel for Joseph can be found in the scores of glowing reviews he has received for his services, including this one from industry website Zillow.com: “Joe Scotto went above and beyond to help my husband and I purchase our first home. The process can be very stressful, however, Joe made it an enjoyable…Joe really listens to his clients to make sure he knows what they are looking for. He is very knowledgeable and caring and will be there for you to make sure the whole process of buying a home is a smooth one.”

During those rare moments when Joseph isn’t helping his clients, he enjoys spending time on his boat with his family. He has also been a volunteer firefighter in Little Falls for over a decade.

Joseph’s plans for the future of his business are fairly straightforward: to continue keeping abreast of trends in the industry, and to eventually obtain his broker’s license and open his own agency. Above all, though, Joseph will continue providing his clients with the very best customer service available in the Garden State, the same service that has become synonymous with his name.

For more information about Joseph Scotto, please call 201-575-1456 or https://www.compass.com/agents/chicago/collin-wasiak/ email JoeScottoRealEstate@gmail.com Copyright Top Agent Magazine 45

Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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ALEX TOOKE & DEREK WEBER (THE PEAK PROPERTIES GROUP) Top Agent Alex Tooke and husband Derek Weber – Co-Founders of Coloradobased Peak Properties Group – have built a thriving and ever-growing business providing scores of grateful buyers and sellers with the very best client service available in The Centennial State.

Armed with fierce dedication, a vast knowledge of their industry, and ethical, honest business practices, Alex and Derek’s company is among the fastestgrowing in their state, and one its largest LGBTQ-owned businesses. Peak Properties is also ranked among the INC 5000 Fastest Growing Private Companies for 2019.

“I’ve been in real estate since 2010,” says Alex, when asked about the origin of their real estate careers. “I was working at a big box brokerage, and I was there for about a year-and-a-half, when I managed to convince my husband Derek to leave his job as a database administrator and come work with me. That’s when we decided to start our team with a different purpose, and thus Peak was born..”

Alex, who functions as the Employing Broker, and Derek, the Operations Manager, have since found enviable success through their highly strategic, customer-centric approach to real estate. They have also assembled an impressively diverse, multilingual team of equally dedicated sales agents, twenty-three of them currently, with more to be added soon as their business continues to expand. With two offices – one in Denver and another located in Greeley – The Peak Properties Group services an impressive amount of the Front Range.

While other agents may boast that the bulk of their business is based upon repeat and referred customers, a common metric in the real estate industry for measuring success, Alex and Derek take great pride in the fact that 80% of their business is based on new leads, an equally – if not more so – impressive statistic that speaks to the stellar reputation and brand recognition they have established.

“A lot of it has to do with the fact that we’re not pushy with our clients,” says Alex, when queried about the foundation of their company’s success. “We basically just offer to provide assistance. That’s our mentality when it comes to attracting clients. “When we begin working with someone, we’re very strategic.

We provide them with options, we’re don’t simply tell them what to do.”

One other significant factor in Alex and Derek’s success is their implementation of effective, comprehensive marketing strategies. “For every listing we develop a solid game plan,” explains Alex. “We utilize designers, stagers and any resource required to facilitate getting every single penny out of that property that we can.” Of course, they also utilize high-end professional photography, determined to make certain that every listing is shown in the best light possible, and deft usage of the internet and social media platforms ensure maximum exposure to potential buyers. Almost without fail, the result is a quick sale for top dollar.

During the rare moments when the couple can find some downtime, they are avid fans of traveling. “We love experiencing new and different cultures,” says Alex. “It’s where we find our energy.” They are also committed philanthropists who contribute a wide array of charitable organizations, including Habitat for Humanity and Soles4Souls, which helps provide shoes for people around the world that need them most.

Alex and Derek’s plans for the future of their business are fairly straightforward, and of course, designed to continue providing maximum value to their clientele. Continuing to refine their already highly effective systems, adding team members, and most important to them: to continue enhancing the incredible customer service that has become synonymous with their company’s name.

For more information about The Peak Properties Group, please call 303-565-7565 or email Alex@SoldByPeak.com Top Agent Magazine

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