NATIONWIDE & INTERNATIONAL 11-11-19

NATIONWIDE & INTERNATIONAL EDITION

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

CONCIERGE CARE:

Services that Lure Clients and Transform Your Reputation

Turn Open Houses Into

DESTINATIONS

Is Branding the Way to

TAKE YOUR BUSINESS TO THE NEXT LEVEL?

NATIONWIDE & INTERNATIONAL EDITION The Schmidt/Glick Team is proud to congratulate

Lisa Fisk Dawn Had ley Catherine Long is proud to congratulate

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LISA FISK

DANE EMMER

20

16

DAWN HADLEY

on being featured for the State of Colorado on being featured for the State of Massachusetts CAROLINE SENETAR in Top24AgentRUSS Magazine!

33 WALD in29Top Agent Magazine!

The enthusiasm Caroline’s voice isProfessional audible when she Over the span of her remarkMulti-awardinwinning AssoCatherine Long photography is utilized exclu talksciate about Broker climbingRuss a glacier, itthat isOfficer clearproperty her trueis always presented in it able 30+-year career, real WaldbutLoan each passion is in helping people sell and buy their homes. estate broker Caroline Senetar justifiably prides himself light, and deft utilization of the internet a NMLS#513965 “I really sitting customer down withMobile: people, getting has sold more than 1,200 on theenjoy exceptional platforms – both to for “coming soon” and on781-635-0739 knowservice about he their futurehis plans, and Catherine.Long@citizensbank.com learning how his I can homes. Each year, she sells provides many make certain homes are seen by as many The Schmidt/Glick Team 36as Washington Street help buyers them achieve theirAs dreams. a client sell in quick sales for top more than $10 Million Dollars and sellers.

Lead Helping possible, resulting Linda Schmidt NMLS 777169 / Tammie Glick NMLS 777150 Norwell, MA 02061 their of home a veryWald personal business, and I love it. SMART I Caroline is the isRuss Realty CAROLINE SENETAR in real estate.RUSS ERROL ROY JEFF WALD VA and Military Lending Professionals can spend or months clients coming up consistently in the Top One Group,weeks working underwith the my His clients appreciate Russ as much as h Linda 719-439-0410 / Tammie 719-510-0020 ® umbrella of individualized, Revelation Realmarketing them, and appreciation has been expr in with the perfect, planthis so that percent of REALTORS Apply caliberhomeloans.com/tglick Chandler, times viatoglowing the United States and hasonline: been whenEstate we hitinthe market,Arizona, we are 100% ready sell for testimonials on industry CONTENTS Russ consistently since she joined RE/MAX of Naperville in2 1987.

SheAvenue, Top Dollar.

Andbeen it works!

“CO 80903 com. Among the many raves he has rece N. Cascade Suite 520,has Colorado Springs, ranked as IS one of the working in The44) Grand “Russ has been a true professional receivedTO the RE/MAX Lifetime Achievement Award in top Realtors 4) 5 STEPS ACHIEVE 22) BRANDING THE WAY FOUR CHALLENGES AND in every The Schmidt/Glick Team – “When You’re With Us, You’re Never A LOAN” Canyon State, and has more than earned his sterling reputaprompt, reliable, knowledgeable and depe and the RE/MAXAS Hall of Fame TO Award in 2007.

“Constant communication is the key,” Caroline says.

LONG2012 TERM SUCCESS TAKE YOUR BUSINESS TO SOLUTIONS FROM THE FRONT Caliber Home Loans, Inc., 1525 S. Beltline Rd Coppell, TX 75019 (NMLS #15622). 1-800-401-6587. Copyright © 2019. All Rights Reserved. Equal Housing tion as a trusted, honest and hardworking real estate advocate use him again and again.

He has consisten Early in her career, CarolineLender. hit For onrealthe formula Andto consumers. that constant communication has led Caroline estate winning and lending professionals only and not for distribution Arizona Mortgage Banker License No. 0923637.

A REAL ESTATE AGENT THE NEXT LEVEL? LINES OF THE REAL ESTATE who is truly committed to helping his clients achieve their the best resources during the purchase of o for success: love what you do and it’s not work, to a staggering 80% repeat and referral rate. She enjoys st real estate goals.

INDUSTRY have an amazing marketing plan, work hard every working with everyone from 1 time home buyers, 9) 6 HABITS OF HIGHLY 28) 5 THINGS YOU Whendream he’s not working, Russ enjoys no day, and always be there for your clients. Her wellto transferees, to buyers looking for their home, officially journey when he and wife relospending with The couple PRODUCTIVE DObegan TOhis ACHIEVE YOUR 48) TURN HOUSES INTO established,AGENTS professional reputationRuss andCAN expertise make to downsizers.

“I’mhishere every step ofOPEN the time way for his wife. catedBIGGEST to Arizona inGOALS 2012 and looking to purchase some – they’ve just purchased a new recreation DESTINATIONS her a real estate dynamo in Naperville. mywere clients.”

14) MODERN EMAIL condos as investment properties. Understanding that real spending weekends at their lake house. Th laws HOW were different in Arizona, pairoftook a real extremely busy managing their twelve renta ETIQUETTE TODAY’S 31) TO MAKE YOUR 52) 4behind REASONS WHY CarolineFOR doesn’t just sell homes in estate Naperville; she sells With over 30the years success her, Caroline is estate course to brush up on those differences.

Russ says, a community she loves and believes in.COMMUTE “Naperville is a PRODUCTIVE looking toward many more years in the business.

“My AGENTS MULTITASKING CAN because goal I found realfirst estate agents ® you When asked about his plans for the futu wonderful city to live and work in.“II got sellmy thelicense American is tothat thethe very REALTOR think of when ACTUALLY DERAIL YOURbefore DAYreplying. “I we the were working with providing thoughtful for a moment Dream, and it isCARE: extraordinary to have opportunity to weren’t you sell or buyana acceptable home.” level 18) CONCIERGE 35) INCORPORATING Once settled in Arizona, growing my business, obviously,” he s live and work in a community thatof is customer filled withservice,” terrific recalls Russ. IN SERVICES THAT LURE YOUR 55)andHOW TO CUT DOWN ONproviding my Russ’CHARITABLE wife returned to GIVING her career in the medical field, important, I want to continue schools, parks, biking trails, libraries, and parades!”

CLIENTS AND TRANSFORM RussREAL PRACTICE DIGITAL DISTRACTIONS himselfESTATE launched what has become an impressive real highest level of customer service that I can. estate business that continues to grow exponentiallyAND UP YOUR PRODUCTIVITY YOURCaroline REPUTATION is truly invested in her Naperville community, LIVING ON COMMISSION year 40) after year. not only in selling in real estate, but by giving back to her community. The Naperville Rotary Club gave “I really pride myself on the level of customer service her the 2018 Paul Harris Fellow Award for making I310-734-1440 give my buyers and sellers,” says Russ, whose busiPhone 310-734-1440 | Fax an impact in her community through leadership ness isher based in large part upon referrals and returning and volunteering. Caroline’s level of dedication to mag@topagentmagazine.com | customers, www.topagentmagazine.com a true barometer of excellence in the highly her community also earned her the title of “The Most No portion of this issue may be reproduced in any manner prioravailable consent of the publisher. Top Agent Magazine is competitive world ofwhatsoever real estate.without “I am also Valuable Person Publications on the Planet,” when shejust wasthe nine published

by Feature GA,in Inc. Although precautions are to taken ensure theother accuracy of published materials, Top Agent to2019 them beyond five to that a lot of featured on the Radio showfor with Steve Cochran Magazine cannot be WGN held responsible opinions expressed supplied by its authors. agents are. I’ll answer or myfacts phone from roughly six in To subscribe or change address, send fortoan awareness campaign. Caroline states “It was a in the evening. Most of my thePublished morning inquiry mag@topagentmagazine.com. inuntil the nine U.S. privilege to be on WGN.” clients have busy lifestyles and often can’t even get on the phone until after five pm. I know they appreAll of that keeps Caroline quite busy, butthat, spending time it’s one of the ciate and I think keep Caroline Senetar Forreasons morethey about 2 Top Agent Magazine with her family is very importantcoming too. “This backyear to mewe and referring others.” here, , call 630-726-2260 visit me hertowebsite For more information about Ru went to Iceland and it was so exciting,” she says. “We or email her at senetarcj@aol.com www.

ERROL ROY

www.remax.com/real-estate-agents/naperville-il-60563-carolinesenetar-id20982078.html

JASMIN ELALFY THE KRAUS GROUP 38

JASMIN ELALFY

42

THE KRAUS GROUP

LEIANNE M 46

LEIANNE MESSINA

“We are our clients’ therapists, teachers, and sometimes seem like 54 57 their mom or their dad. They feel taken care of, and our job is to keep everyone calm. I tell them, ‘Let me worry about everything.

Talk to me, and we’ll make sure you have nothing to worry about.’”

To describe Top Agent Leianne Messina as industrious be massive understateshe others says is ironic.canJasmin focuses primarily on exactly When Jasmin Elalfy went to a career fair With as a acollege love for helping andvery a passion seewould a crack in aahouse and know ment.

Working with Atlanta Fine I Homes type Ocean it is andand where it’s from. utilize for education, Kraus has clients flourishedin asMonmouth, a what Middlesex student at Rutgers University, she had no idea sheNina serving real estate agent in the Southeast Wisconsin my teaching skills toRealty educate as ourone buyers Sotheby’s International of and their Counties in New Jersey, and her business is gradually would be leaving with a whole new liferegion. path.She “The started off as a high school English sellers,” she says. Although they assist all types consistent top producers, Leianne has estabLYNDA ROUNTREE MARTIN and eventually became a school assisant of clients, theydue tend to of people who month after month tohelp hera lotunique first table I stumbled upon, it ended teacher, upGREG being a increasing JENNIFER WHITE a stellar relocatingreputation to the area. as a Realtor who principal. When the district implemented alished new are approaches such as the heavy use of technology, Property Management company,” she explains.

“I program, Nina felt it was time to make a career gets lucrative results for her clients, and one marketing andNoperks offers her sellers had no clue what Property Managementchange. was, “My I just matter she a first time home buyer, retiree husbanddigital said to me one day, ‘You who truly caresif it’s about helping them achieve people and teaching, love use houses, so or investor, photography, every person who works with suchand asI the of professional virtual gave my resume, interviewed with themlove and ended their real Theestate Kraus goals.

Group appreciates their honest and let’s get our real estate licenses,’” she explains.

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home cleanings.

“I’ve alsooutdone up joining the team as an intern.” Within aHerfewhusband, years, Brian,staging works and as a free building professional approach.

“I point the good, the classified drone photography, quick cash deals Jasmin had worked her way from intern,inspector, to leasing bad and the ugly.

I want them know everything and quickly understandsads, the ins and Leianne is also the Owner andtoDesign Director of her outs of every home he enters.

So they jumped upfront so they are never blindsided,” Nina says. every seller is different soRedneck I cater agent, to assistant property manager then to property to sell to investors; own home renovation company, also in together and have loved every moment since. Throughout the process, Nina and her teamRenovation, their marketing plan theirguidance needs” explains. manager. Fast forward a year later, the building shehis knowledge through which she rejuvenates dying properties and “Brian brings about homes, he to provide andshe support.

“We are their hasthem. found be weren’t successful is she also has worked for was being sold, and she was being “sold” Another thing she resells Andto if that enough, Copyright Agent Magazine a price meaning sheTop will along with the building. Jasmin then realized that offering sellers her own plan, home décor line,that selling custom vanities and home accessories for her Farmwoody she did not want to work for someone else and that give her sellers a 30 day, 60 day and 90 day price home décor line,lets named herwhere sprawling property rife with them after decide to price it is when she decided she wanted to work for herself. for their home and chickens, dogs and joi de vivre.

“It’s truly small-town In September of 2018, she then quit her full-time based on their urgency. She has found lots of success tool. right in the heart of Atlanta,” says Leianne.

Property Management job and dove in headfirst into with this pricingliving being a full-time real estate agent.

Leianne, who is ranked among the top 5% of all 9,000 “I think the reason clients refer me and come back members of the Atlanta Realtors Association, has In her first year, she sold 23 homes and leased out to me is because I’m pretty personable,” she says. sold over $90 million and counting over the course and adapt to the way they pre5 rental homes. Her first listing was her boss from “I’m also responsive of her almost-legendary career and is consistently her Property Management job, the same person she fer to be contacted.” Jasmin is also determined to had met that day in college at that career fair that get her clients what they want using the “whatever it jump-started her whole real estate career, which takes” mentality. Whether it be getting them a house

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

2

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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DANE EMMER

Top Agent Dane Emmer – Lead of DPR Realty’s The Emmer Team in Mesa, Arizona – is a longtime multi-million dollar producer who is truly committed to helping his many buyers and sellers achieve their real estate goals. Honest, immensely likable, and deeply knowledgeable about the real estate industry, Dane – despite his relative youth – has built a remarkable business for himself based on a true concern for the wellbeing of those he works with, and always places their best interests front and center during every transaction.

Dane began his journey in the world of real estate on the investment side, when, at the relatively young age of nineteen, when he partnered with his parents to purchase a luxury condo near Arizona State University in Tempe, Arizona; a building they still own today and continues to be a lucrative investment. “After that,” says Dane, “getting my license just made sense.” Fully licensed at only twenty-two, he launched a residential sales career that has flourished year after year with exponential growth.

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The Emmer Team consists of Dane, his mother Pam, and his Aunt Margaret, and the three operate as a well-oiled machine. “My mother is a brilliant woman in every sense of the word,” enthuses Dane, “she has a passion for using real estate as a tool to build generational wealth, and she’s great at it. My aunt Margaret is our Transaction Coordinator, and she’s also brilliant; she manages all of our files.

Put simply, she should have been a lawyer!” In addition to their initial investment, The Emmer Team also own and operate investment properties that include luxury condominiums on Tempe Town Lake, major rehab projects, homes in nationally ranked golf course communities, and deeded land.

Together, using their combined talents and knowledge, The Emmer Team have established themselves as a recognizable, trusted brand in the Copyright Top Agent Magazine

East Valley section of the Phoenix Metropolitan Area. To measure that trust, one needs to look no further than the fact that almost the entirety of their business is based upon referrals and returning clients, perhaps the surest indicator of excellent customer service in the highly competitive real estate industry. “I think my clients know that they can trust me,” says Dane, when asked how he has managed to inspire such impressive levels of trust and loyalty. “When I can tell my client(s) that I actually own a property in the same neighborhood that they’re looking to buy or sell, it gives them a world of confidence.” That Dane is also very familiar with all the ins-and-outs of property ownership – things like tax law - also establishes confidence among his clients.

Expert, thorough marketing of his listings has also played a large role in Dane’s success, and his deft use of internet syndication is boosted even further by his adept utilization of social media platforms, resulting in quick sales for top dollar – often even before officially hitting the MLS. When he’s not working, Dane enjoys nothing more than spending time with his family, which includes his young son, a recent addition. He is also a man of faith, and points to God as the source of his success, a success for which he is clearly grateful.

“It’s in my heart to do everything I can to honor God. I’ve been very blessed, and if there’s anything I can do to make my clients’ lives easier – because buying or selling a home can be very stressful – then I’m going to do everything in my ability to do so.”

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For more information about Dane Emmer, call 480-283-7200 or email DEmmer@Cox.net Copyright Top Agent Magazine 7

Kirk J. Howard is proud to congratulate

DANE EMMER

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

www.khowardmortgageteam.com Kirk@khowardteam.com

www.khowardmortgageteam.com 8

Top Agent Magazine

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 Top Agent Magazine

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 9

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 10

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 innovaTop Agent Magazine

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 Top Agent Magazine

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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LISA FISK Top Agent Lisa Fisk – Lead of The Fisk Team at RE/MAX Properties in Colorado Springs, Colorado – prides herself on the excellent service she provides her many buyers and sellers. Approaching two decades in the real estate industry, Lisa possesses a wealth of industry knowledge - which, coupled with her honesty, integrity and her go-above-andbeyond business ethos - makes her the perfect choice for anyone looking to buy or sell a home in The Centennial State’s beautiful and expansive El Paso County.

Lisa, who graduated from the University of Colorado with a Bachelor of Arts in English, began her career in real estate in 2003. “I thought I was going to be an English teacher,” recalls Lisa, “and I was working on a secondary education license and minoring in Spanish, while waiting tables at night. One of my regular customers was a real estate agent, and she told me that she thought I had a servant’s heart, and that I should come work for her.”

While slightly skeptical at first, Lisa ultimately accepted the job and began working as an Administrative Assistant.

“After a year of working with her,” says Lisa, “I saw how very busy she was, so I suggested I get licensed so I could take some of that work off of her plate.” Obtaining her license in 2004, Lisa hasn’t looked back and has since built a stellar business based on a true concern for her clients’ wellbeing, and of course, the aforementioned Servant’s Heart.

Currently, The Fisk Team consists of Lisa, her husband Nathan Fisk – who joined forces with her in 2012 – and agent Nathan Rains, all of whom share Lisa’s dedication and client-first business philosophy. Impressively, nearly two-thirds of their business is based upon repeat clients and referrals, perhaps the surest measure of a job well done in the highly competitive real estate business. “It’s because we really go the extra mile for our customers,” says Lisa, when asked how she manages to inspire so

much trust and loyalty. “Whether that’s cleaning a house because the sellers left a mess and we don’t want our buyers to move into a dirty house, or if it’s digging holes to expose septic lids, things like that. We really go out of our way to make sure everything goes as smoothly as possible for our clients.

Expert negotiation and marketing skills have also played a significant role in the team’s success.

Lisa truly appreciates her clients – past and present - and expresses her gratitude in numerous ways, including the rare-these-days written cards and reaching out to them to offer congratulations (and sometimes, condolences) on major life events. This appreciation is clearly reciprocated, as is made evident by the fact that Lisa and her team currently hold a perfect, five-star overall rating on Zillow. com, comprised of dozens of glowing testimonials.

When she’s not working, Lisa enjoys nothing more than spending time with Nathan and their two young daughters, and the family can often be found outdoors availing themselves of the recreational opportunities in this scenic region. Lisa is also an ardent philanthropist, who supports multiple charitable organizations, including Restore Innocence, which provides support and needed supplies to those rescued from sex trafficking. Another area where The Fisk Team is able to make a difference is by providing a cash rebate to veterans, fire, police, and first responders through their www.fiskteam/thankyou program: totalling almost $230,000 over the last 3 years.

Lisa’s plans for the future of her business is to continue growing – though not too large – and adding additional team members to support that growth. Above all is her constant goal to provide her clients with the very best in customer service. “I want my clients to know that I’m going to fight for them,” she says, “and that we genuinely care about them.”

For more information about Lisa Fisk, call 719-439-7130, email Lisa@FiskTeam.com, or visit FiskTeam.com/contactus www.

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Copyright Top Top Agent Agent Magazine Magazine

The Schmidt/Glick Team is proud to congratulate

Lisa Fisk

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

The Schmidt/Glick Team Linda Schmidt NMLS 777169 / Tammie Glick NMLS 777150 VA and Military Lending Professionals

Linda 719-439-0410 / Tammie 719-510-0020 Apply online: caliberhomeloans.com/tglick www.

2 N. Cascade Avenue, Suite 520, Colorado Springs, CO 80903

The Schmidt/Glick Team – “When You’re With Us, You’re Never A LOAN” Caliber Home Loans, Inc., 1525 S. Beltline Rd Coppell, TX 75019 (NMLS #15622). 1-800-401-6587. Copyright © 2019. All Rights Reserved. Equal Housing Lender. For real estate and lending professionals only and not for distribution to consumers. Arizona Mortgage Banker License No. 0923637.

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that 14

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

Top Agent Magazine ®

Top Agent Magazine

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, Top Agent Magazine

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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DAWN HADLEY After twenty-one years as a stay at home mom quite active within her community, Dawn Hadley was eyeing her next challenge.

She’d always had an interest in real estate, and when the timing was right in early 2017, she was ready to make the leap.

“I’ve always loved helping people and taking part in our community, and I believe that’s why I’ve found success early on,” she says. “All those years raising my family and building relationships played a major part in launching my business. I find great joy guiding people through the investment of homeownership, and I feel very privileged to help them create the next chapter in their lives.”

Today, Dawn works solo under the banner of Engel & Völkers, serving clientele in Massachusetts’ South Shore. There, she has already managed to amass the majority of her business through repeat and referral clientele who trust her transparency, wise counsel, and personal touch. “My tagline is Making it Happen, so I do what I say, and I work extremely hard,” she says. “I have been so blessed to be able to be home with my kids for twenty-one years and I have four beautiful, amazing children. This career came at an opportune time in my life, and I’m grateful to help others in my community.”

When listing properties, Dawn applies a creative eye, ensuring all properties are equipped with staging, professional photography, and otherwise immersive presentations. From there, she garners widespread visibility through the major online listing platforms and outlets. “Engel and Völkers has a great web reach,” she says. She also generates local buzz by hosting open houses in the neighborhood, complete with a pre-premiere cocktail party for neighbors and friends as a way of saying goodbye to the sellers. It’s thoughtful details like these that have helped make Dawn’s debut years a swift success. In her first full year in business, she netted nearly $10 million in volume and is on pace to net $15 million in her second full year. Her average 16

deal is $600k, but the price range of transactions span from $300,000 to nearly $3 million.

Beyond the office, Dawn remains active in her community through her dedication to various local organizations, including the Duxbury High School Boosters Association, The Duxbury Gridiron Club, and through help with fundraising for Habitat for Humanity community builds. In her free hours, she most enjoys time spent with her family and loved ones, paddleboarding, reading, and bike-riding with her husband.

As for the future, Dawn intends to keep momentum steady as she continues to build her business. “It’s important to continue your education and growth in this business so that you can best serve your clients,” she says. She also hopes to return to her Floridian roots and earn her license in the Sunshine State in the years to come.

Now, with experience and insight to her name, Dawn Hadley considers what she enjoys most about her chosen field. “I love interacting with my clients,” she says. “To see the joy on their faces when we get through a transaction smoothly is incredibly rewarding.

It’s gratifying to know I’ve done good in someone’s life. Home is where we laugh, cry, make memories, and are surrounded by family. Being part of that process is so special. I consider it a privilege.”

To learn more about Dawn Hadley email Dawn.Hadley@evusa.com, visit dawnhadley.evrealestate.com, or call (617) 834–7844 http://

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Catherine Long is proud to congratulate

Dawn Had ley

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

Catherine Long Loan Officer NMLS#513965 Mobile: 508-789-9599 Catherine.Long@citizensbank.com 36 Washington Street Norwell, MA 02061

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

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

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

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

First, think about a client’s everyday experience.

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

Where might your client swing by for coffee?

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

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

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

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

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

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

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

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

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CAROLINE SENETAR Over the span of her remarkable 30+-year career, real estate broker Caroline Senetar has sold more than 1,200 homes. Each year, she sells more than $10 Million Dollars in real estate. Caroline is consistently in the Top One percent of REALTORS® in the United States and has been since she joined RE/MAX of Naperville in 1987. She received the RE/MAX Lifetime Achievement Award in 2012 and the RE/MAX Hall of Fame Award in 2007.

Early in her career, Caroline hit on the winning formula for success: love what you do and it’s not work, have an amazing marketing plan, work hard every day, and always be there for your clients. Her wellestablished, professional reputation and expertise make her a real estate dynamo in Naperville.

Caroline doesn’t just sell homes in Naperville; she sells a community she loves and believes in. “Naperville is a wonderful city to live and work in. I sell the American Dream, and it is extraordinary to have the opportunity to live and work in a community that is filled with terrific schools, parks, biking trails, libraries, and parades!”

The enthusiasm in Caroline’s voice is audible when she talks about climbing a glacier, but it is clear her true passion is in helping people sell and buy their homes.

“I really enjoy sitting down with people, getting to know about their future plans, and learning how I can help them achieve their dreams. Helping a client sell their home is a very personal business, and I love it. I can spend weeks or months with my clients coming up with the perfect, individualized, marketing plan so that when we hit the market, we are 100% ready to sell for Top Dollar. And it works! “ “Constant communication is the key,” Caroline says.

And that constant communication has led Caroline to a staggering 80% repeat and referral rate. She enjoys working with everyone from 1st time home buyers, to transferees, to buyers looking for their dream home, to downsizers. “I’m here every step of the way for my clients.”

With over 30 years of success behind her, Caroline is looking toward many more years in the business. “My goal is to the very first REALTOR® you think of when you sell or buy a home.”

Caroline is truly invested in her Naperville community, not only in selling in real estate, but by giving back to her community. The Naperville Rotary Club gave her the 2018 Paul Harris Fellow Award for making an impact in her community through her leadership and volunteering. Caroline’s level of dedication to her community also earned her the title of “The Most Valuable Person on the Planet,” in 2019 when she was featured on the WGN Radio show with Steve Cochran for an awareness campaign. Caroline states “It was a privilege to be on WGN.” All of that keeps Caroline quite busy, but spending time with her family is very important too. “This year we went to Iceland and it was so exciting,” she says. “We got to climb a glacier!”

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For more about Caroline Senetar visit her website here, , call 630-726-2260 or email her at senetarcj@aol.com

www.remax.com/real-estate-agents/naperville-il-60563-carolinesenetar-id20982078.html

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The Law Office of W. Brand Bobosky is proud to congratulate

CAROLINE SENETAR

W. Brand Bobosky LAWYER

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

W. Brand Bobosky LAWYER

Practicing law for over 30 years in Naperville Real Estate

•

Business

•

Wills

34 W. Chicago Ave., Suite B Naperville, IL 60540 630.355.5555 | Fax: 630.355.5768 brand@boboskylaw.com brand@boboskylaw.com www.boboskylaw.com www.boboskylaw.com Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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

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RUSS WALD Multi-award winning Associate Broker Russ Wald justifiably prides himself on the exceptional customer service he provides his many buyers and sellers. As Lead of the Russ Wald Realty Group, working under the umbrella of Revelation Real Estate in Chandler, Arizona, Russ has been consistently ranked as one of the top Realtors working in The Grand Canyon State, and has more than earned his sterling reputation as a trusted, honest and hardworking real estate advocate who is truly committed to helping his clients achieve their real estate goals.

Russ officially began his journey when he and his wife relocated to Arizona in 2012 and were looking to purchase some condos as investment properties. Understanding that real estate laws were different in Arizona, the pair took a real estate course to brush up on those differences. Russ says, “I got my license because I found that the real estate agents we were working with weren’t providing an acceptable level of customer service,” recalls Russ. Once settled in Arizona, Russ’ wife returned to her career in the medical field, and Russ himself launched what has become an impressive real estate business that continues to grow exponentially year after year.

“I really pride myself on the level of customer service I give my buyers and sellers,” says Russ, whose business is based in large part upon referrals and returning customers, a true barometer of excellence in the highly competitive world of real estate. “I am also available to them beyond just the nine to five that a lot of other agents are. I’ll answer my phone from roughly six in the morning until nine in the evening. Most of my clients have busy lifestyles and often can’t even get on the phone until after five pm. I know they appreciate that, and I think it’s one of the reasons they keep coming back to me and referring me to others.”

Exceptional and thorough marketing strategies are another factor in Russ’ continuing success story.

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Professional photography is utilized exclusively, ensuring that each property is always presented in its most appealing light, and deft utilization of the internet and social media platforms – both for “coming soon” and on-market listings – make certain his homes are seen by as many potential buyers as possible, resulting in quick sales for top dollar.

His clients appreciate Russ as much as he is grateful for them, and this appreciation has been expressed dozens of times via glowing testimonials on industry website Zillow. com. Among the many raves he has received is this one: “Russ has been a true professional in every way. He has been prompt, reliable, knowledgeable and dependable. We will use him again and again. He has consistently steered us to the best resources during the purchase of our lovely home.”

When he’s not working, Russ enjoys nothing more than spending time with his wife. The couple enjoys traveling – they’ve just purchased a new recreational vehicle – and spending weekends at their lake house. The pair also keep extremely busy managing their twelve rental properties.

When asked about his plans for the future, Russ grows thoughtful for a moment before replying. “I want to continue growing my business, obviously,” he says. “But more important, I want to continue providing my clients with the highest level of customer service that I can.”

For more information about Russ Wald, call 480-298-0708, email Russ@RussWaldRealty.com or visit AzMrLister.com www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 28

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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ERROL ROY

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ERROL ROY An entrepreneur at heart, Errol Roy has flourished as a real estate agent in the Denver region. He started his professional career as a mortgage broker and an accountant, two professions he’s still involved with today. At the same time, Errol was investing in properties for rental income and fix and flips. “I gained a lot of experience in that industry,” he explains. By 2011, he started his own accounting firm called Totality Business Solutions, and his business started to pick up speed.

When clients began asking him for tax solutions and investment advice, he shared with them his extensive knowledge about real estate. Soon he felt it was time to become a real estate broker, and today he is a partner at BlueSpruce Group: RE Wealth Management, where he helps people not only purchase or sell their homes, but make sound financial decisions to build wealth through real estate. In recent years, he also started a mortgage company called Real Estate Capital LLC, allowing him to handle all aspects of the real estate transaction for his clients to ensure a smooth closing.

“When I first meet with my clients, I advise them that they should put money into their 401K or IRAs, but they should also invest in real estate,” he explains. “I say, however many kids they have, they should have that many rental properties. This will help their kids when they become college-aged and want to pay for school or build a business of their own. In addition, they should have a couple of properties for themselves for retirement.” Those who want to utilize his accounting services are able to have a free initial consultation to go over their goals. In fact, most of Errol’s real estate clients come from his work in accounting. “I’m 100%

referral-based, so when they work with me in real estate, they already know they can trust me because I’ve proven to them that I’m working in their best interests through tax advices and wealth management consulting,” he explains.

“They know I’m there for them and will fight for them. I go above and beyond to provide solutions and will advise them how to make their property more attractive for sale in regards to updates as well as share my network of contractors.”

After the transaction, clients love to spread the word about his work. One recently said, “Errol was extremely patient with me during this entire process. He was flexible when it came to scheduling showings and worked according with my schedule. He was forthcoming with excellent suggestions that were in my favor that hadn’t even crossed my mind. I would most definitely recommend him to all my friends and family.”

When Errol isn’t working, he’s actively volunteering in church activities and hosting bible studies at his house as well as staying involved with the community by speaking at networking groups and sharing his knowledge about taxes, investing and real estate. He also loves spending time with his wife and 3-year-old son. They love to travel and take several international trips every year.

As Errol looks towards the future, he is excited to continue growing and wants to start an outreach program to assist those going through foreclosures. No matter what, he will enjoy every minute of his work.

“It’s exciting. I help people out and I get to see the joy on their face at the end. There’s so much satisfaction in that.”

For more information about Errol Roy, please call 720-937-6045 or email errolroy@yahoo.com 30

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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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JEFF SMART Top Agent Magazine

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JEFF SMART It’s safe to say that real estate is a part of Jeff Smart’s DNA. His father started Smart Realtors when Jeff was a child, and Jeff grew up greeting people coming into the office. “I would say hello to them and make sure they had all of their paperwork ready,” he explains.

Although he had a variety of jobs in his young adulthood, he always came back to real estate. “I was in IT for awhile, but when I got tired of it, I returned to being an agent since I still had my license,” he says.

He discovered quickly that it was his true passion, and when his father passed away, Jeff took over the company and kept it going. Smart Realtors is in its 51st year now and is showing no signs of slowing down. With about 20 agents, they focus on the Tri-Cities region of Washington state. All of Jeff’s clients are either repeat customers or referrals, as he lets his agents handle any new business.

“I think what keeps people coming back to me is my communication style. I almost over communicate. I’m always in touch with clients when they’re in the process of buying or selling. They hear from me consistently,” he says. Even when there’s nothing to update them about, he still reaches out to them because he wants to keep the contact going. “That’s what I pride myself on.” And after the transaction, he makes sure to maintain a connection, calling them to see how things are going and to update them on what their home is worth, or what is happening in their neighborhood. “I still

believe in old school methods as well, like letters and cards. I think it has a special significance. I hear more about my written communication than I hear about emails or social media posts.”

When it comes to marketing, Jeff also goes above and beyond, with a dedicated team member devoted to that aspect. “We also meet with our sellers and discuss what needs to be done to make sure their home looks its best. We talk about what needs to be decluttered or staged, and we will get everything set up so that it looks perfect.”

When Jeff isn’t working (which is rare), he is spending time with his family, including his five children and seven grandchildren. He is also on the board of directors for the local Realtors association, and is currently the treasurer for the Washington State Association of Realtors. Jeff is involved with KC HELP, which stands for Knights Community Hospital Equipment Lending Program. This program helps provide medical equipment to those in need, free of charge.

No matter how much Jeff continues to grow over the next coming years, he will never lose sight of the reason he loves this business so much. “It’s all about meeting people and seeing past clients again. I’m able to help them and get them to where they need to go.

It’s exciting to be a part of this transition in their lives.”

For more information about Jeff Smart, please call 509-438-8227 or email jeff@thesmartrealty.com 34

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in Top Agent Magazine

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless 36

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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JASMIN ELALFY

When Jasmin Elalfy went to a career fair as a college student at Rutgers University, she had no idea she would be leaving with a whole new life path. “The first table I stumbled upon, it ended up being a Property Management company,” she explains. “I had no clue what Property Management was, I just gave my resume, interviewed with them and ended up joining the team as an intern.” Within a few years, Jasmin had worked her way from intern, to leasing agent, to assistant property manager then to property manager. Fast forward a year later, the building she worked for was being sold, and she was being “sold” along with the building. Jasmin then realized that she did not want to work for someone else and that is when she decided she wanted to work for herself.

In September of 2018, she then quit her full-time Property Management job and dove in headfirst into being a full-time real estate agent.

In her first year, she sold 23 homes and leased out 5 rental homes. Her first listing was her boss from her Property Management job, the same person she had met that day in college at that career fair that jump-started her whole real estate career, which 38

she says is very ironic. Jasmin focuses primarily on serving clients in Monmouth, Ocean and Middlesex Counties in New Jersey, and her business is gradually increasing month after month due to her unique approaches such as the heavy use of technology, digital marketing and perks she offers her sellers such as the use of professional photography, virtual staging and free home cleanings. “I’ve also done classified ads, drone photography, quick cash deals to sell to investors; every seller is different so I cater their marketing plan to their needs” she explains.

Another thing she has found to be successful is offering sellers a price plan, meaning that she will give her sellers a 30 day, 60 day and 90 day price for their home and lets them decide where to price it based on their urgency. She has found lots of success with this pricing tool.

“I think the reason clients refer me and come back to me is because I’m pretty personable,” she says.

“I’m also responsive and adapt to the way they prefer to be contacted.” Jasmin is also determined to get her clients what they want using the “whatever it takes” mentality. Whether it be getting them a house Copyright Top Agent Magazine

for the right price or selling their home for top dollar, she will do “whatever it takes” to get them sold.

Buyers and sellers love spreading the word about her work, it is apparent by her online reviews. One recently said, “Jasmin is the most competent, reliable and talented individual in the real estate field today. I am a business professional and have worked with many realtors on both a personal and professional basis and can honestly state that “Jasmin is in a league of her own” when it comes to communication, honesty and follow through.” Another wrote, “Jasmin is absolutely amazing!! She has been nothing but a help in our whole closing process! She is very involved and stays on top of everything. By far the most amazing realtor! Will do everything in her power for you!”

As Jasmin looks towards the future as a new agent, she is eager to get started on her plans, including building her team, and even bigger...building a business. “Within the next 2-3 years, I want to grow and have a team that will eventually run itself,” she explains.

In the long-term future, she is planning on funding her dormant real estate investment & property management company, E. Blake Associates. Her vision for the company is to build & manage affordable housing units for needy families using the low-income housing tax credit. She feels passionately about having enough housing for low-income families due to the shortage of affordable rentals in New Jersey. For more information on her company, you can find them on www.EblakeAssociates.com No matter how much she grows, she will no doubt love every minute of her work every step of the way. Real estate is a true passion for Jasmin and it is portrayed through her mind set about her “work”: “I don’t feel like I’m working, I feel like it’s just a lifestyle and it’s the way I live my life. I am so grateful that I can genuinely be happy in the work that I do.”

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For more about Jasmin Elalfy, please call 732-213-3540 or email jasmin@daunnorealty.com Copyright Top Agent Magazine 39

Living On Commission

by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept.

“I could never live on that!” But loan officers have to do it all the time.

The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic.

When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation.

One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her 40

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Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all!

She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

REALTORS® or other commissioned sales people. A little planning in advance for regular and predictable expenses and a slush fund for surprises and you’ll be covered!

Don’t let that happen to you. Loan officers aren’t that different from

Copyright©, Linda Brakeall.

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All rights reserved.

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THE KRAUS GROUP

“We are our clients’ therapists, teachers, and sometimes seem like their mom or their dad. They feel taken care of, and our job is to keep everyone calm. I tell them, ‘Let me worry about everything.

Talk to me, and we’ll make sure you have nothing to worry about.’”

With a love for helping others and a passion for education, Nina Kraus has flourished as a real estate agent in the Southeast Wisconsin region. She started off as a high school English teacher, and eventually became a school assisant principal. When the district implemented a new program, Nina felt it was time to make a career change. “My husband said to me one day, ‘You love people and teaching, and I love houses, so let’s get our real estate licenses,’” she explains.

Her husband, Brian, works as a building inspector, and quickly understands the ins and outs of every home he enters. So they jumped in together and have loved every moment since.

“Brian brings his knowledge about homes, he 42

can see a crack in a house and know exactly what type it is and where it’s from. I utilize my teaching skills to educate our buyers and sellers,” she says. Although they assist all types of clients, they tend to help a lot of people who are relocating to the area.

No matter if it’s a first time home buyer, retiree or investor, every person who works with The Kraus Group appreciates their honest and professional approach. “I point out the good, the bad and the ugly. I want them to know everything upfront so they are never blindsided,” Nina says.

Throughout the process, Nina and her team also provide guidance and support. “We are their Copyright Top Agent Magazine

therapists, teachers, and sometimes seem like their mom or their dad.

They feel taken care of, and our job is to keep everyone calm. I tell them, ‘Let me worry about everything. Talk to me, and we’ll make sure you have nothing to worry about.’”

When it comes to marketing, The Kraus Group also goes above and beyond. They utilize social media to spread the word about their listings, and also stay in touch with past clients.

They don’t specialize in any price range or house style, instead they aim to help as many people as they can. “I keep a big range geographically, too.

I want to fit everyone’s needs.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “Nina responded to an inquiry we had on another home in the area. She explained she was familiar with the home however after hearing about it via phone we changed our minds about seeing it in person. Nina volunteered to add me to an MLS search for the area we were looking in. I received daily updates via email and when a home came up that we were interested in, we would discuss it further. We had spoken to several other agents but until we met Nina we didn’t feel comfortable with the idea of a buyer’s agent. I’m the type of person who wants answers now! Nina was exactly that person.”

As Nina and her team continue to grow, they are looking forward to helping more people achieve their real estate dreams. “I love working with people. Putting the puzzle pieces together is so rewarding.”

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For more information about THE KRAUS GROUP, call 414-207-3953 or email Nina.Kraus@cbexchange.com Copyright Top Agent Magazine 43

Four Challenges and Solutions from the Front Lines of the Real Estate Industry

By Walter Sanford

There should be more profit-refining rather than adding a new layer of overhead or technology. Sometimes, the basics are not addressed when looking to increase the company’s or individual agent’s net returns.

1. Lack of training from top agents.

Many times, the agent who was average in production but great at the process becomes a training manager. There are broker/owners who just don’t have the time to train; there are the top producers in the office who don’t have the time or motivation to train; and then, there are the previously mentioned managers who took that job because it was as financially lucrative as production. Too many agents are not receiving superstar training in lead generation. I have coaching clients who receive training on process rather than lead generation at their offices.

There are many solutions, two of which are detailed below: A A brokerage system that brings the top agents into the training and recruiting business -- the two best known systems are Keller Williams and EXIT Realty. It is easy to reproduce these systems by giving better splits for listings sold or pieces of profit on new hires given to the introducer.

B Set up systems in the office that promote production like meetings where everyone puts their best buyer and best seller together; where the office performs certain lead generation systems until agents commit to them like expired solicitation; where top trainers are brought in and agents are held accountable to new ideas.

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2. Reliance on purchased leads.

Agents have lost their ability to prospect for sellers from hot demographics, because they buy leads from consolidators. If the purchased leads are good one year, they will go up in price or decrease in the number of leads in the next year. Agents need to prospect hot seller demographics blending “new school” with old school tools like direct mail, phone, follow-up, database, and closing abilities. The value you can offer certain seller demographics should be discussed at training meetings.

3. Offer macro-economic services.

An agent has the ability to offer great information on a local level. It is the only way to compete with national websites. Whether you develop neighborhood websites or a newsletter based on local statistics, honing your local value is the only way to beat national efforts.

4. Financially struggling agents who don’t understand budgeting, planning, and investing.

Many agents are struggling financially and they cannot devote their full attention to maximizing client satisfaction. They do whatever it takes to make the deal; they are in panic mode. With office services in place like setting up agent savings systems at close, training on tax-deferred investments, promoting real estate investing for groups, and budgeting analysis – offices have more agents who don’t live commission to commission. These agents are always better at making deals when the deals are based upon client satisfaction and not agent survival.

Before you attend another webinar from a trainer or a tech guy (who never sold real estate) as they try to make your job easier – take a step back and start firming up some of the basics.

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

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

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LEIANNE MESSINA

To describe Top Agent Leianne Messina as industrious would be a massive understatement. Working with Atlanta Fine Homes Sotheby’s International Realty as one of their consistent top producers, Leianne has established a stellar reputation as a Realtor who gets lucrative results for her clients, and one who truly cares about helping them achieve their real estate goals.

Leianne is also the Owner and Design Director of her own home renovation company, Redneck Renovation, through which she rejuvenates dying properties and resells them. And if that weren’t enough, she also has her own home décor line, selling custom vanities and home accessories for her Farmwoody home décor line, named after her sprawling property rife with chickens, dogs and joi de vivre. “It’s truly small-town living right in the heart of Atlanta,” says Leianne.

Leianne, who is ranked among the top 5% of all 9,000 members of the Atlanta Realtors Association, has sold over $90 million and counting over the course of her almost-legendary career and is consistently 46

a Multi-Million Dollar Sales Club Top Producer.

Having honed her skills in the retail world, working for such brands as The Gap and Ann Taylor, Leianne began her real estate career in 2005, and was named Rookie of the Year in 2007.

Leianne currently oversees an equally dedicated team of two other agents and Assistant David Vaughan.

“I’m fond of saying that I live a fairytale princess life; most days I just need to adjust my tiara,” says Leianne, and then adds with a laugh, “David keeps my tiara on straight.”

Leianne’s professionalism and dedication to her clients has translated into a business that is based significantly upon repeat and referred customers; perhaps the most accurate method of measuring Copyright Top Agent Magazine

excellence in customer service. “I think it’s because I hold my clients’ hands during the transaction,” offers Leianne, when asked how she manages to inspire such impressive loyalty and trust; I’m personally there for them. Almost all of them become dear friends of mine. I love to take them out to concerts or dinner.” Then, with a smile, she adds “my entertainment bill is huge.” The fact that – despite her warm, engaging and puts-people-at-ease personality – she is a fierce and fearless negotiator and businesswoman has also contributed to her success.

Other factors include her incredible marketing strategies, which benefit from her design and renovation experience, particularly when prepping a home for the marketplace.

Professional photography is utilized exclusively to showcase each property in its best light, and deft utilization of the internet, social media, and Leianne’s vast network of over 450 agents ensure maximum exposure, resulting in quick sales for top dollar, not to mention incredibly grateful clients.

“I love helping people move on to the next chapter in their lives,” says Leianne, when asked what she enjoys most about what she does for a living. “I love to get them their peace from the madness. In Atlanta, the madness is usually the traffic, and when my clients get home to their new house, I want them to find their peace there.”

When Leianne, who on top of everything else maintains a lifestyle blog chronicling her life at Farmwoody, somehow manages to find some downtime, she enjoys nothing more than spending time with her two teenagers. “I love just making them dinner and sitting with them at the dining room table,” she says. She is also an avid philanthropist who tithes her income to her “House That Built Me” program, which focuses on housing assistance and foster care children. “Everyone deserves a place to call home,” she says.

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For more information about

LEIANNE MESSINA please call 770-354-9070 or email LeianneMessina@AtlantaFineHomes.com Copyright Top Agent Magazine 47

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

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

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

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

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

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

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

Your client’s benefit is the buzz.

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

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

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

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

Consider inviting representatives of community

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

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

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JENNIFER WHITE

Jennifer White has a knack for moving properties that no one else can seem to sell. “One ocean front property had been listed with a big international firm for three years,” Jennifer says. “I took it over and sold it in six months. Another two had been listed by three different brokers over three years… I just closed one in less than 30 days and the other one in less than four months.”

That knack is innate, but it also comes from years of experience. Jennifer got into real estate in 2001, transitioning from a successful career in publishing when she moved to Florida and discovered her personal paradise. Real estate hadn’t been in her plans, but she found she had the skills, and quite quickly she rocketed into the upper echelons, working with national developers, selling condos in towers that weren’t built yet, bringing in buyers with nothing more than blueprints and promises of a lifestyle. She was eventually selling up to $50,000,000 a year.

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But for Jennifer something was missing, and in 2012 she decided to enter general real estate from developer sales. “I started over,” she says.

“All of the clients I had sold to over the years, had already bought their “end” house/condo. So I started from scratch.”

From scratch in all ways but expertise and skill - within a few years Jennifer had grown her business from under a million to almost $20,000,000 so far in 2019. The key to her second success?

“Hard work and honesty,” she says. “I always pick up my phone. Buying and selling a home is stressful, so it’s important that people know I’m always there for them. And I’m honest - I’ll look at a property and tell a client, ‘You know, this isn’t for you.’”

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She serves clients in Northeast Florida, with a focus on the Ponte Vedra Beach area, which is where she makes her home. Jennifer is deeply involved in her local community, having served as the Executive Co-Chair for The Cultural Center of Ponte Vedra, the board of the Ponte Vedra Public Education Foundation, PVPV/Rawlings Elementary School PTO, room Mom at Christ Episcopal Preschool, and Ambassador to the Sawgrass Country Club. Being involved not only gives Jennifer excellent networking opportunities, it enables her to give back to the community that has given her such success.

When she’s not working or giving back Jennifer loves to spend quiet, meaningful time with her family.

Whether it’s on their boat, on the beach or just at family movie night, Jennifer makes sure to set aside time for what really matters - her husband, their two sons and their dog.

This phase of her career has been immensely satisfying for Jennifer, and she’s looking to keep growing in it. “It’s time to bring on an administrative assistant,” she says. “I’m very hands on and I really enjoy the warmth and relationships I get from my clients, so I don’t want to sacrifice that. Bringing on someone to help with the administration would free up time for me to connect with clients. That’s what I love most - listening to someone, getting to know their needs and then connecting them with the perfect property for them.”

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To find out more about Jennifer White visit jenniferwhiterealestate.com, call 904-446-0495 or email jenniferwhitesellspvb@yahoo.com www.

Copyright Top Agent Magazine 51

4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying 52

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently Top Agent Magazine

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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GREG MARTIN | greg.martin@cbexchange.com | 847-274-6190 For Greg Martin, real estate was a natural career choice. “My father went into the real estate business in the late 50’s before starting his own company, Martin & Marbry Realtors in 1961. By the late 70’s the company grew to 6 offices,” he explains. In Autumn of 1982, after studying real estate at Indiana University/Kelley School of Business, Greg hit the ground running and jumped in by learning the business and all its nuances. In less than 2 years, Greg began to manage the company’s central office near Golf Mill (Des Plaines/Niles), overseeing agents and staff while also selling and performing property management.

When the market declined in the Spring of 2006, the company began selling off each office one at a time.

On or about that same time, Greg’s father retired. In February of 2014, Greg went to work for Coldwell Banker Residential Brokerage, remaining focused on selling in and around the Golf Mill area. Greg has consistently sold more units than any other realtor in his office since 2014!

Today Greg’s primary source of business is referrals.

“Having worked with buyers and sellers for more than 37 years, I’ve built up a nice client base whereby people know and recognize me.” Greg has also created relationships with many property managers. Using the MLS, he’ll assist them with complex vacancies, short sales, foreclosures, REO’s along with typical sales.

Befriending these managers earned Greg a common trust and understanding that has paid off in spades as Greg receives referrals from them. They know whomever they refer Greg to will be taken care of.

“More often than not, I’ll recommend that my sellers repair, clean, paint, caulk and grout showers/tubs etc. prior to placing the home on the market. It’s important to take away the negatives, leaving the buyer little or no reason to discount the price and/or give credits towards repairs and replacements. I’ll even go as far as suggesting to my sellers that they have their home inspected prior to placing it on the market. This way we 54

deal with and stay ahead of the concerns and issues that the buyer’s inspector would find anyway.”

Though Greg is licensed at the Coldwell Banker Residential office in Northbrook and lives minutes away from home, his focus has always been and will continue to be in and around the Golf Mill area where Des Plaines, Niles, Glenview and Park Ridge all come together.

After the transaction, clients leave glowing reviews about their time together. One recently said, “Greg sold my mother’s house after she passed away. He was extremely proactive and was very adept at handling all the players who would be involved in the decision making. He made excellent recommendations in order to maximize the selling price and provided resources to immediately get the home in selling condition. He is highly knowledgeable about the area, so I had confidence in his recommendations/suggestions. Greg consistently followed up keeping me up-to-date on progress and was very accessible. All in all, Greg made the selling of my childhood home as easy as possible.”

As Greg looks forward to the future, he is eager to continue working at his current pace. “My clients can see my passion in what I do. They wonder how I know so much about a complex, subdivision and the neighborhood. I tell them I’ve had 37 years of practice.

Looking back, I don’t think I would or could have done anything but sell real estate. I love everything about it!”

SOLD!

For more information about Greg Martin, please call 847-274-6190 or email greg.martin@cbexchange.com TopAgent AgentMagazine Magazine Copyright Top

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

Top Agent Magazine ®

Top Agent Magazine

LYNDA ROUNTREE With a creative spirit and a love for people, Lynda Rountree has made great strides as a real estate agent and is a rising star in New Jersey’s North Central area. Prior to working as a Realtor, she had a successful career as a Stage Manager, working on many Broadway shows, finishing her career with the New York opening of the Lion King in 1999, which earned multiple Tony Awards. After retiring from show business, she created her own business, Green Heart Aromatherapy & Massage which lasted 23 years. Her next creation in 2012 was the opening of Wellspring Health Collective, where she presently co-owns and manages 20 practitioners focusing on Acupuncture, Massage Therapy, Meditation, Tai Chi and Psychotherapy. “Through all of my experiences, I’ve learned incredible management skills,” she explains. But she’s also met and built relationships with hundreds of people throughout her life, which has helped her build her business as an agent. “I’ve relied on my sphere of influence and word of mouth to spread the word about my work,” she says. Not only is she a hardworking, caring and determined agent, she also has extensive knowledge about real estate, and is able to guide her clients throughout the transaction.

What sets her apart from others is her ability to truly listen to people, while also being organized and proactive. “I feel like I’m always a step ahead of everyone. I also never focus on price point, I treat everyone equally and give 150% of myself to all of my clients.” This includes offering them advice on how to best present their homes when they’re selling. “One of my skills from being a Stage Manager is that I’m good at my own staging, so I tell my Sellers what to do and I have a good eye for all of that.” Her husband is a Contractor of 33 years, so he is able to advise them on this aspect as well. After going above and beyond expectations, Lynda finds it easy to stay in touch with her past clients and maintain her referral sources, as they often become Top Agent Magazine

friends. “I have coffee with them and text them. I am the kind of agent that has made long-term friendships with clients. We have really great experiences together.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “My fiancé and I were both seasoned homebuyers when we came to Lynda, so we needed a different kind of assistance.

Lynda was creative and thoughtful when attempting to check all of our boxes, and gave us the space we needed when we had to reconsider the plan. This allowed us to organically uncover our priority amenities and not get into a situation that would under serve us. She played both relationship and investment counselor and with steady determination and patience, helping us find the perfect property for our lifestyle. We couldn’t be more grateful for the outcome.”

As Lynda grows, she eventually would like to hire an administrative assistant so she can continue giving her clients the same personalized service. But no matter what, she will never tire of the rewards this industry brings. “I think what I really love most about my work is seeing someone happy. That is the true feeling of success for me.”

For more about Lynda Rountree, please call 973-224-0660 or email lynda@theheartinhomes.com Copyright Top Agent Magazine 57

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