NATIONWIDE & INTERNATIONAL 11-23-20

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

FEATURED AGENTS

AL ABDALLAH ALINA AEBY GABE ALARID & VALERIE ALMANZAR HOLLY ALGOOD JESSICA BAKER ANDY BERKHOUDT ILONA BERLAGA ANTONIO BIASIOTTA CAROL BRADLEY LISA BOWMAN LIZ BROWN CARLTON CJ CHURCHILL ANNA MARIE COMFORTE GENEVIEVE CONCANNON LAURA COLE ERIN COOPER ALI COSETTI NICHOLAS DIVISCONTE DAN DUVAL ALLIE ETIER

MIMI GEIGER GEORGE GRAHAM NICOLE GUIZZOTTI JENNIFER HICKS ANA KARINA JEREZ CHRIS JOHNSON SUSAN KARCHER KELLY LEMON AMY MCLEAN MELISSA MILLER DANA PATTERSON PAM ROSSER THISTLE PAULINA SALAZAR DAVID SALMANSON TYLER SCHMITZ ANITA STEPHENS DREW TEICHEIRA DAWN WALDRIP BERTANI BRUNO ZANOTTI CHRISTINA WARD

COVER STORY

CINDY AMBUEHL

NATIONWIDE & INTERNATIONAL EDITION

Freedom Escrow is proud to congratulate

DREW TEICHEIRA

Stephanie Shipley is proud to congratulate

TYLER SCHITZ

15

9

TYLER SCHMITZ

DREW TEICHEIRA

21

29

CINDY AMBUEHL

ALINA AEBY

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

53

47

41

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

Stephanie Shipley | Sales Manager

ALINA AEBY

35

ANDY BERKHOUDT

65

59

O: 636-638-1501 | M: 314-623-7653 116 E Beffa Street, Festus, MO 63028

ILONA BERLAGA

NMLS #237697 | Company NMLS # 3274

CARLTON CJ

ALI COSETTI

KELLY LEMON

DAVID

AL ABDALLAH BAKER CHURCHILL SALMANSON GABE ALARID & VALERIEJESSICA ALMANZAR HOLLY ALGOOD

CARLTON “CJ” L Abdallah began his real estate career When he’s Almanzar not working, AL enjoys Alarid and his fiance Valerie are connections I have a passion says. Gabe Jessica Baker discovered her being passion exh CHURCHILL Holly Algood was in herGabe early twenties, she builds with her clients, the for sales,” sheclients 69 a powerhouse in the New Mexico Market being career in80 marketing this for McDonal 75 76 1995. After over 20 years at Century active and getting outdoors.

He for real estate in 2010 sheloves bought year working attending college full-time vastafter majority of her79businessa corporate comes from (949)and 644-3939 | freedomescrow.com the top 1% of agents inand the country for finally decid , AL joined EXP Realty when two years ago.her first realamong thefirst water, as referral well as customers. and his own business before hevolume, shegeremy@freedomescrow.com took estate class. She boating repeat and her firstbeing houseonand rental property. de volume and sales of real estate sold! to take the leap and pursue his passion hroughout his years in realhad estate, AL has to develop a marketing anything to do with sports and exercise. an assignment She decided to give it a try full-time COVID-19 real estate.

1200 Newport Center Dr. #180, Newport Beach, CA 92660 Geremy Uhl to sell her DBO own house.

Holly Holly ilt a solid reputation as anplan honest, hardAL likes playing sports, including License #963-0422 Freedom Escrow The reasonswas fora Gabe Alaridgot andherValerie and license in understands 2012.footShe’sthat in today’s market, numbers th Representative homeowner andAlmanzar’s decided to stellar put a reputation most people start their search for ita comes home time to market listings, G orking agent who will fightfirst-time for his clients ball, never and and he looked isloyal a diehard Detroit Lions fan. client When back. Jessica currently of this job “For Sale” “Within week up online. She posts each listing on allValerie the major can be asummed few customer and take an approach that encompas d always put their best interests first.sign in her yard.base Heinisaworks alsowords: aas former professional drummer, ® a solo REALTOR variety of at Achieve service, innovation, industry leadingman systems traditional techniques, new technologies a I’d sold my house and made a profit that and real estate websites a dedicated and as a young he traveled the world and creates own uniqu Realty and serves clients throughout and technology.

Valerie leads the team of ten different media sources.

They use cutting ed exceeded entire yearly salary,” she says. performing site for eachALARID property. She advertises in BAKER the JESSICA AL ABDALLAH HOLLY ALGOOD GABE ANITA STEPHENS L serves the Dearborn area, up to my about inFea band. agents serving Albuquerque, and Metropolitan the local paper strategies and technologies to fully understa they’re bu theSanta Pittsburgh area.

“And I loved it!” and hosts well attended open & VALERIE ALMANZAR hour radius away. An impressive 70% of LIZMany BROWN surrounding areas. Her and her team are able to houses. the market in in order to price theirasclients a fanprop o of her listings are featured setime business comes from repeat and referral In the future, AL plans to continue growing provide excellent customer service because they ties right.

One example is they post each list resident of North Through thea years, Carol has Magazine. earned an ButCarolina, Holly began didn’t follow her Liz passion for real Home & Land This year she’s on Lisa Bowman her real estate career the important issue of securing more affordtecture, I Jessica has bachelor’s degree in Brown – Broker and Director of it’s because everything I do is relation are continually innovating and partnering withinto on over six hundred websites, in These the US a a testament to the trust he inspires in she those he business and expand more recruiting and ERA Central Realty Group Broker ANTONIO BIASIOTTA estate Instead worked inhis the corpotrack tothroughout close over $10 million inare property lents, Bradley has always been passionate outstanding North 84 88 different Communication Studies and English working forthen. her family’s company, working able housing in New Milford.

She also Agent Development DuBois Property ship-based,” says Liz,Luxury when askedwhs 87reputation 83 top agents from across theat country.

Each member of their team internationally.

They members of91 the Institute orks with. “I’m all aboutrate giving great service and coaching.

“I’ve attracted many agents here at EXP,” world and college. received an MBA, as well as a North Master’s sales prices from to $3 million.for Associate Annamarie tagt real estate. After graduating from Carolina, with much ofranging her volume coming Group inon Raleigh, Carolina – with is aComforte’s account theeasily loyalty she inspires. receives over 165 hours of top notch training annually above and isatan$165K exclusive membership not achieved.

Theybuyers also“M cre she says.

Literature, as well as a background with her dad after She went to volunteers the local senior center.

When eat results,” AL explains.and “I’mPhD veryin service-driven, he says, “and ISystems. love to teach.

Ito like people how Antonio Biasiotta gettotoshow know his clients and formulating a plan Organization Development and fascibeyond whatbecame is required to maintain their licenses. videos and interviews they share on social mediaand dedicated professional who istime committed clientsthat don’t want to be seen asto incre just line, “Direct.

Determined.

Dedicated. dr ate University work in eastern Union from either repeat clients orskills referrals—but in finance—a set of unique that for Union Carbide and other compashe is not working or giving back, Lisa and t profit-driven, and that’s After what obtaining keeps people coming they canather be better me, not just likethem me.” nated by real estate youngthan of action with theyis can their real her doctorate, became aaprofessional Holly’s favorite partso of that themarketing job meeting new people forachieve their clients.

“We are everywhere online that y to she providing clients withher trustworthy, transaction, and neither I want the ty with a degree in Spanish an she’s not focused onher the numbers.

“This o give an advantage inhusband real estate.

The Difference isand Annmarie,” has a story When nies, but theand lure ofage. realHis estate was always enjoy hiking in local parks, asdo I.Outside ck to me.”

AL’s “all-out customer service” goes aempathetic Gabe initially partnered up with Valerie because of the opportucan be,” Gabe says. business consultant and coach.

During that time she learning something new every day.

To give back father owned investment estate goals. and knowledgeable real estate to know that I’m in their corner every ste hasis shefrom delved into business isexperience, allcommunity, about the people,” she says. important to be Annm involve Her talent, andhis work ethic have earned her behind it.

Back in 2001, Annmarie had nity to Above plug into a larger network of high level agents across theclients and 19buying, years ago,up, Lisa returned and well as boating on Candlewood began fixing and renting out investment propto the she hosts a live one-hour talk ng wayintoBusiness, set him there apart other agents. all, AL wants continue giving properties, which inspired Antonio advocacy.

Liz’s focus on toexceptional of theradio way, Lake. no matter the price point of th nation, to serve his clients locally at the highest level possible Valerie’s favorite part of the job is listening to her clients so ruction, buildinghasn’t and erties selling 52 “If I build that relationship with a client community.

She is ac loyal clients who are always happy to send her referto back. provide qualityinvestment affordable residential rentals. show where shethe interviews extraordinary women in the the absolute best and most honest customer service looked a negative experience while purchasing allanher to study buying.

After To give back to community, Antonio supports both customer service and forging long-lasting home they’re selling or buying.” and the business opportunities the company provides!

Both can fully understand their goals and then plan strategically Heights Citizen’s Federa rals.

“I think my clients appreciate the level of work I es with her husband.

From there, she and make sure they are fully taken care of, Twelve years ago she moved to Hawaii.

When she began community.

She’s been a volunteer mediator and sat s for finding new business, AL says, “I’m hunter, possible. believe inmany transparency,” AL says.

“Infuture, sales, In the plans to expand her with thecreatin relationships with her grateful the aCAROL housing crash 2009, when KW Cares and KW Kids.

“As aLisa relatively new parent, her“I own home.

Left withwith theresidential feeling that Valerie and in Gabe specialize in helping families their behalf.

She isANNA also growing passion team as BRADLEY LIZ BROWN ANTONIO BIASIOTTA LISA BOWMAN MARIE managing properties on the Bigyou Island, she decided to on the board ofand the West Hawaii Mediation Center.

In her of Pittsburgh.

When sh put into transaction.

Isopride myself on being very obtain her real estate license. then it each quickly transforms into a children relationteda tofisherman.

I As hunt for business.

I’m always shouldn’t hide your true feelings thoughts. ® clients has translated into a thriving busiThere are many other factors that com Broker & Owner of Bowman Properties, company, adding additional agents so she real estate that are upsizing, downsizing, investing or luxury works with each individual agent to achieve their goals, whet Antonio was a college senior, he it’s painful to think many in our community the Realtor who had assisted her had open h COMFORTE complete requirements for her license.

She became an her cherished free time, she loves to works on her farm spending time with her responsive and organized.

I have a system for everyy, Carol is the Broker-in-Charge of ship with their family and friends.” ospecting and looking for business, whether You always work thehave client’s best interests, homes in theshould Albuquerque area. it is on traveling forinto a month buying investment properties!

G ness and aGreater stellar reputation as in someone play assessing real esta do not their basic needs met.

It means aend. lotorwhen to me began toait’s purchase investment Lisa serves and Fairfield counties can do more the listing Above all, Liz’s agent Litchfield in 2014 and joined small boutique firm. raising herbs, coconuts, dragon fruit and water lilies.

She not been working in her best interests, coming upsuccess with innovative waysor toamong ensure athem dealmovi closes book, watching thing and I able make I’mme: always top of all my ley Estate Development where she superviscan beher consistently trusted to place story, chief bein cialReal media, door&knocking, or social I’m of awho your own.

It’s like mybe dad always told Doloves it oncontinue properties hisnot own.

He became to tosure support underserved kids.”

He also gives of Connecticut.

Anevents. incredible 90% of she plans to going above and alsothe studies traditional Hawaiian lei-making and environTheir team innovates constantly to meet changing needs of Annmarie decided to become an agent Annm the needs of her buyers and sellers front expert negotiation skills and her thoroug future she looks forwar files so that nothing falls through the cracks.

I stay in tworker, team and I’m alwaysclients opening up a conversation right, or don’t do it at all.

I goisall-out forshelters my clients.” growing to assist throughout North and Outside her career, Carol tremendously active around licensed in 2015 and began repreto local animal and golf courses.

In his cherHolly is now the principal broker and owner of Algood mental issues. business comes from repeat clients, an during impressive feat beyond for her clients.To“As agent, it’scommunity, allmarketing about Gabe relathe times—when COVID-19 hit, their company immediately giveanback to the and Valerie supp and center every transaction. intelligent strategies that ensu herself, vowing to treat her clients the staying real estate.” and continuing to work very close with my clients every step hout Carolina.

With senting her located inshe the heart her home state.

Asprotocols well ascommunication being the 2020 President for the clients with an eye toward investments.

As works he ished free time, he enjoys spending time with his wife Hawaii which has ainspires storefront inthose downtown Hawi. implemented new strategies and that allow their clients Cuidando Los Niños, a says. local nonprofit that works to end ch thatoffice speaks toLLC theright trust in she tionships and serving your clients,” she “I do not fast sales forAnother top dollar, notand to mention happy clients. ® dedication. ofAssociation the and way so they feel informed throughout the she wished to be treated—with onroe’s historic grew district, she has developed a range Union County ofthat REALTORS ,toshe currently toagents buy sell way homes safely.

“We’ve had many clients purchase homelessness. passion is contributing moneymetho for stud She leads afocus team ofon four serving all Hawaii For the future, she’d like expand her luxury listings his expertise, he expanded hisand business toof work two children, reading, and marathons and with.

“My main is people,” Lisa “I’m preview homes.

Instead, I running love tothe walk inporta house for Hailing fromexplains. a background in the event and hospitality ® hen it comes to marketing his listings, AL takes homes without seeing them, thanks to virtual tours, live chats scholarships at University of New Mexico.

Gabe has b transaction,” she says. while specializing in managethe northern part ofhonesty, Hawaii island. folio and property and management business while ecializations in everything from property sits on thehas North Carolina Association ofestate REALTORS forthrightness, and care. phone with homebuyers and sellers as well.

He now a half marathons.

Phone 310-734-1440 | Fax 310-734-1440 extremely customer service oriented, and I go 100% for first time and experience the same industry, Liztechnological began her real estatethe career in 2017.with “I’ve myinvolved “Iclient, love the relationships,” says Liz, when asked Hou wh and many other strategies our team implemented,” for many years with the Ronald McDonald comprehensive online approach.

His listings are Together they bring unique expertise in sales,&with escrow, continuing to provide excellent service to her clients. to residential and commercial land.

Diversity Inclusion Committee and Legislative Comthriving career serving the west side of Cleveland tion, li known Autumn DuBois the Broker/Owner of DuBois she enjoys most about what she does for a living.

Valerie says.

Gabe and Valerie have both been named Top 40 Business Lead my clients.

Whether it’s a $35,000 cottage or a millionexcitement they do, when they realize that this is the asted to social media, as and welltechnology. as home search sites Her ability tofuture, relate toplans clients comes partly from | www.topagentmagazine.com mittee.

Elsewhere, she is also onin the Board Directors amag@topagentmagazine.com focus on Lakewood.

For where the he2003 to of grow a 40 team so hedoctor canFirst provide Under bynot Business in Albuquerque.

Valerie has b Property Group since college, we were in the know I’m a saving lives, but I do feel like She received her license and to dollar house, IAL’s treatown everyone the same way.” right house Jessica for them.” and Realtor.com. website, personal experience. andnamed her husband have Gabe andsorority,” Valerie know how to use technology to interest connect one of Realtor Magazine’s 30.so much unex ne Zillow, listing Trulia, a home, Carol offers her clients a comfor thereally Charlotte Chapter of NAHREP (National Associhigh quality, caring service to even more people in his30 Under same she recalls.

“I’d always had an make a difference for my clients.

There’s Her aexperience homes allows her today, advise her havethree this Annmarie’s goal is tomedia be thereTheir for her clients Annmarie’s results sp LsellsIT.com, also provides gateway renovating for his listwith their community, and they aher large social renovated properties tocoaching date. has aclients constant drive totheir improve and learn. community.

“I enjoy being a leader.

I’d like when someone real estate, so I “I’m began picking brain, wanting joymost that Iextenget to experience, ensive approach.Antonio After helping them prepare ation of Hispanic Real Estate Professionals) andpected hasand been buyer when they tour ainlisting or sell asee home.

“I can gs, ensuring that they receive maximize exposure. following.

“People who we are and how we work.

They know Recently Gabe and Valerie’s team becameNew part of Jersey, PLACE I This emphasis on people and relationships keeps clients every step of the way, from beginning to end.

She loves Central ®live sive rehab being the house where they now, to learn more about the industry.

I knew it wasn’t just able to buy a house when they thought they wouldn’t b never going to be content with what I already know.

I’m love to have a positive impact on other agents,” he says. erty for the market, she shares it over a variety of appointed to the National Association of REALTORS tell themAL about different materials and talkhands themwith through theyrelationships are in good us,” Gabe says. Gabe year after year a cutting edge new real estate company for top producing tea he results speak for themselves: averages about coming back.

“I strive to build that last a meeting new clients, seeing how excited they get when Egypt, Upper Freeho a 125-year-old Victorian.

Jessica was the general about driving around and finding houses, I wanted to able to.

There’s also a level of trust that exists betwee a big believer in always learning, refining my skills, ted digital andper social campaigns, well asthe Housing Committee. is equally active in possible,” sheas says.

Her extensive backwon honor forbusiness theOpportunity number one Real Estate AgentShe on Social across the country.

For the future, the plan is to continue to gr 0 transactions year,media awhat’s truly remarkable rate for lifetime,” Lisa Herindividual clients trust her to look out for about what went on abehind theproject, scenes, an agent and because there’s areal lotestate ofofconfidenti contractor on this andKiwanis learned how toclient, rebuild they walk into house and know it’s “the house for the Media inmore New Mexico.

Once new clients meet Gabe and of Valerie and develop agents and agent’sRiver. lives in Part with ER wea and adjusting tosays. the market,” helearn says.

Hecompared focuses on ground and building experience are rare to other MLS. “Everything I do depends on the her local sphere, serving as a member her Club solo agent.2 I found myself fascinated withand all ofon it.“I’ve I time, wasbeen fortuinformation beingand shared.” their best interests, not her own.

“I don’t push people Top Magazine in-person, they soon become friends time after stay in building strategies to Agent continue to grow their team.pric “W a historic house. through a big renovation Realtors in Hawaii.

“I’ve worked on houses, built houses, customer service, responding quickly to his clients them,” and the look their faces during the closing. her average sales s of my clients,” she says. “No matter what, I’m and participating in the Terrific Kids Program in her area touch long the transaction is over. love to be inand touch with other people interested in the ma nate thatafter thethat. skills Itechnolhad learned inI my previous career into houses, and my clients appreciate You can’t and used a lot of unusual and innovative building myself, so am able to take that experience use it and their needs.

His eleven years of experience as an ys asking to setis their listing school districts.

When she’senjoys not assisting clients or giving Annmarie says she guiding clients through the sales buying volume is a$11 L’s favoritewhat part Iofcan realdo estate winning for apart his opportunities we offer either through or selling ho – attention to detail and the forming of relationships ogies.

That setsto meguide apart,” she says.

Sheand aexperiknack for tothey benefit my clients,” she says. When she’s not working, Liz enjoys nothing more tha convince someone to buy aboth house, it’s ahas feeling investor allow him novice www.

CAROL BRADLEY LISA BOWMAN ANNA MARIE (ANNMARIE) COM

LAURA COLE GENEVIEVE CONCANNON

NICHOLAS ERIN COOPER

DiVISCONTE DAN DUVAL

Cole spent 17 years in the inteLaura believes in old-fashioned methods Erin Cooper firstup got involved in other top agents, gradua space and create their ideal home and Another part of Nicholas’ Dan Duval began hisLike real estate career Erin in is currently Communi Growing Nicholas DiVisconte watchesign business while living in Los when reaching out to her clients.

“For 100 92 in 2001. “It was shortly 96 99the increasingly 95 real estate evolving to meet 2013 with his current partner JD Wild.

Both Elevated in Latin then watch it come into being.” marketing strategy, whichC ed his parents successfully build the les. After moving back to her homes example, I prefer to send out handafter I bought my first property,” she digital 2020 market.

“Listings are were working as a practicing attorneys.

“We to organiz of Michigan, lostlargest her written giving my outreach ogy, she she says she being transparent. He use music in notecards, Long explains.

“I was just lesson finishingcompany up ninety-five percent of my business,” were practicing and doing real estate on the on for the profession and decided a personal touch,” she says.

“When the photography and Hospital, 3D vira Island, which taught him an early al develWhen she’s notfrom working, Genevieve is college.

I was twenty-two.

I’d always she explains.

“I’m really reinventing side, but real ended up being a much Pan-Mass ok for something new. wanted “A friend hit, Iestate sent out colorful corona to go realinvolved estate, andwork I pandemic this year.

I’m using a lot of videos and showcase each listing. “I age thatinto applying hard and dedicawith the an community member.

She isleave better fit, so we decided to the security charities. sted I look into real estate, and I care packages containing both fun and basically my time untilat Arlington’s reallyofrelying heavily on social media. for me to realistically refl tion intobiding aon goal always bring results. en tran- a great idea, was thewill board Chamber ht, ‘that’s something useful items like toilet paper and a bottle of corporate law jobs and dive into real estate for their I looked old enough to be selling a My company has an exclusive relaso clients can have an accu His father then ventured into the world sidential DAN DUVAL Commerce, and of hosts an She annual event goes hand-in-hand with my interior Corona.” also checks in via ERIN COOPER NICHOLAS GENEVIEVE full time,” Dan recalls.

Now, asphone Managing including LAURA COLE that MIMI GEIGER house.”

In the nineteen years tionship with Google and Facebook, DIVISCONTE CONCANNON it.”

And despite the factfou th of real estate, and inspired Nicholas nbig background,’” she recalls.

She got calls, texts and on Facebook.

ALLIE ETIER JENNIFER HICKS Partner at The Elevated Companies, Dan arship part called “Heart and Pints”.

The event brings have followed, Erin has thrived and so we’re currently doing a lot of adverer leaving ayears successful concierge career Inworks her spare time Mimi isofan 6active member cense six ago and has never ending this year on a high to join and help guide people through with a team licensed agents Dan enjoy flourished in Nicole her chosen career.local there.”

Guizzotti was and literally born intoartists, a tisements is contact them using their p w a sustogether free-trade and hdsional United Airlines, Mimi Geiger wanted of her community.

She and is a sellers parishioner Top Agent Hicks – Owner/ house,” Allie believestransactions very strongly in giving back back.career To promote herJennifer listings, Laura primarily representing buyers in the and theirsh 111 200 sold ist one of the biggest of their 108 real estate family.

Her mother, grandmother, method,” shehomes, notes. Nicholas “Primarily, 104 107 103 GEORGE GRAHAM gaining the proceeds from sales go to local chariry something opportunity at the local church, and a member of the Managing Broker of EH James Realty a tenant’s efore getting new. Her Erin to her community, and one of her favorite relies on tried and true marketing works asand a solo agent, but she opened and Erin and her office sponsor a large number of Boston pre-construction luxury market.

The the statistics.

“The only num lives.

Currently on his fourth year as a godmother were allLions in“We the business. phone calls and send texts. I a arted herlike table organizations. to bring light do soworks came sheagent wasruns purchasing Club through which she seemed organizations is the New Mexico CASA Advisors inCompanies Tulsa, Oklahoma –She is aparticidynamic, that man ow aswhile a solo with Williams methods provided bylike Keller Williams. alsoBeing a Keller Keller “My Williams onstill Oahu, Hawaii, in community events Kailua. small Elevated is a in vertically inte-adiscovered Inthe theIman futu ® officeis George Graham first righ mother an active agent after to market, use HomeS and technology I them look to at make islike how REALTOR at Coldwell Banker Realty, ome withI’ve her husband, and their real pates in various initiatives such us pancake llyGrand since Association.

“I volunteer as an advocate for entrepreneurial, and hardworking broker ng Rapids and surrounding communities. promotes via her social media pages. help my te up.

With to important issues and let people know the town of Kailua. So while she conducts sales conglomerate Kailua is known for small-town atmosphere grated thatestate includes luxury brokerage, more key individuals real through his wife, anand goals and timeline is.”m years inclients the business,” she exclaims. my clients can send me direct changed for the better.

Witn serves from Montauk all te agent offered her jobindependently, on spot. 30Erin breakfasts and candy days.

Mimi also helps anability, sales volume this ayear of the $5Nicholas million, Laura le, real estate kids who have temporarily been removed who is dedicated to providing exceptional to achieve is they the broker-in-charge of development businesses.

“I have several clients who in own team small and focus that are not alone.”

In local her spare time accomplished mortgage broker design, and construction divisions.

Prior to mentor, getting herenjoys license, Nicole was in whenever want.”to their new ofinvessomeone getting the keys the way into New York City, with adoes primary focus in mi quickly embarkedis on a the journey into ts herThat business more than 50% repeat and Laura what she of veterans the relationfunds forbecause homeless to get h that me.” from their homes for acollect variety of reasons,” real estate advocacy for her many office.

“I broker, and manage about small businesses in the area, and I support them by they Washington State.

Through helping Over the past deca capacity andtwo sales vo e clients throughout Genevieve loves to go on day trips with her husband theshe hospitality industry for seven years and alestate clientele.

“I try make the goNassau as forges throughout the transaction process. and fell in to love with thetransaction work. them back into stable living arrangements, she’s never says. ships “ICounty. amshe a voice for these children, twenty agents,” says. hosting client events at different locations within can’t duplicate that feeling in any other jo Suffolk &she tors, buyers, sellers and renters.

Jennifer i her process loans in the afternoons ing reputation one clien The Elevated Team serves Boston proper, including continue expanding and their dogs and explore the surrounding area. was also aGEIGER professional dancer.

“After I arewith What she loves most about her woro JENNIFER HICKS NICOLE GUIZZOTTI thly as possible,” asserts.

“After all, this is ”It’s so to rewarding to work closely buyers and the community,” she says.

“We’re always a part became a Licensedshe Real Estate Broker asthere well as those who hearing and sight and I’m honored be for them.”

ALLIE ETIER MIMI GEORGE communit and evenings, he came to take an strong rate of repeat cli South Boston, the Seaport, East Boston, and Downtown. MILLER work with to sell and MELISSA sustained a100% knee injury, Iimpaired. retired relationships she forges.of“Ithelove CHRIS bly biggest purchase or the sale someone sellers what mayGRAHAM befrom one ofthe the most important deciKARINA JEREZ P.A. business is will run JOHNSON byin referral.

She ofdance community.”

Outside of work, loves AMY McLEAN 004,the andANA currently works Erin’s as leader Outside of real she to Jennifer, who excels inestate retail, investinterest thelikes industry.

Inspired, heNicholas about the keys totime hisOk suc Outside of Erin work spends h Using his expertise to help sell, buy, rent, orin Aclients significant portion ofthetheir business comes from in the future.” and and got licensed in real estate, starting and working with new people, follows a protocol to keep in touch with her taking advantage of Oahu’s beaches.

“It’s all about make in their lives.

Making the process both easy sions of their lives,” she observes.

“I especially love Mimi Geiger team at years Berkshire ethe business Genevieve travel and cook.

She’s been married for 53 Ininvest, the future, wants to grow her company Group based As Genevieve for the future, Allie would like to Originally from Surrey, England, Melissa agents with ment, rentals and property management With nearly twenty-five of real as well as puts her creativity to use.

The star of her got licensedclients, incommunity.

1998,which andinhis busidepth of experience.

“Re repeat, referral and development speaks to He donates money to churche has brought Nicholas a large amount of business.

“I had always been interested in real the area.

Her son just graduated from her real estate domestic violence.

She’s passionate about As much as her Susan Karcher enjoyed When she is not working, Susan seeks out clients.

“I make there forrecalls. them before, the beach,” she says, laughing.

Erin also practices njoyable goes a long way.” that moment when Iand hand over the keys and know I’ve out sure part time,” she That was seven them make their realand estate dream estate experience under belt, RE/MAX latest marketing campaign isness “the cutest haway HomeServices, Starck Real years, loves tobegan spend time her two she was continue growing her business.

“With areas of the real estate industry, brings to Realtors.

Gail Miller as a with professionallywhich Melis fhere repeat referral and work withI’m builders and developers to help the has grown ever since! turnover, it can beto“h 119 120 116 112 115 estate,” Amy McLean says.

After owning the local school, and shealso continues the high level of service and expertise they provide.

“We Dan says he enjoys , when she and was mentoring new agents—especially those nonprofit organizations.

He keeps He was awarded LIBOR & YPN’s “Top 20 Under 40” Results agent Chris Johnson’s knowledge, thing you’ve ever seen,” her four-year-old during, and after the sale,” she says of her yoga several times a week, enjoys being outdoors, someone the home of their dreams.” working in the fashion industry as a mother other ways to help people.

She teaches a years ago, and she’s never looked back. true,” she says.

“Because I have ate, in Chicago. kids and five grandkids. we each work our proximity to the state line, I’ll also be the table aflorist knowledgeable, empathetic andspecifically Committe understands the ins and trained inrecent London who, bymarket, appoint“whether yo selling different businesses, donate school supplies to classrooms and art a career thatand flexibility who are and single moms—and helping them ting long-term rela-receives local community.

Her advice to young agents, or have a IBut unique onthose the luxury in he construction market, creativity, have allowed grandson, Easton.

AAmy postcard customers.

“Ipriorities constantly value into them. reading, and traveling whenever sheonce can. a with so her that year can donate to Loc Rising Stars insuccess Real Estate in 2019. it’sgrasp hisand tenacious ot surprising that Laura stellar reviews tality background, I their know howI’ve to 20 best treat th young teenagers, her began Polynesian hula group her daughters all group, so adding apour Texas licensure to my portfolio honest approach, she has earned stellar reputadecided inthe 2005 to get licensed as a funding to sports teams.

Amy also Currently, George is a Managing Broker for John L Scott career, always enjo ethics complaints, and tioritizes herself and her achieve in industry.

In her free ment to the Queen, arranged flowers for years or herwith to adapt to the constant changes in the features Easton on one side, dressed in a pre-construction sales,” Dan explains. “With a traditional coming up with solu transparent considering aand career in real estate, is and to make sure that want todetermination be friends part of the family.”

Erin r esteemed work ethic.

One client recently wrote: Laura is always giving back to her community, nonprofit charity that provides hair to child and competitive spirit to always give Nicole now works with the Creative Selling Team at professional and supportive way.

I also love en her 16 years of experience in the business, In the future Mimi is looking to expand her busiindustry—and to thrive.

Currently a solo blue blazer red Converse, phone in a team,” she this year” she says.

“Regardless of locainstead.travel, Within week, Amy has experience serving onCommittee, the local agent, she time,her sheRealtor© likes to exercise, and Real Estate, where he supervises an elite team tohopes assist toare same, and nointwo cli to soon change, and therefore so did career and family, which perpetuate tion as a spend trusted advisor.

Affairs we Kensington Palace.

After moving toexcited the thing from sale, you walk into awhat completed unit you’re looking says.

“We are aBoard uniq carefully cultivates herReal client list.they committed Looking to the future, Erin isand toRealtors©, continue make that our the work isbest something truly enjoy.

“Iquality love IWashington. thank you to helping usMN, find our first to achildren variety ofcoming local charities whenever she agent, sheLaura represents Cambridge, aimportant hand, with the message “If you want to her had completed the online class and passed of and she even served as and the suffered hair loss due to medical conditio mi’s clients know that they can count onRussell her experness and bring on aand couple new agents to team Estate in Broadview Heights, Ohio, serving concierge, showing them around the area and e them the that truly keeps them back.

“I’m other’s back.”

With afor sales tion, it’s todonating me to“I’m maintain the same America tosure grow time with her three grown her clients throughout Western A top producbrought to the state United States, she then worked as a corpobe flexible path.

“I figured, real estate was close to the culture of Polynesia and share it with ahave physical property you could move into tomorrow. boutique, niche-focus totwin working ahappier. referral system,” she says.

“I and expand her as a goal mentor and president educator forthe organization rural area just northand of the cities. by sellat your house in twenty years, callrole me!”

A few months later we couldn’t can.

When not working, she loves towith travel.

“My the test, demonstrating her impressive of a couple of team provides do, it’sbe my passion, much so that I’ve written two s. Our interested in granddaughters. knowledge and negotiation skills.

She ensures inso order to cover more ground, and help more clients ar this year, Allie reports ofrelentless service for my clients.”

She also wants to remain an the Greater Cleveland area.

Currently on track to reach them about the best that Cleveland has to offer ing agent in the state more than twenty two years Outside his career, Geo off he enjoys playing the guitar and piano in getting my clients every advantage possible Jennifer began her career in real estate after graduowner or Realtor wou ® rate and social event forSusan seventeen some written in crayon. flip side?

An image But we focus onand midtoplanner large-size projects where shop.

All when ofAmy ourenjoys agen home, could stay in my neighborhood, others. also recently co-authored an the ability to turn down motivation business that’s not for me . “I haveclients a real new aspiring REALTORS was always available, and with her connections, is become to uphomeowners. my passport asThe as possible,” she and passion forwant the field.

In years ago.

In her free time, on properties in I as sistent follow-up with clients and prioritizes good Always keeping her clients in initTulsa repeat and referral clienupstanding member of her community.

“I toquickly give a sales volume offill $10 million, Nicole says her business ofyears. professional experience, he has fostered atime culture community.

An Elder aoo communication that books about it.

When you find something you love Back in 1996, a recently divorced single of Easton and Chris, with the message, “If ating from Oklahoma State University with to her numerable indu spending with the people he cares ab in order to give them the ideal outcome in each situaWhile this was a job she enjoyed, have to or in line with the business I’m creating.”

Being passion for our community of agents and making might be purchasing a condo that won’t be completed that’s why our level serve people, and still doto something that I would award Amazon Best 2014, she and heryou business partner opened watching herMILLER son Selling play baseball be and AMY Mwinning cLEAN and made things painless.

Definitely recommend exclaims.

MELISSA enate,” years’ experiIn70% the future, Ana like toclientele. expand the CHRIS JOHNSON SUSAN KARCHER ANA KARINA mom working as“I a nurse, Chris was looking want to sell it now, call my grandma!” mmunication.

“My focus is communication.

This is mind, Mimi is looking to find agents who match her she says. try to back the area that has given so much to me.” that puts his clients at the forefront of every transaction. various events & progra is repeat and referral “I am extremely Nicole was greatly affected by the messag afor Marketing degree.

Obtaining her license in 2014, supports organizations ery step of the transdoing, doesn’t feel like work.”

Genevieve’s books, PAM ROSSER THISTLE is also ato 1st Belt in sure theyOur know what’s available them,” says able totion. choose whoPAULINA she gives her energy to is Iitdefinitely pride myself on my negotiation skills. required eighteen-hour days extensive 12-24 months. job is toand help them see thedegree forest adoes property management company, which exploring the Shodan outdoors inBlack her area.

“I love DANA PATTERSON SALAZAR CHRISTINA WARD ng Laura.

She was fantastic to with!”

2008. soon work she with veterans are firsttoShe earn some supplemental income.

She JEREZ BRUNO ZANOTTI absolutely love, which iswork helping others,” book with her husband entitled “Who are DAWN WALDRIP BERTANI of with the biggest investments of someone’s life, so work ethic and business integrity, so that when they’re as possible,” she “Iwho couldn’t have gotten here without my outstanding he’s not with clients or communicative with my clients,” she asserts.

“I don’t forth at a charity event hosted by the Rene Jennifer began working for Keller Williams for retail and those with Multip Erin, who is currently serving as the director of Erin’s favorite part of working in real estate.

“I now works with about 125 properties in going out and checking out some of the decided to take real estate courses on the travel, and a few years ago, she decided Melissa use Chris has been with RE/MAX since 2003 gosmoothly to know her clients The House Wife and Grassroots Go-Getter, are availforon. the trees, anddown that usually a totally different Jitsu.

His future business plans include e make aSusan change time homebuyers.

“Ithe am passionate about I never give up, quit, or move Iuses hunker until Iinvolves Asserving for future, Laura wants to continue along her wo inhome title companies, appraisers, and inspecexplains.

“And it was the perfect the Joneses Anyway?,” which encourages sser Thistle began her real estate a listing.”

Pam also mass marketing jobstints is to answer their questions and guide them clients they work as an extension of her.

“I team,” he says.

“They provide great service to our clispending quality time at selling a is probably ® Bruno Zanotti entered the field of real estate It’s also wha sugar coat the truth.

If in IOne, feel aBoise, deal isn’t right, II’d let them Foundation, ahistory,” nonprofit organization weekends, obtained her license, and though and consistently in either sales, and with afalls builder doing new construction sales. moving toitshe Idaho tochange. play her busy, and shethat ev Honolulu Board of REALTORS . “It’s an excellike able choosing the people IAfter spend my time with, and the area.

Then, 2017, she opened avision new old she says. gears and helping those who fought for and sales pitch and than a the completed project.” was time for aloves Faced with the technology As Realtor with Real Estate Dawn One along with several tools ofvery her own. hhifted my background as annever interior designer, I’m able current successful path.

“Though like to grow late 90s tors.

In many cases, I’ll even helphave clients eir favorite things so to on Amazon. becoming the #1 team in New York.

“T find aapurchase solution,” he says. nthe 2007 when her public relations techniques including social media and Paulina Salazar thought she would Paulina her clients and wants to as a notary public, and watching clients sign He says he c ents, which gives our Buyers and Sellers an edge in this making the best decision.

That’s why I always pick agents who have the same work ethic as me so initially intending tomake work part-time, “got really busy, 100% Club (commissions of 100-250K) or Platinum soreclosures someone will ever choice!”

Today, Susan has been in the real readers to stop living someone else’s life 131 128 133 brokerage and recently merged with the know, and they appreciate that.” awareness to human sex trafficking.

“Unfor 123 lent time to get into the business,” Erin says. that goes for both clients and agents,” says Erin.

Ultimately, Jennifer opted to open her own company, Jennifer’s plan for the f 127 volleyball in college, Christina Ward board of her kids’ schoo and bravely served this country to obtain the year hiatus, remove the Bertani last tobusiness a successful 124 is Waldrip known as afinancially, knowlShe insists on professional photography keep question “what should Ithe next?” she clients lk into a herself home and imagine afor space in apersistent way thatroadblock my I’m notclosing anxious todopeople expand paperwork they often didn’t understand, he on” and in some keting company was working email blasts, as well as primarily open houses (both really fast.”

Before she knew it, her real estate business Club (250-500K).

She reports she’s between always do more every single year, to houghtful gifts.

“This find in real estate, but a to help she’s involved competitive market” George has strong plan wer the phone and stay in constant communication that when they’re doing a transaction I know exactly ocess both easy and enjoyarea’s largest brokerage to better serve her clients.

When asked what her favorite part ofand herto job is, Amy With Masters deal by bringing in thewith right contractor-“There’s so much opportunity to assist our clients “I have a certain level of consistency regarding estate business for 14 years.

Along and start becoming who they are meant Ohio is a major trafficking hotspot, so supporti ce has informed her work as American dream of home ownership,” she says.

With and EH James Realty Advisors was born in 2016.

Since growth, and to add to edgeable and caring professional serving to ensure that buyers looking for a home explains, “I stayed here because I fell in her “time money w himself trying fill the void whenmakingo When they market their The Elevated Team she keeps in are dnd suit myoffThrough clients,” shemarketing notes.her “This helps them into a transactions team, because I placing like tofound work personally with tate client. her virtual and live) to broaden exposure. was and running.

28-44 a year, her squarely inlistings, her I to says, “I combined the things love to do into aamjob.” contact loved one convinced to enter the with, but that doesn’t mean she’s not English, painter, plumber, roofer, orand electrician.” an average mentality.”

Staying cool, calm collected in stressful situations continues to grow, he says, “Ithethere love marketing homes to She sell them.

I love habout them,” she says. the type ofNicole care they’re giving to my clients.” like has been espein maintaining and creating more wealth.” who I invest my time in.” the need to be resilient her drive and ability toeach succeed despite any obstacle Oakland and Macomb counties.

She online see listing at itsbring absolute best. ever he could.

HeSusan says he “knew was teaching his then, her company has distinguished itself as one of It’s not surprising that receives stellar reviews agents to help suppo foundations that awareness is very dea love with real estate, the city of Boise the most.”

This being “comfort zone.”

Twenty-five years in, she still loves her Listing Coordinator and Transaction be. is on the Advisory Board of her rlethe company, Pam became interion how we could possibly transform the house. and every client,” she asserts.

“I do plan to keep tailors their approach to the individual product.

“When That job was in real estate. media.

She also makes toindustry utilize Amy typically works as a seller’s agent, though she thinking outside the box and coming up with ideas and she now loves.

In a short four bitious.

“I love negotiating and getting my When listing a home, George takes a comprehensive Through it all, though, h more—more I could control.

More ways I time to draw grew up in Oakland county and moved to conducts a thorough marketing campaign cumstances.

This has served that may arise, she’s sure to make that goal a reality! is commonplace for Nicholas, but that doesn’t stop Since then, Chris has seen the MLS go from a physwhat she does—working with people.The best part of mic, and has allowed real sellers, estate.

She decided toshe get her The results speak.

Inisworking anstill average year, Pam the premier brokerages inI can the better Tulsa area.

Currently high as other to fun wh forof esteemed work ethic.

One client recently wrote: heart,” she says.Safe “I wish thestandard world would ca and met abuyers boy who my husband.” contributes to cancer successfully Toall stay inher with her clients, Dana for I never need stagers, because I touch can educating myself about the business, so Coordinator, serves North and favorite local charity Families For we’re with a developer or private client,” Dan networking with also helps who come from referrals.

“I love different things to do for them to stand out.”

She also could be of service.”

So, he began taking they are toge ical book to an online portal that generates automated her job,years she says, is helping first-time buyers getgoing into thebeen starting out with a pre-listing routine that outtum the right way. “You Macomb county eighteen ago, just as “Everyone that includes social media. years, Paulina has built anreal impressive caoffers accepted.

It’s a thrill for me,” during the pandemic, aA time rketing plays a big part in Mimi’s estate eoand receives stellar reviews To learn more about Erin Cooper, call 808-398-8316, hasn’t looked lifelong sells over $12 million and topped $20 have moved relies onsuccess. programs like BombBomb, aapproach, him from empathizing with clients. is overseeing ahas dedicated team who share her explains Jennifer.

“Nicole did an amazing job from beginning end.

She about these missing children, so it the is our Christina now been in the business for teaching classes onpart ho help them inback. these ® of agents ifully arrange the property myself.” serve my clients.” says, “we use an off-market listing platform, where we can real estate classes, studied forfinds his license, Central Orange County, CA. Children, an organization that provides homes for chilworking with she says, and “if take my enjoys getting to know her clients, and as she explains, reciprocal listings on multiple marketing and home ofhas their dreams.

Three years in as to athey Realtor , Melissa the qualithings in mail, she launched her career in real estate.

As tial. for his clients the best practices in preparing their of service,” George says e, first as a Bethany video email service, and video texts.

“Ilines phian, Pam’s love of ground the city and million insellers,” her best years. reer from the upwebsites, being a people says Paulina.

I’m pretty aggressive when sends out e-blasts, post cards, and c.frequently Client Burton erincooperrealestate.com email erin@erin-cooper.com, or visit client-first ethos, Jennifer focuses personally on the through their own unique situation.

Whether it’s buying took some notes on what I wanted and found me exactly them aware.”

16 years.

She and her team, Christina & which have had an exp passed the exam, and became an agent Bruno puts communication methods have expanded to include not advice do towhat I tell them toindo, typically we’ll “Finding them the perfect and knowing that that properties before weDawn put them on the MLS.” seasoned think it’s very important forand people seepre-market ahas result of her compassionate service and appreciates the flexibility real ties valued her previous career transfer directly “Everybody being dren and gives them loving families when they are inis to herbest clients heropen apart. home.

Afterwards, George supplies his sellers with a house get aof real estate business sson giveaways.

And teamand sponsored lyaonline the at set making thisher person and an communicator.

“I’m it comes to getting them accepted, and asto postcards, still photography, telephone calls Outside ofname,” work, she enjoys being with her grandson himself, vowing to do athe better job. marketing property management arm of her company; she now Anyone inChristina’s the Tulsa apt Company, represent a variety of different Each year, that!

I even had options by the end of our first phone have their house under contract within a week.”

To house is going to be where they make the memories and theonly veryof adeep live, friendly face behind the their first home, moving from a starter home, downCHRISTINA DAWN WALDRIP BRUNO Once these units are available to general public, The knowledge of the area, an impresestate, which allowed her to serve her ercerts percent Ana’s business DANA PATTERSON PAULINA Community involvement is important real estate—creativity, attention to detail, tenacity, text messages,” Melis PAM ROSSER of infar professional photography and videography, the sky’s the limit—for y the last three years, Susan has been with need.

Susan is very family-oriented, with two daughbutFor also social media, drones, texting, and twitter.

All and in parades on Memorial Day andworking family at hersuite property Brainerd, MN, fishing and you’re buying or selling, clients, and very direct,” Paulina says.

“Obviousas the seller’s side, just really pushing To learn more about Laura Cole, email her at lauracolegr@kw.com, and selling aparticipated she exclaims.

“It’s reassuring to them, do this, Amy creates a foundation of trust.

She is the with their family” is especially rewarding.

Real estate oversees 193 rental properties, though she does do a or guidance could do WARD BERTANI ZANOTTI styles always do their best todedication. put the support ofjust businesses and Copyright Top Agent Magazine call.

She made so simple and stress free for me and Nicole resides in Broadview heights with her sivehelping ninety-eight percent of her business community while raising her daughSALAZAR ves Center City assuccessfully a sizing, toitand Pam, and she is aThough past president of the Elevated Team uses the MLS as well asfloorplans—all paid advertising erral clients.

HerPhiladelphia clients rave buying a vacation or second home, or buying an THISTLE along, Chris has been there, clients boating on Gull Lake. happy where she is for nice to pick up the flexibility, and She says, “many of the Now, as an agent for Park Regency Realty, ence.

He p including Matterport virtual tours and videography for and the feedback I’m getting is that people like and perspective,” she notes.

Christmas.

Mimi also invests in local magazine oing make sure you are taken ly,Berkshire it’s avisit cut-throat business, and I family. think up that price as much as can.”

Paulina Redfin Corporation, andcomes she has already built along-term substanters and two stepsons, says, “Family, Ohana, isnot only accredited stager in thepeople area, which has given her ters, is inIand Amy’s blood, and she does not see this changing significant number of retail sales well.

Whatever sheClarita lauracole.yourkwagent.com, orconsider call (616) James Adv repeat and referral clients. who are now adults.

“Iipate was amailers single with HomeServices Fox Center Residents Association, a301-4513 community orgafirst.

“The only allowed on in a Real Home Makeov worthiness, to the years, my ICity will be sending anyone Ijob can her in the and miniature dachshund.

When work buy andcommitment sellHathaway property.

Over has from continued now, plan includes moving to Northern on social media and other venues to get maximum expohe primarily serves theas San Fernando Santa andEstate emails, ca appreciate the she effort.”

She alsoclient markets her listings investment property.

Iher it“Ihelp my toto be sensitocomponents ensure that their home stands out above the rest. in purchasing and selling a and property as well as growing her social media preste,Realtors. ofand your home as soon as have gone viral on the expertise she needs to any client sell a home. any time soon.

She plans to continue expanding her people really appreciate that.

I’ve had a tries to make buying and selling homes tial database of clients.

She believes that her repeat and the greatest gift of all, so I like to serve other families care about my clients.

I’m as fussy about mom for twenty years.

Working as an hertising “My broker has been behind me for nization.

She is also a sustaining member of Physick toher build on what works and adapt to new future. ways of doing Minnesota full-time and becoming aofalake property is doing, she’s doing it right, as the entirety of her busito go Valley, but he marketing also has clients inboating, San Gabriel and Simi allowed for it, held open practice to willingness re501 Realtor through BombBomb as well as through her newsletters. our team are people that will do more than family in need.

In her fre If you’re looking for a home, give her shot.

You loves travelling, and trying new res sure.

“We do a lot email with our database,” From there, George shares his listings nother only over a “Just To findthe out m Melissa serves enti are like managing aThis such asme working tive tohouses the different situations, because this can be aevent,” e. to her hard work savvy marketing, she nd!”

Amy also attributes her success as aValley.

Realtor© to her business, and as she says, taking my business.

It is this experience and knowledge sets specialist.

Given her willingness to adapt tolarge the they select as they are—if agent allowed to beout present a mom ,” Due she says.

“I'm very proud of can the company Iall that House, a her historic home inness Society Hill.

When she is not lot of tough conversations that I’ve had as enjoyable aschange, possible for clients. past year he assisted more ofvalues the askeep Bruno makescare it aofpoint rkansas, serving all ofbusiness that her marketing to theand my clients are international. is based on referrals from friends and family. referral be attributed to high level ofnot as well.” expected,” she explains, which ensures her health and wel WILL NOT be disappointed!” in has the area.

Dan says, “as well as our own website, which gets about variety of targeted social and digital media campaigns, her apart.

As one of her clients said, “what you know off Chris will undoubtedly do well then, and there, too. with multiple clients and multiple vendors.

Though she represents both bu customer service.

“I limit the number of listings I take clients and doing what I love.” please ana reports that she well What Dana loves most about her job is enjoys helping for her many,” area sellers than usual, with his diverseso sellers once every two months edand 65 transactions with her this year. rcountry, think Iiscould have succeeded as I she working, Pam spending time with heralways family, more,” says. while having a she full-time career.”

Dawnand is a member very emotional experience he says.

Nicholas Copyright Top Agent Magazine todon't have early on in myteam career.”

She also It’s not easy, butalong has gotten Iaudience. take care of absobroad Her that clients get the best possible results. can’t take care of service. raised toher treat everyone 10,000-15,000 visitors per Theof results speak forwe thecustomer top of your head Is priceless.” but also over own professional network connecting clientsSusan make thewas best possible decisions about their goal volume ofthis $7.2 million because Iduty know that to take care ofhis them the way they buyers.

He is inmonth.” anaexpansion mode, actively looking to nication they prefer—em hout Berkshire Hathaway.” especially two daughters. of the Grosse Point Board of Realtors, as well as the first-time buyers areou so a solo agent, she’s built corps contractors, te she about impressive ,” says with a smile. email jduval also considers it his and obligation to be the port strives to maintain a working relationship with her far so quickly through a combination of hard work, “I think a lot of it has to do with my expertise in this No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. real estate andand financial future.

“I likeknown to be tellwork my clients at’s 30% repeat and referral care ofaall the other take on business that reflects the melting pot nature of become friends and Bruw last year The Elevated Team did about $59 Nicole takes her very seriously, enjoys working As for theand future oftake Nicole $45,000,000 in sales should taken care of, I can only have soGreater many listwithin kindness, honesty respect, as though they are love the interaction with people, and Iher like helping Buyers and“I Sellers.

“Dave Ramsey says, when choosing Dawn has always how to themselves: turn challenges into Metropolitan Board of Realtors.

She isbusiness, also like going through the lenders, and other vendors she trusts, she’s rking with integrity is incredibly important for ouse SOLD 1 day!!!

She Chris reports that, at this point, all ofthere her clients clients year after year.

“It’s I In follow up with determination, and good old-fashioned charm. visit e offers a unique niche.

“I right offvirtually the bat that are sides to buying and innatural. aopportunities. storm for clients.

“A lot ofagent, times this process can American society. baptisms, and wedding business, and my understanding of investments,” says Top Agent Magazine by Feature Publications GA, Inc. Although precautions are taken toas ensure accuracy This high level of customer service allows ings,” she “And I treat them all like they areChristina thetwo future, Pam plans tobusiness keep providing her clients and ressive 75% ofAna Pam’s business comes million in sales volume. hard, and is always being available for her clients.

“I’m continue growing the agent. team and isor thankful She was aexplains. small owner with trainer for MiRealSource, her local MLS. Inthe her cheran you should look for someone who is hungry, family.

She says, isisfrom apublished journey we together, others,” Susan says about her job an In the ery it’s the human conarket spares no are referrals or repeat customers, she’s been in mi, who realizes how of “This a them, milestone theemotional home step of both selling our sitting down with them going strong.

This year she anticipates closing on ving inlistings, from either out ofbig selling realadding estate; an side travel and a business just business, it’s buildi them.

I get coffee with go to baby showers.” stress people out and get them discouraged to the point Jennifer, when asked how she has engendered such nd referral clients, aintrofeatshe’s she attributes to her community the bestthe possible.

“I’ve always my only listing.” a “Icompany providing ofservice off-lease vehicles, ished free time, she enjoys spending timewith with herits and her team to sell about 150 homes per year, with While working her clients, men humble and smart.

My team and Ito strive excel in all of materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by not inher this business for sale,” she says.

“I’m more the team who brought real estate so long, selling homes to client’s he says.

“So Ireach. topublished side,” she says. gopast through every step oftransfer the process nternational She posts To sales, this day, he says, “IKracht, tell mytoclients, I’m going community is her “conss from the moment we meet to the last box on the moving Susan wants continue working intothoroughly real estate, ew home!!!” ing process isget for many people.

“I like that I’m actuclients that make the tothat “make $6.5 million in she’s been in the top 20% atfounder ncy and familiarity.

“There’s an association loved Philadelphia, and it’s a That’s place I future, know well,” Pam Because of her honesty and compassion, an impresPaulina maintains a healthy social media presence but after September 11, 2001, that work slowed down family, watching Hallmark movies, and listening to impressive levels of loyalty and trust.

“Also, ethics is at To learn more about Nicholas DiV To learn more about Genevieve Concannon with them, so they are clear about what they are doing rful area and help get them children—even grandchildren. that they wind up not buying. where I can be 84 percent of their business coming from repeats and and parenting her children, Christina three of these categories.” all the major US real estate about finding myKeller clients a home that as a partner. andU.S. Ioffers work very wellI’ve toge explain to makes you as much asthe possible.

The “Jesse more authors.

ToItsubscribe or change address, send inquiry to an mag@topagentmagazine.com.

Published ineducated the getting to help people. gives me a concerned great sense question because a Williams South West for last two years, truck and everything in between.”

Additionally, Susan and she is thankful that Redfin Corporation flexand Center Pam explains.

“It’s essensays.

“I alove the opportunity to be yet ambassador to the Geiger tionships ICity,” form with Amy’s clients inshe Southeast Missouri are thankful toand before they do it.” considerably.

As single mom, hadn’t followed audiobooks.

90% career business has come from on Instagram and Facebook, where she networks and the forefront of my business, I make sure that I’m To learn more about Mimi you are about the process, the better.”

Bruno underOutside of work, he is ediasive where she of hasPaulina’s followers referrals.

The expectation for every transaction is to emphasis on teaching.

“It brings m email nicholasdivisconte@gma the stable force that brings spirits up, puts aasand smile them happy and they willtheir stay inrepeat for aestablished long time.” have similar goals with regards to real esta email genevieve@advonre.com, es what she does for many ulfillment.

This is a big transition for many people, 20-block radius where I sell, and often I sell the city and the area, to bring people in and share with them If you ask her what keeps people coming back, Chris and business referrals account for 70% have found someone who is so a seller her dream of being a real estate agent because living stresses the importance of educating her clients ible opportunities and professional growth, she says, theequally client iseverything the ultimate decision-maker and the growing, evolving things come toinand fruirepeat clients referrals, including 100% inpeople the provides insight and for both people looking to and honest and responsible about I do.” rica.

She also purchases ads email mgeiger@starckre.com, Meanwhile, George is involved with his buy“Tell what you’re going toadvice do, do it,future, and then she says, herthe favorite part ofcomm her To service, learn more Allie Etier, team is currently #2 in whole company visit facebook.com/DiViscon back on their allows them to keep astands level head, As for her community Dana serves as amarket. secrena stellar reviews credits staying touch and lasting relationouses again and again.

I know thebuilding area really what Iface, know.

I about also love being ablebusiness. to help my clients working with people, and ourreceives team has the skills to be compassionate, caring, for the local As one former client shared inlive a with on 100% commission seemed too risky.

But when For the Dawn plans toHe continue growing her AdvonRE.com, or call (512) 767–3002 visit person that must those decisions. tells them, to time… two daughters,” he se During her free time, of her enezuela and Colombia.

The last year.

Paulina’s clients consistently enjoy spendpurchase and sell homes, as well as aspiring agents. throughout the process so that they can be equal part“This is a job I can do for a very very long alk someone tary annual for her client Rotary club, which donates funds for c.

One client recently wrote:to be.” ers, providing them with an unmatched attention to visit mimigeiger.com, or call 847–302–3991 ships.where She Ithrough sponsors an appreciation tell them you did it,” which allows each team member clients say they felt like the only clie own something that can create wealth for them.” m exactly want please call (575) 942-7232, Nicole believes in the personal touch when it comes I have no doubt we will be in the number review, Amy is free “Very professional knowledgeable. or going call (631) 903–9963 “Sometimes there by are always challenges, but we’re with time and move forward with their transaction.” she found herself with more time than usualand she business keeping current onto her charities skills, end of a transaction isatprograms so mmunicative, and hands-on,” she says. house, working in and heo ach is often aheld quick saleknows a are andthe supplies to the local elementary school. rt toing finish and everything event, around Thanksgiving, during which she time with her and satisfied with her work, and She even wrote a free e-book looking to help new While she is an expert at all areas of real estate, Jennifer detail to get the best out of any transaction.

In parners.

Susan that process of selling or buying serving and helping others is what I do best.” to maintain close communication with their clients and Christina wants to continue to gro work it out together.

I’m in the role of an advisor—your Toastmasters, where he Amy made our home selling and buying experience email allie@corerealtygroupnm.com, decided toafor become a Realtor.

After two years working communicating with her clients, and continuing to reaching out to her clients.

“The first thing Ireason do for soon,” she exclaims. od love theDana flexibility.

Ipies am beyond. made the more Sheoralso sits on theto board the Imagination Library, gives away pumpkin and hosts photo If you ask Melissa the heropenness success, she stageToand redecorate ear, Ana’s listings total For more al dedication also helps Pam stayturkeys, in touch with it shows in how quick they are to recommend and getChristina their careers onproperty the right track, which you has aShe special passion for management, and she Agent Magazine 3talent corner-man, your your trainer, promoter. ticular, he stresses the importance of and learn moresoa a aanticipate very positive one. explained everything upcutman, a Top home can be very stressful, with highs and lows along theiragents needs. always makes sure to agents through hiring exceptional dual careers, she took theWhen leap and became an agent build a solid team of inyour her office.

For more information, call 612-940-3447; Copyright Top Agent Magazine which promotes early childhood reading. not ss free.

She was resourceful or visit booth somy families can snap holiday photos.

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Copyright Top Agent Magazine says, “I provide a very high level of customer service. homes for the holiday Copyright Top Ag You’re in the ring fighting, and I’m going to give you all nts.

“I’m there for my clients as a resource long please ca takes the responsibility very seriously.

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We“I highly email JHic tions throughout the buying processes.

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NICOLE GUIZZOTTI

SUSAN KARCHER

www.

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CONTENTS 6) SUCCESS–THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

56) 5 WAYS TO TRANSFORM RENTERS INTO OWNERS

62) ARE YOU A 13) HOW TO ANSWER VALUE-ADDED AGENT? THE INEVITABLE QUESTION: WHY SHOULD 68) ARE YOU DOING I CHOOSE YOU? BUSINESS AS YOU ON FACEBOOK? 18) 5 TIPS TO MAKE NEW HIRES A LONG73) HOW TO SEND LASTING SUCCESS SMARTER EMAILS 27) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT 32) HOW TO RECOGNIZE TRUE LUXURY PROPERTIES 38) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 44) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES 50) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT

4

77) 8 THINGS SUCCESSFUL PEOPLE NEVER DO 81) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS 85) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY 89) HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE WILL FORGE 93) TURN OPEN HOUSES INTO DESTINATIONS 97) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

101) COACHING 9-1-1 105) THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT 109) 5 LESSONS FROM SILICON VALLEY TO MODERNIZE AND MONETIZE YOUR BUSINESS 113) MAKE SOCIAL MEDIA MARKETING YOUR CALLING CARD 117) 3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING 121) THINKING OF LISTING? NINE WAYS TO GET READY 125) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES 129) NEWER AGENTS: MORE QUESTIONS TO ASK YOURSELF—ARE YOU STUMBLING OR UP AND RUNNING? 132) CREATIVE WAYS TO SAY THANK YOU Top Agent Magazine

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

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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 6

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

1

BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

2

BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

3

BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

4

BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

5

BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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7

BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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TYLER SCHMITZ Top Agent Magazine

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TYLER SCHMITZ

Tyler Schmitz began his real estate career after Susan Wright, a family friend, saw potential in him.

“She’d been trying to get me to come and do real estate for the longest time,” he says. “She believed in me and knew that I would do well.” She was right.

Tyler left his previous career in law enforcement and went to work at her firm, Wright Living Real Estate.

He’s been growing his business ever since and was named the 2019 Rookie of the Year by the Southern Gateway Association of Realtors.

in trust. “They know they can trust me,” he says.

He maintains that trust by staying in contact with past clients through email, phone calls, texts, or, on holidays or for their first “houseiversary,” by sending clients gift cards through the mail. Also, as a sign of his strong respect, Tyler pays for the initial home inspection of all military members and first responders.

Though Tyler works solo, Wright Living Real Estate is a tight-knit team that supports one another.

He services St. Louis, Missouri, and the surrounding counties. He maintains an ever-growing list of repeat and referral customers. Tyler doesn’t want his clients to feel like customers and instead treats them as friends. “I talk to them like I’m buying the house as well,” he explains. “After ten years in law enforcement, you learn how to talk to people.”

This dedication, along with his exemplary communication skills, is what sets Tyler apart. He stays with his clients from step one, guiding them all the way to closing. He sees real estate as a practice 10

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In his first year as an agent, Tyler did 4.4 million in sales. As of October 2020, he has grown his business to over 8 million.

He markets his listings by using social media such as Facebook and Instagram, something which has brought him a large following and a lot of success.

While Tyler does love being his own boss and the professional freedom real estate provides, he often finds himself missing the community work he used to take part in as a law enforcement officer. Tyler played a role in establishing Jefferson County’s Shop with a Cop program. This program pairs economically disadvantaged children with a police officer. The officer then takes the child on a $100 shopping spree. Tyler tries to donate approximately $100 from each closing to the Shop with a Cop program. He also supports Brenden’s Friday Backpacks, an organization which sends non-perishable, “backpack-friendly” food items home with underprivileged children each week.

When he isn’t hard at work or fundraising, Tyler loves hanging out with his two children. His oldest is six, and his youngest is two. “They take up ninety-five percent of my time,” says Tyler. When he isn’t busy with the kids, he spends a good portion of time watching sports. “I’m a big sports guy,” he says. He likewise loves spending time with his wife, who Tyler thanks for supporting him as he pursued this new career.

Looking to the future, Tyler is excited to pursue his own broker’s license. His current broker recently purchased a new building, and both she and Tyler hope to set him up as a broker manager in the near future. His long-term goal is to open up a brokerage of his own. Currently, he and his wife are starting a business rehabbing homes. They are hard at work on their first rehab property.

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To learn more about Tyler Schmitz, please call 314-808-8024, email tylerschmitzrealtor@gmail.com, or visit zillow.com/profile/tylerschmitzrealtor www.

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Stephanie Shipley is proud to congratulate

TYLER SCHITZ

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

Stephanie Shipley | Sales Manager O: 636-638-1501 | M: 314-623-7653 116 E Beffa Street, Festus, MO 63028 NMLS #237697 | Company NMLS # 3274

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How to Answer the Inevitable Question:

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

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

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

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

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

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

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

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

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

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

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

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 14

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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DREW TEICHEIRA Top Agent Magazine

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DREW TEICHEIRA

Top Agent Drew Teicheira – of Harcourts Prime Properties in Newport Beach, California – is a professional who has proven himself a consistent advocate for his many buyers and sellers. Hardworking, deeply knowledgeable, and committed to providing his clients with the very best customer service in his upscale southern California market. By putting his clients front and center during every transaction, Drew has earned his stellar reputation as a dynamic, honest and reliable real estate advocate.

A significant portion of Drew’s business is based on repeat clients, referrals and positive word of mouth, supplemented by his old-school commitment to cold calling, which has turned many an expired or canceled listing into a successful sale. “I probably still make about 150 phone calls daily so that I can connect with potential clients that are eager to move the process along with optimal results,” says Drew.

Drew began his journey in real estate officially in 2017, but he has been immersed in the industry most of his life. “Even when I was in college studying Construction Engineering Management, I knew I wanted to get into real estate,” recalls Drew. “My dad was a custom home builder, and my stepmother founded Napa Valley Design Studio, so I grew up with a deep understanding of the process of luxury real estate.”

Currently, Drew is overseeing a small team consisting of two other equally dedicated agents who share his client-first business ethos. “I love helping people move ahead in this business,” says Drew. “I surround myself with really hungry, hardworking people.”

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This comprehensive approach has translated into a massive volume of sales in his home market of Newport Beach and surrounding beach cities. In addition, Drew sold a home in the city of Upland that has been recorded as the highest priced transaction in the history of that city, selling for $3.65 million.

“I’m very competitive,” says Drew, when asked about his ascendancy to the top of the real estate industry. “I play to win, and when I found out there are 20,000 real estate agents in the county where I work, it fueled my drive to be the best. I like rising to the top, and I love making my clients happy.”

And rise to the top he did, securing 40 million dollars in sales year to date thus proving that his customer centric approach is resonating with his southern California clientele.

There are many other factors that come into play when assessing Drew’s ever-growing success story. Among them would be his fierce negotiation skills and a thorough, intelligent marketing strategy that employs both old school and cutting-edge approaches. All of which translates into a fast sale for top dollar.

“I got into this business to help people,” says Drew. When asked what advice he might have for newer, up and coming agents, he pauses thoughtfully for a moment before replying. “What it boils down to is discipline, going beyond expectations, leading by example, and creating opportunities for people to be happy.”

Drew’s plans for the future of his business including continued growth, and adding new, talented team members to handle that growth. Above all, however, remains his overarching objective: to continue providing his many clients with the impeccable, top-of-the-line customer service that has long been his calling card.

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For more about Drew Teicheira, please call 949-244-7438 or email drew@teicheirateam.com Copyright Top Agent Magazine 17

5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 18

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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CINDY AMBUEHL

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From a successful career as an actress and a model to an even more successful career as one of Los Angeles’ most sought-after real estate agents, Cindy Ambuehl serves LA’s most luxurious communities including Brentwood, Pacific Palisades and Malibu.

Cindy Ambuehl doesn’t worry about the commission, she worries about the client.

“When agents start worrying about money, they’re losing sight of the process,” she 22Copyright Top Agent Magazine

says. “My process is all about getting them to escrow and into the home of their dreams. I have a ton of energy and I put it all towards my clients and my family.”

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That energy has rocketed Cindy from a successful career as an actress and a model to an even more successful career as one of Los Angeles’ most sought-after real estate agents, serving LA’s most luxurious communities including Brentwood, Pacific Palisades and Malibu. In 2019 she did $180 million in volume, and after just twelve years in the real estate business she’s approaching the one billion mark.

The journey to that billion began with comedy, and Cindy worked on classics like Seinfeld and Frasier. While many of Top Agent Magazine

her colleagues spent their bonuses on cars and jet skis, Cindy would take her money and invest it in real estate. Eventually this hobby blossomed into a full career. “I was on a series called JAG,” Cindy recalls.

“And I had my twins, and I really did not want to go back to the all-nighters, and real estate had always been my real passion.”

This year, after many years of solo success, Cindy has assembled a support team, including her son as a senior buyer’s agent with a focus on digital marketing. In fact while digital marketing is vital to Cindy’s Copyright Top Agent Magazine23

“My clients get to know me, and my family, and they know I’m trustworthy. They know they can count on me.

That’s the best part of the job - knowing my clients can count on me and that I’m there for them.” business, the personal touch is equally important. “I still believe in handwritten letters to clients,” Cindy says. “I still believe in picking up the phone and calling them.”

know me, and my family, and they know I’m trustworthy. They know they can count on me. That’s the best part of the job - knowing my clients can count on me and that I’m there for them.”

That personal touch is a big part of why 98% of Cindy’s clients repeat with her.

“My integrity and my character are everything to me,” she says. “My clients get to

Cindy is there for her clients and she’s there for her community. With her background in the arts, arts education is a cause near to her heart. “I’m very involved with PS

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Arts, which is a phenomenal foundation that puts arts education back in schools,” she says. “We do events with them and have raised enough money to put art education back into schools for an entire year for 30,000 students.”

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In her free time Cindy loves to spend time with her husband and their six sons, especially playing golf or traveling together. That said, working hard remains her absolute passion. “I work seven days a week,” she says. “I always Copyright Top Agent Magazine25

tell people, if you want something done, give it to a busy person!”

Cindy’s looking to a very bright future where she stays the course. “If it’s not broken, don’t

fix it,” she says. “We might add one or two people to our team at The Cindy Ambuehl Group, but we’re going to keep running the business the same way: we do a lot, and we do it with smiles on our faces.”

To find out more about Cindy Ambuehl, visit her website at cindyambuehlgroup.com, call 310.321.9148 or email her at Cindy@cindyambuehlgroup.com www.

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

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

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

Teaching lessons to others reinforces your own professional values.

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

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

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

Mentorships allows you to see the big picture.

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

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

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

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

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 28

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

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ALINA AEBY Top Agent Magazine

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ALINA AEBY

Coming from an early career in Journalism, and a background in International Relations and Economics, as well as a perpetual fascination for the real estate market, Alina Aeby wasn’t sure how she could blend all of her passions, but she was certain she wanted to give it a try.

She obtained her real estate license 14 years ago and, with her innovative mind and appreciation for the newest technology, she chose San Francisco as her home base. Alina is currently a solo agent at Compass where she works with buyers, sellers, and investors, and specializes in luxury homes, condominiums, multi units and investment properties.

I provide them with a lot of analytics and charts, so that makes us a good match. They also like that I approach this process from the point of a real estate consultant. I’m not a sales person, I work on each transaction with my clients as if we are partners,” she says.

In order to stay in touch with past clients Alina sends an informative monthly newsletter, and checks in on them via LinkedIn and Facebook.

“I think keeping in contact has been especially important for me this year amidst the pandemic.

With a large portion of her business coming from repeat and referral clients, it’s Alina’s natural ability to understand their needs that keeps clients coming back. “I work in the middle of a technology center here in San Francisco, and I tend to have a very analytical type of clientele. They appreciate how detailed I am, and that 30

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I’ve been reaching out to clients and just making sure that they’re coping okay.”

What keeps Alina energized and motivated in her work is the frequent variety it presents. “I like that every day and every transaction is different. It’s competitive, challenging, and you need to constantly learn new things and adapt very quickly.

That’s the type of environment I thrive in, and find personally rewarding.” Her work ethic translates into $30,000,000 of sales volume per year.

Besides her passion for real estate, Alina is supportive of a local association who backs an initiative called Welcome Home Project—a collaboration between nonprofit, real estate, and government efforts to transition homeless families to permanent housing. Alina is also a NAR Global Coordinator for Eastern Europe, Middle East and Africa. In her spare time, she loves indulging in art, different cultures, languages, and independent films.

Going forward Alina is focused on connecting global real estate markets. That means both adopting a universal real estate ethical conduct, and promoting real estate properties and transactions across borders. You might find her helping an international buyer in San Francisco or promoting an Italian villa, or a new development in Mexico, to potential US buyers or other REALTORS®. She is also on the board of directors for an international real estate platform that uses AI machine learning which she hopes to eventually implement in her own business. “I’m always looking for new ways to improve the profession and the way in which we serve customers.”

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To learn more about Alina Aeby please call (415) 744–4844, email alina.aeby@compass.com, or visit BestSFHomes.com www.

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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ANDY BERKHOUDT Top Agent Magazine

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ANDY BERKHOUDT

Andy Berkhoudt didn’t set out to become a real estate agent. But in 2008, seeing an opportunity, he sold his sign company to invest in foreclosure properties.

After spending a few years flipping houses, Andy saw that the market was once again changing as foreclosures began to dry up. “I had family and friends who wanted me to help them, but I didn’t really have the ability,” explains Andy. In 2014, he got his real estate license and has been up and running ever since.

Andy operates independently, but you could say that real estate runs in the family. His wife is also a realtor and they both operate in the suburbs of Toledo, Ohio, including areas such as Point Place, Sylvania, Perrysburg, Ottawa Hills, Holland and Bowling Green.

says, acknowledging that this doesn’t always guarantee a large volume. His dedication to helping his clients achieve their goals is reflected in their loyalty.

When asked about how much of his business is repeat clients and/or referrals, Andy doesn’t hesitate. “It’s literally one hundred percent,” he says.

Keeping things personal is how Andy Berkhoudt approaches all aspects of his business. He doesn’t differentiate between his personal Facebook and a

Andy intentionally keeps his business small, conducting around 20-25 transactions per year. “I’m trying to exceed my clients’ expectations in what they’re hoping for in their real estate transactions,” Andy 36

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business page. “My business is me. I’m my business,” he says, “There’s no separation.” His true passion lies in enabling sellers to properly stage and polish their properties. He explains that there’s nothing like watching a seller come alive as offers roll in after they’ve put some elbow grease into showcasing their listing. “They shine.

They’re inspired,” Andy states, “and that inspires me.”

Just like how he invests himself deeply into a smaller number of clients, Andy invests his time into true passion projects.

He works with Mountain Mentors, a group dedicated to working one-on-one with at-risk teens. The program cumulates with a climbing expedition at Mount Washington in New Hampshire. Andy’s work with Mountain Mentors earned him this year’s Good Neighbor Award from the Northwest Ohio Realtors. Additionally, he is actively involved with his church and has taken part in multiple mission trips to Mexico, especially around the Tijuana area.

When they’re not buying, selling, or flipping properties around Toledo, Andy and his wife are always looking for the next adventure. “We don’t like to go to the same place twice,” says Andy. Most of their time off is spent camping, kayaking, and spending time finding new experiences in nature.

Looking to the future, Andy’s preparing for a new wave of foreclosures. “I want to be able to help the people around me,” he says. While he’s happy with the size of his business, he’s looking to a different demographic. “I want to help my young first-time buyers score,” he says. That’s Andy Berkhoudt in a nutshell. Whether he’s flipping homes, helping sellers score top dollar, or mentoring at-risk teens, he’s always looking for a way to help, especially when it comes to navigating an often-complex housing market. “That’s why I fit real estate,” he says. “It’s an easy match.”

For more about Andy Berkhoudt, please call 419-215-7110, email at aberkhoudt@gmail.com, or visit andyberkhoudt.com www.

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

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

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ILONA BERLAGA

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ILONA BERLAGA

Years ago, Ilona Berlaga was on the hunt for her next professional challenge beyond Corporate America. With two young children at home, she craved a career that would allow her more flexibility and independence, and chose a career in real estate. Her work in the Global Procurement department in a major Wall Street firm prepared her for a challenging field and soon enough, Ilona had cultivated a reputation for her expertise, transparent approach, and personal touch among her clients and colleagues.

the pros and cons of every home so they can have a clear perspective. I feel more like a consultant than just an agent.” Beyond her experience and business sense, Ilona also nurtures personal relationships with her clients. “I don’t handle clients transactionally,” she says. “They become friends.

I constantly keep in touch and maintain a continuous relationship. I handhold my clients and I participate in every step along the way.” She also serves as their advocate through her proficiency in

Today, Ilona is based in Livingston, New Jersey and serves buyers and sellers across the greater Essex, Morris and Union County areas, though she is eager to go as far north as Bergen County in service of her clients. A significant contingent of Ilona’s business is driven by repeat and referral clientele who trust her proven track record. “I’m very analytical, up-front, and straightforward,” she says. “I’m never afraid to be honest with my clients, and I always show them all 42

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negotiations. “I was trained in negotiating contracts in global procurement of a major investment bank, and that experience benefits my clients a lot.”

When marketing listings, Ilona ensures each home is equipped with professional video work and photography, in addition to individualized websites.

From there, homes are advertised and marketed across a range of online listing platforms, local newspapers, and the full suite of social media outlets. In her office, Ilona is the top agent by volume and number of units sold (YTD 2020), totaling an annual $23 million in volume and over 27 transactions and counting.

She is the also one of the Top Agents in her hometown market.

Beyond the office, Ilona gives back to her community through her fundraising work for a local Montclair hospital and Cycle for Survival Organization. In her spare time, she mostly enjoys spending time with family, friends, and Archie, the cocker-pooh, traveling, and indulging her passion for cooking.

As for the future, Ilona intends to keep the momentum going strong as she continues to grow her business, with the potential of adding like-minded new team members to her professional team. With seven years of experience and brand recognition, Ilona Berlaga considers what she enjoys most about her chosen field. “I like the satisfaction that comes from helping my clients to achieve their dreams,” she says. “I like to guide them, negotiate for their interests, and be a part of such a significant step in their lives. Seeing their happiness and staying in touch as their families grow is very rewarding. I love what I do, and I enjoy it every day.”

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To learn more about Ilona Berlaga please call (973) 464-8507, email ilonaberlaga@ibrealestategroup.com or visit ibrealestategroup.com www.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 44

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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CARLTON “CJ” CHURCHILL Top Agent Magazine

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CARLTON “CJ” CHURCHILL

Carlton ‘CJ’ Churchill began his career in sales for AT&T. Along the way, he encountered a local real estate agent, who recommended CJ go into the business—noting his charisma, outgoing personality and outstanding customer service. “At the time, I hadn’t thought about real estate at all,” CJ says. “After thinking over his offer for about a week, though, I realized this was something I wanted to do. So I earned my license, and the rest is history.”

Today, CJ is a Realtor for Rich Russo Realty & Company, where he services clients and investors throughout Columbus and the surrounding areas.

In his five years in the business, he has cultivated a process around education and compassion, helping each of his clients make informed decisions that speak to their best interests.

out to the community and shares their listing with his own sphere of influence. Most important of all, he caters his process to the specific needs of each client. “In real estate, every day is different,” he says. “No two clients or transactions are alike, and you have to be flexible.”

CJ values personalized service just as much when assisting his buyers. A thoughtful guide through the nuances of a transaction, he makes sure to maintain open channels of communication with his clients from start to finish. In fact,

When listing a home, CJ offers his clients a diversified approach. On top of ensuring that their home shines over targeted digital and social media campaigns, he also spreads flyers 48 48

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CJ loves to stay in touch with his clients long after the deals are done, reaching out and hosting appreciation events throughout the year—all to ensure they are satisfied and thriving in their new homes. “I take my clients through the entire process,” he says. “It’s never about simply selling them a house; instead, I want them to find the right home for their needs.”

Through the years, CJ has earned a terrific reputation around Columbus, with the vast majority of his volume coming from either repeat clients or referrals. The key to his success? “I see real estate as a sport. I truly love the gamesmanship of buying or selling a home—whether I’m mastering the fundamentals for my clients or delivering them the best results.”

When he was younger, CJ struggled with homelessness, and he knows firsthand the importance of giving back to those in need. So outside his career, he is an active member of the Columbus Urban League Young Professionals and his local branch of the NAACP. When he’s not assisting clients or giving back, he can be found spending time with his beloved family.

Going forward, CJ has a strong plan for his future. As his volume continues its steady growth, he will look to add on to his team while expanding his work with investors. But he’s also careful to grow in the right way. “It’s about quality over quantity,” he says. “Most of all, I’m committed to providing the highest level of service and attention to my clients— no matter what.”

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For more about Carlton “CJ” Churchill email cjachurchill@gmail.com, visit cjchurchill.richrussorealty.com or call (614) 208-0642 www.

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 50

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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ALI COSETTI

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ALI COSETTI

Three years ago, Ali Cosetti began the hunt for her next professional challenge. At the time, she was selling timeshares but was frustrated by the ceiling of her work, and craved the opportunity to work with others in her community in a more direct, service-oriented roles. When she hit upon real estate as her next pursuit, she dove in as an intern and learned the ropes. Ali swiftly climbed the ranks, understanding there was no substitute for hard work and follow-through. Soon enough, she raked in $42-million in volume to date, with more than 90 transactions closed.

ethic. Above all, Ali is forthright with her clients during the course of a transaction, guiding them and protecting their interests with honesty and clear communication. “It’s all about integrity,” she says. “I’ve always been very transparent with my clients, and I let them know what’s going on throughout the process. Ultimately what sets me apart is that I put in the work and I do what I say I’m going to do. It’s about follow-through.”

Today, Ali is growing her team while expanding into Southern California. Under the banner of Keller Williams Realty, she serves buyers and sellers across Napa and Solano Counties, with the entirety of her business driven by repeat and referral clientele who trust her outstanding track record and 54 54

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Ali applies the same thorough philosophy when embarking upon the listing process.

To start, each home for sale is equipped with professional photography and documentation to provide prospective buyers with an immersive first impression. From there, she combines digital marketing practices with tried-and-true tactics, leveraging properties across a range of online listing platforms and social media outlets, in addition to door-knocking around neighborhoods, mining her sphere of influence through due diligence, as well as Just Listed and Just Sold campaigns that drive local exposure and buzz.

Beyond the office, Ali gives back to her community through her engagement with her local church, as well her efforts to bolster local businesses by conducting Q&A interviews with area entrepreneurs amidst the COVID-19 pandemic. “Together we create personal interview videos so that they’re known in the community and enjoy some free marketing,” she says. In her remaining free hours, she most enjoys time spent with family and loved ones, cooking, reading, and staying active.

As for the future, Ali intends to keep her business’s momentum going strong as she eyes an expansion to Southern California, with the ultimate goal of selling across the Golden State. She also hopes to add new likeminded team members in the years to come. “I want to continue growing my business with a goal of eventually doing a deal a day,” she says. As for her favorite aspect of the business after three years of nonstop experience and insight to her name, Ali says it’s all about the relationships built along the way and the people at the heart of every home bought or sold.

“I love working with people,” she says. “I love what I do.”

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To learn more about Ali Cosetti please call 858-203-5036, or email ali@cosettipropertygroup.com Copyright Top Agent Magazine 55 55

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 56

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

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

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Show renters that purchasing a home isn’t impossible

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

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

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

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Collaborate with mortgage professionals to find the right financing opportunities

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

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

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

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

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

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

5 4

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

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Paint the big picture

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

Rents rise, families grow, and retirement looms.

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

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

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

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

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KELLY LEMON Top Agent Magazine

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KELLY LEMON

“I bring compassion, dedication, a go-getter attitude and always being positive. Additionally, when there are fires to be put out during a transaction, I take care of it and keep it stress-free for my clients.”

Top Agent Kelly Lemon – of Berkshire Hathaway Home Services in Henderson, Nevada – is a compassionate, dedicated real estate professional who consistently goes the extra mile for her many grateful buyers and sellers. Kelly’s focus on providing exceptional customer service has played a large role in her ascent in the industry, as has her deep well of industry knowledge and true desire to help her clients achieve their real estate goals.

Kelly, who services the greater Las Vegas area, became interested in real estate at an early age.

“I was nineteen years old and became a homeowner,” she recalls. “I decided to take a real estate course in college, but life got in the way and I ended up postponing it.” After relocating to the Las Vegas area, Kelly decided to give it another go and obtained her license in 2016, and she has 60

been actively selling full time since then. Kelly prides herself on selling a wide swath of territory, including relocating people from such locales as California, Arizona, Hawaii, Utah, Florida and internationally as well.

Currently, the lion’s share of Kelly’s business is based upon referrals, a sure signifier of the excellent customer service she provides both her buyers and sellers in the highly competitive Las Vegas market. “I think it’s because of the value I bring to the table,” says Kelly, when asked how she manages to achieve that level of trust and loyalty. “I bring compassion, dedication, a go-getter attitude and always being positive. Additionally, when there are fires to be put out during a transaction, I take care of it and keep it stress-free for my clients.”

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There are many factors that have contributed to Kelly’s stunning success, including expert negotiation skills and a thorough, intelligent marketing strategy. “A lot of different avenues are used to gain maximum exposure for my listings,” says Kelly. “My brokerage syndicates them out to almost a thousand websites. We leave no stone unturned.”

“I love helping people, and I love meeting people,” says Kelly, explaining what she enjoys most about what she does for a living. “I understand the value of becoming a homeowner, and what that means for your longevity and for building equity as a foundation for your family. It’s incredibly rewarding to help people with what might be the biggest financial decision of their lives.”

When she’s not working, Kelly enjoys nothing more than spending time with her family – including three children - and friends.

She is also an avid wakeboarder, bicyclist, baker and loves to crochet. She is also an ardent philanthropist who donates to and supports local charities, particularly Project 150, which provides free basic needs to the homeless, the displaced, and disadvantaged high school students.

Kelly, who is in the midst of obtaining her Broker’s License, hopes to one day open her own brokerage, while continuing to offer the unparalleled customer service that is rapidly becoming synonymous with her name.

When asked what advice she might provide those thinking of entering the real estate business, Kelly grows thoughtful for a moment before answering. “I’d tell them to never give up. Make your clients feel comfortable, confident and that they know they can have absolute faith in you and can trust you wholeheartedly.”

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For more information about Kelly Lemon, please call 702-420-8082 email KellyLvre@gmail.com or visit KellyLemonRealtor.com www.

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 63

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com.

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DAVID SALMANSON Top Agent Magazine

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DAVID SALMANSON

David Salmanson first started in real estate four years ago, when he accepted a position as an assistant for a local Realtor. Right away, he was drawn to the industry for how it spoke to his values of altruism and service. Inspired, David studied the business from the ground up and transitioned into becoming a full time Realtor.

“Throughout my life, I’ve always been passionate about helping others,” he says. “Now I get to do it with my career.”

Today, David is an agent for Rodeo Realty, where he assists clients throughout Calabasas and the surrounding areas. Having cultivated a process around openness and a genuine concern for his clients’ needs, he has already become one of the top agents at his brokerage.

boosted social media campaigns. Beyond that, he some- times even features his listings in the Los Angeles Times. “Whatever I can come up with,” he says. “Whether I’m using print ads, digital media or the tools here at Rodeo Realty, I market my clients everywhere I can.”

David is there for his buyers as an honest, well-organized advocate. He takes the time to listen carefully to discern what each client is looking for in a home. Prioritizing open communication above all else, he tells his clients the truth about a potential home investment so they can be sure

When listing a home, David takes a diversified approach. After helping his clients prepare their property and supplying them with professional photography, he proceeds to share their home over everything from the MLS system to 66

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it meets their needs. “I don’t try to sell a house; instead, I let the house sell itself,” he says. “At the end of the day, I would never want my clients to commit an offer to a property they were unsure of.”

For David, service lasts long after the transaction is finished, as he prefers to stay in touch with his clients well into the future, often becoming friends with them along the way. Throughout his career, he has earned a terrific reputation throughout Calabasas, as evidenced by his strong rate of repeat clients and referrals. In fact, David has even facilitated deals for three different members of the same family, all stemming from one successful transaction. “I thoroughly enjoy helping my buyers and sellers solve problems and get through the transaction,” he says. “Real estate can be stressful, but I make sure things are stress free by keeping my clients in the loop, breaking down their deal in layman’s terms and being there for them every step of the way!”

Outside his career, David is always looking for ways to get active in his community. He sponsors and volunteers around nearly thirty schools. When he’s not with clients, he can usually be found spending time with family and friends.

David has strong ambitions for the future of his business. With his volume growing steadily, he intends on building on his momentum and client base in the years ahead. “The sky’s the limit,” he says. “I always say that you should never put a limitation on yourself and aim as high as you can. So that’s what I’m doing. Going forward, I intend on helping as many people as I can.”

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To learn more about David Salmanson please visit RealtorDavid.com or call (818) 421-2170 www.

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Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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ANITA STEPHENS Top Agent Magazine

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ANITA STEPHENS

For Realtor® Anita Stephens, service is a way of life. When she originally joined the real estate industry in 1993 at age twenty-three, she started as a solo agent, built a team, and quickly became a top 1% agent worldwide with RE/MAX. And then, she says, “God called me into ministry.” Though it took some time, Anita helped her team find new positions, put her license into a holding company, and walked away from a multimillion-dollar business to pursue a different kind of service.

Then, a few years ago after her ministry season ended, Anita says two events served as “God’s way of giving me that swift kick I needed” to get back into real estate: her father asked for help with a transaction and her daughter, Bre, asked for help to get started in the industry. Anita agreed to both. Bre got her license, mother and daughter started Simply Stephens Real Estate, and Anita reports, “it was the best decision I’ve ever made.” Though just getting started and “taking it slow and steady,” three years into joining Keller Williams Realty Atlanta Partners, where they serve 70

Northeast metro Atlanta and Northeast Georgia, the team is not only doing well, they’re growing— Anita’s daughter-in-law, Amalea, recently came on board. Anita reports they hit $6.3 million in sales last year (ranking them #4 in the office and top 20% at Keller Williams), and 80% of their business comes from repeat customers and referrals.

Anita credits this success to their work ethic and “heart,” adding what sets them apart is “a passion for people and doing what’s right.” Clients come

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back because they know Anita, Bre, and Amalea truly care about them and see them as individuals and families. Not surprisingly, what Anita loves most about her job is serving people. Whether it’s a client in the middle of a divorce, a family with a loved one who must be placed in a care facility, or a young couple excited to be buying their first home, Anita views her role as helping people walk “through the journey of whatever it is they’re going through in their lives - happy times, hard times. It’s about being there for them and building a relationship.”

Strong marketing and communication are also key. The team creates a website landing page and detailed print brochure for each property, posts listings online, and advertises on Facebook. When it comes to staying in contact, they are faithful to touching clients in their database consistently every month with video emails, market updates, birthday cards, notes of appreciation, quarterly calls, creative giveaways, and client events. This November, they are also setting up a goal-setting retreat for past clients and their sphere of influence, teaching techniques to help people learn, grow, and set goals for 2021.

As for her own personal goal-setting, Anita says she and her family are dedicated to being intentional about learning, growing, and continuing “to out-give ourselves,” explaining “we do what we do in order to give back to others.” For Anita, it all circles back to service; she and her family actively support numerous local and international charities, including (among others) Identify the Mission; KW Cares; Kares4Kids; the American Cancer Society, Northside Hospital Cancer Programs; and Sleep in Heavenly Peace.

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For more information, please visit SimplyStephens.RealEstate; email anita@simplystephens.realestate; or call 770-904-1153 www.

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

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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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AL ABDALLAH AL Abdallah began his real estate career in 1995. After over 20 years at Century 21, AL joined EXP Realty two years ago.

Throughout his years in real estate, AL has built a solid reputation as an honest, hardworking agent who will fight for his clients and always put their best interests first.

AL serves the Dearborn area, up to about an hour radius away. An impressive 70% of his business comes from repeat and referral clients, a testament to the trust he inspires in those he works with. “I’m all about giving great service and great results,” AL explains. “I’m very service-driven, not profit-driven, and that’s what keeps people coming back to me.” AL’s “all-out customer service” goes a long way to set him apart from other agents.

As for finding new business, AL says, “I’m a hunter, not a fisherman. I hunt for business. I’m always prospecting and looking for business, whether it’s social media, door knocking, or social events. I’m a networker, and I’m always opening up a conversation about real estate.”

When he’s not working, AL enjoys being active and getting outdoors. He loves boating and being on the water, as well as anything to do with sports and exercise.

AL likes playing sports, including football, and he is a diehard Detroit Lions fan.

He is also a former professional drummer, and as a young man he traveled the world performing in a band.

In the future, AL plans to continue growing his business and expand more into recruiting and coaching. “I’ve attracted many agents here at EXP,” he says, “and I love to teach. I like to show people how they can be better than me, not just like me.”

Above all, AL wants to continue giving his clients the absolute best and most honest customer service possible. “I believe in transparency,” AL says. “In sales, you shouldn’t hide your true feelings and thoughts.

You should always work in the client’s best interests, not your own. It’s like my dad always told me: Do it right, or don’t do it at all. I go all-out for my clients.”

When it comes to marketing his listings, AL takes a comprehensive online approach. His listings are blasted to social media, as well as home search sites like Zillow, Trulia, and Realtor.com. AL’s own website, ALsellsIT.com, also provides a gateway for his listings, ensuring that they receive maximize exposure.

The results speak for themselves: AL averages about 120 transactions per year, a truly remarkable rate for a solo agent.

AL’s favorite part of real estate is winning for his clients. “I love the win,” he says. “I love seeing people get what they want and need, more so than seeing what I’m getting paid. I just love the thrill of putting a deal together to help my clients and getting to see them happy.” AL’s website features a collection of enthusiastic video testimonials from satisfied clients.

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To find out more about AL Abdallah, call 313-718-5000, email AL@ALsellsIT.com, or visit ALsellsIT.com www.

If you are a Realtor or Broker and would like to know more about the great benefits AL’s mentoring and EXP Realty can do for you, please call, text or email him.

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HOLLY ALGOOD Holly Algood was in her early twenties, working and attending college full-time when she took her first real estate class. She had an assignment to develop a marketing plan to sell her own house. Holly was a first-time homeowner and decided to put a “For Sale” sign in her yard. “Within a week I’d sold my house and made a profit that exceeded my entire yearly salary,” she says.

“And I loved it!”

But Holly didn’t follow her passion for real estate then. Instead she worked in the corporate world and received an MBA, as well as a Master’s and PhD in Organization Development and Systems.

After obtaining her doctorate, she became a professional business consultant and coach. During that time she began buying, fixing up, and renting out investment properties to provide quality affordable residential rentals.

Twelve years ago she moved to Hawaii. When she began managing properties on the Big Island, she decided to complete requirements for her license. She became an agent in 2014 and joined a small boutique firm.

Holly is now the principal broker and owner of Algood Hawaii LLC which has a storefront in downtown Hawi.

She leads a team of four agents serving all of Hawaii while specializing in the northern part of Hawaii island.

Together they bring unique expertise in sales, escrow, and technology.

Her experience renovating homes allows her to advise her buyer clients when they tour a listing or sell a home. “I can tell them about different materials and talk them through what’s possible,” she says. Her extensive business background and building experience are rare compared to other Realtors in Hawaii. “I’ve worked on houses, built houses, and used a lot of unusual and innovative building technologies. That sets me apart,” she says. She has a knack for negotiating and working well with people so that everyone involved in the transaction feels good about the outcome.

“I practically fall in love with my clients,” Holly says.

The feeling is clearly mutual—as a result of the strong 76

connections she builds with her clients, the vast majority of her business comes from repeat and referral customers.

Holly understands that in today’s market, most people start their search for a home online. She posts each listing on all the major real estate websites and creates a dedicated site for each property. She advertises in the local paper and hosts well attended open houses. Many of her listings are featured in Home & Land Magazine. This year she’s on track to close over $10 million in property sales with prices ranging from $165K to $3 million.

Holly’s favorite part of the job is meeting new people and learning something new every day. To give back to the community, she hosts a live one-hour radio talk show where she interviews extraordinary women in the community. She’s been a volunteer mediator and sat on the board of the West Hawaii Mediation Center. In her cherished free time, she loves to works on her farm raising herbs, coconuts, dragon fruit and water lilies. She also studies traditional Hawaiian lei-making and environmental issues.

For the future, she’d like to expand her luxury listings portfolio and property and estate management business while continuing to provide excellent service to her clients.

To find out more about Holly Algood, please call (808) 557-0354, email holly@algoodhi.com, or visit algoodhi.com www.

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8

Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 78

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

7

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

8

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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GABE ALARID & VALERIE ALMANZAR Gabe Alarid and his fiance Valerie Almanzar are a powerhouse in the New Mexico Market being among the top 1% of agents in the country for volume and sales of real estate sold!

The reasons for Gabe Alarid and Valerie Almanzar’s stellar reputation and loyal client base can be summed up in a few words: customer service, innovation, and industry leading systems and technology. Valerie leads the team of ten agents serving Albuquerque, Santa Fe and the surrounding areas. Her and her team are able to provide excellent customer service because they are continually innovating and partnering with top agents from across the country. Each member of their team receives over 165 hours of top notch training annually above and beyond what is required to maintain their licenses.

Gabe initially partnered up with Valerie because of the opportunity to plug into a larger network of high level agents across the nation, to serve his clients locally at the highest level possible and the business opportunities the company provides! Both Valerie and Gabe specialize in helping families with residential real estate that are upsizing, downsizing, investing or luxury homes in the Greater Albuquerque area.

Their team innovates constantly to meet the changing needs of the times—when COVID-19 hit, their company immediately implemented new strategies and protocols that allow their clients to buy and sell homes safely. “We’ve had many clients purchase homes without seeing them, thanks to virtual tours, live chats and many other technological strategies our team implemented,” Valerie says.

Gabe and Valerie really know how to use technology to connect with their community, and they have a large social media following. “People see who we are and how we work. They know they are in good hands with us,” Gabe says. Gabe year after year won the honor for the number one Real Estate Agent on Social Media in New Mexico. Once new clients meet Gabe and Valerie in-person, they soon become friends and time after time, stay in touch long after the transaction is over.

Valerie became an agent in 2006, soon after she received her MBA. “I had a professor who suggested I try real estate because

I have a passion for sales,” she says. Gabe had a corporate career in marketing for McDonald’s and his own business before he finally decided to take the leap and pursue his passion for real estate.

When it comes time to market listings, Gabe and Valerie take an approach that encompasses traditional techniques, new technologies and different media sources. They use cutting edge strategies and technologies to fully understand the market in order to price their clients properties right. One example is they post each listing on over six hundred websites, in the US and internationally. They are members of the Luxury Institute which is an exclusive membership not easily achieved. They also create videos and interviews that they share on social media to increase marketing for their clients. “We are everywhere online that you can be,” Gabe says.

Valerie’s favorite part of the job is listening to her clients so she can fully understand their goals and then plan strategically on their behalf. She is also growing her passion with the team as she works with each individual agent to achieve their goals, whether it is traveling for a month or buying investment properties! Gabe loves coming up with innovative ways to ensure a deal closes.

To give back to the community, Gabe and Valerie support Cuidando Los Niños, a local nonprofit that works to end child homelessness. Another passion is contributing money for student scholarships at the University of New Mexico. Gabe has been involved for many years with the Ronald McDonald House.

Gabe and Valerie have both been named Top 40 Business Leaders Under 40 by Business First in Albuquerque. Valerie has been named one of Realtor Magazine’s 30 Under 30.

Recently Gabe and Valerie’s team became part of PLACE Inc, a cutting edge new real estate company for top producing teams across the country. For the future, the plan is to continue to grow and develop agents and agent’s lives in real estate with wealth building strategies and to continue to grow their team. “We’d love to be in touch with other people interested in the many opportunities we offer either through buying or selling a home or as an agent wanting to step their business up massively to the next level,” Valerie says.

To find out more about Gabe Alarid & Valerie Almanzar, please email at gabe@yourcasateam.com or val@yourcasateam.com or by phone at (505) 470-9534 or 505-681-6261 Top Agent Magazine

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JESSICA BAKER clients expect.” Jessica is finishing this year with $9,000,000 in sales volume, despite the obstacles posed by COVID-19. But for Jessica, it’s not the numbers that count. “My favorite part of this job is working with such a great variety of people. Everyone has their own unique story and reason for why they’re buying or selling a home. And as a fan of interior design and architecture, I also really enjoy seeing the different styles of people’s homes,” she says.

Jessica Baker discovered her passion for real estate in 2010 after she bought her first house and first rental property.

She decided to give it a try full-time and got her license in 2012. She’s never looked back. Jessica currently works as a solo REALTOR® at Achieve Realty and serves clients throughout the Pittsburgh Metropolitan area.

Jessica has a bachelor’s degree in Communication Studies and English Literature, as well as a background in finance—a set of unique skills that give her an advantage in real estate.

Her talent, experience, and work ethic have earned her loyal clients who are always happy to send her referrals. “I think my clients appreciate the level of work I put into each transaction. I pride myself on being very responsive and organized. I have a system for everything and I make sure I’m always on top of all my files so that nothing falls through the cracks. I stay in very close communication with my clients every step of the way so that they feel informed throughout the transaction,” she says.

Outside of her work Jessica finds it important to be involved in her Brighton Heights community. She is an active member with Brighton Heights Citizen’s Federation and The Junior League of Pittsburgh. When she’s not working, she loves spending time with her two kids, reading a good book, or watching movies with her husband. In the future she looks forward to growing her business and continuing to work for her clients with passion and dedication.

Her ability to relate to clients comes partly from personal experience. Jessica and her husband have renovated three properties to date. Their most extensive rehab being the house where they live now, a 125-year-old Victorian. Jessica was the general contractor on this project, and learned how to rebuild a historic house. “I’ve been through a big renovation myself, so I am able to take that experience and use it to benefit my clients,” she says.

Jessica has a meticulous approach to marketing her listings. For each listing, she does an in-depth walkthrough with the client, then stages the house, and finally has the house professionally photographed.

“I use this approach regardless of listing price. And it works. My houses usually sell for more than my 80

To learn more about Jessica Baker email jessica@pittsburghsagent.com, visit pittsburghsagent.com, or find her on instagram: @jessica.pgh www.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 82

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ANTONIO BIASIOTTA Antonio Biasiotta became fascinated by real estate at a young age. His father owned investment properties, which inspired Antonio to study investment buying. After the housing crash in 2009, when Antonio was a college senior, he began to purchase investment properties of his own. He became licensed in 2015 and began representing clients with an eye toward investments. As he grew his expertise, he expanded his business to work with homebuyers and sellers as well. He now has a thriving career serving the west side of Cleveland with a focus on Lakewood.

Antonio has a constant drive to improve and learn. “I’m never going to be content with what I already know. I’m a big believer in always learning, refining my skills, and adjusting to the market,” he says. He focuses on customer service, responding quickly to his clients and their needs. His eleven years of experience as an investor allow him to guide both novice and experienced buyers. As a native of Cleveland, he has strong knowledge of the investment opportunities in each of the neighborhoods he serves.

time to get to know his clients and formulating a plan of action with them so that they can achieve their real estate goals.

To give back to the community, Antonio supports both KW Cares and KW Kids. “As a relatively new parent, it’s painful to think so many children in our community do not have their basic needs met. It means a lot to me to be able to support underserved kids.” He also gives to local animal shelters and golf courses. In his cherished free time, he enjoys spending time with his wife and two children, reading, and running marathons and half marathons.

For the future, he plans to grow a team so he can provide high quality, caring service to even more people in his community. “I enjoy coaching and being a leader. I’d love to have a positive impact on other agents,” he says.

When it comes time to market listings, Antonio understands that in today’s market, most buyers and investors begin their search for a property online. He creates targeted social media ads, posts the listing on the MLS and all the major real estate websites, and talks up the listing with all the other top agents in the area. The result is often a quick sale at a very competitive price.

Each year Antonio closes 30 to 40 deals with a total transaction volume of $7 to 9+ million. This year he closed on his first $1 million dollar listing, which was an exciting milestone.

Antonio’s favorite part of the job is educating his buyers and sellers so they can make informed choices that will benefit them for years to come. “This is a service-based business. I make sure to ask the right questions so I can discover the answers they need.” He loves taking the Top Agent Magazine

To find out more about Antonio Biasiotta, please email AntonioB@kw.com, call 440-223-0575, or visit antoniob.kw.com https://

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CAROL BRADLEY A lifetime resident of North Carolina, Carol Bradley has always been passionate about real estate. After graduating from Wingate University in eastern Union County with a degree in Spanish and an emphasis in Business, she delved into construction, building and selling 52 homes with her husband. From there, she decided to obtain her real estate license.

Today, Carol is the Broker-in-Charge of Bradley Real Estate & Development where she supervises a growing team to assist clients throughout North and South Carolina. With her office located right in the heart of Monroe’s historic district, she has developed a range of specializations in everything from property management to residential and commercial land.

When listing a home, Carol offers her clients a comprehensive approach. After helping them prepare their property for the market, she shares it over a variety of targeted digital and social media campaigns, as well as her MLS. “Everything I do depends on the individual needs of my clients,” she says. “No matter what, I’m always asking what I can do to set their listing apart from all the others.”

Elsewhere, Carol applies her decades of home construction experience to assist her buyers as an advocate and guide them through all the nuances of their transaction.

Fluent in Spanish, she is more than welcoming to those from diverse backgrounds. Even when deals are done, Carol continues to be there for her clients with compassion and open communication. “My clients know I’m being real with them,” she says. “I want them to feel satisfied, content, and happy by the end of their transaction; for me, it’s truly not about the commission check.”

Through the years, Carol has earned an outstanding reputation throughout North Carolina, with much of her volume coming from either repeat clients or referrals—but she’s not focused on the numbers. “This business is all about the people,” she says.

“If I build that relationship with a client and make sure they are fully taken care of, then it quickly transforms into a relationship with their family and friends.”

Outside her career, Carol is tremendously active around her home state. As well as being the 2020 President for the Union County Association of REALTORS®, she currently sits on the North Carolina Association of REALTORS® Diversity & Inclusion Committee and Legislative Committee. Elsewhere, she is also on the Board of Directors for the Charlotte Chapter of NAHREP (National Association of Hispanic Real Estate Professionals) and has been appointed to the National Association of REALTORS® Housing Opportunity Committee. She is equally active in her local sphere, serving as a member of her Kiwanis Club and participating in the Terrific Kids Program in her area school districts. When she’s not assisting clients or giving back, Carol, a mother of three, can be found attending her sons’ varsity football and baseball games, enjoying time with her daughter, or at home with her beloved family.

Carol has strong plans for the future. Always on the go, she intends on building on her momentum while keeping relationships at the root of her business. But she is equally fulfilled by the network of satisfied clients she has established all throughout the hometown she loves.

“Real estate transactions can be extremely stressful for clients—whether they are buying or selling,” she says.

“But I’m here to empower them to make safe, informed decisions on their future.”

To learn more about Carol Bradley, please call (704) 400-6043, email cbradleyrealestate@gmail.com, or visit soldbycarolbradley.com www.

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

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

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

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

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

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 86

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

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

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

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

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LISA BOWMAN Lisa Bowman began her real estate career working for her family’s company, working with her dad after college. She went on to work for Union Carbide and other companies, but the lure of real estate was always there and 19 years ago, Lisa returned and hasn’t looked back.

As Broker & Owner of Bowman Properties, Lisa serves Litchfield and Fairfield counties of Connecticut. An incredible 90% of her business comes from repeat clients, an impressive feat that speaks to the trust she inspires in those she works with. “My main focus is on people,” Lisa explains. “I’m extremely customer service oriented, and I go 100% for my clients. Whether it’s a $35,000 cottage or a milliondollar house, I treat everyone the same way.”

the important issue of securing more affordable housing in New Milford. She also volunteers at the local senior center. When she is not working or giving back, Lisa and her husband enjoy hiking in local parks, as well as boating on Candlewood Lake.

In the future, Lisa plans to expand her company, adding additional agents so she can do more on the listing end. Above all, she plans to continue going above and beyond for her clients. “As an agent, it’s all about relationships and serving your clients,” she says. “I do not preview homes. Instead, I love to walk in a house for the first time with my client, and experience the same excitement they do, when they realize that this is the right house for them.”

This emphasis on people and relationships keeps clients coming back. “I strive to build relationships that last a lifetime,” Lisa says. Her clients trust her to look out for their best interests, not her own. “I don’t push people into houses, and my clients appreciate that. You can’t convince someone to buy a house, it’s a feeling they get when they walk in the door. They have to know that they can see themselves in this house.”

Another way Lisa distinguishes herself is through her commitment to customer service. Her clients can always reach her when they need her. “If I’m awake, I answer the phone,” she says. “Clients can call or text me and I’m always responsive.”

When it comes to marketing her listings, and staying in touch with her clients, Lisa emphasizes the effectiveness of Digital Marketing. “I have seen a great return on marketing listings through Facebook, Instagram and Zillow.” She also keeps in touch with her clients through Video Text, checking in on them, and providing market updates.

Giving back to her community is important to Lisa. She is on the Housing Partnership Commission to address Top Agent Magazine

To find out more about Lisa Bowman, please call 203-733-7638, email housesbylisa@gmail.com, or visit lisabowmanre.com www.

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LIZ BROWN Liz Brown – Broker and Director of Agent Development at DuBois Property Group in Raleigh, North Carolina – is a dedicated professional who is committed to providing her clients with trustworthy, empathetic and knowledgeable real estate advocacy. Liz’s focus on exceptional customer service and forging long-lasting relationships with her many grateful clients has translated into a thriving business and a stellar reputation as someone who can be consistently trusted to place the needs of her buyers and sellers front and center during every transaction.

Hailing from a background in the event and hospitality industry, Liz began her real estate career in 2017. “I’ve known Autumn DuBois - the Broker/Owner of DuBois Property Group - since college, where we were in the same sorority,” she recalls. “I’d always had an interest in real estate, so I began picking her brain, wanting to learn more about the industry. I knew it wasn’t just about driving around and finding houses, I wanted to learn more about what went on behind the scenes, and I found myself fascinated with all of it. I was fortunate that the skills I had learned in my previous career – attention to detail and the forming of relationships – made the transition into real estate relatively easy.

Autumn has truly been a leader and mentor for me; helping me to grow and become the successful real estate agent I am today.”

Liz found success in her new endeavor relatively quickly, and the level of that success she has achieved is fairly stunning, having sold 103 homes in her first three and a half years on the job. She can also justifiably boast that the lion’s share of her business is based upon repeat clients and referrals, a true barometer of the excellent customer service she provides. “I think

it’s because everything I do is relationship-based,” says Liz, when asked to account for the loyalty she inspires. “My clients don’t want to be seen as just a transaction, and neither do I. I want them to know that I’m in their corner every step of the way, no matter the price point of the home they’re selling or buying.”

There are many other factors that come into play when assessing Liz’s real estate success story, chief among them being expert negotiation skills and her thorough, intelligent marketing strategies that ensure fast sales for top dollar, not to mention happy clients.

“I love the relationships,” says Liz, when asked what she enjoys most about what she does for a living. “I know I’m not a doctor saving lives, but I do feel like I make a difference for my clients. There’s so much unexpected joy that I get to experience, like when someone is able to buy a house when they thought they wouldn’t be able to. There’s also a level of trust that exists between an agent and client, because there’s a lot of confidential information being shared.”

When she’s not working, Liz enjoys nothing more than spending time with her husband, young daughter and their dog. She is also an avid foodie and a proud member of the Wolfpack, having graduated from North Carolina State’s Poole College of Management.

Liz’s plan for the future of her business is fairly simple: to continue growing, while sacrificing none of the unparalleled customer service that has become her calling card. She would also like to partner with a local builder. “There are so many avenues to explore in real estate,” she says. “If you treat people right, everything will pay off. I’m a true believer in that philosophy.”

For more information about Liz Brown, please call 919-520-7590 or email Liz@DuBoisPropertyGroup.com 88

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion90

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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ANNA MARIE (ANNMARIE) COMFORTE ERA Central Realty Group Broker Associate Annamarie Comforte’s tagline, “Direct. Determined. Dedicated.

The Difference is Annmarie,” has a story behind it. Back in 2001, Annmarie had a negative experience while purchasing her own home. Left with the feeling that the Realtor® who had assisted her had not been working in her best interests, Annmarie decided to become an agent herself, vowing to treat her clients the way she wished to be treated—with honesty, forthrightness, and care.

She received her license in 2003 and to this day, Annmarie’s goal is to be there for her clients every step of the way, from beginning to end. She loves meeting new clients, seeing how excited they get when they walk into a house and know it’s “the house for them,” and the look on their faces during the closing.

Annmarie says she enjoys guiding clients through the process, answering questions, and making sure everything goes smoothly. By the end of a transaction, she says, clients are no longer just clients—“They are friends. They are family.”

While she works with both buyers and sellers, most of Annmarie’s business is on the listing side and, as for marketing, she has created branding for herself in Central New Jersey such that “when people recognize me, they recognize ERA; and when they recognize ERA, they recognize me.” She makes full use of ERA’s toolkit, including geo and targeted marketing. She also partners with title companies and lenders and taps into her own creativity to enhance traditional strategies. One year, she organized a Fall Open House Extravaganza with a lender, which was “a total success.” She subsequently proposed ERA hold a “Black Friday” open-house special, during which ERA agents held simultaneous open houses for all their listings over a single weekend.

These events were win/wins, allowing buyers to see multiple houses in one day and driving more traffic to each property.

When Covid changed the landscape, Annmarie pivoted quickly, bringing all her listings to the Platinum level by creating video tours and hosting online open houses.

Annmarie takes a similar approach to staying in touch, combining traditional methods—emails, texts, postcards, and phone calls—with creative communication, like sending holiday pies.

Annmarie’s results speak for themselves. Representing Central New Jersey, she covers Cream Ridge, New Egypt, Upper Freehold, Plumsted, Jackson, and Toms River. Part of the ERA Distinctive Property program, her average sales price is 450K and her average annual sales volume is $11 million. Notably, her reviews are 100% positive and 90% of her clients are repeat customers or referrals.

Outside of work, Annmarie enjoys baking and spending time at the beach with her family—and giving back.

Annmarie is involved in the Edge Scholarship, an ERA commission-funded program for college-bound students; she supports the Muscular Dystrophy Association, Toys for Tots, and Move for Hunger through ERA; and she brought the idea of an annual shredding event to ERA management, an event for which she now volunteers every year.

A solo agent, Annmarie has one assistant and she often serves as a mentor for new agents. As for the future, Annmarie says, “I would like to one day either open up or manage my own office.” Moving toward this goal, she remains direct, dedicated, and determined—making a difference every day.

For more information about Annamarie Comforte, please call 609.577.1564, visit acomforte.com or email acomforte@eracentral.com http://

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GENEVIEVE CONCANNON After Genevieve Concannon graduated from college with a degree in Latin American Studies and Anthropology, she began working for a commercial developer where she first fell in love with the idea of green building. She then transitioned to working with a residential builder, and later on played a big part in helping another broker grow a sustainable/green brokerage. After gaining enough experience Genevieve started her own company—The Advon Group. With a focus on client care and sustainability, Genevieve and her team serve clients throughout Northern Virginia.

With 18 years of experience in the business Genevieve has built an impressive base of repeat and referral clients. She is invested in creating long-term relationships with clients, and prioritizes transparent communication. “It’s my job to make sure that our clients are well taken care of. Our team provides focused attention and constant communication that keeps clients informed about every step of the transaction,” she says. Part of getting to know her clients includes finding out some of their favorite things so that she can surprise them with thoughtful gifts. “This knowledge of what my clients like has been especially handy during the pandemic, and has allowed us to send them care packages to help them in these difficult times.”

Genevieve is a huge fan of using videography for marketing. A few of her videos have gone viral on social media, which helps take her marketing to the next level and gives her listings a broad audience. Her savvy marketing has earned her $45,000,000 in sales volume this year. For Genevieve it’s the human connection and bringing value to her clients that make the job worthwhile. “I enjoy the relationships I form with my clients, as well as watching things come to fruition. It’s fulfilling to be able to walk someone through 92

a space and create their ideal home and then watch it come into being.”

When she’s not working, Genevieve is an involved community member. She is on the board at Arlington’s Chamber of Commerce, and hosts an annual event called “Heart and Pints”. The event brings together local and free-trade artists, and the proceeds from sales go to local charitable organizations. “We like to bring light to important issues and let people know that they are not alone.” In her spare time Genevieve loves to go on day trips with her husband and their dogs and explore the surrounding area.

In the future, Genevieve wants to grow her company and work with builders and developers to help the local community. Her advice to young agents, or those considering a career in real estate, is to make sure that the work is something they truly enjoy. “I love what I do, it’s my passion, so much so that I’ve written two books about it. When you find something you love doing, it doesn’t feel like work.” Genevieve’s books, The House Wife and Grassroots Go-Getter, are available to purchase on Amazon.

To learn more about Genevieve Concannon email genevieve@advonre.com, visit AdvonRE.com, or call (512) 767–3002 www.

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

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

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

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

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

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

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

Your client’s benefit is the buzz.

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

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 94

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

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

Consider inviting representatives of community

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

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

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LAURA COLE Laura Cole spent 17 years in the interior design business while living in Los Angeles. After moving back to her homes state of Michigan, she says she lost her passion for the profession and decided to look for something new. “A friend suggested I look into real estate, and I thought, ‘that’s a great idea, something that goes hand-in-hand with my interior design background,’” she recalls. She got her license six years ago and has never looked back.

She now works as a solo agent with Keller Williams serving Grand Rapids and surrounding communities.

With a sales volume this year of $5 million, Laura reports that her business is more than 50% repeat and referral clientele. “I try to make the transaction go as smoothly as possible,” she asserts. “After all, this is probably the biggest purchase or sale someone will ever make in their lives. Making the process both easy and enjoyable goes a long way.”

It’s not surprising that Laura receives stellar reviews for her esteemed work ethic. One client recently wrote: “Big thank you to Laura for helping us find our first house. A few months later and we couldn’t be happier.

She was always available, and with her connections, she made things painless. Definitely recommend working with Laura. She was fantastic to work with!”

“With my background as an interior designer, I’m able to walk into a home and imagine a space in a way that would suit my clients,” she notes. “This helps them envision how we could possibly transform the house.

Plus, for sellers, I never need stagers, because I can beautifully arrange the property myself.”

Laura believes in old-fashioned methods when reaching out to her clients. “For example, I prefer to send out handwritten notecards, giving my outreach a personal touch,” she says. “When the pandemic hit, I sent out colorful corona care packages containing both fun and useful items like toilet paper and a bottle of Corona.” She also checks in via phone calls, texts and on Facebook.

To promote her listings, Laura primarily relies on tried and true marketing methods provided by Keller Williams. She also promotes via her social media pages.

Laura enjoys what she does because of the relationships she forges throughout the transaction process. ”It’s so rewarding to work closely with buyers and sellers in what may be one of the most important decisions of their lives,” she observes. “I especially love that moment when I hand over the keys and know I’ve someone the home of their dreams.”

Laura is always giving back to her community, donating to a variety of local charities whenever she can. When not working, she loves to travel. “My goal is to fill up my passport as quickly as possible,” she exclaims.

As for the future, Laura wants to continue along her current successful path. “Though I’d like to grow my business financially, I’m not anxious to expand into a team, because I like to work personally with each and every client,” she asserts. “I do plan to keep educating myself about the business, so I can better serve my clients.”

To learn more about Laura Cole, email her at lauracolegr@kw.com, visit lauracole.yourkwagent.com, or call (616) 301-4513 http://

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ERIN COOPER Erin Cooper first got involved in real estate in 2001. “It was shortly after I bought my first property,” she explains. “I was just finishing up college. I was twenty-two. I’d always wanted to go into real estate, and I was basically biding my time until I looked old enough to be selling a house.” In the nineteen years that have followed, Erin has thrived and flourished in her chosen career.

Erin works as a solo agent, but she opened and runs a Keller Williams office on Oahu, Hawaii, in the town of Kailua. So while she conducts sales independently, Erin is the broker-in-charge of the office. “I broker, mentor, and manage about twenty agents,” she says.

Erin’s business is run 100% by referral. She follows a protocol to keep in touch with her clients. “I make sure I’m there for them before, during, and after the sale,” she says of her customers. “I constantly pour value into them. I want to be friends and part of the family.” Erin carefully cultivates her client list. “I’m committed to working by a referral system,” she says. “I have the ability to turn down business that’s not for me or in line with the business I’m creating.” Being able to choose who she gives her energy to is Erin’s favorite part of working in real estate. “I like choosing the people I spend my time with, and that goes for both clients and agents,” says Erin.

“I have a certain level of consistency regarding who I invest my time in.”

Like other top agents, Erin is currently evolving to meet the increasingly digital 2020 market. “Listings are ninety-five percent of my business,” she explains. “I’m really reinventing this year. I’m using a lot of videos and really relying heavily on social media.

My company has an exclusive relationship with Google and Facebook, so we’re currently doing a lot of advertisements there.”

Erin and her office sponsor a large number of community events in Kailua. Being a small market, Kailua is known for small-town atmosphere and local businesses. “I have several clients who own small businesses in the area, and I support them by hosting client events at different locations within the community,” she says. “We’re always a part of the community.” Outside of work, Erin loves taking advantage of Oahu’s beaches. “It’s all about the beach,” she says, laughing. Erin also practices yoga several times a week, enjoys being outdoors, reading, and traveling whenever she can.

Looking to the future, Erin is excited to continue and expand her role as a mentor and educator for new and aspiring REALTORS®. “I have a real passion for our community of agents and making sure they know what’s available to them,” says Erin, who is currently serving as the director of Honolulu Board of REALTORS®. “It’s an excellent time to get into the business,” Erin says.

“There’s so much opportunity to assist our clients in maintaining and creating more wealth.”

To learn more about Erin Cooper, call 808-398-8316, email erin@erin-cooper.com, or visit erincooperrealestate.com www.

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SOCIAL MEDIA MISTAKES

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

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1 Using it to Vent

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

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

2

Lack of Consistent Branding

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

3Not Posting Enough

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

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

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

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

Be a resource for people who follow your page.

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

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

4

Not interacting With Your Followers

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

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Not Sharing or Linking to Others

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

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NICHOLAS DIVISCONTE Growing up Nicholas DiVisconte watched his parents successfully build the largest music lesson company in Long Island, which taught him from an early age that applying hard work and dedication into a goal will always bring results.

His father then ventured into the world of real estate, and inspired Nicholas to join and help guide people through one of the biggest transactions of their lives. Currently on his fourth year as a REALTOR® at Coldwell Banker Realty, Nicholas serves clients from Montauk all the way into New York City, with a primary focus in Suffolk & Nassau County.

Another part of Nicholas’ success is his marketing strategy, which is based on being transparent. He uses professional photography and 3D virtual tours to showcase each listing. “It’s important for me to realistically reflect the house, so clients can have an accurate vision of it.” And despite the fact that his team is ending this year on a high note of over 200 sold homes, Nicholas isn’t focused on the statistics. “The only number my team and I look at is how many lives we’ve changed for the better. Witnessing the joy of someone getting the keys to their new home—you can’t duplicate that feeling in any other job or industry.”

Using his expertise to help clients sell, buy, rent, or invest, has brought Nicholas a large amount of business.

He was awarded LIBOR & YPN’s “Top 20 Under 40” Rising Stars in Real Estate in 2019. But it’s his tenacious determination and competitive spirit to always give them the best that truly keeps them coming back. “I’m relentless in getting my clients every advantage possible in order to give them the ideal outcome in each situation. I definitely pride myself on my negotiation skills.

I never give up, quit, or move on. I hunker down until I find a solution,” he says.

Outside of work Nicholas spends time helping out his community. He donates money to churches and various nonprofit organizations. He also keeps his hair long so that once a year he can donate to Locks of Love, a nonprofit charity that provides hair to children who have suffered hair loss due to medical conditions. In his time off he enjoys playing the guitar and piano, fishing, and spending time with the people he cares about most. He is also a 1st degree Shodan Black Belt in American Jiu Jitsu. His future business plans include expanding and becoming the #1 team in New York. “The goal is to always do more every single year, and to never accept an average mentality.”

Staying cool, calm and collected in stressful situations is commonplace for Nicholas, but that doesn’t stop him from empathizing with clients. “Everyone is going through their own unique situation. Whether it’s buying their first home, moving from a starter home, downsizing, buying a vacation or second home, or buying an investment property. I consider it my job to be sensitive to all the different situations, because this can be a very emotional experience for many,” he says. Nicholas also considers it his duty and obligation to be the port in a storm for clients. “A lot of times this process can stress people out and get them discouraged to the point that they wind up not buying. That’s where I can be the stable force that brings their spirits up, puts a smile back on their face, allows them to keep a level head, and move forward with their transaction.”

To learn more about Nicholas DiVisconte email nicholasdivisconte@gmail.com, visit facebook.com/DiVisconte, or call (631) 903–9963 www.

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DAN DUVAL Dan Duval began his real estate career in 2013 with his current partner JD Wild. Both were working as a practicing attorneys. “We were practicing and doing real estate on the side, but real estate ended up being a much better fit, so we decided to leave the security of corporate law jobs and dive into real estate full time,” Dan recalls. Now, as Managing Partner at The Elevated Companies, Dan works with a team of 6 licensed agents representing buyers and sellers in the Boston pre-construction luxury market. The Elevated Companies is a vertically integrated conglomerate that includes luxury brokerage, design, development and construction divisions.

The Elevated Team serves Boston proper, including South Boston, the Seaport, East Boston, and Downtown.

A significant portion of their business comes from repeat, referral and development clients, which speaks to the high level of service and expertise they provide. “We have a unique grasp on the luxury market, specifically in pre-construction sales,” Dan explains. “With a traditional sale, you walk into a completed unit and you’re looking at a physical property you could move into tomorrow.

But we focus on mid- to large-size projects where clients might be purchasing a condo that won’t be completed for 12-24 months. Our job is to help them see the forest for the trees, and that usually involves a totally different sales pitch and vision than a completed project.”

When they market their listings, The Elevated Team tailors their approach to the individual product. “When we’re working with a developer or private client,” Dan says, “we use an off-market listing platform, where we can pre-market properties before we put them on the MLS.” Once these units are available to the general public, The Elevated Team uses the MLS as well as paid advertising on social media and other venues to get maximum exposure. “We do a lot of email marketing with our database,” Dan says, “as well as our own website, which gets about 10,000-15,000 visitors per month.” The results speak for themselves: last year The Elevated Team did about $59 million in sales volume.

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Community involvement is important to The Elevated Companies. The Team contributes to organizations including St. Jude Children’s Hospital, as well as sponsoring cyclists in the Pan-Mass Challenge to benefit numerous charities. They also do whatever they can for their local South Boston community, including local cleanup, charities, and scholarship foundations. When he is not working, Dan enjoys spending time with his wife Kate and their two kids, Everett and Winnie.

In the future, Dan says he hopes to get “a few more key individuals onto our team, but still keep the team small and focus on what we’re doing to increase capacity and sales volume. Our main focus will be to continue expanding our network of developers we can work with to sell and market mid- to large-size buildings in the future.”

Dan says he enjoys the changing nature of the new construction market, learning about new projects and coming up with solutions. “Every day is different,” he says. “We are in a unique situation, in that we’re more of a boutique, niche-focused brokerage rather than a big-box shop. All of our agents are experts in what they do, and that’s why our level of service is above and beyond.”

To find out more about Dan Duval, please call 617.855.9240, email jduval@elevatedboston.com, or visit elevatedboston.com www.

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Coaching 9-1-1

By Walter Sanford

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

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

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

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

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

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

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

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

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

Thanks for any suggestions.

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

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

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ALLIE ETIER Allie Etier began her professional career in property management before getting into real estate full time. “It seemed like a natural transition, especially since I’ve been able to bring my people, real estate skills, and knowledge with me.” That was three years ago, and she’s never looked back.

Allie works at Core Realty Group based in Hobbs, New Mexico, where she was born and raised. “Though we each work independently, we are a small group, so we consider ourselves like a team,” she notes. “We’ve all got each other’s back.” With a sales volume of $5 million so far this year, Allie reports that most of her business is repeat and referral clientele. “I’ve been super fortunate,” she says. “I try to make the transaction go as smoothly as possible,” she asserts. “After all, buying or selling a home is probably one of the biggest decisions someone will ever make in their lives. Making the process both easy and enjoyable goes a long way.”

Allie believes very strongly in giving back to her community, and one of her favorite organizations is the New Mexico CASA Association. “I volunteer as an advocate for kids who have temporarily been removed from their homes for a variety of reasons,” she says. “I am a voice for these children, and I’m honored to be there for them.”

As for the future, Allie would like to continue growing her business. “With our proximity to the state line, I’ll also be adding a Texas licensure to my portfolio this year” she says. “Regardless of location, it’s important to me to maintain the same quality of service for my clients.” She also wants to remain an upstanding member of her community. “I want to give back to the area that has given so much to me.”

It’s not surprising that Allie receives stellar reviews for her esteemed work ethic. Client Bethany Burton recently wrote: “Allie is truly the best at making this process super easy! Whether you’re buying or selling, she will go the extra mile to make sure you are taken care of, and you’re in or out of your home as soon as possible!!! Highly recommend!”

And Meagan Campos wrote about this impressive transaction: “Allie got our house SOLD in 1 day!!! She helped walk us through every step of both selling our old house and buying our new home!!!”

Allie says she absolutely loves what she does for many reasons. “First of all, I love working with people, and seeing their smiles at the end of a transaction is so rewarding,” she says. “I also love the flexibility. I am able to schedule both my work life and my home life.”

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To learn more about Allie Etier, please call (575) 942-7232, email allie@corerealtygroupnm.com, or visit corerealtygroupnm.com www.

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MIMI GEIGER After leaving a successful concierge career with United Airlines, Mimi Geiger wanted to try something new. Her opportunity to do so came while she was purchasing a home with her husband, and their real estate agent offered her a job on the spot.

Mimi quickly embarked on a journey into real estate and fell in love with the work.

She became a Licensed Real Estate Broker in 2004, and currently works as the leader of the Mimi Geiger team at Berkshire Hathaway HomeServices, Starck Real Estate, in Chicago.

In her spare time Mimi is an active member of her community. She is a parishioner at the local church, and a member of the Lions Club through which she participates in various initiatives such us pancake breakfasts and candy days. Mimi also helps collect funds for homeless veterans to get them back into stable living arrangements, as well as those who are hearing and sight impaired. Outside of real estate she likes to travel and cook. She’s been married for 53 years, and loves to spend time with her two kids and five grandkids.

Given her 16 years of experience in the business, Mimi’s clients know that they can count on her expertise, knowledge and negotiation skills. She ensures consistent follow-up with clients and prioritizes good communication. “My focus is communication. This is one of the biggest investments of someone’s life, so my job is to answer their questions and guide them into making the best decision. That’s why I always answer the phone and stay in constant communication with them,” she says.

In the future Mimi is looking to expand her business and bring on a couple new agents to her team in order to cover more ground, and help more clients become homeowners. Always keeping her clients in mind, Mimi is looking to find agents who match her work ethic and business integrity, so that when they’re serving clients they work as an extension of her. “I pick agents who have the same work ethic as me so that when they’re doing a transaction I know exactly the type of care they’re giving to my clients.”

Marketing plays a big part in Mimi’s real estate success.

She frequently sends out e-blasts, post cards, and runs online giveaways. And her team has sponsored concerts and participated in parades on Memorial Day and Christmas. Mimi also invests in local magazine advertising as well as growing her social media presence. Due to her hard work and savvy marketing, she closed 65 transactions with her team this year.

Working with integrity is incredibly important for Mimi, who realizes how big of a milestone the home buying process is for many people. “I like that I’m actually getting to help people. It gives me a great sense of fulfillment. This is a big transition for many people, and our team has the skills to be compassionate, caring, communicative, and hands-on,” she says.

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To learn more about Mimi Geiger email mgeiger@starckre.com, visit mimigeiger.com, or call 847–302–3991 www.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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GEORGE GRAHAM George Graham first discovered real estate through his wife, an accomplished mortgage broker in Washington State. Through helping her process loans in the afternoons and evenings, he came to take an interest in the industry. Inspired, he got licensed in 1998, and his business has grown ever since!

Currently, George is a Managing Broker for John L Scott Real Estate, where he supervises an elite team to assist clients throughout Western Washington. A top producing agent in the state with more than twenty two years of professional experience, he has fostered a culture that puts his clients at the forefront of every transaction.

“I couldn’t have gotten here without my outstanding team,” he says. “They provide great service to our clients, which gives our Buyers and Sellers an edge in this competitive market” When listing a home, George takes a comprehensive approach, starting out with a pre-listing routine that outlines for his clients the best practices in preparing their home. Afterwards, George supplies his sellers with a suite of professional photography and videography, including Matterport virtual tours and floorplans—all to ensure that their home stands out above the rest.

From there, George shares his listings not only over a variety of targeted social and digital media campaigns, but also over his own professional network connecting Buyers and Sellers. “Dave Ramsey says, when choosing an agent, you should look for someone who is hungry, humble and smart. My team and I strive to excel in all three of these categories.”

Meanwhile, George is equally involved with his buyers, providing them with an unmatched attention to detail to get the best out of any transaction. In particular, he stresses the importance of openness and communication in any client relationship. “Right from the start, you have to take the time to know your clients. Once you understand their needs, you can guide Top Agent Magazine

them to make the right choices, based on what their goals and timeline is.”

Over the past two decades, George has built outstanding reputation one client at a time, as evidenced by his strong rate of repeat clients and referrals. When asked about the keys to his success, he emphasizes his unique depth of experience. “Real estate is a business with high turnover, and it can be hard to find someone who truly understands the ins and outs of a transaction. But in my career, I’ve always enjoyed the challenge. No two days are same, and no two clients are alike.”

Outside his career, George plays an active role in his community. An Elder at his local church, he serves in various events & programs throughout the year. When he’s not with clients or giving back, he can be found spending quality time at home with his family.

George has strong plans for the future. As his volume continues to grow, he will look to deepen his team.

Through it all, though, he’s determined to build momentum the right way. “You should never put growth ahead of service,” George says. “It takes a lot of hard work to get a real estate business off the ground, but once you do, the sky’s the limit—for you, your team and your clients.”

To learn more about George Graham please call or text 206-949-3793, email GeorgeG@nw-realestateteam.com, or visit georgegr.johnlscott.com https://

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NICOLE GUIZZOTTI Nicole Guizzotti was literally born into a real estate family. Her mother, grandmother, and godmother were all in the business.

“My mother is still an active agent after 30 years in the business,” she exclaims.

Prior to getting her license, Nicole was in the hospitality industry for seven years and was also a professional dancer. “After I sustained a knee injury, I retired from dance and and got licensed in real estate, starting out part time,” she recalls. That was seven years ago, and she’s never looked back.

Nicole now works with the Creative Selling Team at Russell Real Estate in Broadview Heights, Ohio, serving the Greater Cleveland area. Currently on track to reach a sales volume of $10 million, Nicole says her business is 70% repeat and referral clientele. “I am extremely communicative with my clients,” she asserts. “I don’t sugar coat the truth. If I feel a deal isn’t right, I let them know, and they appreciate that.”

It’s not surprising that Nicole receives stellar reviews for her esteemed work ethic. One client recently wrote: “Nicole did an amazing job from beginning to end. She took some notes on what I wanted and found me exactly that! I even had options by the end of our first phone call. She made it so simple and stress free for me and my family. I will be sending anyone I can to her in the future. If you’re looking for a home, give her a shot. You WILL NOT be disappointed!”

Nicole takes her work very seriously, enjoys working hard, and is always being available for her clients. “I’m not in this business for the sale,” she says. “I’m more concerned about finding my clients a home that makes them happy and they will stay in for a long time.”

Nicole believes in the personal touch when it comes to reaching out to her clients. “The first thing I do

is contact them using their preferred method,” she notes. “Primarily, I make phone calls and send texts. I also like to use technology like HomeSnap, so my clients can send me direct messages whenever they want.”

What she loves most about her work are the relationships she forges. “I love meeting and working with new people, helping them make their real estate dreams come true,” she says. “Because I have a hospitality background, I know how to best treat them in a professional and supportive way. I also love being a concierge, showing them around the area and educating them about the best that Cleveland has to offer.”

Nicole was greatly affected by the messaging put forth at a charity event hosted by the Renee Jones Foundation, a nonprofit organization that brings awareness to human sex trafficking. “Unfortunately, Ohio is a major trafficking hotspot, so supporting these foundations that bring awareness is very dear to my heart,” she says. “I wish the world would care more about these missing children, so it is our part to make them aware.”

Nicole resides in Broadview heights with her husband and miniature dachshund. When not working she loves boating, travelling, and trying new restaurants in the area.

As for the future of her business, Nicole wants to continue growing the team and is thankful to Jesse Kracht, the team founder who brought her onboard as a partner. “Jesse and I work very well together and have similar goals with regards to real estate. The team is currently #2 in the whole company, but ,” I have no doubt we will be in the number one spot soon,” she exclaims.

To learn more about Nicole Guizzotti, call (216) 906-2694 email nicolec.cst@gmail.com, or visit homesincle.com www.

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 110

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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JENNIFER HICKS Top Agent Jennifer Hicks – Owner/ Managing Broker of EH James Realty Advisors in Tulsa, Oklahoma – is a dynamic, entrepreneurial, and hardworking broker who is dedicated to providing exceptional real estate advocacy for her many investors, buyers, sellers and renters.

Jennifer, who excels in the retail, investment, rentals and property management areas of the real estate industry, brings to the table a knowledgeable, empathetic and honest approach, and she has earned her stellar reputation as a trusted advisor.

Jennifer began her career in real estate after graduating from Oklahoma State University in Tulsa with a Marketing degree. Obtaining her license in 2014, Jennifer began working for Keller Williams for retail sales, and with a builder doing new construction sales.

Ultimately, Jennifer opted to open her own company, and EH James Realty Advisors was born in 2016. Since then, her company has distinguished itself as one of the premier brokerages in the Tulsa area. Currently overseeing a dedicated team of agents who share her client-first ethos, Jennifer focuses personally on the property management arm of her company; she now oversees 193 rental properties, though she does do a significant number of retail sales as well. Whatever she is doing, she’s doing it right, as the entirety of her business is based on referrals from friends and family.

house,” she explains. “You’re dealing with a tenant’s life. I have quite a few rentals that I manage, and one of my goals is to help my tenants become homeowners, and to achieve the American dream.”

Jennifer is also extremely active in her community, and currently sits on the boards of the Oklahoma Association of Realtors, as well as the Greater Tulsa Association of Realtors. “I’m on the Professional Standards Committee,” says Jennifer. “We oversee ethics complaints, and I am also on the Government Affairs Committee, where we assess every bill that is brought to the state and senate floor, to see if a property owner or Realtor would find it beneficial.” In addition to her numerable industry commitments, Jennifer also supports organizations that assist Alzheimer’s patients and those with Multiple Sclerosis.

Jennifer’s plan for the future of her business is continued growth, and to add to her team a few well-qualified agents to help support that growth. “I have a very high standard as to what agents should be able to do,” explains Jennifer.

Anyone in the Tulsa area looking for real estate advice or guidance could do no better than to work with EH James Real Estate Advisors.

“I think a lot of it has to do with my expertise in this business, and my understanding of investments,” says Jennifer, when asked how she has engendered such impressive levels of loyalty and trust. “Also, ethics is at the forefront of my business, and I make sure that I’m honest and responsible about everything I do.”

While she is an expert at all areas of real estate, Jennifer has a special passion for property management, and she takes the responsibility very seriously. “It’s important to remember that you’re not just dealing with another Top Agent Magazine

For more about Jennifer Hicks, please call 918-606-5670 or email JHicks@ehjames.com 111 Copyright Top Agent Magazine 111

ANA KARINA JEREZ P.A. Ana Karina Jerez began her real estate journey fifteen years ago, when she was a single mom eager to start a career that would allow her to support herself and her children. As a bilingual agent, she soon began traveling to South America to grow relationships with clients interested in purchasing new construction properties in Miami. Ana only had three years’ experience when the crash hit in 2008. She soon realized she would need to make a change in her business, so she shifted gears and became an expert on foreclosures and short sales. That experience has informed her work as an agent, as it taught her about the need to be resilient and adapt to changing circumstances. This has served her and her clients well during the pandemic, a time when adaptability is essential.

domestic violence. She’s passionate about mentoring new agents—especially those who are single moms—and helping them achieve success in the industry. In her free time, she likes to exercise, travel, and spend time with her three grown children and her granddaughters.

In the future, Ana would like to expand the work she does with veterans who are firsttime homebuyers. “I am passionate about helping those who have fought for and bravely served this country to obtain the American dream of home ownership,” she says. With her drive and ability to succeed despite any obstacle that may arise, she’s sure to make that goal a reality!

An impressive ninety-five percent of Ana’s business comes from repeat and referral clients. Her clients rave about her honesty, trustworthiness, commitment to providing excellent service, and her willingness to go the extra mile. “Many of my clients are international.

Since they are out-of-the-country, I take care of absolutely everything for them,” she says with a smile.

When it comes time to market listings, Ana spares no expense and goes for an international reach. She posts each listing on the MLS, all the major US real estate websites, and on social media where she has followers in the US and Latin America. She also purchases ads in popular magazines in Venezuela and Colombia. The result of this varied approach is often a quick sale at a competitive price. This year, Ana’s listings total more than $10 million.

“Real estate is the most important investment one can make,” Ana says. “I love providing guidance for my clients and helping them with their financial futures.”

To give back to the community, Ana supports a foundation that provides assistance for child survivors of 112

For more about Ana Karina Jerez, please call 305.519.0969 or email anakarinarealtor@gmail.com TopAgent Agent Magazine Magazine Copyright Top

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

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

interactive, unmissable, and effective in generating business.

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

Consider your profile a landing page.

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

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 114

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

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

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

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

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

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

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CHRIS JOHNSON With nearly twenty-five years of real estate experience under her belt, RE/MAX Results agent Chris Johnson’s knowledge, creativity, and flexibility have allowed her to adapt to the constant changes in the industry—and to thrive. Currently a solo agent, she represents Cambridge, MN, a rural area just north of the twin cities.

Back in 1996, as a recently divorced single mom working as a nurse, Chris was looking to earn some supplemental income. She decided to take real estate courses on the weekends, obtained her license, and though initially intending to work part-time, “got really busy, really fast.” Before she knew it, her real estate business was off and running.

Since then, Chris has seen the MLS go from a physical book to an online portal that generates automated reciprocal listings on multiple websites, marketing and communication methods have expanded to include not only postcards, still photography, and telephone calls but also social media, drones, texting, and twitter. All along, Chris has been there, successfully helping clients buy and sell property. Over the years, she has continued to build on what works and adapt to new ways of doing business. It is this experience and knowledge that sets her apart. As one of her clients said, “what you know off the top of your head Is priceless.”

puts her creativity to use. The star of her latest marketing campaign is “the cutest thing you’ve ever seen,” her four-year-old grandson, Easton. A recent postcard features Easton on one side, dressed in a blue blazer and red Converse, phone in hand, with the message “If you want to sell your house in twenty years, call me!” written in crayon. The flip side? An image of Easton and Chris, with the message, “If you want to sell it now, call my grandma!”

Chris has been with RE/MAX since 2003 and she consistently falls in either the 100% Club (commissions of 100-250K) or Platinum Club (250-500K). She reports she’s closing between 28-44 transactions a year, placing her squarely in her “comfort zone.” Twenty-five years in, she still loves what she does—working with people.The best part of her job, she says, is helping first-time buyers get into the home of their dreams.

Outside of work, she enjoys being with her grandson and family at her property in Brainerd, MN, fishing and boating on Gull Lake. Though happy where she is for now, her long-term plan includes moving to Northern Minnesota full-time and becoming a lake property specialist. Given her willingness to adapt to change, Chris will undoubtedly do well then, and there, too.

Chris reports that, at this point, virtually all of her clients are referrals or repeat customers, adding she’s been in real estate so long, she’s selling homes to past client’s children—even grandchildren.

If you ask her what keeps people coming back, Chris credits staying in touch and building lasting relationships. She sponsors an annual client appreciation event, held around Thanksgiving, during which she gives away pumpkin pies or turkeys, and hosts a photo booth so families can snap holiday photos. She stays in touch with past and present clients year-round through social media, a quarterly note, and postcards. And she Top Agent Magazine

For more information, call 612-940-3447; email chris.johnson@results.net; or visit chrisjohnson.results.net https://

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SUSAN KARCHER As much as Susan Karcher enjoyed working in the fashion industry as a mother with young teenagers, her priorities began to change, and therefore so did her career path. “I figured, real estate was close to home, I could stay in my neighborhood, serve people, and still do something that I absolutely love, which is helping others,” Susan explains. “And it was the perfect choice!” Today, Susan has been in the real estate business for 14 years. Along with her Listing Coordinator and Transaction Coordinator, she serves all of North and Central Orange County, CA. For the last three years, Susan has been working with Redfin Corporation, and she has already built a substantial database of clients. She believes that her repeat and referral business can be attributed to her high level of customer service. Susan was raised to treat everyone with kindness, honesty and respect, as though they are family. She says, “This is a journey we travel together, from the moment we meet to the last box on the moving truck and everything in between.” Additionally, Susan stresses the importance of educating her clients throughout the process so that they can be equal partners. Susan knows that the process of selling or buying a home can be very stressful, with highs and lows along the way, her goal is to help and encourage her clients however she can.

This impressive care Susan gives to each of her clients is visible to everyone. As one client shared, “I can’t thank Susan Karcher enough for all she did to make selling my home possible. Not only was she totally involved and supportive, but she kept me up to date every step of the way, sympathized with me when things got dicey and then worked diligently to make things work, never pressured me but gave advice when asked. Bottom line, I always knew that Susan had my best interests at heart and would support me no matter what decision I made.

I couldn’t have asked for a better agent.”

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When she is not working, Susan seeks out other ways to help people. She teaches a Polynesian hula group with her daughters and family, which hopes to perpetuate the culture of Polynesia and share it with others. Susan also recently co-authored an award winning and Amazon Best Selling book with her husband entitled “Who are the Joneses Anyway?,” which encourages readers to stop living someone else’s life and start becoming who they are meant to be. Susan is on the Advisory Board of her favorite local charity Safe Families For Children, an organization that provides homes for children and gives them loving families when they are in need. Susan is very family-oriented, with two daughters and two stepsons, and says, “Family, Ohana, is the greatest gift of all, so I like to serve other families as well.”

“I love the interaction with people, and I like helping others,” Susan says about her job as an agent. In the future, Susan wants to continue working in real estate, and she is thankful that Redfin Corporation offers flexible opportunities and professional growth, she says, “This is a job I can do for a very very long time… serving and helping others is what I do best.”

For more about Susan Karcher, please call 562.640.0452 or email Susan.Karcher@Redfin.com TopAgent AgentMagazine Magazine Copyright Top

3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 118

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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AMY McLEAN “I had always been interested in real estate,” Amy McLean says. After owning and selling different businesses, Amy decided in 2005 to get licensed as a Realtor© instead. Within a week, Amy had completed the online class and passed the test, demonstrating her impressive motivation and passion for the field. In 2014, she and her business partner opened a property management company, which now works with about 125 properties in the area. Then, in 2017, she opened a new brokerage and recently merged with the area’s largest brokerage to better serve her clients.

Amy typically works as a seller’s agent, though she also helps buyers who come from referrals. “I love working with sellers,” she says, and “if they take my advice and do what I tell them to do, typically we’ll have their house under contract within a week.” To do this, Amy creates a foundation of trust. She is the only accredited stager in the area, which has given her the expertise she needs to help any client sell a home.

Amy also attributes her success as a Realtor© to her customer service. “I limit the number of listings I take because I know that to take care of them the way they should be taken care of, I can only have so many listings,” she explains. “And I treat them all like they are my only listing.”

Amy’s clients in Southeast Missouri are thankful to have found someone who is so established as a seller for the local market. As one former client shared in a review, Amy is “Very professional and knowledgeable.

Amy made our home selling and buying experience a very positive one. She explained everything up front and was always available if we had any questions throughout the selling and buying processes. We highly recommend conducting business.”

Living in a small town, it has been easy for Amy to get involved and form connections with many people Top Agent Magazine

in the area. Her son just graduated from the local school, and she continues to donate school supplies to classrooms and funding to their sports teams. Amy also has experience serving on the local Board of Realtors©, and she even served as the president of the organization a couple of years ago. In her free time, Amy enjoys watching her son play baseball and exploring the outdoors in her area. “I love going out and checking out some of the old history,” she says.

When asked what her favorite part of her job is, Amy says, “I love marketing homes to sell them. I love thinking outside the box and coming up with ideas and different things to do for them to stand out.” She also enjoys getting to know her clients, and as she explains, “Finding them the perfect house and knowing that that house is going to be where they make the memories with their family” is especially rewarding. Real estate is in Amy’s blood, and she does not see this changing any time soon. She plans to continue expanding her business, and as she says, “Just keep taking care of my clients and doing what I love.”

For more about Amy McLean, please call 573-718-3020 or email amy@amymclean.com 119 Copyright Top Agent Magazine

MELISSA MILLER Originally from Surrey, England, Melissa Gail Miller began as a professionallytrained florist in London who, by appointment to the Queen, arranged flowers for Kensington Palace. After moving to the United States, she then worked as a corporate and social event planner for seventeen years. While this was a job she enjoyed, it required eighteen-hour days and extensive travel, and a few years ago, she decided it was time for a change. Faced with the question “what should I do next?” she says, “I combined the things I love to do into a job.”

That job was in real estate.

agents with tools and ongoing training, which Melissa appreciates. She explains, “whether you’ve been in the business for 20 years or 3 years, you can learn something from every transaction. You have to be flexible and know how to pivot, and when something new comes along, you have to be one of the first to use it.”

Melissa uses Adwerx market-targeting technology to advertise properties and keep clients informed of outreach, and she keeps in contact on Facebook and other social media. She also makes use of old school methods, networking with other agents in her office, putting things in the mail, and calling her customers.

“Everybody is being bombarded with emails and text messages,” Melissa says, “so sometimes it’s nice to just pick up the phone.”

Three years in as a Realtor®, Melissa finds the qualities valued in her previous career transfer directly to real estate—creativity, attention to detail, tenacity, flexibility, and dedication. She says, “many of the components in purchasing and selling a property are like managing a large event,” such as working with multiple clients and multiple vendors. Though a solo agent, she’s built a corps of contractors, lenders, and other vendors she trusts, and she’s going strong. This year she anticipates closing on $6.5 million in sales, she’s been in the top 20% at Keller Williams South West for the last two years, and repeat business and referrals account for 70% of her business.

Melissa serves the entire St. Louis area, and though she represents both buyers and sellers, she admits first-time buyers are some of her favorites. Melissa like going through the entire process with buyers; sitting down with them and explaining everything thoroughly to “make sure they don’t have to ask a question because I’ve answered it beforehand.”

During her free time, she is either remodeling her house, working in her garden, helping clients to stage and redecorate their homes, or decorating homes for the holidays. It is clear Melissa’s interests match her career—and she loves it. “Every day is different. Every hour can be different. I love the variety. It doesn’t feel so much like work when you look forward to doing it everyday. And to have found that in a second career is unusual. So, I’m thrilled.”

If you ask Melissa the reason for her success, she says, “I provide a very high level of customer service.

I expect that from others and they can certainly get if from me. This isn’t a nine-to-five job. My clients know they can always reach me, and I think that counts for a lot.” She also credits staying current with industry changes. Keller Williams arms their

For more information, please visit zillow.com/profile/Melissa-miller1; email Melissa.g.miller@kw.com; and call 314-399-0522 www.

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Thinking of Listing?

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

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

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

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

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

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

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

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

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

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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DANA PATTERSON Dana Patterson has had two stints in real estate. “I practiced in the late 90s to 2000, took an eight year hiatus, then came back in 2010. With Masters degrees in counseling and English, Dana says she’s been able to utilize her education to help her successfully interact with her clients. “I have moved 15 times in my adult life, first as a young mother and later as a seasoned homeowner, so I understand the very real challenges of buying and selling a home from my customers’ perspective,” she notes.

title companies, appraisers, and inspectors. In many cases, I’ll even help clients remove the last roadblock to a successful deal by bringing in the right contractor-painter, plumber, roofer, or electrician.”

Dana recently moved her practice to re501 Realtor Partners in Little Rock, Arkansas, serving all of that state’s central territory. Dana reports that she is well on her way to reaching a goal volume of $7.2 million in sales. With a business that’s 30% repeat and referral clientele, Dana says she offers a unique niche. “I specialize in families moving in from either out of state or out of the area,” she says. “So I get to introduce people to this wonderful area and help get them acclimated.”

It’s not surprising that Dana receives stellar reviews for her esteemed work ethic. One client recently wrote: “The experience from start to finish and everything in between was above and beyond. Dana made the process enjoyable and stress free. She was resourceful and was always ahead of the ball. She made the home buying experience a walk in the park. We highly recommend Dana for your real estate needs!”

“The nature of the business has changed from just buying or selling real estate to acting as a concierge service,” she notes. “I help my clients navigate all the pieces of a real estate transaction: mortgage lenders,

To stay in touch with her clients, Dana relies on programs like BombBomb, a video email service, and video texts. “I think it’s very important for people to see a live, friendly face behind the name,” she exclaims. “It’s reassuring to them, and the feedback I’m getting is that people like and appreciate the effort.” She also markets her listings through BombBomb as well as through her newsletters.

What Dana loves most about her job is helping her clients make the best possible decisions about their real estate and financial future. “I like to tell my clients right off the bat that there are two sides to buying and selling real estate; an emotional side and a business side,” she says. “I go through every step of the process with them, so they are clear about what they are doing before they do it.”

As for her community service, Dana serves as a secretary for her Rotary club, which donates funds for programs and supplies to the local elementary school.

She also sits on the board for the Imagination Library, which promotes early childhood reading. When not working or donating her time, Dana loves to read, exercise, and visit her kids who live out of state.

Dana is currently making a huge professional transition. “I just changed agencies, because I need to grow with a company that has a bigger footprint,” she says.

“From there, I can help more people realize their dreams and goals.”

To learn more about Dana Patterson, email Dana@RE501.com, visit re501.com, or call (501) 786-2651 http://

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PAM ROSSER THISTLE Pam Rosser Thistle began her real estate career in 2007 when her public relations and marketing company was working for a real estate client. Through her marketing work for the company, Pam became interested in real estate. She decided to get her license, and hasn’t looked back. A lifelong Philadelphian, Pam’s love of the city and dedication to her clients set her apart.

a listing.” Pam also uses mass marketing techniques including social media and email blasts, as well as open houses (both virtual and live) to broaden exposure.

The results speak. In an average year, Pam sells over $12 million and has topped $20 million in her best years.

Pam serves Center City Philadelphia as a Realtor® with Berkshire Hathaway HomeServices Fox & Roach Realtors. “My broker has been behind me for 13 years,” she says. “I'm very proud of the company I work for and don't think I could have succeeded as I have without Berkshire Hathaway.”

Community involvement is important to Pam, and she is a past president of the Center City Residents Association, a community organization. She is also a sustaining member of Physick House, a historic home in Society Hill. When she is not working, Pam enjoys spending time with her family, especially her two daughters.

An impressive 75% of Pam’s business comes from repeat and referral clients, a feat she attributes to her consistency and familiarity. “There’s an association with me and Center City,” Pam explains. “It’s essentially a 20-block radius where I sell, and often I sell the same houses again and again. I know the area really well. I am exactly where I want to be.”

In the future, Pam plans to keep providing her clients and her community the best service possible. “I’ve always loved Philadelphia, and it’s a place I know well,” Pam says. “I love the opportunity to be an ambassador to the city and the area, to bring people in and share with them what I know. I also love being able to help my clients own something that can create wealth for them.”

That local dedication also helps Pam stay in touch with past clients. “I’m there for my clients as a resource long after the sale,” she says. “I check in after the purchase to make sure they’re settled in, and I’m always there if they need a referral for a contractor or anything else.”

Pam also keeps in contact via holiday cards and market updates. “I keep my clients top of mind. If something sells on their street, or there’s news that might be relevant to them, I will share it with them. I know my core sphere and what they might be interested in, which is also how I get referrals.”

Pam’s marketing approach is comprehensive and tailored to the individual listing. “I network with agents who sell in the neighborhood and who also work a specific market,” she says. “I know who might be interested. I reach out personally to those agents with 124

To find out more about Pam Rosser Thistle, visit pamthistle.foxroach.com, email pam.thistle@foxroach.com or call/text 215-432-7790 www.

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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.

Top Agent Magazine

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 126

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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PAULINA SALAZAR Paulina Salazar never thought she would find herself in real estate, but a persistent loved one convinced her to enter the industry she now loves. In a short four years, Paulina has built an impressive career from the ground up being a people person and an open communicator. “I’m very direct,” Paulina says. “Obviously, it’s a cut-throat business, and I think people really appreciate that. I’ve had a lot of tough conversations that I’ve had to have early on in my career.” She also strives to maintain a working relationship with her clients year after year. “It’s natural. I follow up with them. I get coffee with them, go to baby showers.”

Because of her honesty and compassion, an impressive 90% of Paulina’s career business has come from repeat clients and referrals, including 100% in the last year. Paulina’s clients consistently enjoy spending time with her and are satisfied with her work, and it shows in how quick they are to recommend and return to her services.

Paulina currently works on Dane Soderberg’s team in La Jolla. Soderberg is one of the most successful agents in San Diego year after year, and the fact that he’s accepted someone as new as Paulina on the scene says a lot about her ability. Paulina joined his team because of her desire to get a hold on the coveted luxury market: Soderberg’s specialty. Despite Paulina’s insistence on being a people person first and foremost, she did a staggering nine million dollars’ worth of business in her very first year, and that annual figure has only increased in subsequent years. She did 12 million her third year, when she broke into the luxury market, and is currently approaching 20 million for this year. The median price of Paulina’s transactions has hovered around $600,000, and while she wants to keep the clients she already has, many of whom she considers friends, she hopes to have at least 50% of her business be luxury homes within the next year and moving forward.

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Paulina loves her clients and wants to primarily to help the people she’s involved with, but that doesn’t mean she’s not ambitious. “I love negotiating and getting my offers accepted. It’s been a thrill for me,” says Paulina. I’m pretty aggressive when it comes to getting them accepted, and as far as the seller’s side, just really pushing up that price as much as I can.” Paulina tries to make buying and selling homes as enjoyable as possible for her clients.

It’s not always easy, but she has gotten so far so quickly through a combination of hard work, determination, and good old-fashioned charm.

Paulina maintains a healthy social media presence on Instagram and Facebook, where she networks and provides insight and advice for both people looking to purchase and sell homes, as well as aspiring agents.

She even wrote a free e-book looking to help new agents get their careers on the right track, which you can find on her website. She loves the beaches in San Diego and spending time with her family, and in her free time, Paulina likes to stay active by working out or playing soccer.

To get in touch with Paulina Salazar email paulinasellssd@gmail.com, call (760)-755-9377, or visit paulinasellssandiego.com or Instagram@PaulinaSellsSanDiego 127 Copyright Top Agent Magazine

DAWN WALDRIP BERTANI As a Realtor with Real Estate One, Dawn Waldrip Bertani is known as a knowledgeable and caring professional serving Oakland and Macomb counties. She grew up in Oakland county and moved to Macomb county eighteen years ago, just as she launched her career in real estate. As a result of her compassionate service and deep knowledge of the area, an impressive ninety-eight percent of her business comes from repeat and referral clients. “I care about my clients. I’m as fussy about the houses they select as they are—if not more,” she says.

Dawn has always known how to turn challenges into opportunities. She was a small business owner with a company providing transfer of off-lease vehicles, but after September 11, 2001, that work slowed down considerably. As a single mom, she hadn’t yet followed her dream of being a real estate agent because living on 100% commission seemed too risky. But when she found herself with more free time than usual she decided to become a Realtor. After two years working dual careers, she took the leap and became an agent full-time and she says, “I still want to be a Realtor when I grow up.”

Her clients rave about Dawn’s integrity and honest approach to real estate sales. They say she educates them about each step of the process, and never pressures them. Instead she helps them make informed decisions. “I want my clients to know all of their options and be able to make an educated choice,” she says. Her dedication hasn’t gone unnoticed. In 2017, she was selected—out of more than 2,000 agents—to receive the Real Estate One Integrity Award. In 2018, Dawn added branch manager to her resume and now shares her knowledge with the other agents in her office.

When it comes time to market listings, Dawn takes advantage of all the resources offered by Real Estate

One along with several tools of her own.

She insists on professional photography to ensure that buyers looking for a home online see the listing at its absolute best. She conducts a thorough marketing campaign that includes social media.

Dawn appreciates the flexibility of real estate, which allowed her to serve her community while raising her daughters, who are now adults. “I was a single mom for twenty years. Working as an agent allowed me to be present as a mom while having a full-time career.” Dawn is a member of the Grosse Point Board of Realtors, as well as the Greater Metropolitan Board of Realtors. She is also a trainer for MiRealSource, her local MLS. In her cherished free time, she enjoys spending time with her family, watching Hallmark movies, and listening to audiobooks.

For the future, Dawn plans to continue growing her business by always keeping current on her skills, communicating with her clients, and continuing to build a solid team of agents in her office.

For more about Dawn Waldrip Bertani, please call (586) 524-4354, email dawn@dawnwaldrip.com, or visit dawnwaldrip.com www.

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Newer Agents: More Questions to Ask Yourself—Are You Stumbling or Up and Running?

By Carla Cross

N

ewer agents: Are you ‘stumbling’ or ‘up and running’? It’s estimated that over 50% of new agents fail their first year in the business.

From talking with thousands of them throughout my coaching, managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting little guidance from their manager.

Not having the combination of these two things almost assures their failure.

In an earlier article, I gave you five questions to ask yourself to truly get ‘up and running’.

Now, here are five more.

Ask yourself: Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!)

Key point: Use the time lines in Up and Running to project your income. You don’t want Copyright Agent Magazine Top Agent Top Magazine

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Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time!

Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working).

Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent.

Do I have a budget so I know how much money I should be spending in marketing my listings?

Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too).

Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 130

fall off my start-up plan (to keep me from failing)?

Key point: Most new agents drastically underestimate their mental toughness in the face of adversity. Studies show that having a mentor, a coach, someone on your side, greatly increases the chances of your success.

Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)?

Key point: All the successful people I’ve ever met have a method to ‘keep themselves up’—diaries, logs, inspirational notebooks, readings, CDs, etc.

That’s why I put so much inspiration and motivation in Up

and Running—we all need it!

Give yourself every chance to succeed to answering ‘yes’ to all of these questions. You deserve success!

Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc., and Carla Cross Coaching. She is an international speaker in real estate productivity. Carla is the author of 6 internationally published books and several productivity-producing programs for real estate agents and leadership, including the new 3rd edition of Up and Running in 30 Days. See her programs at www.carlacross.com, or contact Carla at 425-392-6914.

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CHRISTINA WARD After moving to Boise, Idaho to play volleyball in college, Christina Ward explains, “I stayed here because I fell in love with real estate, the city of Boise and met a boy who is still my husband.”

Christina has now been in the business for 16 years. She and her team, Christina & Company, represent a variety of different styles and always do their best to put the client first. “The only people allowed on our team are people that will do more than expected,” she explains, which ensures that clients get the best possible results.

This high level of customer service allows Christina and her team to sell about 150 homes per year, with 84 percent of their business coming from repeats and referrals. The expectation for every transaction is to “Tell people what you’re going to do, do it, and then tell them you did it,” which allows each team member to maintain close communication with their clients and anticipate their needs. Christina always makes sure to treat people like family and do the right thing, as she knows that the people she works with are her clients for life, even if they do not sell or purchase a home the first time around.

her very busy, and she even serves on the board of her kids’ school in order to put her “time and money where it’s needed the most.” This being said, she still contributes to cancer fundraising through teaching classes on how to fundraise, which have had an exponential impact.

Each year, Christina’s team gathers the support of businesses and clients to participate in a Home Makeover to help a local family in need. In her free time, Christina values her health and wellness, saying, “If we can’t take care of ourselves, we can’t take care of all the other people.”

While working with her clients, mentoring her team and parenting her children, Christina always puts an emphasis on teaching. “It brings me so much joy,” she says, and her favorite part of her job is when her clients say they felt like the only client. In the future, Christina wants to continue to grow her business through hiring exceptional talent so that she can help more people in the community, while still making every client feel important and unique. “I love real estate,” Christina says, and this passion has already led to fantastic results.

Christina believes that the relentless work ethic of every team member sets them apart from other realtors and it appears that her clients would agree with this. One former client shared in a review, “Christina Ward and her team did such a wonderful job helping me to prepare and sell my home in a very short time!

She is high energy, positive and always motivated to go the extra mile to ensure all of my needs were met!

Do yourself a favor and have her sell your house, you will not be disappointed!!”

Within the Boise community, Christina loves making new connections and relationships. She spent years working with cancer fundraising through helping with events and running marathons, but as she says, now her life is a marathon. Christina’s two children keep Top Agent Magazine

For more about Christina Ward or Christina & Company, please call 208.869.2444 or email Christina@christinaandcompany.com 131 Copyright Top Agent Magazine

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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BRUNO ZANOTTI Bruno Zanotti entered the field of real estate as a notary public, and watching clients sign paperwork they often didn’t understand, he found himself trying to fill the void whenever he could. He says he “knew there was more—more I could control. More ways I could be of service.” So, he began taking real estate classes, studied for his license, passed the exam, and became an agent himself, vowing to do a better job.

Now, as an agent for Park Regency Realty, he primarily serves the San Fernando and Santa Clarita Valley, but he also has clients in San Gabriel and Simi Valley. This past year he has assisted more out of the area sellers than usual, along with his diverse sellers and buyers. He is in an expansion mode, actively looking to take on business that reflects the melting pot nature of American society.

To this day, he says, “I tell my clients, I’m going to explain to you as much as possible. The more educated you are about the process, the better.” Bruno understands the client is the ultimate decision-maker and the person that must live with those decisions. He tells them, “Sometimes there are challenges, but we’re going to work it out together. I’m in the role of an advisor—your corner-man, your cutman, your trainer, your promoter.

You’re in the ring fighting, and I’m going to give you all the tools you need to succeed.”

His clients appreciate his professionalism, attention to detail, honesty, and open communication; in past years, his repeat customer and referral rate has hovered around 70%. Consistent five-star client reviews mention Bruno’s valuable insight, local market knowledge, and willingness to go above and beyond to make sure things go smoothly. Past clients also note his dedication to making sure they understand every aspect of the process from contract to closing—fielding any and all questions and providing thorough answers. Bruno says this is what sets him apart, “It’s being authentic,” he says, advising, “Be as true as you can to who you are.”

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It’s also what he enjoys most about his job.

He says he can see when “the light bulb goes on” in someone’s eyes and he knows things are making sense. He loves guiding and teaching his clients so that when it comes time to draw up an offer or negotiate a deal, they are together with him on the same page.

Bruno puts the same level of energy into marketing properties, staying in touch with clients, and expanding his sphere of influence. He posts listings online, sends out mailers and emails, calls, and when the environment allowed for it, held open houses and knocked on doors.

Bruno makes it a point to reach out to clients at least once every two months by whichever mode of communication they prefer—email, text, or telephone. Clients become friends and Bruno is invited to birthday parties, baptisms, and weddings. For Bruno, it’s more than just business, it’s building relationships and building a community that is “constantly growing and evolving.”

Outside of work, he is devoted to his family and his growing, evolving community. Besides being “a girl-dad to two daughters,” he serves on the PTA, supports local charities with time and resources, and is a member of Toastmasters, where he helps with corporate outreach.

For more information, call (818) 321-2746 visit zillow.com/profile/homesbybruno4; or email HomesByBruno@yahoo.com www.

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