NATIONWIDE & INTERNATIONAL 11-16-20

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS PETER ALBERTINI DIANE BELCUORE GEORGE CAUDILL KAY CHEEK CORY & MARY CHERAMIE IAN CRIST JOSE CONTRERAS MICHELE CUMMINS ASHLEY DAILEY DANA ELLER RASHAAN FITCH LEWI GAULT STACEY GOODMAN JASON HOAG SHELLY HOLZ MARTA JACKSON ROCHELLE JOHNSON-BROWN DAN JONES JEREMY LARSEN PATRICIA LLERAS

FEATURED AGENTS

COVER STORY

JOSEPH LORDI STEVEN McKENZIE KEITH MILKIEWICZ CHRISTINA NICOL JUSTIN NOVINGER BRITTANY PATRICK KEMA PHILLIPS LISA N. PINDER MARY PISCITELLI KEN RILEY CODY ROGERS JACK RYAN MICHAEL SANDOVAL CHAD SAUNDERS SHERRI SEMBLY JACKIE SHEARER BETH SOHN ARROW TALLMAN LILIA VEGA IGRAM JACQUE VENEY HOLLY WINN LIZ YOUNG

BRIGITTE PERRY

NATIONWIDE & INTERNATIONAL EDITION

9

BRIGITTE PERRY

41

23

17

GEORGE CAUDILL

DANA ELLER

DANA PATRICIA LLERAS RASHAAN FITCH RASHAAN ELLER

FITCH

53

47

KEITH MILKIEWICZ MICHAEL SANDOVAL PETER ALBERTINI

BETH SOHN

35

29

58

KAY CHEEK

CORY & MARY CHERAMIE

KAY CHEEK 62

WINN JOSE HOLLY CONTRERAS

Contreras began his real estate career honestly, whi DIANE BELCUORE ke two the community through hisJose active involvement Cory and Mary Cheramie have brought transaction. at an early age, working for hisBeyond parents’applying their years “I like to do 74 66 IAN my CRIST 69 70 73 od, but in numerous non-profit organizations, a wealth of experience to the realmajor estate Diane professional experience a and even print real estate business Mexico, where when we ma Belcuore began herofinreal websites, as welltoas ensure blog marketin the Dallas and surround Cheek began her realthey estateunderstand career working a B.A. serving number of boards and commitindustry. Having both servedonin acorporate deal runsworking smoothly, the servesbecause he grew24 up.

“I ago, hadKay been for a it‘homebuy estate career years when which I find is very worthwhile, still wortr Broker Ian Crist – of Keller has for her parents’ Dallas based multi-office real Frisco, Prosper, Plano, McKin America, the couple a unique significance of beingprint thereads when begs to teespossesses and “getting outherinto the community and my parents doing property management and kids were young.

“I had aestate busiDiane’s areneeded especially useful because thee andhidden, other communi company.

Being a full-time agent gives Williams RealtySouthlake, Professionals com, insight into financial analysis and business ness background most.

“We’re not cold callers,” Mary her the needed market knowledge and experience from lease agreements and working with and I wanted to linked to websites to give added internet exposure mutudoing the work.” For Peter, his approach to Portland, Oregon – is a “Ian management. For Mary in particular, real says.

“Real is families all inabout building business come to specialize inestate assisting whether they Most of Kay’sCommunity Jose Diane says,“It’s “so when I came to“I’ve the work tenants,” from home,” recalls. well. also stepped up digital marketing andwith now dynamic, intelligent and hardTop Agent Holly uilding life mirrors his approach to business, clients, aWinn testament tofft are moving relationships into the area or with sellingyour a home.

Cli- referral estate is a family business: Her family has personal clients in 2000, thought,ents I’mvalue already learning to Jose, and “Real US estate was Imoving online every listing I provide online floor plans, aerial pho working real estate professional for hi ships she forms.

“I keep mys Kay’s hard work, her expertise gained owned and operated a brokerage in New and leaving a meaningful impact on their ity and about service. Life is about service when you in Texas—the vast majo clients, and I keep them inform through years of experience, and her honesty and tours, Mexico, why not learn it here profits at the something time and Iinhad a technical raphy, virtual staging, virtual and anon unique dom who is dedicated to providing and I Orleans since 1956.

In 2017, the Cheramies lives.

That sense of purpose drives us JOSE CONTRERAS DIANE BELCUORE CORYto&live MARY IANtoCRIST PETER ALBERTINI ying at come down to you aJose full life, willingness tell license it like is. “I treat every in the US?” his estate Underground background, so it. it If was a want perfect time to getgot into realday.” name forit each property’s address.” his clients with the top-notch MICHELE went CUMMINS ASHLEY seeking a career that DAILEY better spoke every CHERAMIE one of my clients like family,” she says.

JASON HOAG worked of service, productive.

Intertwining with and has been inever the Shepherd of estate.”

Diane has been in in the2005 business full-time customer service.

There When Holly WinnHaving was built first introdu “I’m not business in it for a ever quick sale.

I’m into to their communalbe values.

After be finding erded career as an open communication, she provides a since.

Jose’s clients value hismeanwhile, great commulikes to put educating my Community clients sohas theyan can make an since, providing her clients with thorough, hands-on involvement is important to Diane, and to people in the community, living, being part of his business on a solid founIan’s fast success in the real estate market, they Mary, unmatched skill estate by her now husband, she insta public for born a fewandpersonal She also offers free estate professional staging tothey’re Interested in real from atheyoung and hethroug clos Lewi schools Gault was raised inthat Scotland homes boom, fast forward one month erking FraserinValley touch tomakes uncover the right home informed decision when she purchasSTACEY GOODMAN nication, his initiative, and hisand, nesses service it easy for them to achieve their real past has served on the board ofmarried directors of dation of honesty, integrity, would purchased a RE/MAX franchise along set when ithonesty. comes to handling commercial erience the community through service organizations 78 82 81 love with it.

“Once we got I go 77 85 er college, Ashley Dailey decided to all her clients, as well as free digital media. ing or selling their home, because it’s one d herself strugfor aestate client’s needs.

Moreover, she remains age, Jason Hoag took the prerequisites transaction and always with hadMary’s an entrepreneurial spirit, later, we have the keys toisindefatigable our new home.

We making videos toactive support goals.

New Jersey Ballet.

She has also been very int parents, Kevin and Diana Alfortish, and properties.

A certified public accountant, she an expert industry knowledge and an work ethic, stone of the most important decisions they’ll nspired is the most basic form relationship.”

When and wentGoodman full-time into buying andbro s estate try when herhe brother, a hometh her afinancial in contact with her Ibuyers well Stacey decided to and which attributes to his father.

“When love him and we recommend him for all your forof the real exam back when he Joseafter serves the Porter Ranch, Northridge and Chatsworth Jose loves spending time RE/MAX Generations was born. atestate putting together commercial leases and contracts. schools as a volunteer, and was a Girl Scout leader ever Ian make.” has earned his stellar reputation as a trusted real reach uggested she would be good at it. closing, Ashley’s involvement in her community ce connection, celebrating theirhis purchase through explains.

“My husband is a real esta pursue a career in real estate once by, they ed and he’s not serving clients or the community, “No the deal, we been strive to go“Now above and beyond area.

“Most ofmatter my business has through pastDiane clients 3 beautiful as in well Diane servesfrom all of was central Jersey, including 20needs. years. is involved as akids, donor Hab moved to Denver 11 yearsclient ago, I started real estate estate advocate. new a New college undergraduate.

After “Ialove the fal y to trainhomes inPeter the with appreciation parties and keeping her children no longer needed their in old new Capital Homes, extends beyond real estate.

She donates togreat,” Kay’s office is in Frisco.

She is I’m an inteand just doing my ownWhen thing.”

Foc d.

While began Peter enjoys taking time to appreciate the abundant natural Today, Mary and Cory serve New Orleans as a husband for our clients,” she says. and sphere of influence, which has been he says. hiking, being in nature, an Hunterdon, Somerset, Morris, Union, Middlesex, and for Humanity and local food banks. she is the ground up,” he ”I knew thatofinthe thismarketgraduation, spent Association five years in help the Ebby relationship gral part of her to company, Halliday’s drecruited that I hadby two them apprised withOklahoma neigh- heCASA stay-at-home mom. “I figured it Home Creations, thenotes. #1 the greater Worth area ingoing Texas, thebea v and wife Realtor duo, theMichigan, Cheramie Team, and“Ipast are trywatching to a lot to my clients, and that’s how IFort get in erwith 30 ayears ago, his beauty throughout asFor well as every Monmouth counties. the 10cater years, over 90% of working ortrained giving Diane enjoys to Stacey the Ianpast officially began his journey real estate upon When Relocation Team.

“We’re toback, be laugh. borhood market updates and continuing country, if I put my mind and work ethic to it, Lewi keeps a calendar of clients’ milestones was time for me to branch out wholesaling business.

During that time, agents.

Th n Oklahoma, working as co-owners their sales abused children, and she volunteers with of their brokerage, RE/MAX Generations.

By Outside of their career, the Cheramies are both active in of her business consists of referrals. experienced knowledgeable inonline seva lotfrom ofwith my business.

My clients’and positive reviews InI’d thealways future, Jose their plans becoming licensed in 2017, though his interest inhad the fit. A herdetective business has beenever coming repeat and referral spending time her two grown daughters, and t higan not possible British series made hisreal lovely re I really professional on with my own, and co Ilong couldafter achieve levels of insight. success.” and makes sure to reach out at asking various times eral Cory different locations and cities,” Kay his passion for estate led him says.

To g Inalike.

2015, Ashley decided tothe gohighest outCory’s Matriarch, atheir Native American women’s combining knowledge of residentialfeat real estate community. serves onwith the Board of Directors constantly my clients who have also created new clients.” ness within his local mar business began much earlier.

“My grandfather has he lo clients, an impressive that speaks to the loyalty and eling family. hdstransaction.”

ASHLEY DAILEY properties, STACEY anOrleans, interest the business,” she we’re from York in license. wife, Christine.

MICHELE CUMMINS LEWI explains, “soGOODMAN I cover a wide territory.”

Kay ainnon JASON HOAG with Mary’s specialization in commercial they the Youngwhere Leadership Council of during year.

He also social media, wn and getNew her real estate She empowerment group shethe teaches a New in GAULT and renovate properties. part building uprefer aJason team of ot closed deals with me toand mechamb to actually been a Six Realtor forutilizes forty explains Ian. time trustinshe inspires.

“I doinvest everything Iatcan to support the Ranked the Top 1% of Canadian Realtors, says.

“So, Iyears,” went ahead got he community.

Peter have developed a comprehensive process to negotiate profit organization that develops leadership in the city de in serving her community, helping class about homeownership and financial Copyrigh He began his career in the states in the fitness YouTube, and a variety of organic methods to Jose’s proactive approach to communication truly sets serve the local communit “It really intrigued me that buying sellingand a house work/ years ago, he decided to use his Red Day, a transaction and make it for my customers,” Diane Inexperthe future, Diane plant toor continue emphasizing “qua and they do.”

Buyers sellers do not f the Cummins Michele has developed ansmooth outstanding my license.” even the truly toughest transaction.

“In corporate America, Ashley whilework giving back to the community; meanwhile, Mary es, serve the Greater Peter business of relationships.

His as aindon’t hieve the dream ofRealty homeownership. freedom. and her husband, who is the him apart.

“I believe being responsive,” hebiggest says.

“Ifinancial his business into investme is probably one of transactions industry where he found his passion for stay in touch.

MAX Little Oak reputation inloves allsays. of the Western Canada, from Vancouver “If there’s something I can do for them so they over quantity,” and providing personalized service to itate to spread the word about her wor When n tise to help buyers, sellers, and other raising eve weand had to be extremely detail oriented to succeed,” Cory is the out President-Elect of herWows, local Rotary chapter. When siness peopleValley.

I people. know Osage, also with local Pow nsistently minister and a Real Estate agent are one and the same for oughoutwith therecognized Fraser Islandcare to Manitoba, asto evidenced by her from strong rate of help ado person isside going to make.”

While still inher college, Ianfor Ian h don’t like leaving ball onestate my ofgiving the court.

When I superior enjoyed.

Above all, Jose have take time away their lives, I the will it.” clients.

“The biggest thing about working mysel That was 16 years ago.

Now Stacey and husband, extend helping 2 as years of being in she delivers customer service says.“Within “We’ve carried that work ethic over to real estate to busy they aren’t assisting clients or back, the couple investors reach their real goals, on a local l shleyofsays.

“That’s how I’ve always and Ashley has been a speaker atabout the Native work cleaners, stagers, repeat clientsrecalls and referrals.

“Everything in real estate mused joining the corporate world, aconnecting jobthem includ get an initial callfound from someone who wants to orwith sell, and w that when Iisbuy make promises to my customers, I kno Kevin, have teamed to form Thetheir Goodman Team for childre higan.

He’s become Peter. when he was once told, “You cannot make the U.S., I was leading events Red Rocks Amphitheater To market his listings, Lewi has invested inpeople thethough make surePeter our clientsatare taken care of.” can be spending quality time up at home fully committed tolatest helping ach so he obtained hisConference. license and soon had raise money s and more, she has orgacomes down to forging strong relationships,” she says. usiness.”

American Sobriety with Nike soured him on that goal.

“I decided it wasn’t also I try to connect with them immediately.

I try to provide ship, and I love what I d eXp Realty based in Dallas, Texas.

Serving Ellis and possibl Diane’s thoroughness sets her apart.

“I perform all the can deliver on those promises,” Diane says.

“Because newborn son.of his community, with a“Ifperfectly selfless act of charity because the career. very nature their goals.

With a glowing personality working thousands of experience people,” he recalls.

“Iyou’re technology to ensure his clientele can easily view the thriving and help my father wit w to meet theand needs of any out you have a great with an aagent, a good fit for me,” he says.

“I’m very entrepreneurial, Howe Navarro Counties, Stacey reports that most of her busiShe als value, and I think that’s what people tend to appreciate.” people connect with me, due diligence to determine the material facts about the my own business, I’m completely empowered.

I have listing a property, Coryfeeling.” and Mary offer a diverse o built Peter Albertini is, itlikely enhances your own Peter explains, “that’s true, 310-734-1440 Fax 310-734-1440 a “We compassionate nature, Holly it opened someWhen gyms around Denver andthe finished properties from inside out. aremyon everything ve athe great dealPhone of Tulsa trust use that |agent again. why I’m and Ithe the idea of starting own business andmake his fir ness isliked repeat referral clientele.

“Part the reason workin aas fun event.”

Infinds his fre erves greater area, asgoing welltostrategies. as the Ashley is That’s alsowith excited that and she will serving asand an aof way of life.” property and she explains, “toMary give my flexibility to keep my happy and the d set of marketing On top ofcommunity,” sharing a home Cory have strong ambitions for the customers future. to connect with others and often beco eng work together as a group fully committed to getting my clients the best possible and that’s the nature of what I do.

There’s a great satisfaca 5 years stint at Orangetheory Fitness where I opened from Facebook to Zillow and do a lot of advertising is we are a small town, and everyone knows who we are working for myself.”

Upon graduation, Ian obtained his client That positive habit ofRealty communication extends to making rural areas of northeast Oklahoma.

About Oklahoma Region Keller Williams International customers as much information as possible.

That way work, and that’s very important to me.” over the latest MLS technology, targeted digital and In the months ahead, Mary will be pursuing her CCIM Jason now serves the Greater Cleveland area and time with his wife an mag@topagentmagazine.com |website, www.topagentmagazine.com nsaction as possible.” results—no mattercommunication what.” friends with her clients. andis about our reputation,” says.

“But also, I feelbegan that As for tion.

It’s about relationships, knowing license, joined a the powerhouse team agents, and becom studios in Stapleton andcampaigns Uptown.” online to put us in front of right people,” he says. whole process transparent for his clients.

“Ishe like to of social media listings over their designation.

Elsewhere, the couple will continue growing er business comes from repeat and referral clients.

Social Equity Ambassador.

Their to “collabowhenand they’re ready toand make athe decision, they canvision make an surrounding suburbs.

His clients rave about his work thrill in action sports lI people keep returning because we’ve done a great job reach making his mark upon the industry. they also utilize their extensive network to connect their brokerage, recruiting agents and expanding their explain the process of everything, whether it be on the informed decision.” that your present in somebody’s Having found his true uilding genuine relamy referrals from friends, family, and past rate with alife.” passionate group of leaders who would and like the a area, and Michele prefers are a diverse Outside of her career, Michele remains active in her ethic, knowledge of the industry biking, scuba diving, a for them and made the“I“My transaction process away clients with even more prospective buyers.

“We don’t commercial rental properties.

Butfather through it easy.” show them that I don’t to am listing side or theofitbuying side,” Jose says.

Ashley explains.

“I keepabuilding myin sphere and voice creating recommendations on toflexibility eliminate Following successful stint in thepart fitness field, Lewi Inportfolio addition tohow the that his job affords, Lewijust want passion Real Estate, Peter doesn’t plan on letting go t.fessional As Peter explains, staging, photogcommunity, contributing of herincommissions to the She als hands-on customer service.

He takes the time to get just leave acommunity.” sign in Another the yard big and plus hope Diane’s to sell a clients house,” all, this power couple will forever raise the bar of client After stepping out onIthat his owntoashelp a solo agent, money, want them out, I have always used to say whatever you do, sure get when working with new people by being involved in my disparity within our company or recently industry andmake or and 3D virtual Children’s Miracle Network andracial giving valuations byloves decided to change direction but continue his passion for the that he can help someone every day.

“Being and retiring.

He’s inconstantly itany for life.

“I don’t plan to retire.

I’m andplans all relationships It’s no surprise Stacey receives stellar reviews for her Jason her busp Cory says.

“Instead, we’re searching for ways service in fact New Orleans.

“Buying anight home istothe most Ian’s business has continued thrive and grow, based to know his customers and understand their goals, For the future, when you put your head on the pillow at you can her is the level of support she provides.

“I’m available how we can lead the way in communities wherework we live a home through a variety matched toasthe local Union Gospel Mission. people andvalue got hisboost license incomes, realvisibility.” estate.

“I love trusted with the biggest purchases of people lives is a true esteemed ethic.

One client wrote recently: “I did the bes todonations take life it and structure my business and proach thathelping says we to going add and our clients’ significant financial decision most people make in their large part hison unique to workingand witheven sleep at peace.

Ato lot ofinthat has to“passion doon with doing theapproach right 24/7,” she says.Ashley “I’m very dedicated making it and then acts as an assertive negotiator behalf ofwas business star m targeted2that social media In addition, supporting the local 4-H ppreciate Ashley is down to earth Michele andalmost ableenjoys and work.” was selected because of her not know Stacey personally and completely unfahome o Top Agent Magazine lives,” Cory says.

“Above all, we are honored to help to overcome problems and fight for my clients every day honor, and I wake up each day excited and grateful for team so that eventually all I do is mentor and coach agents.” vice driven group.” clients.

A self-professed numbers guy, Ian works hard thing, being open to people, communicating clearly, and a satisfactory closing for my customers.

Once the propements, open houses and program and Missions car racing club.

As a Certified their needs.our Heclients doesnavigate everything possible to taketook the agents devoted to pr hem overcome any obstacles that may are stand in locked and leadership.” miliar this area.

Stacey very of their me, The Cheramies equally in forits their buyers, thewith nuances of a transaction and findgood to help his sentimentality andcare view make sure“We’re they achieve their whether buying the next challenge!” heclients exclaims. minister intothe being 100% transparent.

If just you that, goodbypass business will ertygoals, goes under contract, I provide support, asdowhen ichele, of an excluMentor at community RE/MAX, Michele also trains emerging of theirco-host owning achaphome. reviewing the properties and making great recommenout of theperfect process, and clients reach out service.

“I want to help standinginasatrustworthy advocates throughoutstress the entire the dealhome for their needs.” purchase as an investment. “I love working with

LEWI GAULT

JOHNSON-BROWN MARTAROCHELLE JACKSON

JEREMY LARSEN

I love when I get to help a young family ating college After with graduating her engi- from college in 1991, Jeremy Most ofLarsen’s all, Marta realenjoys estate helping career people In orde 94 86 90 93 89 Rochelle Johnson-Brown decided to tempopurchase their first home, and then help DAN JONES SHELLY HOLZ ee and MBA, Marta Jackson accomplish their goals.

“You can always tell started out in the mid 90s, when he utilizes rarily help her mom—a REALTOR®—and them move into their second home as the Marketing positions at General when working a client has the perfect house for began as afound new home consulita come Dan Jones pla ended up liking the industry so muchShelly that Holz – Lead kids getfactor older. that This has job can be very funalways and Top Agent played ahad large part felt in Shelly’s tant. forward tosays.

2009,“Moments he decided to passion up ontol Medtronic. Later in her successful theirFast needs,” sheAnother like those towards real estate, she got licensed 6 months Rochelle rewarding.” oflater.

Holz Real isEstate atpart success story would be her exceptional, thoughtful and obtain real estate license and embark believe arted her own abusiness, Granite areGroup thehis best of my career.” and in 2010 he decided to Minnesota native, and resides in Lakeville Keller Williams Premier Realty comprehensive marketing strategies that translate into as an agent. Over follow his intuition and obtain tell new ons, which with assisted home- and two kids. She gets on a fulltime career Community Fo her husband involvement is to important tohappy clients in Woodbury, Minnesota – can fast sales for top dollar, not mention the years he’s also designed about a your env p improving their properties.

She When she’s not servicing clients, Marta can his license in order to manifest LARSEN invaluable assistant, Nichole Rochelle—although it hasJEREMY been curbed a bit ROCHELLE DAN JONES SHELLY help HOLZfrom her MARTA JACKSON claim nearly two decades of expeShelly whose team closes on a home every three days 1,000 homes.

Jeremy currently works your em STEVEN MCKENZIE hisisgoal of becoming JOSEPH LORDI ng in the housing industry andworked beNICOL found donating due to her area food She shelter.

PHILLIPS Reimer, who has with CHRISTINA her for over JOHNSON-BROWN to COVID-19. aKEMA parishioner of aa profes- sio with Berkshire Hathaway as a solo real est rience helping her many grateful on the average – is proud of the proactive approach she sional agent.

After working on bel g for a career 15 that could better At home, she loveslocal cooking, practicing yoga she participates who helps with marketing and church through which Mckenzie – of years, MK –and Steven isthealso a huge proponent of their social Kema Phillips began her professional me is gettin Christina Nicol Top Agent withhis Shorewest agents don’t respond to clients until the real as was negotiation skills during agent, serving North Texas. a team and solo for a few years, inv buyers and sellers achieve their takes to ensure each property is seen in its best light and esire to help others with herthe love and spending timein pharmacology, outdoors with herday,” beloved ensures that business smoothly in102 various volunteer opportunities, and she 106 career working as a105 pharwhether it’ Realtors in Waukesha, Wisconsinruns – is98 a sale of so the evening orremain the following saysdecided 101 Oklahoma – is a197 media, which helps him top of dn,first.

“I marketing and the our property.

JUSTIN NOVINGER Outside Dan to open up his wo real estate goals. Consummately as many potential buyers as possible. it’s eurship.

“Real that estate ultimately family.

This year,by she looks forward to helping macy technician.

After eight years inthey theschool home, vaca Rochelle can fullykept focus frequently supports the local high programs.“Whether dedicated Realtor who has Christina.

“My clients know that ifown nd some Joseph us on up clients. to date throughout the ional who hardworking, works overmind for potential, past, and current firm in 2015—Carolina the Jeremy’s keyindustry, to success and the main leadersh she began tothe realize that ittowas she notes. professional, tirelessly dedicated, signage at usually property, social media, networking, or“ alearned great fit built for my aspirations,” Marta says. herondaughter’s wedding and advising her son on his Comingme, from a are family that enjoys sports, Rochelle’s a thriving business on aprocess foundation message they going get entire and wasplan always hand to Justin Novinger working Justin ach of his many buyers clients.

“When they see social media, they Real Experts; The Dan enj nosolid longer for her.

“I remember telling my Estatewas closing da reason for his repeat and referral where and possessing aathat trueruns concern for the of aher else, wemythe do it all right of the gatethem and we of honesty, integrity and commitment to our response intypically minutes.”

Another reason Withclients a business primarily on wellbeing repeat andpurchase. time offanything isthat centered on family andout football. mistakes, manage the sale of property.

We can’t lment in helping successfully naviupcoming home as Las Vegas Marketing towith his husband I wanted to run own busiJones Group—servicing the greater Charlotte area in ture –g and often exceed – learn that I’m a dad and husband.

I post a business is his construction backpartner. clear and constant communication with her would be her genial and friendly nature, small thank Joseph and his team enough and clients, Shelly has built a thriving business the Twin no stone unturned.” referral clients, to detailinthat Sheness,” alsoleave loves watching her daughter play lenging and stressful processit’s of Rochelle’s selling or attention she recalls.

“So I researched several Director for the basketball.

National Pro he 8-Poin North and South Carolina. im aswhich well as approachable attitude.

“People volunteering, lov als. likability lot ofground, family photos, andhis I when try to not make clients.

This business ethos has translated puts clients at ease during even the ere ISteven’s am we have noof hesitation inthe recommending businesses I came across real estate.

Kema stron gives clients the certainty being in right hands.

Cities market on a solid foundation of honesty, integrity home of their dreams.”

Elsewhere, Marta has solid future plans for her busiag Golf Tour run by Arnold Palmer imput into Christina’s reputation as a to trusted real clients looking most ofIestate.” transactions. are comfortable with me. really try toI just break things go on an annual crui deep knowledge of my to social media all about real McGrath Joseph potential to sell I convoluted was really intrigued, because had her commu “I like to stay on top of everything from start finish.

Going forward Rochelle has no plans of slowing and vast industry knowledge.

When she’s not working, Shelly enjoys nothing more ness.

In the coming months, she intends on extending her BRITTANY KEMA PHILLIPS JUSTIN Dan’s philosophy on his trade goes way past the surface JOSEPH LORDI advocate for hertheir many buyers and CHRISTINA down STEVEN NICOL for them.

Golf Management in Colorado 2010 charities touch my first child, and I could make my own a otry people homes.”

This isJACK a service-oriented business SAUNDERS and at leas – has estate earned him CHAD RYAN KEN RILEY I for work hardRealty, to Wisconsin. ensure that we make no mistakes.

I client down.

With her two kids about to go off tofamily, college, PATRICK NOVINGER N. PINDER than spending time with her including her M cKENZIE artapropis LISA a Realtor Edina Inc. where reach, growing her base and forging new connecsellers in Southeastern The exceptional customer service she of simply selling houses and earning a paycheck.

“The As hours.

What also stuck out to me were the year.

“Whe ge when he met Linn Edwards, a includ that intimidates aanlotexpert of people.

But clients know they Additionally, he is negotiator trusted, reliable and believe the reason Ilooks get referrals.

Now I’m doing she anticipates that she’s to have more for aexist words, ‘low investment, large return,’ so Ireal women tog provides is perhaps best illustrated bygoing her perfect, underlining reason for why estate agents is wa Shelly began her successful foray into real estate back two young daughters “We like to time spend lot ofJeremy time erything As Joseph ahead, he hopes toveteran become ients throughout the that’s Twin Cities and their tions around the Twin Cities region.

Meanwhile, she will Piscitelli is everything efforts to gain maximum exposure of their Coming from humble means, Ken Riley built Over the years, Ken has earned an outstanding Jack Ryan is a true of the real “5-Star Service from Jack For Chad Saunders, the journey into the area, fl sponsor for the events.

“Linn his Y can rely on me to give them my honest feedback.

And In the future Being a successful entrepreneur means a hnment his focus on exceland marketer of his properties, based in got my license and began to practice.” packages fo third generations—clients whose parents I worked her career.

“I’m going to work until I can’t anymore.

Christina recalls the origins of her career: “My father overall five-star rating on Zillow, on which site she is a 118 just six a one-stop shop for clients, expanding his CODY ROGERS 117 to help people.

As team leaders we also exist to impact tio 114 in 2003, following a long stint in corporate America.

“I outdoors; boating, hiking, and just generally supporting a name for himself in Chicago by opening and reputation throughout Northwest Arkansas. areas.

She has built a career around compasbe expanding her roster of rental properties to better assist 110 113 109 real estate started with investing.

“I was We were estate industry.

Since earning his license too low of a rating.

Jack a Realtor: honest, hardlistings to potential buyers.

“We use a varigiven my construction background, they know that I his volume.

And in is a broker with whom I made Watch “In addition, I am ver of lotworking tohelp Lisa, butpeople. nothing beats the feeling part on his extensive sales backce, clear and is a constant builder, andnow he’sI’m been in construction his kids,” entire agent.

Among the many glowing reviews that with, and with their she says.

There are nopride plans of retirement.”

And as for yam getting team to more “I large want toPremier build our team members, because they willadvice go out in the rol owning a successful retail business for 25 years, He also takes in collaborating with other investing in properties and land, doing from Cali 26 years ago, he’s itme,” all–the shooter who goes above knew the corporate world wasn’t the right path for avering service, earning numerous accolades those inexperienced her community. our kids inalongside their activities and really helping them along Kema now works her husband, Justin, who at Red Day program.

Onta know my way around a house.

I’m not bashful about high quality aff ply knowledgeable about ation of marketing techniques,” says Mary. fast friends, and we’d watch the And uncerof fulfillment that her clients bring her at ® life,” she says.

“He passed on to me a love of houses. she has received is this one: “Christina was excellent his clients, Steven has ground.

Fast sales for top dollar are the business a very successful business unit, where While his parents were selling set for , she says, “Make it fun.

If it’s to young REALTORS community and do things they learned here.

Personally, things like that, and eventually I decided mental inal reaching arecalls point where he was working withto agents, believing that we get further intheir life if became licensed last year, leading the Flourish Atlantaa development local orphanage.

I’mso market upsdo and downs, the highs and He’s Realtor who projec tells ya 2020 President Circle Award and the 2019 Shelly, “and Iwell-oiled wanted something different the right path to achieve potential.” telling people when Iare think something won’t e had the end of acoming transaction.

“When avery person When I was young, we’d spend the weekend looking and knowledgeable in helping ushappy sell our home in work. tournaments together,” Justin virtua the real estate industry.

These techniques a vital mix of more uidance, enthusiasm we all work like a machine.

My ultimate ess based on a foundamost common result, not to mention their house about a year and a pushed not fun, it’s not worth doing.”

Another reason clients keep back to Rochelle to get my license,” Chad explains.

He home and I always like to better the people around me.

Not by com Real Estate Team.

Kema reports that she is well on her give back.” local newscasters and even Mayor lows Richard we work together. When examining the keysabout properties and that ca ofstellar the business–yet he remains at homes, and heIisthrough was always us kids about how athey short amount ofestate time. She always responded immendehe Client Service Award Homesnap Marta came to real for the ways itofa compliand that wanted totelling have an impact infirst people’s lives.

And clients appreciate my candor,” he says. oon as comes toteam’s me and says that never fordown young “T w goes above and goal to maintain my reputation in themy recalls.

“After the tour lost funding and was shut in agents: featur her husband, Peter traditional methods such asby advertising way reaching aby goal volume $10 million inbeen sales. jumped intofull-time, and now has transwewhere couldn is her dedication to ensuring that her client’s best – and returning and referring clients. ntegrity.

Daley.

Along the way, Ken began dabbling in to his success, he– returns to his background words, just actions.

That’s my number one at— half ago, Cody Rogers became fresh, current, and successful.

It all find.

Jack assists in the wh theyreal were built, so I guess that’s where my real estate diately when we contacted her and was always readily elping thought they could even have a home, m“Tenaciousness towards their astute Brisbane market and continue to achieve our really matters in real estate,” mented her hardworking and service-oriented personality. clients.

Be someone live by the priority. motto big or do stay home, so I newspapers quit Looking to the future, Shelly’s plans for The Perhaps more noteworthy, her business is 100% repeat When not Holz working or d action coordinator with a very buyer’s agent aboveRea and 2012, Ivery started an advertising agency called VFC Media real estate.

After settling down ingo inmy business.

“While running my retail store in established a Iinterest solid repuin and magazines, more isstarted.” top “IArkansas, always what’s in the best drive,” he says. the interested in the transacbegan in the late 90s when heShe found From the searchthey tointeres the lo journey really Since then, with twelve years available. isand pleasant and great to and work with. goals personally and professionally” er atrue much less a beautiful brand new home, referral clientele.

I’ve never had to buy leads,” she spending time with her Marketing is all about first impressions, and Jeremy someone can de m naturally competitive person, and I want Today, she has built an accomplished career and lifestyle soon to join.

“This year we’re focusing an agent.

W corporate job cold turkey, and dove into real estate Estate Group is to continue its annual 20% growth headecided to apply life ofher professional Chicago, I came toquite realize that myEventually, best resource Group, handling ation. few clients locally.”

One of his to the Heclo ad bet interest of his my clients.

I belt, put them first, andworking, Ijobs, fight for drney advocate for her many cutting-edge utilization of the internet and When he’s not Steven and his wife love hitting as real estate agent following ofLISA sales experience under Christina’s busiIthat’s would recommend her as an agent to anyone whether himself in between selling clothing toinflutheSAUNDERS negotiation this ledloves him asserts.

“All of about my clients are from my sphere of to travel.

JACK RYAN CHAD CODY ROGERS Exit that’s when the tears and when ARROW TALLMAN N. PINDER MARY PISCITELLI KEN RILEY on building aIGRAM team and growing from he’s a grea makes sure everything his listings is that, stated get the homes they have dreamed of.” in come the Twin Cities.

The key to her success?

“I always put SHERRI SEMBLY head-first.”

Shelly found success as a Realtor almost experience and attain his license.

Today, he is was my employees,” he says.

“Beyond while maintaining the unparalleled level of custome LILIA VEGA Clients can count on Dan’s team to provide them wa clients ended up being Linn Edwards.

“Linn recruited exciti them.

I enjoy doing what’s best for my clients.

I’m ness has thrived and continues to grow year after year, they are looking to sell or buy a home.

She is great!” ence or through social media.

Our mission is there. toin help inthe Tuscaloosa, Alabama.

“I viewed the Even introducing us“Ch to ermination and where ourOperating In meantime, Joseph is town, enjoying every minute of dancing and hanging out with friends.

He is car business, hethe was General and sellers. social media platforms.

The result is almost Becaus toalso pursue a career real estate. other I truly realize howmy much what Ifirst. do matters there.”

Serving Phoenix, Scottsdale and wrote, accurately in the description of the home, and that the a Realtor for 21 Woodland, where he I’ve learned more from people who have clients Inme real estate, you’ve got tothe be there for immediately, and since then her business has continued based onCentury the excellent customer service she provides service that has become synonymous with name every single client make best real decision ASthat for are theitsfuture ofT with alocal.” personal level of estate attention, communication, also very honest with them.

I want to help them be in to come on board and help build his brand, Property day. ,” Joseph explains. his work.

“Being able to work against the stereotype Carlton Sheets program, and he taught businesses helpful hough she originally started her career by supporting They produce a monthly a philanthropist, and his wife currently sits on the local ship.

“My mother Paula has been a surrounding regions, his business largely of her hisan l to people,” she always says. sghout ofhome, Dudum Realapplies Estate her in Lafayette, a fast sale for top dollar, not to mention happy Cody frequently asked quesWith a deep passion forfully helping people and people skills and the love that I have expand, for my not caring property isthem to be seen by potential services clients all Eureka Springs, complained than from those who said everybased on current market trends and keep the process only te her clients.

Other areas inready which Christina excels would becustomers. her er ainyounger early make sure they are in their galso Marta professional your clients and let know you’re looking out for and understanding.

“People appreciate the ofservice agents of throughout what people think an agent does, that’s whatpair drives to grow by 20%to every year, and impressive statistic by “I’ve always been focused on our passion for an area or a house that they’ll be able to satisfied resell if they Search Vegas LLC. He convinced me that my new c me how to buy investment properties moving toisskillset aamount new area.” consists of referrals, a testament to his through o orking in business development for a local Support Local Giveaway Series higha relentless drive and work ethic, it’s no community.

Serving my community very City Council; the are both active in and providing many years,” recalls Steven, “and eas of he has tions and gave suggestions to 131 le properties and luxury new construcclients who continue to return and refer new clients. fun and exciting.

We splendidly, are genuine, and I believe people love to be running an LIZ YO JACQUE VENEY 126 129 theher area in which hetois an expert.

“I know my business thing was fine but were never seen again.”

121 And his tactics have worked as he each made expert negotiation skills, and and intelligent 125 drawn homes.

“This iswhy about 122 xcited about helping me make anew change in the industry.

That’s I love communication we put into one of outside our transacofirst help clients.

Listening to their needs their interests.

If you do that, everything else will fall want or need to.” for no money down, so Ibeing bought three any measure. and ourathorough passion forso growth,” “I’ve always service and attention to detail.

Growing up more...gre surprise that Lilia Vega Igram ended up with important, sometimes I says will goShelly. far JACKIE SHEARER would give him huge competitive advantage in real Upper When she’s not working Lisa loves to can see that.” country,” she exclaims telling me to try my hand at real estate. support for multiple local charities and initiatives. le company, Arrow began lighting local businesses as well as donate his bro area and cover itTallman well,” hequickly says.

“Out here, I listen to my Continually educating herself about the ever-changing marketing strategies, which means fast sales for top the broker who was working her more than just an agent,” she says.

“My and Peter have built a thriving business 11 million dollars in sales volume just last year.

But hat is through transmy job.” tions.

We try toifwell hold their hands throughout the a career inhouses,” real estatehe where her natural skills estate. ofarea my service zone just toJacque help abecoming out,” she guides them carefully through staging, into place.”

Arizona, he knows the and is always happy Hego helped install a es lo recalls.

“I dollar, decided tointoapursue “It’s aclient combination of my Veney began her real believed that you want something, forentire If you I decided to start down the path oforgaa it.

Justin areas experiment in the kitchen, curl upneed with “Idrives, have a real estate industry is awellbeing hallmark of Christina’s approach, notthe mention happy clients. areer-wise, so I local quit my job at the heart so don’t have tothe wait for my gut reaction.”

Outside his career, Ken isshe active in his community. etworking with agents and lenders time and money tothis local charities and ouring varclients know they can call me if they vide reports to their with them, and she asked, “Are it’s not financial aspect of job that gets him can shine.

Originally from Mexico City, Lilia she says. and a true concern for of During the rare moments when and Peter aren’t process so that they feel comfortable and know what’s to advise his clients on which neighborhoods would following up for resou It’s not surprising that Kema receives stellar reviews career 20 years ago, selling home my license and get into the business full ences that’s made me who I a and marketing of their home with clarity When Jackie Shearer was looking information to prospective purchasers.

Sh Rochelle’s marketing strategy includes social media, ounties as well as good book, and spend quality time with her grandbaby.

Shelly has also put together a sturdy, incredibly compebelieve it will happen, then it will happen.

So, I’m p licensed real estate broker.”

That was six years ago, and helping he can and she becoming has multiple prestigious designations Currently, he serves as Vice President ofOne his local herrealized agent it’s a referral for asays con-you hat potential buyers met her husband, David, in Cancun and after online course, and gotearned my license.”

“I really love mythe job,” Steven.

“I really like walking nd that a anything—whether real estate nizations.

Inmeeting particular, Arrow isBoard passionate and do excited about what he does. like helping people. in real estate?”

Soon after, they for her esteemed work ethic. client recently wrote: suit them.

Whether he’s helping buyers or sellers, hea ismeeting going on at“I every step.

For us money not the motiahad new-construction community. “e Golden East Bay Area market. working, couple traveling and new people. time.”

He went on join aof local buildobserves.

“Carlton Sheets tau mailers, ashas well as her own network of colleagues. ness.

HerState’s previous experiences as ato busito set out on a new career path, she her vendors and she moved heaven and She also started amarried staging business into her spare time that provide exceptional value her clients.

These When she’s not working, Christina enjoys nothing of life,” they were she decided to move to his Lilia is a big fan of social media and using When listing a home, Ken believes strongly in the power of Realtors, and previously he has been on the Board the atmotent team of other agents and support staff, all whom tractor or help with a title issue.

I’m here always focused on what I want for myself, for my team he’s never looked back.

“An e what could be done “Kema went above and beyond for us.

She listened to Within s mother formed MK in Partners, intoteam. a house with a client, seeing their faces light up. gent was have her true passion the and industry. about supporting adogs, local charity, Camp has their best interests at heart and will do everything Looking ahead, A lotthan ofand people are so flummoxed by this process.

Ithink always loved houses andChad alw vation,” he says.

And Dan believes it’s crucial his pantry. and she Cody to be the office manager. afor er’s “And that’s what made myhired toShe outside the box, and Mary also enjoys long walks with her two and she include the S.F.R. (Sales Foreclosure Resource), more spending time with her husband, and the pair And through her hard work she has earned national home state of Michigan where they started it to market her listings.

She likes to incorand is working on growing it.

In the future she wants elp tailor the process from start to finish for discussin s. Inspired wrote down her strengths, weaka fantastic result. persevered through for them long term.” of marketing.

Preferring a diversified approach, he shares of Eureka Springs’ Downtown Network and other local ommended spending our wants and delivered!

Thanks for all you did!” share heremploys client-first business ethos them and like stellar work was cs for clients.” toand get them towards their goals. open upsohis own offic drawn toeach them,” Jacque diate success and now 45 ISpecialist) lovework getting great deals, too.

When client later team toamy maintain amentor good home and ultimately just developed a love for real Rainbow Gold that focuses on supporting that Ipossible can go and provide aand service where Ibeen am staying athe family.

They have girls, Ameena, porate videos of her walking through month, Cody decided toand get licensed as awork Realtor and career,” he three asserts.

“The owner took me his taught me allbalance, about the that negotiatio the C.R.S. (Certified Residential and the love to travel.

She is in also philanthropic, she donates and tothe continue her real estate plans on staying at sales from Realty Alliance and The Dozen. ed toclient. learn ,ge, and we were able born and raised inawards Bay Area and Peter are both athletic –under skiing and bicycle riding her real e hisreputation clients’ homes over targeted digital and social media organizations.

When he’s notwing giving back, he can be ual “Organization is crucial forand me,” nesses and goals.

“It seemed that continued to push forward towards big as possible, hopef She later worked as an appraiser With B.S. degrees in business and computer science, bringi ethic.

“My vision for the Holz Real Estate Group is LIZ they’re able to give their clients their best.

The team house as as people. the neighborhood that AlexaJACKIE and Isabella.

Once her girls got older, ts. tells you that they love the house they bought, that iswell LILIA JACQUE VENEY making the process less stressful for other It tate and decided to(Certified make the transition,” Idaho’s children diagnosed with cancer C.S.R.S. Shorewest Relocation Specialist). time and money to multiple rescue organizaSHERRI SEMBLY ARROW and taught the ins and outs of the business.” now use this knowledge helpnext my client friends Kema believes inanimal utilizing multiple avenues in order toYOUNG has now working the industry for about asotoyear. which was $200,000 kerage, clients also her current brokerage she feels her ethical values ng way Elsewhere, Sherri, ame lifelong student of She has also been awarded the Executive Circle, the campaigns, their reach all across the nation. found gardening, abeen hobby that dates back to his years and dedi e her University ofextending San Francisco with awhere being among their two favorite activities.

The couple are “My clients know they canin trust me,” he says.

“I’m over the year.”

When it comes to my clients, I’m extremely experience that enabled her tosense acquire aand deepthank knowledg my strengths really aligned with goal.

We can’t Ja potential clients can get arecommend good of not and grew more independent, Lilia decided to VEGA IGRAM Justin not only co-runs Property Search Vegas, he has somet akin to a Navy Seal team,” says Shelly.

“I hire people also stays in touch with past clients through mailers TALLMAN In addition, Christina’s success has elevated her to tions, including Wolfgang Rescue and Isla Animals. does not have to be scary or intimidating.

It makes me market her listings.

“Social media is huge for us,” she really something special.”

SHEARER real estate goals.” he explains.

Inhighest April 2014, Arrow began and their families.

In her free time, Arrow ved before the minor the industry, is always enrolling in classes hransaction which they know perfectly align with those of her peers.

“We all know someth Meanwhile, he advertises his listings in newspapers and in Chicago.

“I latched onto it pretty fast,” he says, and he primarily it for th tier in Edina Real Estate Industry, and finds going to give them the information they need to have, home values.

In 2013, Jacque decided to become an ag use her free time to pursue her own passions. only the house but also everything close to an her journey in real estate in 2003 also philanthropic at heart, and support multiple charities real estate, so Ibusiness decided to pursue She is amazing.

I awouldn’t hesitateenjoy in re insists.

“In addition totoour Facebook page, Icash deals. membership in highly her brokerage’s Executive Club. and small gifts inbusiness order to show their appreciation. created Shop Vegas Homes, which promotes who are skilled and proficient in all areas of real feel good that I’m making what can sometimes be also focus Jack admits he’s reinvented his several times Oklahoma City market, Steven ntually an to stay on the cutting edge of her market. eer forefront.

“Ionline care that we’re blessed to be doing the work we’re doing, orking inonthe industry, and she continues says, “I love to do anything outdoors… publications throughout the state—and beyond.

For more about Rochelle Johnson-Brown great str full-time, and she says, “I feel like I’ve really found whether it’s being honest and telling them a property No matter where th she had a degree in But Fashion it.of However, her favorite on partthose of work is the herself in the top Although 2% of Edina Realty Agents. the serves the area North Boston, MA. am a member of several groups, so I promote Looking to the future, Christina’s plans are fairly tintthat insites the field.

“My husband including The Diabetes among others. itthose in January 2017,” she explains.

Jackie to any buyers (who need depth in media and With offices in Henderson, Nevada, Justin works aspersonal ain via ting started, I nursing wanted estate, because IDesign, feel that in this business, being aultimately generpainful process of moving—if they’re relocating Recently, for example, sheup earned her ABR Certificakeep with the market but created Jack Sells Jack reaches out toYou hisundoubtedly clientele Faceb the entirety ofreal his business islove based she felt that she make avery bigger people she gets to meet.

“Every single transGoing forward, Ken strong plans for the future. ink ultimately and to give back some ofnot blessings to Foundation, niche.”

Her clients value her expertise, attent wouldn’t be the best for them, or telling them itAs might love eve grow.

Ls serve Boise and surrounding areas as avolume It’s one of the best qualities of Idaho.” email RochelleJohnson@edinarealty.com, number ofwe transactions or iscould something Cody pages ashas well.

We also put out Coming Soon notices There are many factors that come into play when straightforward: to continue doing what she’s been an equally detailed workflow when assisting Dan’s group is on track to make $90 million in sales strategic about it as uances of the real ese same time,” recalls Mary.

“He comes tion.

“I’m always trying to learn so I can recognize impact on the community by working as a action is a different story.

I enjoy getting to Today she and her husband own a property) and all sellers.” solo agent serving the region from Pahrump to Mesquite, As for Homes in 30 Days for Re/Max Premiere Group, serving great way to connect and see how they’re or their spouse died for example—I’m making this and the excellent service she provides. ® An expert at guerilla marketing, Ken also employs a his volume continues to grow, he will maintain the same be better to wait, I’m just really upfront.”

Having guide somebody and alist means providing only average service.” t help the business the community and help where we can.

I truly love this solo agent after honing her h eferrals and positive wordaoflotmouth, and lots of signage to get buyers excited about the rochellejohnsonbrown.edinarealty.com, visit uccessful can frequently find her relaxing at the lake, she today. of focus on.and “IAfter don’t really get hung making Christina’s success story, chief among doing all along –the providing her buyers sellers with With vast majority of his business consisting To learn mor onals ifvariety it’s Realtor aassessing luxury teacher. a County. few years of teaching she decided know each client, their unique stories and mostly, having this year with aand small team, in large part due to their She educates herplaces clients throughout the had learned the back the to needs ofSpanish my community,” she says.

“Real estate is invested in many properties himself, he has a wellhelp them make one Tuscaloosa “My listing clients average selling says.

He also utilizes social media as well of strategies stay on the cutting edge of his standards of service that have cemented his strong repuupcoming listing.” part of the process so much easier.

And even firstinvestors, and my brother is a general Asked about her plans for her business, Mary grows an Elders Real Estate franchise Nevada.

With a sales volume that will surpass the current I will business and I have a blast meeting people and going xtends past the end network a team. that “IFor made n the highlythem competitive real estate would be her commitment toand being available the customer service that has longwhich been or callWith (612) up on numbers.

I’m concerned with the new people. mountain-biking, or spending time withwith mo thatmore she could contribute even to further bytop-of-the-line helping educate theit’s opportunity to be a845–8858 part of their next chapter asserves they he ofrounded referrals, clear he’s going above and beyond email jeremy. siness.” constantly changing, Ihomes love uncovering ways great marketing plan, guarantees clients top Hill & Associates, Jacque Marion Cou knowledge what to expect when buying or sites lives, that’s very impo process through to the closing and beyond. industry.

For example, inathis each ofmay the past six years, he tation.

Most of all, though, he can’t wait for the new No portion of this issue be reproduced in any manner whatsoever without prior consent of the publisher. their in less than 30 days for over 99% of list and the top affiliate to market his listi ds out handwritten through journey with them.

There’s nothing more time buyers, they trust my expertise and know they’re people and I was able to buil $11 million mark, Justin reports that his business is 80% will g During the few hours that Jackie isn’t w in Yarragon, Victoria, with three ctrician.

Ever since I was young girl, thoughtful for a moment before replying.

“I just want to her clients whenever they need her.

“Sometimes other synonymous with her name.

Currently, the lion’s share of Shelly’s business is based t of itrepeats has to do with my being a fun email her community on home ownership, which is when she begin their journeys in a new home.” her dogs.

With and referrals accounting for them inp What Kema loves most about her job is the joy including she toleast inform my clients and keep them comfortable over and the surrounding area, Hendricks, expectations.

He values creating strong, personal dollar for their property and the teams’ hard work. selling, and can connect his clients tothe contractors or orHamil cal has given away at 2,500 daffodil bulbs yearly to connections and opportunities that lie ahead. price,” he says.

With an annual volume of $10 million, all of best tools, including professional sed to keep in touch after closings and loves to rewarding to me than being able to help clients achieve er past clients.

She Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy in good hands.” says.

At RE/MAX Executive obtained her real estate license.

She quickly fell in love new clientele.

“In order to stay solvent and successful, or call reading, traveling or spending time90% withoff people on the team.

Specializing rural and farming by new construction because ofand myclearly continue focusing on where we’re at.”

Where they’re at,reward hesitate to spread upon repeat clients referrals, a sure sign in of theprovides ”ot says Steven, when asked how he to her customers.

“The ultimate for Boone, and Johnson Counties.

Asocial whopping has gained rapid mothe course ofinformation aArrow deal.” bout 90 percent ofthe her business, knows other vendors towith assist them.

“I can them what the They frequently employ targeted ads onsurrounding media of influ relationships of his clients and they truly hispictures town and surrounding areas.

Blending For more about Joseph Lordi, Jack’s business isthe 100% repeat and referral clientele. drone videography, and virtual walkthroug with real estate and hascommubeen in business for five years Outside ofeach workand Lilia istell dedicated to helping out herits their real estate dreams.” oughtful gifts such nd see of their new homes.

For her city and suburbs, Copyright Top Agent Magazine of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by ntly said, “Joseph is you can’t rely on repeat referral business,” he asserts. also planning the growth of her busine properties, they serve the West Gippsland area of business comes from repeat and referral clients.

“I try to r and I got married, we started working currently, is near the pinnacle of their profession, and the he decided to take her excellent customer service she and her team provide.

“I For more information about Christina Nicol, such impressive amongst learn more about Marta Jackson actual cost would beteam, ofsays, doing atalented flip or remodel, and Arrow already leads aCody team of six women, and ow tonity impress her loyalty clients.

She says, “I pride myself mindedness withwon savvy outreach, these flowers have now.

She+61-448-323-441 currently works as aTo agent at Real community.

She is deeply involved with the local high please call orsolo hopes appreciate it.

“I want them to be comfortHe owes his continuing success toEstate his outsource case my properties,” he explains. ll, approach, but because of her clients and making sure thh Century 21 Woodland, 170 West Van Buren, te Marta has an outstanding tset his management authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. above and beyond for my clients,” she says.

“I work “I am always prospecting for new clients.

In fact, I’ve ed her own franchise Outside her career, Sherri is active within her commuam able toshe really guide them if girls they want to volleyball buy somebuilding a bigger team. southeast Victoria.

A growing number of their clients school where her played and danced, One and serves clients throughout Oakland County. believehim it’s because we’re dedicated notglowing just to getting .” scores of reviews and Peter have received Eureka Springs Arkansas, 479-253-7321 please call 262-527-8138 or email CNicol@Shorewest.com helped introduce to a variety of new clients every email MartaJackson@edinarealty.com, email JosephLordi@mcgrath.com.au as she explains, “Ultimately, my mission is to create nound creating an experience versus a transaction.”

Arrow a selection of local vendors he brought together.

“I sending personal which able with me, I don’t want them to feel pressured.”

“I just really care about my cl t Forward, to a high standard to makeitshe sure their interests protected, the she Twin Citiesnity, area, as consist evidenced by onclients serves having previously served the board for Keller thing needs work.”

When comes to marketing, and the connections made there have been keyeventuto her and stay invol just developed new software that Iare will of repeat and referrals, athat testament to farming spring.

Elsewhere, he buys the back page of his local results,” says Shelly, when asked how she hasnetwork managed from past clients confirms this assessment. outsource all of my business to my group, everything Jack believes it’s important give back to the he’s there for them. visit EdinaRealty.com or call (612) 770-7899 a of women that support and empower one ways makes sure that the transaction is memorable them andbecause Iallows fight really hard with every step ofsocial the transaction I wantwould peoplefo can be honest with him, which success in real estate.

She’s also passionate about helping Lilia’s excellent haspart translated into goes aclients he also above and beyond, utilizing media, r Baltimore Williams’ Red Day events. customer Last year,service she was ofCody’s rowing ratearea. of referrals and affected repeat clients. ally available to agents nationwide.”

Justin says it’s newspaper for COVID businesses to have atrust “I love the challenges this career prese service and dedication clients , Iproviding try to have make itachieve as assuperior to suchtheir impressive levels of and“Istuloyalty, from professional photography totomake staging toZillow lenders to and has been involved with the local real esti Peter built aa enjoyable thriving business completely at ease when they work with me.” and negotiation.

At thepursue same yand superior negotiation skills and the another both in and out of the office.”

Arrow values large rate ofon repeat and referral business. believe agetting big out the Hispanic community whenever possible by orgathe MLS and to spread the word.

“We do a lot committee that took a school and sponsored him to help them achieve their dreams.

He says, “I Copyright Top Agent Magazine his persistence and integrity that keep his clients loyal. place for their ads at no charge.

Copyright Top Agent Magazine diversity.

It’s the relationships and the peo Buying or selling can be incredtowards their goals. part of my success comes down to how I conduct my businizing various donation events.

And when she has free repairs,” he explains. well as with several local charities.

“One o Lisa’s focus is maron “but also making sure it’s“We a She first classlove sales experiknow what to realistically exp of open houses as well, driving aswith much traffic through yvides anda variety excellence in customer really what we do,” says Mary, her sincerity of dents at Christmastime.

She also participates in food ghest level of professionalism inservice. the that industry. is collaboration camaraderie.

“It’s all them aboutabout fit,” the she For more information the Holz Group, today, like to and keep that friendship past closing Copyright Top Agent Magazine ness.

I’m an ethical person and I run my business with a time she loves to spend it with her husband and kids, and “I fight for them and always look out for their best interAnother advantage that sets Jacque apart is her stag Top Agent Magazine includes awith lot oftoMary campaigns was funding Bark in3 the Park ry alleviate as much of that as to I provide asmatter possible.” me going.” ng ato client proandand coat drives help to individuals in need. ence, while also making certain it’s athe stress-free process an two thirds of Peter’s obvious. says.

No how much her team decides toGoing expand ways available answer phone and upholds call email info@HolzGroup.com seeing table,” which heto651-436-5958 does social media, emails, Ken is equally driven forher his buyers, leaning on hisit’s years travel visit herthrough family in or Mexico. forward she lot of busiintegrity.

I’m honest and I treat my clients with he the expertise.

“Most agents hire an outside agency to do stag3 ests,” insists. or campaigning so He believes his friendly attitude and dedication to his benefit a quality park forthe dogs and the A resident of area for over es their home over a When she’s not with clients or giving back, Sherri can would be Steven’s commitment to “I believe it’s my communication that sets me apart for our clients.” utmost care so that they’re satisfied throughout the entire is looking to team up with a transaction coordinator and in the future, Arrow is sure to continue building lasting ghest level of communication no matter the time of returning clients referrals, a true of experience toand guide them through all the nuances of – for many of my listings, I do it myself,” Jacque expla texts, in person, and FaceTime calls.

Cody is also very Chad’s clients becomehefriends as reputation for being themedia chance to pick clientstime thatwith keeps coming back. of “My commitment says. with him, ial campaigns, be found spending quality herthem beloved hus- Many a solid

MARY PISCITELLI

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CONTENTS 6) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE 15) TAKE MY WORD FOR IT: THE POWER OF TESTIMONIALS & MAKING WORD-OFMOUTH COUNT 20) EMBRACING SMART HOMES: DOES NEW TECHNOLOGY REALLY INCREASE HOME VALUE? 26) BE THEIR REALTOR® FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME 32) 7 DEADLY SINS OF PERSONAL BRANDING 38) PROPERTIES: THE GOOD, THE BAD, AND THE UGLY 44) 7 REASONS WHY YOUR PROSPECTS AREN'T TURNING INTO CLIENTS 50) HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

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56) 4 EASY WAYS TO REDECORATE YOUR OFFICE THAT WILL BOOST MORALE & IMPRESS CLIENTS 64) 9 THINGS THE BEST LEADERS NEVER SAY 67) 5 REASONS WHY YOU NEED A MENTOR 71) HOW TO OVERCOME YOUR WORKPLACE FEARS 75) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT’S NEEDS 79) TIPS ON BREAKING INTO THE LUXURY MARKET 83) UNCOMMON CONTACT: CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA 87) FIVE WAYS TO INCREASE YOUR COMMISSION 91) FOUR CHALLENGES AND SOLUTIONS FROM THE FRONT LINES OF THE REAL ESTATE INDUSTRY 95) HOW TO SEND SMARTER EMAILS

99) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO 103) 3 MIND–BENDING PHILOSOPHIES TO EXPAND YOUR PROFESSIONAL PERSPECTIVE 107) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH 111) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES 115) HOW TO ANSWER THE INEVITABLE QUESTION: WHY SHOULD I CHOOSE YOU? 119) IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL? 123) BECOMING THE BEST OF THE BEST 127) PRODUCTIVITY KILLERS: 4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS 130) CREATIVE WAYS TO SAY THANK YOU Top Agent Magazine

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

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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

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So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

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Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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BRIGITTE PERRY Top Agent Magazine

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BRIGITTE PERRY Top Agent Brigitte Perry is the team leader and Broker in Charge of Elite Realty Pros of Southern Homes of the Carolinas, serving clients throughout the Charlotte Metro.

Real estate was not Brigitte Perry’s first career. Brigitte was a social worker and the State Director for a Foster Care agency where she was responsible for helping children find families. She decided on a career change that would give her a more flexible schedule and the ability to spend more time with her own family. Brigitte wanted 10Copyright Top Agent Magazine

to somehow continue in the path of helping families, so she chose to give real estate a try, figuring that it would allow her to assist people in finding their forever homes. She’s been in the business since 2014 and is now an award-winning agent, receiving 6 awards in 2019 to include 1st place in individual transactions, and 1st place in listing agent Top Agent Magazine

volume. She is the team leader and Broker in Charge of Elite Realty Pros of Southern Homes of the Carolinas. Together with her team she serves clients throughout the Charlotte Metro area, including Charlotte, Concord, and Huntersville.

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With her passion for helping people, Brigitte is dedicated to making the transaction as smooth and painless as possible. “I work hard because this is a very stressful process for many people, and I don’t want anyone to feel unsupported during it,” she Copyright Top Agent Magazine11

“I love helping people accomplish their goals and enjoy being able to surprise them with results that are better than what they were expecting. It’s very rewarding.” says. This hard work approach has earned her a great deal of repeat and referral business. “My clients appreciate the model of support that I offer. They know I’m available to speak with them seven days a week.

I really try to make them feel like we’re in this together. I’m also a big believer in frequent communication and keeping them updated throughout the whole process.”

Brigitte likes to take a hands-on approach and handle all her transactions from start to 12Copyright Top Agent Magazine

finish so that her clients feel at ease knowing she’s looking after their best interest.

One vital part of her process includes a strategic marketing plan. “I tailor the plan based on the home and the audience we’re trying to attract.” She starts off by helping her client declutter the house, and then hires a professional photographer to take high definition photos that will be used to build a website of their home to use on social media, google and other digital marketing platforms.

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In order to show her appreciation to clients, Brigitte sends out birthday cards with thoughtful gifts. She also plans several client events throughout the year. Brigitte greatly values the relationships she has with her clients and it is an aspect of this job that keeps her motivated and always working hard to achieve great results.

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“I love helping people accomplish their goals—whether it’s home ownership, upgrading their family to a new home, or selling their house quickly for the top price, I enjoy being able to surprise them with results that are better than what they were expecting. It’s very rewarding,” she says.

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Outside of work she likes to give back to the community by sponsoring neighborhood and school events. When she has some time off her favorite thing to do is travel and spend quality time with her family and friends. As for the future of her team, she is hoping to

keep it growing. She wants to expand the team into other States while continuing to provide her clients with a high-quality service. Her ultimate goal is not to be the agent with the most transactions, rather the agent that has the highest client satisfaction and referrals.

For more information about Brigitte Perry call (704) 293–2741, email elitebperry@gmail.com, or visit bperry.eliterealtypros.com/agents/Brigitte+Perry, www.

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Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The Top Agent Magazine

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver.

With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do.

If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show16

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective.

If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial.

Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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GEORGE CAUDILL Top Agent Magazine

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GEORGE CAUDILL

After only a minute or two of conversation with George Caudill, his personality and passion for people come through—qualities that have made him a success in his second career as a Realtor®, and in his first one, in the grocery industry. Though George retired several years ago from Albertsons, the experiences he had there over forty years have had a tremendous influence.

changed the name on George’s badge to “Grandpa George.” It was such a hit with customers that not only did management overturn company policy to let him keep it on his badge, George also caught the attention of Everett Herald reporter, Andrea Brown, who remarked, “you don’t look like a grandpa.” Her What’s Up with That story about Grandpa George took on a life of its own—and the nickname stuck.

As George tells it, his 2004 entry into real estate is due to an Albertsons’ connection. While George was recovering from a car accident, one of his customers, a ReMAX broker, missed seeing him at the store. The broker got George’s number and called to say, “you’d be a great real estate agent and I’d love to see you working for me,” even offering to pay for George’s classes. George accepted the challenge— he took classes during his recovery, “passed the exam straight out,” and began working part-time as an agent while still working full-time at the store.

It was also at Albertsons where George acquired his “aka Grandpa George.” Following the birth of his granddaughter in 2013, an employee at Albertsons 18

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On average, George closes 35-40 deals a year and he reports a repeat customer/referral rate of 100%— all of his business comes from “word of mouth.” Customers become friends and they come back or refer others, not surprising considering he’s appeared in Seattle Magazine as a “Best in Client Satisfaction” winner nine years running.

If you ask George why he’s done so well, he credits his honesty, his passion for “doing what’s right for his clients,” and his secret weapon—his wife of thirty-five years. With a degree in interior design, a minor in business and architecture, and 20 years in graphic design, she handles all of his staging and marketing. As George says, “she is a big part of my success, and we are a great team.”

From his office in Lynnwood, George represents all of Washington. He once traveled five and half hours to show a client properties in Walla Walla. As George puts it, “I’ll go where I need to go.” Looking to the future, he’s mentoring a young agent and working to become a managing broker, so he can grow his business without losing his work/life balance.

Outside of work, George enjoys spending time with his family—and giving back.

Nearly twenty years ago he met a family whose one-year-old son, Justin, was dying from a metabolic disorder. When the family set up the Justin Van Hollebeke Annual Golf Tournament to raise funds for the Wonderland Foundation, George “jumped right in,” and he’s been working with them ever since. The foundation supports Wonderland Child and Family Services, an organization serving children with disabilities and their families.

For more information, please visit NWGeorge.com, email george@nwgeorge.com; or call 425-381-0877 www.

As Grandpa George puts it, “I love people.

I love what I do. That’s my passion.”

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 20

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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DANA ELLER

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DANA ELLER

Dana Eller vividly recalls the moment she decided to go into real estate. Working in manufacturing sales at the time, she was struggling with a lack of job satisfaction. She’d considered, and discarded, moving into wedding or event planning, home decorating, and home staging, when one day on a business trip, she was driving along and it hit her “like a ton of bricks - real estate.” She just knew, “this is what I’m going to do.” She came home, told her husband, got her license, quit her job, and threw herself into her new career.

Now four years in as a Realtor®, Dana couldn’t be happier. “It’s been amazing,” she says. “I’ve never looked back once.”

Working at Lou Realty Group, she primarily represents the city and county of St. Louis; however, there are a lot of municipalities in greater St. Louis, and she says, “I never shy away from an area.” Her dedication, thoroughness, and client-focused approach are winning her referrals and repeat business. She’s helped clients with multiple properties and, just recently, sold a property she’d helped a client purchase 24

three years earlier. In fact, she reports “it seems everybody is a repeat or referral in some way.”

Dana is grateful for each repeat client. “I am such a better agent than I was at the beginning. So getting the opportunity to work with a client I worked with early on is something I get really excited about.”

Dana recognizes that in a constantly changing industry, “you can learn something from every transaction.” In addition, she takes additional certification classes, building her knowledge so she can answer any question thrown her way.

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Ultimately, Dana says, “clients are of the utmost importance,” and her role is to get each client “into the home they love, making sure the transaction goes as smoothly as possible, and most in their favor as possible.” Aware that contracts can be confusing and the process stressful, she goes the extra mile to take care of the details.

As a certified Pricing Strategy Advisor and Real Estate Negotiation Expert, she makes sure pricing is accurate, contracts are well-negotiated, and clients understand it all. She is equally thorough with marketing, using social media, online platforms, mailers, and her network to get the word out.

For Dana, relationships don’t end at the closing. She keeps in contact on social media, sends out birthday and holiday cards, Cardinals and Blues schedules, and with Lou Realty, hosts client appreciation events and giveaways. Her approach is successful. She was the recipient of a Rising Star award for two years running, has been named a Five-star Professional every year, and her business shows steady growth. In the last twelve months, she closed 25 transactions, with total sales volume upwards of $5.9 million.

What Dana loves most about her job is “it doesn’t feel like work,” and it’s hard to beat the feeling she gets seeing a buyer’s excitement walking into the house of their dreams, the pride on a seller’s face when they got over asking price and/or multiple offers, or hearing the joy in a client’s voice when Dana says, “you are under contract.”

Outside of work, Dana enjoys spending time with family and friends, being outdoors, visiting local restaurants, and working on home projects.

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For more information, please call 314-614-5764 ; visit lourealtygrp.com/agents/dana-eller; or email dana@lourealtygrp.com https://

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Be Their REALTOR® for Life: How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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RASHAAN FITCH

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RASHAAN FITCH

“If you’re my client,” says Top Agent Rahaan Fitch, “everything you do and say is important to me. If there are any concerns at all, I will always address them to your satisfaction.”

Top Agent Rahaan Fitch – of Lifestyle Realty Group in Dallas, Texas – is a dedicated, highly professional and caring real estate agent who is consummately committed to providing his many clients with the very best customer service available in the Lone Star State. Rashaan, who focuses on building solid, long lasting relationships with his buyers and sellers, has more than earned his shining reputation as a Realtor who consistently goes above and beyond during every transaction.

Rashaan began his foray into the world of real estate following a lengthy career in the world of finance, where he found an impressive level of success working as a Director for a high-profile 30

investment management firm. Following a layoff in 2017, Rashaan began casting about for a new career that would provide him with the same flexibility of schedule and income that he had become accustomed to, and his longtime love of real estate cemented his decision to obtain his license.

Rashaan found success in his new career quickly, and today he is one of the most sought-after agents in his market. Having built his new business on a foundation of remarkable honesty and integrity, Rashaan can already boast that the majority of his business is based upon referrals and repeat business, an impressive claim for an agent of any longevity in the industry. “I believe it’s because Copyright Top Agent Magazine

my character speaks volumes,” says Rashaan, when asked how he has managed to generate such impressive levels of loyalty so quickly. “When I began in real estate, I had zero marketing budget, and it was a lot like jumping off a cliff with no wings, and then asking God to give me a pair before I hit the ground. I’m a very driven people person, and I don’t believe in working eight to five, I’m available to my clients any time, even late at night.”

Another factor behind Rashaan’s success would be the value he places upon the relationships he forms with his customers. “I want them all to become my friends,” he explains. “And then, I want to transition that friendship into a sense of family; that’s been my biggest objective.”

Now that Rashaan has a more substantial marketing budget, he utilizes it to employ thorough, intelligent and effective marketing strategies that translate into fast sales for top dollar, not to mention happy clients. Among the techniques he employs are professional, magazine-quality photography that showcase his properties in extraordinary light, and deft utilization of social media platforms like Facebook.

When he’s not working, Rashaan enjoys nothing more than spending time with his family, and he contributes to his community by coaching local youth baseball, basketball and football leagues.

Additionally, he is a volunteer for the kid’s ministry at his church.

As for his future in real estate, Rashaan’s plan is to continue growing and expanding his already-thriving business, while sacrificing none of the exceptional customer service that has become his calling card.

“If you’re my client,” says Rashaan, “everything you do and say is important to me. If there are any concerns at all, I will always address them to your satisfaction.”

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For more about Rashaan Fitch, please call 817-706-7945 or email FitchRealEstateGroup@gmail.com Copyright Top Agent Magazine 31

and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’syou. simply a must. the and better at itatyou become, to feel about From your photosAnd to other harmful worst.

To help the you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting and coaching company that specializes in performance coaching and for being different in your profession. If She stated, “When I walk into a restaurant theallimplementation sound systems Real Estate Companies, Mortgage agents were the of same, howbusiness would your in into my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal qualities into one. inspiration, knowledge and expertise to living you’ll make as an agent or broker. I promise.

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. all (www.corcorancoaching.com/programs, an international tently across of your marketing plat- exposure to 800-957-8353), theirs. Repetitiveness in marconsulting and coaching company that specializes in performance coaching and forms, it does you little good. In order to keting is not only a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention.

Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

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NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. at the same time.

In addition, it serves anbrand could be as simple as a series of They want practicality, logic, fairness and a systematic approach. When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information.

CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC assessment.

Just visit www.corcorancoaching.com/behavioralstyle. your prospects to engage with you? It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching company that specializes in performance coaching Carr is America’s Top Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses.

Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

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PATRICIA LLERAS Top Agent Magazine

35

PATRICIA LLERAS

Patricia Lleras came to the United States from Colombia, where she had previously managed her own advertising agency. After settling down in New Jersey, she shifted her focus to real estate. It wasn’t always easy; Patricia had to enroll in English classes and find her foothold in a new country. But all her work paid off when she attained her license and finally achieved the American Dream. “Coming to this country truly changed my life,” she says. “Yes, it took a lot of effort, but here I’ve found a lifestyle and career that I love.”

over a series of targeted digital and social media campaigns, she also sends out promotional postcards to the area and leans on her extensive professional network to extend a home’s reach throughout the community.

Today, Patricia is a Realtor for Weichert Realtors where she assists clients throughout Bergen County and the surrounding areas. Offering more than twenty years of sales experience, she has cultivated a process around personalized service and open communication for all her buyers and sellers as she is bilingual speaking both English and Spanish. “My clients know they can come to me—no matter what,” she says. “They trust that I will be there for them whenever I’m needed.”

When listing a home, Patricia offers her clients a variety of resources. On top of sharing their homes 36 36

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Elsewhere, Patricia is just as detailed when assisting her buyers, standing for their needs and educating them on the nuances of their transaction. Moreover, she leans on her expert knowledge of her region to help her clients make informed decisions on the market. “You have to be proactive,” she says. “I’m always here for my clients.

Starting with the buyer’s consultation, I guide them through the process and make sure they understand each step.”

Through the years, Patricia has earned a terrific reputation around New Jersey, with the vast majority of her volume coming from either repeat clients or referrals.

When asked about the key to her success, she emphasizes the importance of empathy.

“I always put myself in my clients’ shoes,” she says. “I want to see what they want, so their best interests can be my best interests.

After all, the strongest business strategies emerge from serving your clients, rather than looking out your own wallet.”

When she’s not with clients, Patricia can be found mentoring the up and coming agents at Weichert Realtors, showing them how to market themselves and work smart when handling buyers, sellers and rentals.

Outside her career, she enjoys spending time with family or participating in silent auctions for breast cancer awareness.

Going forward, Patricia has strong plans for the future of her business. In the coming months, she will be earning her broker’s license and continuing to build on her momentum. But above all, she most looks forward to the relationships and new opportunities that lie ahead. “As you get to know a client, you become a part of their family,” she says. “I just love seeing the look on their faces when I give them the keys to their dream home; that sense of satisfaction and gratitude keeps me driven to help them long after the deals are done.”

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To learn more about Patricia Lleras email plleras@weichert.com, visit patriciallerasrealtor.com or call (201) 673-4865 www.

Copyright Top Agent Magazine 37 37

Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be creative. Use your marketing to have to tear down half the planet! target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or ugly. wanted that house. Period.

You are not the world’s taste critic. Copyright©, Denise Lones.

You cannot tell what people want. I All rights reserved.

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KEITH MILKIEWICZ

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KEITH MILKIEWICZ

Keith Milkiewicz worked as a senior executive in the healthcare field for twenty-three years, serving as a Licensed Medical Technologist, carrying a sales bag in Laboratory Diagnostics and building and managing laboratories across the nation. At the time, real estate was a hobby that complimented his corporate life. Then Keith suffered from a neardeath experience—a pulmonary embolism—that reframed his views on life and fulfillment. After making a full recovery, he realized that he wanted a change. With the support and encouragement of his wife, Keith quit his job to pursue a career in real estate, where he could enact his long-held dreams of entrepreneurship.

“Since then, things have been absolutely amazing,” he says. “I’m so glad that I took the risk and followed my passion. Going into business for myself was truly the best decision I’ve ever made.”

transaction as a journey, not a commission,” he says.

“Right away, I seek out what my customers want and how I can provide that for them.”

When listing a home, Keith offers a diversified strategy. After getting to know his clients, he constructs a full suite of services catered directly to their needs— including everything from targeted social media campaigns across sixteen syndicated outlets to open houses that become the talk of the neighborhood.

Today, Keith is a Realtor for Keller Williams, where he assists clients throughout Austin and the surrounding areas. Having fine-tuned a business plan anchored around service, he has developed a hands-on process to suit the needs of any buyer or seller. “I treat every 42 42

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Most importantly, Keith relies on his past experience in the corporate sphere and as a real estate investor to ensure that homes are prepped to showcase-condition and his work is executed with the utmost professionalism, all to maximize the greatest return for his sellers.

Elsewhere, Keith applies an equally systematic approach when assisting his buyers. By utilizing his innovative acquisition, holding and exit strategies and outside-the-box thinking, he can guide any transaction. “In real estate, nothing has been handed to me,” he says. “I personally see to it that my transactions reach the finish line. Because of this, I know where all the land mines are and how to avoid them.”

Keith keeps fighting for his clients even once the deals are done, staying in touch long after closing to make sure they are loving life in their new homes. “Communication and openness are crucial for me. I want to be the first person who comes to mind when my clients consider buying or selling a home.”

Outside of his career, Keith strives to remain active in his community, joining in neighborhood social activities, coaching for youth football and baseball and participating in Red Day events at Keller Williams. A family man, he also enjoys spending time at home with his wife and children or boating over Lake Travis.

Keith has strong plans going forward. As his volume continues to grow, he intends on developing his experience in luxury homes, building onto his investment network and expanding his team at Keller Williams.

“The runway is open,” he says. “Real estate is my lifestyle and career. I’ve found a real niche in the market through personalization, warmth and service—all the things you can’t get with the click of a button.”

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To learn more about Keith Milkiewicz email keithatx@kw.com or call (512) 518-1267 Copyright Top Agent Magazine 43 43

7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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MICHAEL SANDOVAL Top Agent Magazine

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MICHAEL SANDOVAL

Michael Sandoval began his real estate career in 2004, but he likes to say he started working in sales as early as 7 years old. “My aunt had a booth at the local flea market, and my brother and I helped out on the weekend,” Mike recalls. “That’s how I got acclimated into sales and learned how to sell and get customers involved.” After graduating college from Sac State with a degree in Business Administration focused in real estate, Mike connected with a top producing agent, got his license, and has been in the business ever since.

Mike says. “When I meet with my clients, I give them the same respect I would a CEO of a multimillion-dollar company. I establish a rapport with my clients and their families, and that’s how I get a lot of referrals.”

When he markets his listings, Mike says, “I do a lot of marketing online because 92% of buyers come from online.” He uses professional photography and 3D Matterport tours to ensure a

As a Realtor® with RE/MAX Gold, Mike serves Sacramento, Placer, El Dorado, and Yolo counties. He works in all the major cities within those counties, including Sacramento, Roseville, Granite Bay, Folsom, Shingle Springs, and West Sacramento. About 85% of his business comes from repeat and referral clients, an impressive feat that speaks to the loyalty and trust he inspires. “I believe in treating people with respect,” 48

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listing stands out, and he markets his listings across the major syndicated websites including Zillow, Trulia, and Realtor.com, as well as on social media. Mike’s listings are pushed digitally to specific audiences on those platforms based on geographic location and other data in order to pinpoint likely buyers.

The results speak for themselves: last year Mike closed 60 transactions on his own, and among his peers at RE/MAX Gold he was ranked #4 in volume out of about 1,200 agents. Mike has also been named one of the NAHREP Top 250 Latino agents in the nation.

Mike says his favorite part of real estate is “the satisfaction of helping people, and also the excitement of putting the deal together.

I love meeting families and helping them satisfy their needs.”

Giving back to his community is important to Mike, and he donates to charitable causes through his church. Mike also loves to help out the local Hispanic community by offering his assistance to non-English-speaking people who need help interpreting documents and the like. When he is not working or giving back, Mike enjoys spending time with his family, especially his two kids.

In the future, Mike says “I want to stay consistent with the volume I have, and possibly create a team where I can help other agents create and grow their business.” He says it always goes back to treating people with respect. “My parents were immigrants from Mexico who came here with a junior-high education. My father created his own business here, and I learned from him. It took a lot of hard work to get to where I am, and I never forget where I came from.”

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To find out more about Michael Sandoval, you can contact him by phone at 916-798-9417, or by email at Realtor.Sandoval@gmail.com Copyright Top Agent Magazine 49

How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 50

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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BETH SOHN

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BETH SOHN

Knowledgeable, honest, and always available are phrases that appear throughout Realtor® Beth Sohn’s five-star reviews, which isn’t at all surprising considering that her “sole modus operandi” is based on striving for the highest level of client satisfaction and building lasting relationships.

This has been true from the start. In 2006, after the birth of her niece, Beth left a successful career in the fashion industry and moved to Kansas City to be nearer her family. Her sister, a lender, suggested Beth look into real estate because she thought Beth’s personality, open communication style, and proven ability to build relationships would translate easily to real estate. Beth’s sister was right—and real estate quickly became Beth’s passion.

the business will come” clearly works. She reports average annual sales volume between $10-15 million, a growth rate of 5% per year, and a repeat customer/ referral rate of 99%. Beth notes, “I’m now working with previous clients’ kids, parents, co-workers, and neighbors. When they talk about six degrees of separation, I would say that is absolutely my scope of work.”

Beth achieves all of this with a combination of professionalism, creativity, attention to detail, and a

Now, based out of the RE/MAX State Line, Sigman and Co. office in Leawood, Beth “sells eight counties in Kansas and Missouri,” including Wyandotte, Leavenworth, Cass, Johnson, and Jackson. Her philosophy: “Focus on what is best for your clients, and 54

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carefully cultivated network of reliable vendors. “The way I approach selling a home is very consistent. I’m walking the property.

I’m staging the property. If there are any contractor tweaks that need to be made, I have vendors that are always there for me, willing to support the client and making sure we’re properly preparing the house for market. On the buyers side, I make sure I am always listening. I have to be able to execute their vision and their dream while always looking out for their best interests with regard to are they buying something that has integrity from a foundation standpoint, from a bones standpoint, and from a resale standpoint.”

She applies the same thorough approach to marketing and staying in touch with clients.

When listing a property, Beth says, “90% of people are searching online” so, “first and foremost, we make sure the house is properly prepared so when it is professional photographed, it looks great online.” She creates virtual tours, places listings on Zillow.com and realtor.com’s premier sites, and sends email blasts. Her strategic plan includes a strong social media presence, a personally branded magazine, baseball schedules, and other mailers. She texts, emails, and phones, often just to check in—and past clients call her as well, relying on her as a trusted resource for advice and vendor references.

“It’s all about relationships,” Beth says, “I am a people person. I enjoy taking care of people.”

Taking care of people extends outside of work too. Beth supports Della Lamb, an organization that provides assistance to low-income families and donates her time to Kansas City Friends of Alvin Ailey’s program to improve children’s self-esteem through dance. She also served on the board of Fashion Group International for many years. When time and conditions allow, she loves to pursue her other passion—traveling with her husband.

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For more information, call 913-972-7002; email beth@sharonsigman.com; or visit zillow.com/profile/beth0767 www.

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room 56

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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KAY CHEEK

Kay Cheek began her real estate career working for her parents’ Dallas based multi-office real estate company. Being a full-time agent gives her the needed market knowledge and experience to specialize in assisting families whether they are moving into the area or selling a home. Clients value Kay’s hard work, her expertise gained through years of experience, and her honesty and willingness to tell it like it is. “I treat every one of my clients like family,” she says.

“I’m not in it for a quick sale. I’m into educating my clients so they can make an informed decision when they’re purchasing or selling their home, because it’s one of the most important decisions they’ll ever make.”

serves the Dallas and surrounding area including Frisco, Prosper, Plano, McKinney, Celina, Allen, Southlake, and other communities.

Most of Kay’s business comes from repeat and referral clients, a testament to the strong relationships she forms. “I keep myself in front of my clients, and I keep them informed and updated on

Kay’s office is in Frisco. She is an integral part of her company, Ebby Halliday’s Relocation Team. “We’re trained to be experienced and knowledgeable in several different locations and cities,” Kay explains, “so I cover a wide territory.” Kay 58

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the market,” she says. The personal attention she gives her clients allows her to serve them better. “In order to be a good agent, you have to be a good listener. It’s not about what I want for the client, it’s about what fills their needs in a home purchase or sale.”

When she is marketing her listings, Kay relies on her network of connections with local agents to help get the word out. She also advertises her listings in local magazines, as well as on social media, including Facebook and other websites. “Any means we can use to promote a listing, we take advantage of,” Kay says. The results speak for themselves: Kay typically does over $24 million each year in volume. For each of the past 29 years, Kay has achieved the Company-Wide Honor Roll, standing out among thousands of agents over time.

Kay’s involvement in her community extends to serving on numerous local builder and Realtor® Advisory Boards, as well as being very involved in her neighborhood through the Homeowners Association. When she is not working or giving back her time, Kay enjoys going to the movies, dining with friends, and traveling. She also loves attending many of her grandkid’s sports events and dance competitions.

In the future, Kay plans to continue giving her clients the same great level of service they’ve come to expect. “I love taking care of families and introducing them to the area,” she says. “I’m a Native Dallasite and I’ve done this most of my adult life, and I love it. My goal is to help people understand about the area, schools, the housing market and economic centers. I love getting people excited about moving here.”

Kay genuinely cares about her clients and is available 24/7.

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To find out more about Kay Cheek, call 972-333-4541, visit KayCheek.com or email kaycheek@ebby.com www.

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Laughs!

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

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HOLLY WINN

Top Agent Holly Winn focuses on the greater Fort Worth area in Texas—the vast majority of her business consists of referrals.

When Holly Winn was first introduced to real estate by her now husband, she instantly fell in love with it. “Once we got married I got my license and went full-time into buying and selling,” she explains. “My husband is a real estate investor, and I’m just doing my own thing.” Focusing on the greater Fort Worth area in Texas, the vast majority of her business consists of referrals. “I’m constantly asking my clients who have closed deals with me to refer me to others, and they do.” Buyers and sellers do not hesitate to spread the word about her work, as she delivers superior customer service and is fully committed to helping them achieve their goals. With a glowing personality and a compassionate nature, Holly finds it easy to connect with others and often becomes friends with her clients.

heart,” she says. When working with her buyers, she is dedicated to getting them the best deal possible, while finding them a property that ticks all their boxes. Meanwhile, she strives to get as much as the market will allow for her sellers, utilizing her negotiation skills to make it a smooth transaction.

When it comes to advertising her listings, she also

“I show them that I don’t just want to make money, I want to help them out, I have a big 62

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goes above and beyond, hosting open houses, posting on social media and online marketing. It’s clear she’s doing it right, as she made 13 transactions in her first year alone and is on track to surpass that in the next year.

Afterwards, clients have left rave reviews about their time together. One recently said, “Holly is very responsive and makes herself readily available to her clients. She is quick to handle any and all requests day or night.

Holly is great about keeping an eye out for all home options (soon to hit market, homes that have been pulled off market but might still be available etc.). Highly recommend her to anyone looking for a home in the DFW area!” Another wrote, “Holly was a pure joy to work with. She is honest and does everything just right. Holly is smart and is family now. We tried once before to sell our house with no luck, even through COVID-19 she kept on working and made it happen. The sale was seamless and easy. Holly took care of EVERYTHING. We cannot recommend her enough.”

When Holly isn’t working, she’s giving back to the community through her church, is staying active at her local CrossFit gym, or she’s working with her husband to manage their rental properties. She also loves spending time with family and friends and enjoys traveling.

Looking ahead, Holly has her sights set on opening a brokerage in a few years, doubling her business every year and eventually growing a team. She will no doubt enjoy the journey, as she feels this career is rewarding in so many ways.

“My favorite part is making those connections with people, establishing those relationships and making them feel comfortable with me. I’m going to do everything I can to help them.”

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To learn more about Holly Winn, please call 817-832-1328 or email hollywinnrealtor@gmail.com Copyright Top Agent Magazine 63

9

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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PETER ALBERTINI Theology and Real Estate may seem like two peas that would not fit in the same pod, but Top Agent Peter Albertini, who holds a B.A. in Theology from Aquinas College, begs to differ. Peter explains that they are not mutually exclusive, both revolving around building relationships and serving the community and the people that live in it. After studying at Columbia University, Peter initially worked in advertising in Manhattan, but decided to change careers after a negative experience with an absent Real Estate agent inspired him to become the kind of dedicated and caring agent that he would have wanted. While Peter began his Real Estate career in New York over 30 years ago, his wife’s career had them moving to Michigan not long after he started. Since moving to Grand Rapids from New York in 1991, he’s certainly made his mark on the community. Peter and his team, Peter Albertini Properties, serve the Greater Grand Rapids area, and he has been consistently recognized as one of the top agents in West Michigan. He’s become a well-known and beloved figure in his community, with people joking, “If you don’t know who Peter Albertini is, it’s because you don’t live here.”

Peter emphasizes the importance of building genuine relationships with his clients based in trust. As Peter explains, “All business is based in relationships, and all relationships are based in trust, and we have an approach that says we come from contribution. We’re a service driven group.”

Because of his work as a eucharistic minister in the chaplain’s office at his local hospital, Peter’s approach to the business of Real Estate is focused more on the people he serves and truly enhancing their quality of life. Peter explains, “Buying and selling a home is an emotional experience, we just make the fiscal numbers fit. People forget that what we’re striving for is quality of life – the quality of the way you live, the way you want to live. It’s about getting people to experience the transition, and hopefully always improving or getting to the true nature of the quality of life. The quality of the lifestyle that they want to live in their home.”

Peter has been heavily involved in helping his community for decades. In addition to his work as a minister, Peter helps 66

the community through his active involvement in numerous major non-profit organizations, serving on a number of boards and committees and “getting out into the community and doing the work.” For Peter, his approach to life mirrors his approach to business, “It’s about service. Life is about service when you come down to it. If you want to live a full life, be of service, be productive. Intertwining with people in the community, living, being part of the community through service organizations is the most basic form of relationship.” When he’s not serving his clients or the community, Peter enjoys taking time to appreciate the abundant natural beauty throughout Michigan, as well as watching every possible British detective series ever made with his lovely wife, Christine.

Peter truly loves the business of relationships. His work as a minister and as a Real Estate agent are one and the same for Peter. Peter recalls when he was once told, “You cannot make a perfectly selfless act of charity because the very nature of it enhances your own feeling.” Peter explains, “that’s true, and that’s the nature of what I do. There’s a great satisfaction. It’s about communication and relationships, knowing that your present in somebody’s life.” Having found his true passion in Real Estate, Peter doesn’t plan on letting it go and retiring. He’s in it for life. “I don’t plan to retire. I’m going to take life as it comes, and structure my business and team so that eventually all I do is mentor and coach agents.”

To learn more about Peter Albertini, call 616-951-1605, visit peteralbertini.com or email petera@grar.com http://

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

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

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

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

Here are some of the reasons why.

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

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

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

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

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

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

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

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

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 68

4. Networking

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

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DIANE BELCUORE Diane Belcuore began her real estate career 24 years ago, when her kids were young. “I had a business background and I wanted to work from home,” Diane recalls.

“Real estate was moving online at the time and I had a technical background, so it was a perfect time to get into real estate.” Diane has been in the business full-time ever since, providing her clients with thorough, hands-on service that makes it easy for them to achieve their real estate goals.

Diane serves all of central New Jersey, including Hunterdon, Somerset, Morris, Union, Middlesex, and Monmouth counties. For the past 10 years, over 90% of her business has been coming from repeat and referral clients, an impressive feat that speaks to the loyalty and trust she inspires. “I do everything I can to support the transaction and make it smooth for my customers,” Diane says. “If there’s something I can do for them so they don’t have to take time away from their busy lives, I will do it.”

Diane’s thoroughness sets her apart. “I perform all the due diligence to determine the material facts about the property and the community,” she explains, “to give my customers as much information as possible. That way when they’re ready to make a decision, they can make an informed decision.”

websites, as well as my blog and even print marketing— which I find is very worthwhile, because it still works.”

Diane’s print ads are especially useful because they’re linked to websites to give added internet exposure as well. “I’ve also stepped up digital marketing and now for every listing I provide online floor plans, aerial photography, virtual staging, virtual tours, and a unique domain name for each property’s address.”

Community involvement is important to Diane, and in the past she has served on the board of directors of the New Jersey Ballet. She has also been very active in the schools as a volunteer, and was a Girl Scout leader for 20 years. Now Diane is involved as a donor in Habitat for Humanity and local food banks. When she is not working or giving back, Diane enjoys going to the beach, spending time with her two grown daughters, and traveling with family.

In the future, Diane plant to continue emphasizing “quality over quantity,” and providing personalized service to her clients. “The biggest thing about working for myself is that when I make promises to my customers, I know I can deliver on those promises,” Diane says. “Because it’s my own business, I’m completely empowered. I have the flexibility to keep my customers happy and make the deal work, and that’s very important to me.”

Another big plus Diane’s clients get when working with her is the level of support she provides. “I’m available almost 24/7,” she says. “I’m very dedicated to making it a satisfactory closing for my customers. Once the property goes under contract, I provide 100% support, just as a project manager would in any other industry. I work to make sure the buyers and sellers are complying with the contract requirements and make sure we get to the closing table.”

When it comes to marketing her listings, Diane takes an aggressive and comprehensive approach. “Regardless of the commission paid, I provide full-service marketing.

That includes a full array of social media and real estate Top Agent Magazine

To find out more about Diane Belcuore, please call 908-872-5473, email dianebelcuore@optonline.net, or visit belcuoresellshomes.com www.

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CORY & MARY CHERAMIE Cory and Mary Cheramie have brought a wealth of experience to the real estate industry. Having both served in corporate America, the couple possesses a unique insight into financial analysis and business management. For Mary in particular, real estate is a family business: Her family has owned and operated a brokerage in New Orleans since 1956. In 2017, the Cheramies went seeking a career that better spoke to their communal values. After finding fast success in the real estate market, they purchased a RE/MAX franchise along with Mary’s parents, Kevin and Diana Alfortish, and RE/MAX Generations was born.

transaction. Beyond applying their years of professional experience to ensure a deal runs smoothly, they understand the significance of being there when needed most. “We’re not cold callers,” Mary says. “Real estate is all about building personal relationships with your clients and leaving a meaningful impact on their lives. That sense of purpose drives us every day.”

Mary, meanwhile, has an unmatched skill set when it comes to handling commercial properties. A certified public accountant, she is an expert at putting together commercial leases and contracts.

“No matter the deal, we strive to go above and beyond for our clients,” she says.

Today, Mary and Cory serve New Orleans as a husband and wife Realtor duo, the Cheramie Team, and are co-owners of their brokerage, RE/MAX Generations. By combining Cory’s knowledge of residential real estate with Mary’s specialization in commercial properties, they have developed a comprehensive process to negotiate even the toughest transaction. “In corporate America, we had to be extremely detail oriented to succeed,” Cory says. “We’ve carried that work ethic over to real estate to make sure our clients are taken care of.”

Outside of their career, the Cheramies are both active in their community. Cory serves on the Board of Directors at the Young Leadership Council of New Orleans, a non profit organization that develops leadership in the city while giving back to the community; meanwhile, Mary is the President-Elect of her local Rotary chapter. When they aren’t assisting clients or giving back, the couple can be found spending quality time at home with their newborn son.

When listing a property, Cory and Mary offer a diverse set of marketing strategies. On top of sharing a home over the latest MLS technology, targeted digital and social media campaigns and listings over their website, they also utilize their extensive network to connect clients with even more prospective buyers. “We don’t just leave a sign in the yard and hope to sell a house,” Cory says. “Instead, we’re constantly searching for ways to add value and boost our clients’ visibility.”

Cory and Mary have strong ambitions for the future.

In the months ahead, Mary will be pursuing her CCIM designation. Elsewhere, the couple will continue growing their brokerage, recruiting agents and expanding their portfolio of commercial rental properties. But through it all, this power couple will forever raise the bar of client service in New Orleans. “Buying a home is the most significant financial decision most people make in their lives,” Cory says. “Above all, we are honored to help our clients navigate the nuances of a transaction and find the perfect deal for their needs.”

The Cheramies are equally locked in for their buyers, standing as trustworthy advocates throughout the entire

To learn more about Cory and Mary Cheramie, email cory.cheramie.remax@gmail.com or mary.a.cheramie.remax@gmail.com, visit cheramierealtors.com or call (985) 804-5093 www.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 72

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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IAN CRIST Broker Ian Crist – of Keller Williams Realty Professionals in Portland, Oregon – is a dynamic, intelligent and hardworking real estate professional who is dedicated to providing his clients with the top-notch customer service. Having built his business on a solid foundation of honesty, integrity, industry knowledge and an indefatigable work ethic, Ian has earned his stellar reputation as a trusted real estate advocate.

has translated into a five-star overall rating on Zillow. com, comprised of glowing testimonials like this one: “Ian is truly a realtor that cares, and I can attest to this with firsthand knowledge. He will go above and beyond for his clients. I would highly recommend his services, and I trust him with any real estate needs.”

Ian officially began his journey in real estate upon becoming licensed in 2017, though his interest in the business began much earlier. “My grandfather has actually been a Realtor for forty years,” explains Ian. “It really intrigued me that buying or selling a house is probably one of the biggest financial transactions a person is going to make.” While still in college, Ian mused about joining the corporate world, though a job with Nike soured him on that goal. “I decided it wasn’t a good fit for me,” he says. “I’m very entrepreneurial, and I liked the idea of starting my own business and working for myself.” Upon graduation, Ian obtained his license, joined a powerhouse team of agents, and began making his mark upon the industry.

When he’s not working, Ian enjoys staying physically fit. A longtime athlete – he played sports in college – he loves going to the gym. He also enjoys spending time with friends and working to create a sensible work/life balance.

There are many other factors that have contributed to Ian’s ever-growing success story, and chief among them would be expert negotiation skills and his leave-nostone-unturned approach to marketing, which includes reaching out to other area Realtors with information on new listings.

Ian has big plans for the future of his business, which includes obtaining his Principal Broker’s license. He also wants to grow a team to support this growth.

However, his primary goal is the same as it’s been since his first day as an agent: to continue providing his many clients with the unparalleled customer service that has become his calling card.

After recently stepping out on his own as a solo agent, Ian’s business has continued to thrive and grow, based in large part on his unique approach to working with clients. A self-professed numbers guy, Ian works hard to help his clients bypass sentimentality and view their home purchase as an investment. “I love working with clients, particularly younger clients,” he says. “I want to help set them up for years down the road, and to get them into that investing mindset.”

Currently, a significant portion of Ian’s business is based upon returning customers, referrals, and positive word of mouth, an impressive achievement in the highly competitive real estate industry. Ian’s professionalism Top Agent Magazine

For more about Ian Crist, please call 503-508-0131 or email IanCrist@kw.com 73 Copyright Top Agent Magazine

JOSE CONTRERAS Jose Contreras began his real estate career at an early age, working for his parents’ real estate business in Mexico, where he grew up. “I had been working for my parents doing property management from lease agreements and working with tenants,” Jose says, “so when I came to the US in 2000, I thought, I’m already learning something in Mexico, why not learn it here in the US?” Jose got his real estate license in 2005 and has been in the business ever since. Jose’s clients value his great communication, his initiative, and his honesty.

Jose serves the Porter Ranch, Northridge and Chatsworth area. “Most of my business has been through past clients and sphere of influence, which has been great,” he says.

“I try to cater a lot to my past clients, and that’s how I get a lot of my business. My clients’ positive reviews online have also created new clients.”

Jose’s proactive approach to communication truly sets him apart. “I believe in being responsive,” he says. “I don’t like leaving the ball on my side of the court. When I get an initial call from someone who wants to buy or sell, I try to connect with them immediately. I try to provide value, and I think that’s what people tend to appreciate.”

That positive habit of communication extends to making the whole process transparent for his clients. “I like to explain the process of everything, whether it be on the listing side or the buying side,” Jose says. “My father always used to say whatever you do, make sure that when you put your head on the pillow at night you can sleep at peace. A lot of that has to do with doing the right thing, being open to people, communicating clearly, and being transparent. If you do that, good business will come to you.”

When it comes to marketing his listings, Jose says, “We create the right buzz through mailing campaigns, social media campaigns, and reaching out to the neighborhood within that specific area where the house will be listed.”

Jose also makes a point of approaching his listings 74

honestly, which benefits everyone involved.

“I like to do a lot of pre-inspections so that when we market the house, we can call it a ‘homebuyer-ready’ house. Nothing is hidden, and everything’s out there.”

Community involvement is important to Jose, and he and his team donate to non profits like Next Chance Rescue, Underground Railroad and the local Shepherd of the Hills Church. Jose also likes to put the spotlight on local businesses through doing events with them and making videos to support them. When he is not working, Jose loves spending time with his family including his 3 beautiful kids, as well as getting outdoors. He enjoys hiking, being in nature, and going to the beach.

In the future, Jose plans to continue growing his business within his local market, with a goal of eventually building up a team of other agents who can help him serve the local community. He would also like to grow his business into investments, something he has always enjoyed. Above all, Jose says, “I love working with people and connecting with them. It’s a great partnership, and I love what I do. I empower myself, and if people connect with me, then it’s not work. I look at it as a way of life.”

For more about Jose Contreras, please call 619-456-5367, email JoseCL7@Gmail.com, or visit josecontreras.com www.

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

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

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

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

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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

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

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

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

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

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

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 76

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

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

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

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

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

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MICHELE CUMMINS Michele Cummins began her career as an actress. After moving to the Fraser Valley with her husband, she found herself struggling to balance her craft with her financial aspirations. Through a chance connection, though, she had an opportunity to train in the real estate industry. “I realized that I had two life passions,” Michele says with a laugh.

“In real estate, no two days are alike. I really enjoy the journey behind each transaction.”

Today, Michele is the Lead of the Cummins Real Estate Group at RE/MAX Little Oak Realty where she services clients throughout the Fraser Valley.

Alongside her extensive network of cleaners, stagers, landscapers, mortgage brokers and more, she has organized a collaborative workflow to meet the needs of any client. “My partners and I have built a great deal of trust over the years,” she says. “We work together as a group to add as much value to a transaction as possible.”

When listing a property, Michele prefers a diverse strategy. After providing professional staging, photography and videography, floor plans and 3D virtual experiences, she will market a home through a variety of techniques—ranging from targeted social media campaigns to print advertisements, open houses and Realtor events. Elsewhere, Michele, co-host of an exclusive 107.1 FM Top Agent radio show, grants her clients even more reach through on air mentions. A Certified Luxury Marketing Specialist, she also offers an elite touch to every property. “I’m determined to bring a luxury marketing experience to all my listings,” she says. “Above all, my job is to help my clients create that special emotional connection with a potential buyer.”

Michele takes an equally comprehensive approach when assisting her buyers. Through compassion and

open communication, she provides a personal touch to uncover the right home for a client’s needs. Moreover, she remains in contact with her buyers well after closing, celebrating their purchase through client appreciation parties and keeping them apprised of the market with neighborhood market updates and continuing professional insight.

Ranked in the Top 1% of Canadian Realtors, Michele has developed an outstanding reputation in all of Western Canada, from Vancouver Island to Manitoba, as evidenced by her strong rate of repeat clients and referrals. “Everything in real estate comes down to forging strong relationships,” she says.

“If you have a great experience with an agent, you’re likely going to use that agent again. That’s why I’m fully committed to getting my clients the best possible results—no matter what.”

Outside of her career, Michele remains active in her community, contributing part of her commissions to the Children’s Miracle Network and giving valuations by matched donations to the local Union Gospel Mission.

In addition, Michele enjoys supporting the local 4-H program and Missions car racing club. As a Certified Mentor at RE/MAX, Michele also trains emerging agents, helping them find a foothold in the industry.

Looking at the future, Michele intends on growing her business while adding to the workflow that has garnered her so much acclaim around the Fraser Valley. “I’m focused on maintaining my standards of service. If I continue adapting to changes in the market and doing right by my clients, I have no doubt that the future will be bright and successful. Building a great reputation is key!”

To learn more about Michele Cummins, please call (778) 885-4659, visit www.michelecummins.ca or email mcummins@remax.net or cumminsrealestategroup@gmail.com.

You can listen to Michele’s Real Estate radio show uploaded as a podcast on Spotify, Apple iTunes or wherever you get your podcasts, or follow her Youtube channel: Michele Cummins - PREC and watch them there!

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ASHLEY DAILEY After working in public schools for a few years after college, Ashley Dailey decided to give real estate a try when her brother, a homebuilder, suggested she would be good at it.

Ashley sold new homes with Capital Homes, then was recruited by Home Creations, the #1 builder in Oklahoma, working as their sales manager. In 2015, Ashley decided to go out on her own and get her real estate license. She takes pride in serving her community, helping people achieve the dream of homeownership.

“I do business with people I know and care about,” Ashley says. “That’s how I’ve always run my business.”

Ashley serves the greater Tulsa area, as well as the surrounding rural areas of northeast Oklahoma. About 70% of her business comes from repeat and referral clients.

“Most of my referrals are from friends, family, and past clients,” Ashley explains. “I keep building my sphere and meeting new people by being involved in my community.”

Clients appreciate that Ashley is down to earth and able to help them overcome any obstacles that may stand in the way of their owning a home. “We’re in a community where a lot of people don’t believe they can ever buy a home,” she says, “so I take it upon myself to instill hope in people.” She helps her Native American clients find funding through tribes to help with their down payment, and when people do not have the credit that they need, she has a lender who can work with them to build or repair their credit. “I’m a problem solver, and word gets around that I will find the resources and I will help you. I really cater to my people and make them feel comfortable throughout the entire process.”

When she markets her listings, Ashley always makes sure to help her clients “put their best foot forward” in presenting a home to the world. She works with a media company to do 3D virtual walkthroughs on every property, as well as video, drone shots, and high definition photos.

She also offers free professional staging to all her clients, as well as free digital media.

Ashley’s involvement in her community extends beyond real estate. She donates to the Oklahoma CASA Association to help abused children, and she volunteers with Matriarch, a Native American women’s empowerment group where she teaches a class about homeownership and financial freedom. Ashley and her husband, who is Osage, also help out with local Pow Wows, and Ashley has been a speaker at the Native American Sobriety Conference.

Ashley is also excited that she will serving as an Oklahoma Region Keller Williams Realty International Social Equity Ambassador. Their vision is to “collaborate with a passionate group of leaders who would like a voice in creating recommendations on how to eliminate any racial disparity within our company or industry and how we can lead the way in communities where we live and work.” Ashley was selected because of her “passion and leadership.”

When she is not working or giving back, Ashley loves to go on road trips with her husband and their dog, go cycling, and spend time outside enjoying the natural beauty in their area.

In the future, Ashley plans to continue growing her business in a way that will be beneficial to her clients. “I’m focusing on hiring the right team members and expanding in my area,” she says, and she would like to eventually open an office outside of Tulsa to better service her rural clients. “I’ve lived in this area my whole life and I love it here,” Ashley says. “Home means more now than it ever has, and I love helping people achieve financial independence when they thought they would never be able to own a home. It’s so empowering to people, and I feel like I’m making the world a better place.”

To find out more about Ashley Dailey, please call 918-760-1487, email acrawford@kw.com, or visit daileypropertiesok.com www.

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

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

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

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

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

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

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

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

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

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

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

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 80

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

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LEWI GAULT homes and, boom, fast forward one month later, we have the keys to our new home. We love him and we recommend him for all your real estate needs. “

Lewi Gault was born and raised in Scotland and always had an entrepreneurial spirit, which he attributes to his father. “When I moved to Denver 11 years ago, I started from the ground up,” he notes. ”I knew that in this country, if I put my mind and work ethic to it, I could achieve the highest levels of success.”

He began his career in the states in the fitness industry where he found his passion for helping people. “Within 2 years of being in the U.S., I was leading events at Red Rocks Amphitheater and working out thousands of people,” he recalls. “I opened some gyms around Denver and finished with a 5 years stint at Orangetheory Fitness where I opened studios in Stapleton and Uptown.”

Following a successful stint in the fitness field, Lewi decided to change direction but continue his passion for helping people and got his license in real estate. “I love to overcome problems and fight for my clients every day to make sure they achieve their goals, whether its buying or selling homes,” he notes.

As a Broker Associate with Compass, Lewi helped build a team of 16 agents who cover the Denver Metro area and beyond. “We love the team approach, and frankly, will go anywhere where clients need our assistance,” he says. Last year, his team volume was over $75 million, and he reports that his personal business is 85% repeat and referral clientele. “I know that people keep returning because of our personal approach to interacting with them,” he states. “Even after the transaction is closed, we check in often because we care.”

It’s no surprise that Lewi receives stellar reviews for his esteemed work ethic. One client recently wrote: “Lewi is AMAZING!!! We really enjoyed our home process with him. He was so knowledgeable with the market and was so responsive with all our needs and questions.

He knew exactly what we wanted. He showed us a few

Lewi keeps a calendar of clients’ milestones and makes sure to reach out at various times during the year. He also utilizes social media, YouTube, and a variety of organic methods to stay in touch.

To market his listings, Lewi has invested in the latest technology to ensure his clientele can easily view the properties from the inside out. “We are on everything from Facebook to Zillow and do a lot of advertising online to put us in front of the right people,” he says.

In addition to the flexibility that his job affords, Lewi loves the fact that he can help someone every day. “Being trusted with the biggest purchases of people lives is a true honor, and I wake up each day excited and grateful for the next challenge!” he exclaims.

Lewi is committed to Project Worthmore, a community-based nonprofit organization that has been established to activate civic engagement and increase public policy and advocacy work within the refugee and immigrant communities. “We have a very large community of refugees, and one of my goals is to educate them about the benefits of home ownership,” he says.

When not working, Lewi enjoys spending time with his family, going on hikes and family trips. He’s also competes professionally in Brazilian Jiu Jitsu.

Currently, Lewi is reviewing how the pandemic has influenced the real estate model and how he can best adapt. “I think we’re looking more towards online efforts and less on office settings,” he notes. “I believe we will see a shift in the brokerage model, but we’ll have to see where this takes us.”

To learn more about Lewi Gault, please call (303) 915-2201 email lewi.gault@compass.com, or visit compass.com/agents/lewi-gault www.

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STACEY GOODMAN Stacey Goodman decided to pursue a career in real estate once her children no longer needed a stay-at-home mom. “I figured it was time for me to branch out on my own, and I’d always had an interest in the business,” she says. “So, I went ahead and got my license.”

That was 16 years ago. Now Stacey and her husband, Kevin, have teamed up to form The Goodman Team for eXp Realty based in Dallas, Texas. Serving Ellis and Navarro Counties, Stacey reports that most of her business is repeat and referral clientele. “Part of the reason is we are a small town, and everyone knows who we are and about our reputation,” she says. “But also, I feel that people keep returning because we’ve done a great job for them and made the transaction process easy.”

It’s no surprise Stacey receives stellar reviews for her esteemed work ethic. One client wrote recently: “I did not know Stacey personally and was completely unfamiliar with this area. Stacey took very good care of me, reviewing the properties and making great recommendations based on my preferences. I could only fly in once to look at the properties and had to go back home to sell my house there. Stacey was amazing. She took care of all the details and followed up for me. She kept in touch all the way through and made sure all the details were handled. She did much more than I had expected, and I am so glad she was there for me. You could not do better.”

and broadcasts towards the street, so when people walk by, they often stop and watch,” she notes. “It’s fun to see their interest piqued.”

Stacey and Kevin are big believers in giving back to their community. “We help out whenever and wherever we’re needed,” she says. “We’re also active with our chamber of commerce.”

When not working, Stacey loves to spend time with her extended family. “I’ve got three boys and my grandchildren,” she says. “I like to visit with them whenever possible. I’m very blessed, and it’s so important.”

She also enjoys running 5K events with her husband, working out, taking nature hikes, and reading.

As for her goals for the future, Stacey says, “I’d like to reach Icon status with eXp Realty. Currently I’m eight away and I’ve only got until August, but I’m hoping.”

She also wants to maintain the successful trajectory of her business. “We will continue to serve our clientele to the best of our ability and help them reach their goals of home ownership,” she says.

Stacey adds, “I love working with both buyers and sellers.

I’m very responsive to my clients and other agents. I respond quickly to emails, texts, and phone calls.”

To promote her listings, Stacey primarily advertises on social media, through Google, as well as in local publications. But she also has another unique method of marketing her properties right from her office. “We have a television that continuously features our listings 82 82

For more about Stacey Goodman, email Stacey.goodman@exprealty.com, visit staceygoodmanrealestate.com or call (972) 333-6951 www.

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 84

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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JASON HOAG Interested in real estate from a young age, Jason Hoag took the prerequisites for the real estate exam back when he was a college undergraduate. After graduation, he spent five years in the wholesaling business. During that time, his passion for real estate led him to invest in and renovate properties. Six years ago, he decided to use his expertise to help buyers, sellers, and other investors reach their real estate goals, so he obtained his license and soon had a thriving career.

Jason now serves the Greater Cleveland area and surrounding suburbs. His clients rave about his work ethic, knowledge of the industry and the area, and hands-on customer service. He takes the time to get to know his customers and understand their goals, and then acts as an assertive negotiator on behalf of their needs. He does everything possible to take the stress out of the process, and when clients reach out with questions or concerns, he responds promptly.

“Real estate is a great business. It’s wonderful to help people achieve the dream of buying or selling their home,” he says. As a result of the excellent service he provides, over forty percent of his business comes from repeat and referral customers.

and he closes over $5 million a year in transactions.

“I love the freedom of the job and building relationships with my clients and other agents. That’s really a cool thing,” he says. To give back to the community, Jason participates in Keller Williams’ Red Day, as well as several other fundraising events. Each year, his family puts on a local light display in Strongsville to raise money for charity. “I help set that up and help my father with all the lights,” he says. “It’s a fun event.” In his free time, Jason loves spending time with his wife and three sons. He also finds a thrill in action sports like skiing, snowboarding, dirt biking, scuba diving, and jet skiing.

For the future, Jason plans to continue growing his business and even start a small team of like-minded agents devoted to providing the highest level of service. “I want to help more people to achieve what I’ve achieved,” he says. With his dedication to his clients and his community, he’s sure to make those dreams a reality.

To stay in touch with past clients, Jason prefers a personal touch picking up the phone to call them, ask how they are doing, and find out how things are going with their property, and in their lives.

When it comes time to market listings, Jason takes advantage of Keller Williams’ technology platform, which is one of largest and most advanced in the industry. He posts the listing on all the major real estate websites and conducts a thorough campaign on social media. His average list price is $180,000 Top Agent Magazine

To find out more about Jason Hoag, please, call (216) 287-8500, email jhoag@kw.com, or visit kw.com/kw/agent/jason-hoag www.

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SHELLY HOLZ Top Agent Shelly Holz – Lead of Holz Real Estate Group at Keller Williams Premier Realty in Woodbury, Minnesota – can claim nearly two decades of experience helping her many grateful buyers and sellers achieve their real estate goals. Consummately professional, tirelessly dedicated, and possessing a true concern for the wellbeing of her clients, Shelly has built a thriving business in the Twin Cities market on a solid foundation of honesty, integrity and vast industry knowledge.

Shelly began her successful foray into real estate back in 2003, following a long stint in corporate America. “I knew the corporate world wasn’t the right path for me,” recalls Shelly, “and I wanted to do something different and that I wanted to have an impact in people’s lives.

I live by the motto go big or stay home, so I quit my corporate job cold turkey, and dove into real estate head-first.” Shelly found success as a Realtor almost immediately, and since then her business has continued to grow by 20% every year, and impressive statistic by any measure.

Shelly has also put together a sturdy, incredibly competent team of other agents and support staff, all of whom share her client-first business ethos and stellar work ethic. “My vision for the Holz Real Estate Group is akin to a Navy Seal team,” says Shelly. “I hire people who are highly skilled and proficient in all areas of real estate, because I feel that in this business, being a generalist means providing only average service.”

Currently, the lion’s share of Shelly’s business is based upon repeat clients and referrals, a sure sign of the excellent customer service she and her team provide. “I believe it’s because we’re dedicated not just to getting results,” says Shelly, when asked how she has managed to achieve such impressive levels of trust and loyalty, “but also making sure that it’s a first class sales experience, while also making certain it’s a stress-free process for our clients.”

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Another factor that has played a large part in Shelly’s success story would be her exceptional, thoughtful and comprehensive marketing strategies that translate into fast sales for top dollar, not to mention happy clients.

Shelly - whose team closes on a home every three days on the average – is proud of the proactive approach she takes to ensure each property is seen in its best light and by as many potential buyers as possible. “Whether it’s signage at the property, social media, networking, or anything else, we do it all right out of the gate and we leave no stone unturned.”

When she’s not working, Shelly enjoys nothing more than spending time with her family, including her two young daughters “We like to spend a lot of time outdoors; boating, hiking, and just generally supporting our kids in their activities and really helping them along the right path to achieve their potential.”

Looking to the future, Shelly’s plans for The Holz Real Estate Group is to continue its annual 20% growth, while maintaining the unparalleled level of customer service that has become synonymous with its name.

“I’ve always been focused on our passion for service and our passion for growth,” says Shelly. “I’ve always believed that if you want something, go for it. If you believe it will happen, then it will happen. So, I’m always focused on what I want for myself, for my team, and for my clients.”

For more information about the Holz Group, call 651-436-5958 or email info@HolzGroup.com Copyright Top Agent Magazine

Five Ways To Increase Your Commission

By Walter Sanford

Sanford Systems has the best systems for making money in real estate.

Sometimes, our clients forget how to stop discounting and to instead raise their “fee.”

This month, we’ll cover five ideas. Here we go:

1

Raise it.

Before the listing appointment, fill out all paperwork with the new rate and make it business as usual. Scared? Well, make a great listing presentation.

Don’t leave until you get the objection. Learn how to overcome the objection.

If you have to, drop it back down to your old retail rate but only after much hesitation.

2

Email new listings.

Send new listings to your database immediately, hours before it hits the MLS. This is a two-fer: #1 - Keep your database informed with secret, prelisting information that they are reluctant to spam and in the email tell them to forward this hot info to their sphere. #2 - You make more double ends with new people.

3

Institute a cancellation fee.

Many agents allow sellers to cancel listings with a guarantee stating

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they can cancel if they are not happy with the process. If you offer this guarantee, you will always be worried about offending sellers who are serial cement heads with a bent toward overpricing. You won’t try hard enough to get the price reduction, thinking they are going to cancel the listing.

On the other hand, sometimes sellers have a legitimate reason for needing to cancel, and, as upsetting as that is, you can’t sell a property that the seller does not want sold. Offer them an out and you get paid for your time, while working with a chance to get the listing back. “I offer an ‘any reason to cancel’ clause. It is $1000 in the first month and goes up an additional $500 a month after that. (Adjust for your price range.) It is fully refundable should you ever re-list the property with me and I am successful in contributing to its close.”

4

Gain limited partnership as commission.

I carried many of my commissions due from builders as a limited partnership interest in their next project, rather than giving them discounts.

5

Skip the discounts.

Instead of discounts, carry your commission as part of any seller carry back. It is better than taking a beating on the amount.

I coach top agents on a limited basis. If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837. Be sure to ask about the half-off sale on our already discounted internet prices for training systems.

Don’t re-invent the wheel. Use 30 years of real estate wisdom and experience to your benefit!

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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MARTA JACKSON After graduating college with her engineering degree and MBA, Marta Jackson held Product Marketing positions at General Motors and Medtronic. Later in her successful career she started her own business, Granite Transformations, which assisted homeowners with improving their properties. She loved working in the housing industry and was searching for a career that could better balance her desire to help others with her love of entrepreneurship. “Real estate ultimately proved to be a great fit for my aspirations,” Marta says.

“I find fulfillment in helping clients successfully navigate the challenging and stressful process of selling or attaining the home of their dreams.”

Currently, Marta is a Realtor for Edina Realty, Inc. where she assists clients throughout the Twin Cities and their surrounding areas. She has built a career around compassion and unwavering service, earning numerous accolades such as the 2020 President Circle Award and the 2019 Excellence in Client Service Award through Homesnap and Google. “Tenaciousness really matters in real estate,” she says. “I’m a naturally competitive person, and I want my clients to get the homes they have dreamed of.”

When listing a home, Marta applies her professional experience to help her clients. Listening to their needs and desires, she guides them carefully through staging, photography and marketing of their home with clarity and attentiveness. Her previous experiences as a business owner help tailor the process from start to finish for each individual client. “Organization is crucial for me,” she says. “When it comes to my clients, I’m extremely detailed.”

Marta prefers an equally detailed workflow when assisting her buyers. She educates her clients throughout the homebuying process through to the closing and beyond.

She continues to keep in touch after closings and loves to hear stories and see pictures of their new homes. For her compassionate approach, Marta has won an outstanding reputation around the Twin Cities area, as evidenced by her rapidly growing rate of referrals and repeat clients.

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Most of all, Marta enjoys helping people accomplish their goals. “You can always tell when a client has found the perfect house for their needs,” she says. “Moments like those are the best part of my career.”

When she’s not servicing clients, Marta can be found donating to her area food shelter.

At home, she loves cooking, practicing yoga and spending time outdoors with her beloved family. This year, she looks forward to helping plan her daughter’s wedding and advising her son on his upcoming home purchase.

Elsewhere, Marta has solid future plans for her business. In the coming months, she intends on extending her reach, growing her client base and forging new connections around the Twin Cities region. Meanwhile, she will be expanding her roster of rental properties to better assist those in her community.

Marta first came to real estate for the ways it complimented her hardworking and service-oriented personality.

Today, she has built an accomplished career and lifestyle in the Twin Cities. The key to her success? “I always put my clients first. In real estate, you’ve got to be there for your clients and let them know you’re looking out for their interests. If you do that, everything else will fall into place.”

To learn more about Marta Jackson email MartaJackson@edinarealty.com, visit EdinaRealty.com or call (612) 770-7899 www.

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ROCHELLE JOHNSON-BROWN After graduating from college in 1991, Rochelle Johnson-Brown decided to temporarily help her mom—a REALTOR®—and ended up liking the industry so much that she got licensed 6 months later. Rochelle is a Minnesota native, and resides in Lakeville with her husband and two kids. She gets invaluable help from her assistant, Nichole Reimer, who has worked with her for over 15 years, and who helps with marketing and ensures that the business runs smoothly so that Rochelle can fully focus on clients.

With a business that runs primarily on repeat and referral clients, it’s Rochelle’s attention to detail that gives clients the certainty of being in the right hands.

“I like to stay on top of everything from start to finish.

I work hard to ensure that we make no mistakes. I believe that’s the reason I get referrals. Now I’m doing third generations—clients whose parents I worked with, and now I’m working with their kids,” she says.

Another reason clients keep coming back to Rochelle is her dedication to ensuring that her client’s best interest is top priority. “I always do what’s in the best interest of my clients. I put them first, and I fight for them. I enjoy doing what’s best for my clients. I’m also very honest with them. I want to help them be in an area or a house that they’ll be able to resell if they want or need to.”

Rochelle’s marketing strategy includes social media, mailers, as well as her own network of colleagues.

And through her hard work she has earned national sales awards from the Realty Alliance and The Dozen.

She has also been awarded the Executive Circle, the highest tier in Edina Real Estate Industry, and finds herself in the top 2% of Edina Realty Agents. But the number of transactions or volume is not something she places a lot of focus on. “I don’t really get hung up on numbers. I’m more concerned with the people.

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I love when I get to help a young family purchase their first home, and then help them move into their second home as the kids get older. This job can be very fun and rewarding.”

Community involvement is important to Rochelle—although it has been curbed a bit due to COVID-19. She is a parishioner of a local church through which she participates in various volunteer opportunities, and she frequently supports the local high school programs.

Coming from a family that enjoys sports, Rochelle’s time off is typically centered on family and football.

She also loves watching her daughter play basketball.

Going forward Rochelle has no plans of slowing down. With her two kids about to go off to college, she anticipates that she’s going to have more time for her career. “I’m going to work until I can’t anymore.

There are no plans of retirement.” And as for advice to young REALTORS®, she says, “Make it fun. If it’s not fun, it’s not worth doing.”

For more about Rochelle Johnson-Brown email RochelleJohnson@edinarealty.com, visit rochellejohnsonbrown.edinarealty.com, or call (612) 845–8858 www.

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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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DAN JONES Dan Jones had always felt a passion towards real estate, and in 2010 he decided to follow his intuition and obtain his license in order to manifest his goal of becoming a professional agent. After working on a team and solo for a few years, Dan decided to open up his own firm in 2015—Carolina Real Estate Experts; The Dan Jones Group—servicing the greater Charlotte area in North and South Carolina.

Dan’s philosophy on his trade goes way past the surface of simply selling houses and earning a paycheck. “The underlining reason for why real estate agents exist is to help people. As team leaders we also exist to impact our team members, because they will go out in the community and do things they learned here. Personally, I always like to better the people around me. Not by words, by just by actions. That’s been my number one drive,” he says.

Clients can count on Dan’s team to provide them with a personal level of attention, communication, and understanding. “People appreciate the amount of communication we put into each one of our transactions. We try to hold their hands throughout the entire process so that they feel comfortable and know what’s going on at every step. For us money is not the motivation,” he says. And Dan believes it’s crucial for his team to maintain a good home and work balance, so that they’re able to give their clients their best. The team also stays in touch with past clients through mailers and small gifts in order to show their appreciation.

Dan’s group is on track to make $90 million in sales this year with a small team, in large part due to their great marketing plan, which guarantees clients top dollar for their property and the teams’ hard work.

They frequently employ targeted ads on social media Top Agent Magazine

platforms, and reach out to people in the neighborhood to find the right buyer.

For Dan making sure that his agents are in a supportive environment that aides their personal and professional growth is extremely important, and that same belief translates into his own life, which is why he is involved in various local charities. And when he isn’t working or giving back to the community, he spends the majority of his free time with family. Together they enjoy relaxing by the pool, going to the beach or adventuring into the mountains. Before COVID-19 and the implementation of statewide lockdowns, he also spent a good amount of time traveling with his wife.

As the year progresses, Dan has a few targets he still wants to hit. In the near future he is looking to transition some of his agents into more leadership-focused roles. And he also plans to hire additional support staff so that his agents can spend more time being out in the community, and with clients, doing what they’re best at—helping people. For Dan, it’s not so much about the growth of his business as it is about the continuous betterment of his team, because as he states, “I like to watch people grow.”

To learn more about Dan Jones Email dan@myhomecarolinas.com, Visit listwithdanjones.com www.

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JEREMY LARSEN Jeremy Larsen’s real estate career started out in the mid 90s, when he began working as a new home consultant. Fast forward to 2009, he decided to obtain his real estate license and embark on a fulltime career as an agent. Over the years he’s also designed about a 1,000 homes. Jeremy currently works with Berkshire Hathaway as a solo agent, serving North Texas.

Jeremy’s key to success and the main reason for his solid repeat and referral business is his construction background, as well as his approachable attitude. “People are comfortable with me. I really try to break things down for them. This is a service-oriented business that intimidates a lot of people. But clients know they can rely on me to give them my honest feedback. And given my construction background, they know that I know my way around a house. I’m not bashful about telling people when I think something won’t work.

And my clients appreciate my candor,” he says.

Marketing is all about first impressions, and Jeremy makes sure everything about his listings is stated accurately in the description of the home, and that the property is ready to be seen by potential customers.

And his tactics have worked splendidly, as he made 11 million dollars in sales volume just last year. But it’s not the financial aspect of this job that gets him excited about what he does. “I like helping people.

A lot of people are so flummoxed by this process. I like that I can go in and provide a service where I am making the process less stressful for other people. It does not have to be scary or intimidating. It makes me feel good that I’m making what can sometimes be a very painful process of moving—if they’re relocating or their spouse died for example—I’m making this part of the process so much easier. And even firsttime buyers, they trust my expertise and know they’re in good hands.”

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In order to reach out to clients, Jeremy utilizes postcard campaigns. And when it comes to keeping in touch, following up on leads, or getting new business, he believes there are no shortcuts. “I always tell new agents the same thing. Answer your phone, return calls, and answer your emails. That’s how you stay busy in real estate,” he says.

Outside of work Jeremy is part of the leadership at his local Catholic Church where he volunteers along with his partner. And when he’s not working or volunteering, he loves to travel. He makes it a point to go on an annual cruise and visit New York, Las Vegas, and Colorado at least once a year.

In the future Jeremy plans on increasing the size of his volume. And in his 5-year-plan he’s also looking at high quality affordable housing initiatives and development projects. He also has some wise words for young agents: “Try to be a great resource for your clients. Be someone who is calm under pressure, and someone they can depend on.”

To learn more about Jeremy Larsen email jeremy.larsen@weknowtx.com, or call (214) 402–8894 Top Agent Magazine Copyright Top Agent Magazine

How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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JOSEPH LORDI When Joseph Lordi got started in the real estate industry, he jumped in head first. “I was given a phone and told to find some property to list,” he says. “So I learned the industry by making a lot of mistakes, starting from the bottom selling small apartments and progressing to where I am today.” Now Joseph works with McGrath in Brisbane, Australia, with two people on his team. “We work in acreage properties, luxury, inner-city and everything in between,” he explains. After just six years in the industry, he’s already getting repeat clients and his referral business is ramping up. By providing guidance, enthusiasm and energy, Joseph’s clients know he goes above and beyond expectations to get them towards their real estate goals.

“People are attracted to our determination and our drive to be the best we can be,” Joseph explains.

“We’re not complacent. We’re also younger agents so we are really passionate and excited about helping our clients.” One way they do that is through transparent market feedback. They provide reports to their sellers once a week, discussing what potential buyers thought about their property and what could be done to improve. “For one client, I recommended spending a little on the house to update it, and we were able to get an offer at $3.25 million, which was $200,000 more than the first offer we received before the minor renovations.” Joseph and his team also focus on online marketing, advertising on social media sites and real estate related platforms. “We’re strategic about it as well, marketing only to professionals if it’s a luxury home, for instance.”

After the transaction, clients do not hesitate to spread the word about his work. One recently said, “Joseph is a hard working agent. From the outset his management and communication to us was set to a high standard Top Agent Magazine

as was his negotiation skills during the marketing and the sale of our property.

Joseph kept us up to date throughout the entire process and was always on hand to manage the sale of our property. We can’t thank Joseph and his team enough and we have no hesitation in recommending Joseph to potential clients looking to sell their homes.”

As Joseph looks ahead, he hopes to become a one-stop shop for clients, expanding his team to help more people. “I want to build a very successful business unit, where we all work like a well-oiled machine. My ultimate goal is to maintain my team’s stellar reputation in the astute Brisbane market and continue to achieve our goals personally and professionally” In the meantime, Joseph is enjoying every minute of his work. “Being able to work against the stereotype of what people think an agent does, that’s what drives me to make a change in the industry. That’s why I love my job.”

For more information about Joseph Lordi, please call +61-448-323-441 or email JosephLordi@mcgrath.com.au 97 Copyright Top Agent Magazine 97

STEVEN MCKENZIE Top Agent Steven Mckenzie – of MK Partners in Norman, Oklahoma – is a consummate professional who works overtime to ensure that each of his many buyers and sellers achieve – and often exceed – their real estate goals. Steven’s likability – coupled with his deep knowledge of the real estate industry – has earned him his reputation as a trusted, reliable and caring Realtor. With his focus on excellent customer service, clear and constant communication with his clients, Steven has built a thriving business based on a foundation of honesty and integrity.

Steven began his journey as a real estate agent following a lengthy stint in the car business, where he was General Manager for a dealership. “My mother Paula has been a real estate agent for many years,” recalls Steven, “and she kept trying to get me to try my hand at real estate.

I wanted a change, career-wise, so I quit my job at the dealership, took an online course, and got my license.”

Since then, he and his mother have formed MK Partners, which was an immediate success and now employs 45 other dedicated agents.

Selling in the Greater Oklahoma City market, Steven can boast that nearly the entirety of his business is based upon repeat clients, referrals and positive word of mouth, an impressive feat in the highly competitive real estate industry. “I think a lot of it has to do with my being a fun person to be around,” says Steven, when asked how he manages to engender such impressive loyalty amongst his clients.

“When I’m working, I try to make it as enjoyable as possible for them. Buying or selling can be incredibly stressful, and I try to alleviate as much of that as I can. Another factor would be Steven’s commitment to remaining constantly available to his clients, an attribute lacking in many other agents. “Especially with first time buyers, they don’t really know what they’re getting into, so I stay in constant contact with them, letting them know about every step of the transaction.”

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Steven is also a huge proponent of social media, which helps him remain top of mind for potential, past, and current clients. “When they see social media, they learn that I’m a dad and husband. I post a lot of family photos, and I try to not make my social media all about real estate.”

Additionally, he is an expert negotiator and marketer of his properties, based in large part on his extensive sales background. Fast sales for top dollar are the most common result, not to mention happy – and returning and referring – clients.

When he’s not working, Steven and his wife love hitting the town, dancing and hanging out with friends. He is also a philanthropist, and his wife currently sits on the local City Council; the pair are both active in and providing support for multiple local charities and initiatives.

“I really love my job,” says Steven. “I really like walking into a house with a client, and seeing their faces light up.

I love getting them great deals, too. When a client later tells you that they love the house they bought, that is really something special.”

For more about Steven Mckenzie, please call 405-314-6399 or email mckenzie_60@yahoo.com Top Agent Magazine Copyright Top Agent Magazine

6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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CHRISTINA NICOL Christina Nicol – Top Agent with Shorewest Realtors in Waukesha, Wisconsin – is a hardworking, dedicated Realtor who has built a thriving business on a foundation of honesty, integrity and a commitment to clear and constant communication with her clients. This business ethos has translated into Christina’s reputation as a trusted real estate advocate for her many buyers and sellers in Southeastern Wisconsin.

Christina recalls the origins of her career: “My father is a builder, and he’s been in construction his entire life,” she says. “He passed on to me a love of houses.

When I was young, we’d spend the weekend looking at homes, and he was always telling us kids about how they were built, so I guess that’s where my real estate journey really started.” Since then, with twelve years of sales experience under her belt, Christina’s business has thrived and continues to grow year after year, based on the excellent customer service she provides her clients.

Continually educating herself about the ever-changing real estate industry is a hallmark of Christina’s approach, and she has earned multiple prestigious designations that provide exceptional value to her clients. These include the S.F.R. (Sales and Foreclosure Resource), the C.R.S. (Certified Residential Specialist) and the C.S.R.S. (Certified Shorewest Relocation Specialist).

In addition, Christina’s success has elevated her to membership in her brokerage’s Executive Club.

There are many factors that come into play when assessing Christina’s success story, and chief among them would be her commitment to being available to her clients whenever they need her. “Sometimes other

agents don’t respond to their clients until the evening or the following day,” says Christina. “My clients know that if they message me, they are usually going to get a response in minutes.” Another reason would be her genial and friendly nature, which puts clients at ease during even the most convoluted of transactions.

The exceptional customer service she provides is perhaps best illustrated by her perfect, overall five-star rating on Zillow, on which site she is a Premier agent. Among the many glowing reviews that she has received is this one: “Christina was excellent and very knowledgeable in helping us sell our home in a short amount of time. She always responded immediately when we contacted her and was always readily available. She is very pleasant and great to work with.

I would recommend her as an agent to anyone whether they are looking to sell or buy a home. She is great!”

Other areas in which Christina excels would be her expert negotiation skills, and thorough and intelligent marketing strategies, which means fast sales for top dollar, not to mention happy clients.

When she’s not working, Christina enjoys nothing more than spending time with her husband, and the pair love to travel. She is also philanthropic, and she donates time and money to multiple animal rescue organizations, including Wolfgang Rescue and Isla Animals.

Looking to the future, Christina’s plans are fairly straightforward: to continue doing what she’s been doing all along – providing her buyers and sellers with the top-of-the-line customer service that has long been synonymous with her name.

For more information about Christina Nicol, please call 262-527-8138 or email CNicol@Shorewest.com

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JUSTIN NOVINGER Justin Novinger was working as the Las Vegas Marketing Director for the National Pro Golf Tour run by Arnold Palmer Golf Management in 2010 when he met Linn Edwards, a sponsor for the events. “Linn is a broker with whom I made fast friends, and we’d watch the tournaments together,” Justin recalls. “After the tour lost funding and was shut down in 2012, I started an advertising agency called VFC Media Group, handling quite a few clients locally.” One of his clients ended up being Linn Edwards. “Linn recruited me to come on board and help build his brand, Property Search Vegas LLC. He convinced me that my skillset would give him a huge competitive advantage in real estate. I decided to start down the path of becoming a licensed real estate broker.” That was six years ago, and he’s never looked back.

With B.S. degrees in business and computer science, Justin not only co-runs Property Search Vegas, he has created Shop Vegas Homes, which promotes cash deals.

With offices in Henderson, Nevada, Justin works as a solo agent serving the region from Pahrump to Mesquite, Nevada. With a sales volume that will surpass the current $11 million mark, Justin reports that his business is 80% new clientele. “In order to stay solvent and successful, you can’t rely on repeat and referral business,” he asserts.

“I am always prospecting for new clients. In fact, I’ve just developed new farming software that I will eventually make available to agents nationwide.” Justin says it’s his persistence and integrity that keep his clients loyal.

“I fight for them and always look out for their best interests,” he insists.

It’s not surprising that Justin receives stellar reviews for his esteemed work ethic. One client recently wrote: “Hardest working agent you’ll find! As an investor who has bought and sold 600+ homes, I would highly recommend Justin as both a buyer’s and seller’s agent. He has assisted us on over 30 homes now and is an extremely valuable partner to us. We are lucky to have found him.”

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Justin relies on state-of-the-art technology to reach out to his clients in a timely manner. “I utilize a customized 8-Point Marketing Plan by automated systems that once imputed allows for the CRM’s to do the work on the touches,” he explains. Examples of his outreach methods include email touches, social media (mainly video through his YouTube channel), MLS tools through E-Property Watch, short code text, and various hard copy mailers.

And to market his listings, Justin holds both in-person and virtual open houses, puts up signs, and occasionally posts featured listings on Zillow as a premier agent.

He admits he loves everything about his business. “It’s exciting,” he exclaims. “I get to meet new people every day. There’s a freshness to it. Every transaction brings a new challenge.”

Justin believes in giving back to his community whenever he can and has been involved with organizing special events.

“An example would be an Easter Egg Hunt for which I was coordinator,” he notes. “It was a huge local success, bringing out more than 3,000 people. I hope to be able to do something like that again soon.” When not working, Justin enjoys golfing and boating out on Lake Mead.

As for the future, Justin is looking at two prospects. “Either I will buy out Property Search Vegas and run it myself or I will go out on my own. The future is wide open,” he says.

To learn more about Justin Novinger, email shopvegashomes@gmail.com, visit zillow.com/profile/justinnovinger, or call (702) 416-0037 www.

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

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Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profes104

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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BRITTANY PATRICK For some real estate agents the passion for the business starts very early on.

That was the case for Brittany Patrick who, inspired by her mother—the broker at Ryen Realty—started her real estate classes while she was still a senior in high school. As soon as she graduated, Brittany decided to go straight into real estate. She obtained her license in December 2012, and joined her mom at Ryen Realty, where she’s been a top agent since joining. She currently serves buyers and sellers throughout Clearfield, Jefferson, and Centre County, PA. Despite still being a relatively young agent, Brittany has already established a great base of repeat and referral customers. She often works with investors and ensures that they receive a good deal on their properties. She also flips houses with her fiancé, and has a lot of knowledge in that area. And besides her real estate expertise, it’s also her upfront attitude that keeps clients coming back. “I’m very honest and blunt with my clients. I don’t beat around the bush.

I think people respect that about me. I’m also a very hard worker, and make my time as flexible as possible for my clients,” she says. And it’s due to her diligent work ethic that she is able to finalize about 55 to 60 sales a year, with a price range of 15k to 350k.

For Brittany, there are many positives to working as a real estate agent. Aside from being able to create her own schedule, it’s the human aspect of real estate that she truly enjoys. “I love that I get to constantly meet new people in this line of work. I love talking to people, and I really enjoy connecting and building long-term relationships,” she says. But her passion for the business truly boils down to a simple love of real estate itself. So much so that she even bought her first home at the very young age of 18.

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When she’s not working or flipping houses with her fiancé, Brittany’s schedule is still packed with many other activities. The most important one for her is being a present mom to a two-year-old.

She also works as a health and fitness coach part time. And, as the owner of a picturesque house on the river, when she wants to relax, all she has to do is walk outside and see the view. “I own a house on the river, and most of my free time is spent doing outdoor activities with my family,” she says.

Going forward, Brittany wants to continue flourishing in the real estate business, and making consistent progress in all areas of her life. She is passionate about the local real estate market, and wants to ensure that the economy is able to thrive, even in the current difficult times. And to make her mom proud, she is working on getting her broker’s license, and wants to become a broker at Ryen Realty after her mom retires, and continue her long legacy of excellence.

To learn more about Brittany Patrick email brittanypatrick7@gmail.com, or call (814) 771–3693 105 Copyright Top Agent Magazine

KEMA PHILLIPS Kema Phillips began her professional career in pharmacology, working as a pharmacy technician. After eight years in the industry, she began to realize that it was no longer for her. “I remember telling my husband that I wanted to run my own business,” she recalls. “So I researched several businesses when I came across real estate.

I was really intrigued, because I just had my first child, and I could make my own hours. What also stuck out to me were the words, ‘low investment, large return,’ so I got my license and began to practice.”

Kema now works alongside her husband, Justin, who became licensed last year, leading the Flourish Atlanta Real Estate Team. Kema reports that she is well on her way to reaching a goal volume of $10 million in sales.

Perhaps more noteworthy, her business is 100% repeat and referral clientele. I’ve never had to buy leads,” she asserts. “All of my clients are from my sphere of influence or through social media. Our mission is to help every single client make the best real estate decision based on current market trends and keep the process fun and exciting. We are genuine, and I believe people can see that.”

me is getting my client to their end goal, whether it’s their first investment, first home, vacation home, or retirement home,” she notes. “I love the smiles we receive on closing day, knowing that we provided them with exceptional service” Kema strongly believes in giving back to her community and gets involved with local charities and nonprofits throughout the year. “When I first started, I got a group of women together to create and give out care packages for Atlanta’s homeless,” she says.

“In addition, I am very active with Keller Williams’ Red Day program. One of our biggest charities is the local orphanage. I’m all about finding creative ways to give back.”

When not working or donating her time, Kema enjoys spending time with her husband and two kids. She also loves to travel.

AS for the future of her business, Kema hopes to expand, not only her team but her office locations. “I’d love to be running an expansion team all across the country,” she exclaims. “That’s the dream.”

It’s not surprising that Kema receives stellar reviews for her esteemed work ethic. One client recently wrote: “Kema went above and beyond for us. She listened to our wants and delivered! Thanks for all you did!”

Kema believes in utilizing multiple avenues in order to market her listings. “Social media is huge for us,” she insists. “In addition to our business Facebook page, I am a member of several groups, so I promote on those pages as well. We also put out Coming Soon notices and lots of signage to get buyers excited about the upcoming listing.”

What Kema loves most about her job is the joy she provides to her customers. “The ultimate reward for 106

For more about Kema Phillips, email kema@kpregroup.com, or call (678) 592-2541 Top Agent Magazine Copyright Top Agent Magazine

Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

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DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions.

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 107

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 108

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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LISA N. PINDER When Lisa N. Pinder left her government position in order to pursue her dream of becoming a REALTOR® she was uncertain of the future and whether she had made the right decision. But as soon as she got her license and started helping clients, she knew she had found her true calling. Lisa currently works at Exit Landmark Realty with a team of six other agents, and serves clients throughout Southern Maryland, mainly in areas of Accokeek, Clinton, Brandywine, Upper Marlboro, Bowie and Waldorf areas of Prince Georges and Charles Counties as well as surrounding areas.

Aside from her expertise, knowledge, and reputation for being a top producer at her brokerage, clients also come to Lisa for her caring approach which they know always puts their best interest at the forefront. “I care and I put clients first because I think that ultimately brings the type of relationships that help the business grow,” she says. And Lisa’s care extends past the end of a transaction, as she often sends out handwritten notes and pops by to check in on her past clients. She also often surprises clients with thoughtful gifts such as pumpkins and mums for the fall, but because of COVID-19 this year she has been sending personal video messages to let clients know she’s there for them.

When she’s working with sellers Lisa’s focus is on heavy marketing. Her technique includes a lot of social media as well as door-to-door campaigning so that people in the community have the chance to pick their own neighbor. Being deeply involved within her own community, she understands the importance of having tight-knit neighborhoods. Lisa personally partners with local elementary schools to throw free movie nights that include delicious snacks, and she helps out with book bag supply drives. She’s also part of a local nonprofit that helps provide children with meals when they’re not at school.

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Being a successful entrepreneur means a lot to Lisa, but nothing beats the feeling of fulfillment that her clients bring her at the end of a transaction. “When a person comes to me and says that they never thought they could even have a home, much less a beautiful brand new home, that’s when the tears come and that’s when I truly realize how much what I do matters to people,” she says.

When she’s not working Lisa loves to experiment in the kitchen, curl up with a good book, and spend quality time with her grandbaby.

She has also started a staging business in her spare time and is working on growing it. In the future she wants to continue her real estate work and plans on staying at her current brokerage where she feels her ethical values perfectly align with those of her peers. “We all know that we’re blessed to be doing the work we’re doing, and we love to give back some of those blessings to the community and help where we can. I truly love this business and I have a blast meeting people and going through this journey with them. There’s nothing more rewarding to me than being able to help clients achieve their real estate dreams.”

To learn more about Lisa N. Pinder email Findahousewithlisa@gmail.com, visit findahousewithlisa.com, or call (240) 988–8934 www.

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MARY PISCITELLI Top Agent Mary Piscitelli is everything one could want in a Realtor: honest, hardworking and deeply knowledgeable about every aspect of the real estate industry.

Working alongside her husband, Peter Gillis, Mary has established a solid reputation as a trusted advocate for her many grateful buyers and sellers. Operating under the auspices of Dudum Real Estate in Lafayette, California for resale properties and luxury new construction homes, Mary and Peter have built a thriving business based on integrity and a true concern for the wellbeing of their clients in the Golden State’s East Bay Area market.

Mary, who was born and raised in the Bay Area and graduated from the University of San Francisco with a BSN degree, began her journey in real estate in 2003 following a long stint in the nursing field. “My husband and I started at the same time,” recalls Mary. “He comes from a family of investors, and my brother is a general contractor and electrician. Ever since I was a young girl, I’ve been enthralled by new construction because of my brother. After Peter and I got married, we started working together as a team.”

Since then, Mary and Peter have built a thriving business based on integrity and excellence in customer service.

Currently, more than two thirds of Mary and Peter’s business is based on returning clients and referrals, a true barometer of the excellent guidance they provide to their customers. “I think it’s because we really focus on our professionalism, and because of our obvious passion for this business,” says Mary, when asked to account for the loyalty and trust she and Peter inspire. “Having been in the nursing profession, I really focus on being a client advocate. We also work really well as a team, and I think people really appreciate that because we really listen to them to discover their needs and goals.”

There are many other factors that come into play when assessing Mary and Peter’s success, and chief among them would be their thoughtful and thorough approach to marketing, which leaves no stone unturned in their 110

efforts to gain maximum exposure of their listings to potential buyers. “We use a variation of marketing techniques,” says Mary.

These techniques are a vital mix of more traditional methods such as advertising in newspapers and magazines, and more cutting-edge utilization of the internet and social media platforms. The result is almost always a fast sale for top dollar, not to mention happy clients who continue to return and refer new clients.

During the rare moments when she and Peter aren’t working, the couple traveling and meeting new people.

Mary also enjoys long walks with her two dogs, and she and Peter are both athletic – skiing and bicycle riding being among their two favorite activities. The couple are also philanthropic at heart, and support multiple charities including The Diabetes Foundation, among others.

Asked about her plans for her business, Mary grows thoughtful for a moment before replying. “I just want to continue focusing on where we’re at.” Where they’re at, currently, is near the pinnacle of their profession, and the scores of glowing reviews she and Peter have received from past clients confirms this assessment.

“We really love what we do,” says Mary, her sincerity obvious.

For more information about Mary Piscitelli, call 925-765-9095 or email Mary@Dudum.com Top Agent Magazine Copyright Top Agent Magazine

A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 112

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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KEN RILEY Coming from humble means, Ken Riley built a name for himself in Chicago by opening and owning a successful retail business for 25 years, reaching a point where he was working with local newscasters and even Mayor Richard Daley. Along the way, Ken began dabbling in real estate. After settling down in Arkansas, he decided to apply his life of professional experience and attain his license. Today, he is a Realtor for Century 21 Woodland, where he services clients all throughout Eureka Springs, the area in which he is an expert. “I know my area and cover it well,” he says. “Out here, I listen to my heart so don’t have to wait for my gut reaction.”

When listing a home, Ken believes strongly in the power of marketing. Preferring a diversified approach, he shares his clients’ homes over targeted digital and social media campaigns, extending their reach all across the nation.

Meanwhile, he advertises his listings in newspapers and publications throughout the state—and beyond.

An expert at guerilla marketing, Ken also employs a variety of strategies to stay on the cutting edge of his industry. For example, in each of the past six years, he has given away at least 2,500 daffodil bulbs yearly to his town and the surrounding areas. Blending community mindedness with savvy outreach, these flowers have helped introduce him to a variety of new clients every spring. Elsewhere, he buys the back page of his local newspaper for COVID affected businesses to have a place for their ads at no charge.

Ken is equally driven for his buyers, leaning on his years of experience to guide them through all the nuances of their transaction. An advocate for his clients, he tries to remain in touch well after closing, reaching out through phone calls, personalized notes and the occasional gift.

From start to finish, though, he always places the utmost value on open communication and integrity. “Honesty is at the heart of every decision I make,” he says. “In real estate, you should always do what you say you’re going to do; that’s what’s best for your clients. After all, I’ve got to be able to sleep at night.”

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Over the years, Ken has earned an outstanding reputation throughout Northwest Arkansas.

He also takes pride in collaborating with other agents, believing that we get further in life if we work together. When examining the keys to his success, he returns to his background in business. “While running my retail store in Chicago, I came to realize that my best resource was my employees,” he says. “Beyond that, I’ve learned more from people who have complained than from those who said everything was fine but were never seen again.”

Outside his career, Ken is active in his community.

Currently, he serves as Vice President of his local Board of Realtors, and previously he has been on the Board of Eureka Springs’ Downtown Network and other local organizations. When he’s not giving back, he can be found gardening, a hobby that dates back to his years in Chicago.

Going forward, Ken has strong plans for the future. As his volume continues to grow, he will maintain the same standards of service that have cemented his strong reputation. Most of all, though, he can’t wait for the new connections and opportunities that lie ahead.

Century 21 Woodland, 170 West Van Buren, Eureka Springs Arkansas, 479-253-7321

To learn more about Ken Riley email kriley479@gmail.com, visit eurekaspringsproperties.com or call (479) 244-6258 www.

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CODY ROGERS While his parents were selling their house about a year and a half ago, Cody Rogers became very interested in the transaction. Eventually, this led him to pursue a career in real estate.

Cody frequently asked questions and gave suggestions to the broker who was working with them, and she asked, “Are you in real estate?” Soon after, they had a meeting and she hired Cody to be the office manager. Within a month, Cody decided to get licensed as a Realtor and has now been working in the industry for about a year.

“I latched onto it pretty fast,” he says, and he primarily serves the area North of Boston, MA. With the vast majority of his business consisting of referrals, it’s clear he’s going above and beyond expectations. He values creating strong, personal relationships with each of his clients and they truly appreciate it. Cody says, “I want them to be comfortable with me, I don’t want them to feel pressured.”

Cody’s clients can be honest with him, which allows him to help them achieve their dreams. He says, “I like to keep that friendship with them past the closing table,” which he does through social media, emails, texts, in person, and FaceTime calls. Cody is also very passionate about marketing. “I’m really hands-on with the actual photography and the video,” he explains, and he primarily uses social media to spread the word about his new listings.

Whether he is working on marketing properties, building relationships with clients, or negotiating the best deal, Cody always goes above and beyond, and his clients can tell. One client shared in a review, “Cody helped represent me during my first home buying experience. He was incredibly professional, communicative, and helpful throughout the entire process. He made himself available on a whim when needed, and was incredibly insightful throughout the process. What I appreciated most was the pacing at which he helped 114

set for the home-buying process - not once did I feel pushed into anything, and Cody created an atmosphere where I could be upfront about places I was / was not interested in.”

Because Cody has lived in North Reading, MA for most of his life and his parents were involved there as well, he has become an integral part of the community. With his brokerage, Cody regularly helps run events and drives, including providing meals for first responders and donating a portion from every sale to the food pantry. In his free time, Cody enjoys working out and staying active, going outside, and spending time with friends and family. “I always like to be out and doing something,” he says.

Cody says that his favorite part of working as a Realtor is making the connections with clients, so it is no surprise that he wants to get to know even more people and serve them in the future. He hopes to get outside of his sphere of influence as his business expands. Additionally, Cody hopes to get into developments and flipping houses, which he watched his dad do for years and now feels would be a good fit for him as well. When Cody first pursued real estate, a broker saw potential in him, and today, his clients and the entire Realtor community are seeing that potential transform into success.

For more information about Cody Rogers, please call 508-468-7891 or email Cody@FarrellyRealty.com Copyright Top Agent Magazine

How to Answer the Inevitable Question:

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

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

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

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

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

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

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

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

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

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

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

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 116

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

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

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

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

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

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

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JACK RYAN Jack Ryan is a true veteran of the real estate industry. Since earning his license 26 years ago, he’s experienced it all–the market ups and downs, the highs and lows of the business–yet he remains fresh, current, and successful. It all began in the late 90s when he found himself in between jobs, selling clothing in Tuscaloosa, Alabama. “I viewed the Carlton Sheets program, and he taught me how to buy investment properties for no money down, so I bought three houses,” he recalls. “I decided to pursue my license and get into the business full time.” He went on to join a local builder’s team. “And that’s what made my career,” he asserts. “The owner took me under his wing and taught me the ins and outs of the business.”

Jack admits he’s reinvented his business several times to keep up with the market but ultimately created Jack Sells Homes in 30 Days for Re/Max Premiere Group, serving Tuscaloosa County. “My listing clients average selling their homes in less than 30 days for over 99% of list price,” he says. With an annual volume of $10 million, Jack’s business is 100% repeat and referral clientele.

He owes his continuing success to his outsource team, a selection of local vendors he brought together. “I outsource all of my business to my group, everything from professional photography to staging to lenders to repairs,” he explains.

He believes it’s his friendly attitude and dedication to his clients that keeps them coming back. “My commitment to the highest level of excellence possible has helped me build a remarkable track record of delivering high quality results,” he says.

It’s not surprising that Jack receives stellar reviews for his esteemed work ethic. One client recently wrote:

“5-Star Service from Jack Ryan is way too low of a rating. Jack is a straight shooter who goes above and beyond.

He’s a Realtor who tells you the truth about properties and that can be hard to find. Jack assists in the whole process.

From the search to the loan approval to the negotiation to the close, Jack was there. Even introducing us to other local businesses that are helpful for a family moving to a new area.”

“It’s a combination of my past experiences that’s made me who I am today,” he observes. “Carlton Sheets taught me how to think outside the box, and my builder mentor taught me all about the negotiation process. I now use this knowledge to help my clients attain their real estate goals.”

Jack reaches out to his clientele via Facebook. “It’s a great way to connect and see how they’re doing,” he says. He also utilizes social media as well as the MLS and the top affiliate sites to market his listings. “I have all of the best tools, including professional photography, drone videography, and virtual walkthroughs, to showcase my properties,” he explains.

Jack believes it’s important give back to the community and has been involved with the local real estate board as well as with several local charities. “One of my biggest campaigns was funding Bark in the Park Festival to benefit a quality park for dogs and their families,” he says.

Jack has no plans to retire any time soon, “I plan to keep working, so I will continue to stay on top of real estate and marketing trends to remain relevant and better serve my clients,” he says. “After all, helping people is what it’s all about.”

To learn more about Jack Ryan, email jackryan44@gmail.com, visit jacksellshomesin30days.com or call (205) 886-0187 http://

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CHAD SAUNDERS For Chad Saunders, the journey into real estate started with investing. “I was investing in properties and land, doing things like that, and eventually I decided to get my license,” Chad explains. He jumped in full-time, and now has a transaction coordinator with a buyer’s agent soon to join. “This year we’re focusing on building a team and growing from there.” Serving Phoenix, Scottsdale and surrounding regions, his business largely consists of referrals, a testament to his service and attention to detail. Growing up in Arizona, he knows the area well and is always happy to advise his clients on which neighborhoods would suit them. Whether he’s helping buyers or sellers, he has their best interests at heart and will do everything possible to get them towards their goals.

“My clients know they can trust me,” he says. “I’m going to give them the information they need to have, whether it’s being honest and telling them a property wouldn’t be the best for them, or telling them it might be better to wait, I’m just really upfront.” Having invested in many properties himself, he has a wellrounded knowledge of what to expect when buying or selling, and can connect his clients to contractors or other vendors to assist them. “I can tell them what the actual cost would be of doing a flip or remodel, and am able to really guide them if they want to buy something that needs work.” When it comes to marketing, he also goes above and beyond, utilizing social media, the MLS and Zillow to spread the word. “We do a lot of open houses as well, driving as much traffic through as possible.”

Many of Chad’s clients become friends with him, as he focuses on building lasting relationships with them.

They love spreading the word about his work, with one recently saying, “Chad is an extreme pleasure to work with. Highly responsive, knowledgeable about 118

the area, flexible and very communicative.

We were searching for an Arizona home from California and Chad was instrumental in assisting us in finding our dream home and stepping in for inspections when we couldn’t make it out to AZ. He went above and beyond what we expected from an agent. We highly recommend him! And he’s a great guy to get to know!” Another wrote, “Chad is amazing! Compassionate, caring and very punctual! He followed through on everything he promised and more...great experience because of Chad.

He helped install a lock on the security door and is following up for resources for window work.”

Looking ahead, Chad hopes to expand his team and open up his own office. “The goal is to just build as big as possible, hopefully adding at least seven agents over the next year.”

No matter where this path leads him, Chad will undoubtedly love every minute of it. “Being able to guide somebody and help them achieve their goals, to help them make one of the biggest decisions of their lives, that’s very important and rewarding for me.”

For more information about Chad Saunders, please call 602-832-9325 or email chad@saundersteamaz.com Top Agent Magazine Copyright Top Agent Magazine

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. 119

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 120

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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SHERRI SEMBLY Sherri Sembly began her career in early childhood education, but was first drawn to real estate in 2014 while selling her townhome. Over the course of touring various houses and observing how her agent worked, she fell in love with the atmosphere and energy of the business. Inspired to switch careers, Sherri decided to learn real estate the right way, working her way up as a Listing Coordinator, Transaction Coordinator, Manager and eventually an Agent for Keller Williams. “Getting started, I wanted to know all the paperwork and nuances of the real estate industry,” she says. “Once I had learned the back end, I began to grow my own business.”

Since starting in 2014, Sherri has gained rapid momentum with each year. At last, she decided to take her work to the next level and opened her own franchise brokerage. Today at NextHome Forward, she serves clients all throughout the Greater Baltimore area.

When listing a home, Sherri provides a variety of marketing resources. After supplying a client with professional photography, she shares their home over a blend of targeted digital and social media campaigns, as well as signage and flyers to the surrounding neighborhoods. She also invests in personalized marketing storybooks for each seller. Meanwhile, Sherri relays her listings to her extensive professional network, generating plenty of additional buzz through her sphere.

Sherri is just as hands on with her buyers, offering them a trustworthy advocate throughout the transaction. By applying her years of experience, she can troubleshoot even the trickiest deals. Moreover, she stands for her clients well after closing, checking in

to make sure they are fully satisfied in their new homes. “This business is about being more than just an agent,” she says. “My clients know they can call me if they need anything—whether it’s a referral for a contractor or help with a title issue. I’m here for them long term.”

Elsewhere, Sherri, a lifelong student of the industry, is always enrolling in classes to stay on the cutting edge of her market.

Recently, for example, she earned her ABR Certification. “I’m always trying to learn so I can recognize the needs of my community,” she says. “Real estate is constantly changing, and I love uncovering new ways to inform my clients and keep them comfortable over the course of a deal.”

Outside her career, Sherri is active within her community, having previously served on the board for Keller Williams’ Red Day events. Last year, she was part of a committee that took on a school and sponsored students at Christmastime. She also participates in food and coat drives to provide help to individuals in need.

When she’s not with clients or giving back, Sherri can be found spending quality time with her beloved husband and children, reading or crocheting.

Going forward, Sherri has strong plans for her brokerage. At the moment, she is focused on growing her team, with an eye toward launching another office in the future. But through it all, Sherri won’t lose sight of what matters most. “We will always want to keep our brokerage small and intimate so we can keep assisting clients in a personal way,” she says. “As a team, we’re driven to be the best we can be, and I can’t wait to see where we go—together.”

To learn more about Sherri Sembly, email sherri@nexthomeforward.com, visit nexthomeforward.com or call (443) 617-4469 Top Agent Magazine

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JACKIE SHEARER When Jackie Shearer was looking to set out on a new career path, she wrote down her strengths, weaknesses and goals. “It seemed that my strengths really aligned with real estate, so I decided to pursue it in January 2017,” she explains.

Today she and her husband own an Elders Real Estate franchise in Yarragon, Victoria, with three people on the team. Specializing in rural and farming properties, they serve the West Gippsland area of southeast Victoria. A growing number of their clients consist of repeat clients and referrals, a testament to their superior service and dedication to getting clients towards their goals.

“I believe it’s my communication that sets me apart from others in this field,” Jackie says. “I’m a straight talker, and I focus on the relationships I’m building.

We form a real bond and my clients are very loyal because of that.” By focusing on educating her clients throughout the transaction, she makes sure no question is left unanswered. “From day one, we’re talking about their property and the opportunities they have in the market, and I’m very straightforward with them on that.” She puts tremendous effort into advertising her listings, which includes preparing the property, photographing it, filming video, and more. “I’m a big believer in floor plans with every property, and we also post about them on social media and through Elders Real Estate marketing channels as well.”

As Jackie was raised on a large dairy farm in Yarragon, she is knowledgeable about these types of properties and is often helping clients determine what would suit them best in this segment of the market. One recent client said, “Jackie went over and above all other real estate agents that we have EVER dealt with (and we’ve dealt with quite a few over the years). Her knowledge of the farming system is second to none. She was keen to research facts in order to provide the best 122

information to prospective purchasers. She listened to her vendors and she moved heaven and earth to bring a fantastic result. She persevered through tough times and continued to push forward towards her and our goal. We can’t recommend and thank Jackie enough.

She is amazing. I wouldn’t hesitate in recommending Jackie to any buyers (who need in depth information on a property) and all sellers.”

During the few hours that Jackie isn’t working, she’s reading, traveling or spending time with friends. She’s also planning the growth of her business, including building a bigger team.

“I love the challenges this career presents, and the diversity. It’s the relationships and the people that keep me going.”

For more information about Jackie Shearer, please call +61-437-966-769 or email jackie.shearer@eldersrealestate.com.au Copyright Top Agent Magazine

Becoming the Best of the Best

By Verl Workman

Becoming one of the best agents in your market requires hard work, time, and dedication. One of the most important things you can bring to the table is your real life market knowledge and expertise. As you increase your market knowledge IQ, your confidence will grow and you’ll win the trust of your clients.

• Preview all the homes that come on the market in that area. By attending all the open houses and tracking price reductions on properties in your area, you’ll know the nuances that pictures cannot convey…but be careful with your time.

• Track closings and sold prices in your target area so you become To do that, you need to know more familiar with list-to-sell ratios about your market than the average consumer. That’s more of a challenge • Become familiar with vacant land than it used to be since consumers in your target area can easily find market statistics online, quickly and easily preview • Get active in the community by listings on the web, and access public doing things like attending county meetings where changes in zoning records without many barriers. and housing are to be voted on, and Clearly, becoming an expert offer your input requires effort, more now than ever before. Here are a few things you • Write articles and offer your can do to establish yourself as an expertise to newspapers and radio stations on trends and happenings in expert in your area. your area • Select the area you want to become • Start a community blog where you an expert in

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post information and articles that affect those homeowners • Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information.

• Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country.

Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge 124

through public sources like blogs, print media, emails, and unique approaches like Podcasts, and public videos, your customers will increasingly look to you as the definitive source. Data is everywhere, so think in terms of how to educate your customers and make them experts so they don’t have to do all the legwork. By doing so you’ll win their respect and loyalty.

Bottom line: get fully committed to becoming an expert in your chosen career and you’ll reap the rewards.

Verl Workman is the national technology speaker/trainer that stands out as #1 when it comes to showing companies and their sales associates how to make money using today’s technology. © Verl Workman. All rights reserved.

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ARROW TALLMAN Though she originally started her career by working in business development for a local title company, Arrow Tallman quickly began networking with local agents and lenders and realized that becoming a real estate agent was her true passion in the industry.

“I ultimately just developed a love for real estate and decided to make the transition,” she explains. In April 2014, Arrow began working in the industry, and she continues to serve Boise and surrounding areas as a successful Realtor® today.

With repeats and referrals accounting for about 90 percent of her business, Arrow clearly knows how to impress her clients. She says, “I pride myself on creating an experience versus a transaction.” Arrow always makes sure that the transaction is memorable by providing superior negotiation skills and the highest level of professionalism in the industry. She is always available to answer her phone and upholds the highest level of communication no matter the time of day. “I go above and beyond with the highest level of communication and availability.” All of this creates an optimal experience, driving clients to then refer Arrow to their friends and family.

supporting local.” They produce a monthly Support Local Giveaway Series highlighting local businesses as well as donate time and money to local charities and organizations. In particular, Arrow is passionate about supporting a local charity, Camp Rainbow Gold that focuses on supporting Idaho’s children diagnosed with cancer and their families. In her free time, Arrow says, “I love to do anything outdoors…

It’s one of the best qualities of Idaho.” You can frequently find her relaxing at the lake, mountain-biking, or spending time with her dogs.

Arrow already leads a team of six talented women, and as she explains, “Ultimately, my mission is to create a network of women that support and empower one another both in and out of the office.” Arrow values collaboration and camaraderie. “It’s all about fit,” she says. No matter how much her team decides to expand in the future, Arrow is sure to continue building lasting relationships and helping clients in the Treasure Valley Area. “What I love most is definitely the people,” Arrow says, and this genuine passion for what she does results in great successes for her and her clients.

Clients agree that Arrow creates a top-notch experience for them that makes her stand out among local real estate agents. One former client shared in a review, “Arrow & her team are so amazing! They made us feel like we were their only clients and their #1 priority. From the initial home search to the follow-up on inspection items, signed documents, etc. Arrow and team didn’t miss a detail.

They are so knowledgeable about the area, market, nuances of working with different builders, inspection, closing details and every single thing we encountered.”

Even once a transaction is over, Arrow likes to keep in contact with her clients through appreciation events, handwritten cards and monthly check-ins.

When it comes to her community involvement, Arrow shares about her team, “We love being involved and Top Agent Magazine

For more information about Arrow Tallman, please call 208-340-9277 or email realestatebyarrow@gmail.com 125 Copyright Top Agent Magazine

LILIA VEGA IGRAM With a deep passion for helping people and a relentless drive and work ethic, it’s no surprise that Lilia Vega Igram ended up with a career in real estate where her natural skills can shine. Originally from Mexico City, Lilia met her husband, David, in Cancun and after they were married she decided to move to his home state of Michigan where they started a family. They have three girls, Ameena, Alexa and Isabella. Once her girls got older, and grew more independent, Lilia decided to use her free time to pursue her own passions.

Although she had a degree in Fashion Design, she felt that she could make a bigger impact on the community by working as a Spanish teacher. After a few years of teaching she decided that she could contribute even further by helping educate her community on home ownership, which is when she obtained her real estate license. She quickly fell in love with real estate and has been in the business for five years now. She currently works as a solo agent at Real Estate One and serves clients throughout Oakland County.

Lilia’s excellent customer service has translated into a large rate of repeat and referral business. “I believe a big part of my success comes down to how I conduct my business. I’m an ethical person and I run my business with a lot of integrity. I’m honest and I treat my clients with the utmost care so that they’re satisfied throughout the entire transaction process,” she says. She remains in touch with clients even past the end of the transaction through phone calls, emails, as well as thoughtful seasonal gifts.

Helping and educating her community is a crucial aspect of Lilia’s dedication for her job. Her heritage helped shape the person she is and it now guides her in making the best decisions for her clients. “I chose this career because I wanted to work in a field where I’d be able to utilize all of my best qualities, such as my excellent

people skills and the love that I have for my community. Serving my community is very important, so sometimes I will go far outside of my service zone just to help a client out,” she says.

Lilia is a big fan of social media and using it to market her listings. She likes to incorporate videos of her walking through each house as well as the neighborhood so that potential clients can get a good sense of not only the house but also everything close to it. However, her favorite part of work is the people she gets to meet. “Every single transaction is a different story. I enjoy getting to know each client, their unique stories and mostly, having the opportunity to be a part of their next chapter as they begin their journeys in a new home.”

Outside of work Lilia is dedicated to helping out her community. She is deeply involved with the local high school where her girls played volleyball and danced, and the connections she made there have been key to her success in real estate. She’s also passionate about helping out the Hispanic community whenever possible by organizing various donation events. And when she has free time she loves to spend it with her husband and kids, and travel to visit her family in Mexico. Going forward she is looking to team up with a transaction coordinator and buyer agent to hone in on networking with the community and have the ability to help more clients. Her advice to young agents who are just starting out in real estate is to focus on loving what you do. “My dedication and hard work put me in the successful spot that I am today. If you want something, you just have to make up your mind and go for it. It may not be easy, but you can do it if you love what you do, the way that I love my job. As Mother Theresa said, ‘It’s not about how much you do, but how much love you put into what you do that counts.’”

To learn more about Lilia Vega Igram please call (248) 770–0429, visit realestateone.com, or email liliavigram@realestateone.com www.

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

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1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

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celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

3.Create a goal-oriented reward system Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward 128

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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JACQUE VENEY Jacque Veney began her real estate career 20 years ago, selling homes in a new-construction community. “I’ve always loved houses and always been drawn to them,” Jacque says.

She later worked as an appraiser, an experience that enabled her to acquire a deep knowledge of home values. In 2013, Jacque decided to become an agent full-time, and she says, “I feel like I’ve really found my niche.” Her clients value her expertise, personal attention, and the excellent service she provides.

offering ideas for updating their homes, or educating them about property maintenance. “I see a lot of damage caused by lack of routine maintenance on home inspections, so I try to save others the heartache by sharing tips.” When she’s not working, Jacque loves tinkering with her own house.

“I’m a big DIY-er,” she says. I have a small woodshop in my garage and while my husband isn’t a fan of the sawdust, I’ve done a lot of updates to our home. I love everything about houses and recently did my first flip, which was a super-cool rustic contemporary with a live tree in the entryway. It was so satisfying to watch it become beautiful again.”

With Hill & Associates, Jacque serves Marion County and the surrounding area, including Hendricks, Hamilton, Boone, and Johnson Counties. A whopping 90% of her business comes from repeat and referral clients. “I try to go above and beyond for my clients,” she says. “I work hard to make sure their interests are protected, and stay involved with every step of the transaction because I want people feel completely at ease when they work with me.”

In the future, Jacque plans to continue bringing the same great level of service to her clients. “I love sharing my knowledge of houses,” she says. “Buying or selling a home is often one of the biggest transactions a person will make, and I take that responsibility seriously.”

BEFORE

Another advantage that sets Jacque apart is her staging expertise. “Most agents hire an outside agency to do staging – for many of my listings, I do it myself,” Jacque explains.

“Having a design eye really helps, and it doesn’t have to cost a fortune to get a house ready. Sometimes just new paint, flooring, and staging can transform a listing (pictured). My goal is the same for every client: give each one the best possible result for the least amount of money.”

These transformations also help garner Jacque’s listings more attention. “It’s fun to share the before-and-after pics,” she says. “I put them up on social media to show how much of a difference it makes to prep, stage, and professionally photograph a house. People seem to like them because they’re always my most popular posts. It also helps people remember me, and it can increase interest in the property.”

Jacque not only has professional photos taken of her listings; she also makes a video to be shared on social media. The results speak for themselves: her average annual volume is about $5 million.

Involvement in her community is also important to Jacque, and she is very active in her neighborhood homeowners’ association. She volunteers her real estate knowledge to her neighbors, whether helping them look for contractors, Top Agent Magazine

AFTER

To find out more about Jacque Veney, call 317-698-3674, visit hillplusassociates.com or email jacque@hillplusassociates.com www.

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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LIZ YOUNG “I have a passion for real estate and helping people at all ages and stages of life,” Liz Young explains, while discussing her career. After earning her real estate license 17 years ago, and dedicating herself full-time to it for the past six, she has made great strides and is continuing to grow. Liz was able to become a solo agent after honing her skills and developing her network with a team. “I made sure to stay in touch with people and I was able to build a referral business,” she says. At RE/MAX Executive in Charlotte, she serves the city and surrounding suburbs, fully dedicating herself to her clients and making sure they are reaching their goals.

“I just really care about my clients, I’m always updating them and I fight really hard for them in terms of pricing and negotiation. At the same time, I educate them so they know what to realistically expect.”

A resident of the area for over 30 years, Liz has developed a solid reputation for being trustworthy, hardworking and compassionate. “I have great relationships with a lot of people in the industry, whether it’s the agent on the other side of the transaction or a home inspector. I have a whole list of people I can ask for help.” Most of Liz’s clients become her lifelong friends, as she makes it a priority to stay in the loop. “Whenever I see on Facebook that someone had a major life event, I will send them gifts and let them know I’m thinking of them.” When working with Liz, buyers and sellers can expect an enjoyable experience, where there is no pressure to make decisions, only guidance.

balance of contact to guide us with decisions. Definitely appreciated her expertise and personable nature. I would happily recommend her!” Another wrote, “My wife and I were first time home-buyers making a foray into the market during all the uncertainty stemming from COVID-19. Liz went above and beyond to ensure that we were up to speed on what to expect and to answer any and all questions we had during our search. She was transparent about the properties we saw, ensuring we were made aware of things first time home buyers might not even think to consider when looking at a home. We cannot speak highly enough about the experience and expertise Liz provided, and are extremely appreciative of the partnership she provided as an advocate for us throughout our process.”

Liz loves her community, donating a portion of every paycheck to the Children’s Miracle Network. She is also a member of the Mint Museum Auxiliary. When she isn’t working, she’s enjoying the outdoors, practicing yoga, skiing, or spending time at the beach with family.

Looking ahead, she is eager to continue expanding her referral network and maintain her strong client connections. She loves every minute of her work and can’t see herself in any other path.

“It gets me out of my bubble, I’m able to meet all types of people from all types of cultures, backgrounds and life situations. It’s so rewarding.”

When it comes to marketing, Liz also goes above and beyond, utilizing drone photography, high dynamic range photography (HDR), and personal videos that she posts on social media. By advertising properties online, Liz is able to reach a wide variety of potential buyers.

After the transaction, clients leave glowing reviews about their time together. One recently said, “Liz helped us with multiple transactions including the sale of our house. Liz was patient with us but also found the right Top Agent Magazine

For more about Liz Young, please call 704-578-9513 or email soldbylizyoung@gmail.com 131 Copyright Top Agent Magazine

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