NATIONWIDE & INTERNATIONAL 11-5-18

NATIONWIDE & INTERNATIONAL EDITION

EASY BLOG TOPICS

FOR YOUR REAL ESTATE BLOG

Tips on Being a GOOD TEAM LEADER

Thinking of Listing?

Nine Ways to Get Ready

FEATURED AGENTS

MATTHEW DE FEDE CRAIG & NICK FALLICO STEFFANIE HENSLEY SUSAN MORRISON MICHAEL NAJAR LILLIE NEFWANI KLAUDIA PIOTROWICZ MATTHEW RASMUSSEN BRAD TAFLINGER ANN WILSON LISA YATES

COVER STORY

Sarah Leonard

NATIONWIDE & INTERNATIONAL EDITION RE/MAX Executive Realty is proud to Congratulate

Susan Morrison 6

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SUSAN MORRISON SARAH LEONARD on being featured for the State of Massachusetts in Top Agent Magazine!

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STEFFANIE HENSLEY

CRAIG & NICK F MATTHEW 30 DE FEDE

Top Agent Matthew De Fede -For Broker/ was a plea father and“Matt son duo Craig and NickElite Fallico, with real estate runs in Owner of Realty Executives the purchase BILL WRIGHT | RE/MAX EXECUTIVE REALTY Fallico Homes in Nutley, New Jerseythe - family. runs The for first us. We wereto 508.520.9882 enter the business was Craig’s a cutting-edge, full-service brokerage we wanted out of www.remaxexec.com father Al (Nick’s designed to assist both buyers and sellers in the grandfather) best way po 308 West Central Street Suite E, Franklin, MA 02038 who started Fallico Real Estate. with the often-convoluted process of thank him enough Offices: Franklin, Grafton, Holliston, Hopkinton, Marlborough and Medfield MATTHEW DE FEDE CRAIG & NICK FALLICO “He was immediately successANN WILSON buying or selling a home. Matthew’s Realtor that is wo ful,” Craig explains. After workpersonalized service, coupled with his make sure everyth ing as a Spanish teacher, football strongcoach embrace of new and emerging and wrestling coach for high school students, Craig technologies, have Matthew decided to joinresulted his fatherinashis an everagent. Every year hasand beenhis a CONTENTS growing reputation as a real estate professional who consistently market constantly good business year for the Fallicos, even through the recesplaces his client’s needs front and center in every completed, the to lis sions in the 1980s transaction. and 2000s. And when Nick decided out on all the so join his father in 2012, business continued to boom.

After 4) EASY BLOG TOPICS FOR 21) A COMPILATION 35) 8 THINGS graduating with degree ininmarketing Michigan Statea Matthew began his journey in real estate as anainvestor 1996, from services, as well YOUR REAL ESTATE BLOG OF GOALS FROM MYhis agent’s SUCCESSFUL University, heinwas well-equipped to jump“Every into realone estate. and officially obtained license 2004.

Since PEOPLE then, of our COACHING CLIENTS NEVER he has worked hard to implement his overall DO customer-first out to home buye “When hewebsite: came on “We it waspledge the besttothinghome ever,”buyers Craig says. philosophy, as stated on his company’s in o “He’s unbelievably productive, and has made us well-known 9) 5 MORNING HABITS 39) THINKING OF LISTING? be in constant communication with our clients, keeping them social media. We are everywhere.” Today, they work TO MAKE YOUR DAY 25) LIVING ON throughout the through fully informed entire buying orWAYS selling process.

The future looks TO GETDream as TeamNINE Fallico under the brokerage Town Realty I believe that if you’re not left with an amazing experience, I tional offices. “W SUPER PRODUCTIVE COMMISSION READY in Chicago.

They serve Park Ridge, the northwest side of haven’t done my job.” brand Chicago, Edison Park and the northweststrong suburbs.

Overamo the forty years. years, the42) Fallicos have sold a home on every street Park DAILY HABITS THAT inNew The exceptional job that Matthew andthe hissame company are doing quickly,” Ridge, area where Craig is has spent most ofhehissays. life 17) TIPS ON BEING A 31) WHY DELEGATING WILL INCREASE YOUR perhaps best evidenced by his combined of grew repeat and referral in Northern New and whererate Nick up.

GOOD TEAM LEADER IS THE KEYwhich TO LONGMENTAL STRENGTH business, hovers around a staggering eighty percent.

When over to a manager LASTING SUCCESS “It’s just about professional your asked to account for this exceptional level being of client loyalty,and putting working onclients other first,” Craig and Nick explain.

“Our clients know we really Matthew points first to his embrace of social media marketing is to continue pro about them and that our main Their technology, and his in-house care creation of such.

“I they’re consider thatpriority.” has become to real estate is multifaceted, with education, ourselves much more of a realapproach estate marketing company and success through a marketing, and guidance being the main themes. Craig has less a real estate office,” explains Matthew, who previously spent the satisfaction of Phone 888-461-3930 | Fax 310-751-7068 been a coach for every sport in the community, and he loves twenty-nine years as a Creative Director in the advertising and mag@topagentmagazine.com | www.topagentmagazine.com to use those leadership skills to guide his clients throughout marketing fields. He also gives their a nod to his exceptional customer Meanwhile, Nick has a natural flair for No portion of this issue may be reproduced in any manner whatsoever without prior consent transaction. of the publisher.

Top Agent Magazine is service and relationship buildingadvertising, skills. “I understand that buying bringing in more new clients than ever before. published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent or selling a home is more than just a transaction, it’s a80life“Our business was previously percent referral-based, it is Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send changing experience,” he says. now “That’s why I because offer personalized 65 percent of all the new clients coming from inquiry to mag@topagentmagazine.com. service for all of my clients andourtake great pridemarketing,” in the relationsocial media they explain. They also put Published in the U.S. into marketing their listings, ships I build, and always work effort relentlessly on the client’s behalfposting them online and makinggoals.” sure they have the best 3D imaging, videography, to help them achieve their real estate 2

photography and signage. Craig loves to put up weekend Top Agent directional signs, making itinbound easy for Magazine passersby to find the “We have a very robust social media presence, and a very listing.

“We put them up on Saturday morning and take them content-driven marketing program; we’re very hyper-localized,” down on Monday morning,” he says. All of this has resulted

MICHAEL NAJAR

LILLIE NEFWANI

el Najar puts in the legwork for know his he says. “Our job is to help our clients scheduling a contractor for repairs or findYou never where opportunity will strike.

- literally. “I knockFor on Lillie 50 to Nefwani 60 accomplish their goals, whether 34 that’s ing a great cleaning company 37 33 gym, to clean their it was at a boxing Monday through Friday looking for downsizing, upsizing, or anything that ® house before listing, I take the stress out of where she met a Realtor who was building his ctive sellers,” he says. “My team and we can help out with. And it’s not just to help someone as a call center about rep. getting the property. We try to be their hands and make myself available Top Agent Klaudia Piotrowicz of on the phone from 8 team AM toand 11 needed AM get everything scheduled for them, selling or “I had never considered Real Estate as a career Halo Realty in Piscataway, New single morning prospecting, looking a one stop shop for all their needs, from largesthas transbecome well-known as pathbeen before,” as a the property to making it right for purchasing a home is one of theJersey yers and sellers. And I’ve doing she says. “I started working buying nce I got into the business.” them. We have a vendor app that we use; actions many people make in their a dedicated, knowllives and compassionate, it caller on his team, setting listing appointments if someone says they need a painter or deserves first rate attention,” sheedgeable Realtor who possesses adds. with sellers. I discovered that I was really good ichael that prospectingatisit,theand biggest we have 130 vendors in this a fierce work ethic. All of those decided to start using my licensea plumber, to his success, and it allows him to find app that we provide NEFWANI to our clients. There NAJAR LILLIE KLAUDIA PIOTROWICZ attributes result in her Lillie takes great care of her clients, and combined her actively sell RealMICHAEL Estate.” ht homes and buyers for his clients. are multiple vendors in each category, so reputation as one of the strongest community as well.

She’s the co-chair of the e the matchmakers of real estate,” he our clients have more choices. Every day tthew Rasmussen of How NP Dodge Real that site. Among them are this one, which client advocates community committee of and the currently working four and a half years ago, andofon now did Brad Taflinger become one to make engagement sure we are totally involved If someone is lookingThat for awas specific isthe a new adventure in figuring out how to want ha, Nebraska brings to the real estate perfectly illustrates the experience of working in the Garden Junior League of the Tucson, a women’s group Lillie is anonand integral part of real the Danny Roth neighborhood and there’s nothing serve and support my clients. That’s the engaged most trusted well-known estate and have right so we State. Additionally, 41in helping 43 information 38 agents h of industry knowledge. A former with him: “Matt was instrumental usher affiliation with Halo –and which represents rket there - and here in San Diego inventory can bemost biggest thing that I loveRealtors about thisinindustry.” dedicated to voluntarism.

“We set up different volunteer Team and is one of the successful young in Central Indiana?

A near tragedy led Brad to can best serve both buyers sellers,” he not only New Jersey, Matthew hascall, nearly two door decades of we will mail find our first home. He is knowledgeable about ow - we will we his will knock, but New Yorkisand Pennsylvania as well – allows listings Lisa Yates’ journey in realher estate begantofa events throughout the community and give back anyway that Tucson.

She is particularly known for her thoroughness.

“I successful career and proved he’s capable says.

“Knowledge power.” orking buyers steeratus away from We do with that just to seeand if wesellers, can getand a potential listing Michael puts structural in the hoursissues heand can helped spend time home be seen by an incredibly broad a definite earlier audience, than most. At the age ofadvantage sixteen, sh we can, which is such a rewarding experience.” make sure that follow through with doing forwith mysopotential clients of making the Ibest of any situation.

While nown locally as a trusted real estate homes problems.

He responds area, because that’s where our buyers want to be.” with his family. “I have two beautiful kids and a beautiful began assisting local Realtors. what I promise,” she explains.wife, “I don’t make false works hard to keep hisworking clients happy. quickly andpromises when weover were to make anover in the construction industry, Brad When it many comesother to marketing listings, Bradher parents at their home and I spend my time with them theready weekend,” grown real estate xcellent customer service has resulted offer, he set up a meeting immediately…He is Lillie also takes care of herself by spending a little time on firm, learning the rope to get their business.

I’m genuine and pride myself on providto build a the portfolio rental en with all that time began in the field and on phone of he says.properties “I work hard Monday through Friday, but I understands that most buyers start their search of the industry and earning first-han Klaudia, former teacher, got her start in the hat is based almost entirely on repeat and respectful a great guytotoonline. work self relaxation.

“I justHe gotuses really into hot yoga, whichposting is a lot industry in a manner ing excellent customer throughout their experience.” with guidance a service real Then a thorough approach, cting, Michael makes sure hethe makes space toofkeep in estate have aagent. reallyfriendly balanced life.

We haveand annual passes experience.

Twenty-six years later afte errals, a sure sign of success in the with.

We would absolutely recommend him to that truly demonstrates her resourcefulness and problem solving with his clients. “Communication is very important,” whenever we have a chance we takeShe the says. of fun.”

“I also have twoMLS dogsand that arethe mymajor little Lisa one morning when he was on Disneyland, his way to so work all properties on the all her career launched, since built itive worldsure of real estateallsales. anyoneand looking to buy afrom home.” abilities. “I actually co-owned a property with anhasex-fiancé,” s.

“I make I return calls in a timely manner. kids to Disneyland disconnect real estate.”

KLAUDIA PIOTRO

MATTHEW RASMUSSEN BRAD TAFLINGER

LISA YATES

babies. Oh andreal I love karaoke!” he wasthoroughness hit head on lets by apeople drunk driver.that When estate websites.

For luxury listings, he of her own, along wit That know they’reBRAD in good thriving enterprise TAFLINGER LISA YATES MATTHEW RASMUSSEN she 3D explains, “and after separated I wanted to get my name at an appointment I make sure when I get back to Brad’s real estate agent to visit him, Brad creates Matterport toursweasoreputation that potenhands.

“My clients cancame tell that I care more about believes them than for diligence, creativity, and lsI his first experience in real estate as Matthew that another reason for his return all my calls before I head back to the office.

Entering his fifth year in the business, Michael is already offrocking of the house without having tounique pay an attorney. So, needconfided in him that—due to his injuries—he tial buyers can get a true sense of the But when she’s not the mic, Lillie is making new just closing the deal,” Lillie says.

“My ultimate goal is to proven track record of success. years and helping his which keep success is his willingness take on- challenging owas usetwelve programs likeold Trello and Monday, looking towards his future.

“I want to to expand right less to say, went estateEstate school so I could learn the law could no work The agent features offavorite the I property before scheduling connections, which partto ofreal the Real busihave clients refer me toconstruction. their scenarios, family and friends in the future th a construction “I a baseand histapping ability as an investor himself to and view each is her llers informed ofproject. where wehelped are longer inhim the dig transaction now we’re only into 50% of San Diego, and separate myself from the home.

And suddenly it became a said, you get license andmy come a viewing orLisa attending an open house.

After lls “It was really hard dirt, don’t and we worked through investment lens.

His Today, spearheads her work under the banner of RE/MAX Sele ness.

“I longstanding love so many different people from all walks and I“Why know that Iwith have to your leavetransaction them with a WOW experience s. Itfondly. just allows us to be very transparent them.

I’m setting sightsanon expanding further north,” hemeeting whole different venture for me, and I realized it was a passion weeks that summer.

It was my first job.”

At the age reputation in the local real estate community also comes Realty as Brad, co-head of the Joe and Lisathat Yates work me?” did just that, finding with clients rave heTeam, alongside her fathe of life, different stories,” shehis says.

“I’ve always been mer service and communication are keyBrad for us.” says.soon “In the next three years I want to have six with agentsallworking to getfor such loyalty from them.” ofwho mine.”

Obtaining realtoday. estate license in 2017, she found w began his own construction and for worked into play, allowing offers more easily still practices realher estate on our team that arehis making 15tohow tobe30accepted transactions every he has company, a true talent the industry.

“When people ask me goes above and than beyond, spending to ensure heTogether, underthe type of person that likes to helptime and connect with people they serve clients acros success almost instantaneously, seventeen properties and off periodically renovating his estate, own homes would for new, more unknown agent. trust otherand chael no–two days areIAs the “The biggest single year.

Myaultimate goal isLilto recreate my“The success greater region,because with selling a They specialty gotsame. real Ithing say–I‘by they accident’ because that’s literally stands their goals can helpPittsburgh them achieve them. whenever I can.

WiththeReal Estate it’s amazing I get in serving the metr a into Real Estate Consultant on the Danny Roth Team, cadereal before a skiing injuryday sidelined him, forcing agents have developed with me helps me put deals together,inarea’s her very first year, a stunning achievement by any measure. bout estate is that every is a new adventure,” in other agents.” eastern suburbs.

Likewise, Lisa has built considerable exper how it happened,” heshe says with her his clients characteristic smile.

He’s also citepeople his knowledge of such both athe and of housing help bigindustry part of their lives.” lie makes sure the entire new career in 2000. Fortunately for histhat clients, heguides whereas newerthrough agents struggle more. to They’re writingaccomplish theKlaudia, who represents both residential and commercial propence working with new construction properties and capably guide now beenfrom the business 34 years and leads team construction how he generously uses his expertise for process start to finish.

“On the Danny Rothaelse, Team we te, and he is now ranked as one ofin Omaha’s Top 10 forsame offer as everyone butthat if all things are similarand or the buyersalso through home-building process.

“I’ve worked for man erties, workstheBrad’s with many investors, and is able to provide includes a buyer’s agent/closing coordinator—who has been their benefit and their needs.

What’s favorite part of Lillietrusted also uses socialyears media to make connections with other aretoconsultants thatiswhen ver $156 million in sales his credit. by design, which same,means the seller going you to gowork with the more agent.” assisting myreferral father with developments,” she profesexplain them challenge with a solid baseseveral of contractors and other with foron over decade—and job? “It’s a different everyday!” says.

“The Realtors in the business.

“Social media isconstruction such he a huge part of with Brad anyone ourateam you get aan fullassistant. suite of services, unri- the “His expertise in new sionals who do not cut corners. has helped me tremendously, an inspection process isn’t as itassisting used tomy be.clients Ittooften its his enormous repeat andinsight referraland business to When he’s not working, Matthew spending time the business forwith referral clients, andas also a great way meet valed an unprecedented process,” she says.

“Forenjoy I have asimple passion for as they fulfill their dreams o ® factors, some of which are and clearly informed by located hisa family, attending church, and outdoor activBrad team are in Delaware County and numerous involves repairs that need to be done and negotiations back amazing Realtors instance, ifhis I’m working with seller that needs help with across the nation!” building a home.”

Over the course of her lengthy Lisa has als The majority of Klaudia’s business is based oncareer, word-of-mouth on background. “I’mcurrently really good at helping my ities, including jet are skiing.and He forth. also works with serve all of Central Indiana.

Many skiing of his and clients I enjoy those challenges.” built a substantial repeat andher referral clientele, which no referrals from thosebase whoofappreciate friendly, highly-conscir homes ready to sell,” he says, “as far as staging, disabled vets to find them housing and get them back on their investors who work with Brad again and again. What keeps amounts to more than half of her business.

In describing herWhen profe entious approach to working with both buyers and sellers. ust knowing what will show up on an inspection. feet, a particular philanthropic passion of his. his clients coming back and eager to spread the word about Brad has been active sional on thestyle, local Lisa board andanhas served the personal attention, an cites eager workasethic, of that stuff done in the first week.” He also uses a asked what else she thinks might contribute to this high level Brad among their Najar, sphere visit of Looking influence?

“Because I have a president for two separate terms.

He works eleven a drivers of her succes relationships as some of thehours foremost To find outcamera moreto about Michael his website at TheNajarGroup.com, uality Canon take photos of his listings, to the future, Matthew plans on increasing his leveloflasting confidence others place in her, she grows thoughtful for a thus far.his What’s more, free her in-depth construction background, I can about some day,more six days but in cherished time heindustry enjoys and regional knowledg hiring someone to doat it619.277.1230 for him. “I’ve been of give social mediainformation marketing, doing work aonweek, themoment call him or told email him at more mnajarkw@gmail.com before replying.

“I think it’s because I do my due diliserves her well properties to potential buyers than most agents I can bringhis relaxing in a cabin Tennessee with in hisguiding family.clients Brad’sthrough son is the buying and sellin have someone else take my photos, but I believe construction side, can. and continuing work assisting home-in gence,” she says.

Klaudia takes copious notesLisa while working work join hardBrad’s and I’mteam. very thorough,” explains.

“M a lot toand thethe table from that stand he says.

Brad and his includes studyingcontinuing for his license and will“Isoon “For time I spend at your house, better I know lesspoint,” veterans.

Of course, his plan to processes. with her know clients, assuring thatready she isand staying ontotop of their wants Copyright Top Agent Magazine clients that I’m always willing go the extra mile t e better job I can do for you.respond It’s moretopersonal.” provide manytograteful clients withthe the future, very best service team clients promptly andhiswork accommodate I want to continue growing my team, serving my and needs, and she provides themalongside with their own book of pertihelp them.plenty Whether I’m working Omaha has to offer. helping people,” their schedules. “We bend over backwards for “I ourlove clients,” clients,says and Matthew. ensuring we have of business coming in to a buyer or a seller, I kee nent paperwork.

“For the most part, my transactions go very my clients’ best interests at heart.” gent on Zillow.com,heMatthew holds perfect “I also like todedicated help themtoachieve their dreams and get the househe says. Now those are worthy goals that says. He andahis team are continuing support everyone!” smoothly,” says Klaudia. g comprised of dozens of glowing testimonials that they desire.” education, staying on top of new trends in the industry. “We will surely benefit Brad’s clients and community!

Considering how long she has been active in the business, Lisa To find out more about Lillie Nefwani, visit https://thedannyrothteamtucson.com, adept incherishes applyingthe insight and experience to identify client Klaudia relationships she forms with herherclients.

Lillie Nefwani call (520) 250-3888 or email Lillie@dannyroth.com; Youtube: needs. With proven abilityshe to creatively “Irespective build friendships witha all of them,” says. Sheproblem-solv also does a and a knack listening,check Lisa turns a complex transaction into six-month andfor a one-year in with all of them, religiously. straightforward on client behalf Iofhaven’t her clientele.

“I contact think outside “There isn’t onegoal single kept in with,”th Top Agentthings Magazine my clients’ perspective boxsays. andCopyright I’m able toalso consider she Klaudia gives each from of them a very personal, she says. “After all these years in the industry, I have a good fe customized gift at the completion of the transaction, one which for people and I’m able to translate my clients’ criteria and goa by listening to them. I’m able to help them pinpoint exactly wh they’re looking for and what would best serve them. I’m also a outgoing person and communication comes naturally. I’m able t To find out more about Brad Taflinger, For more information about Matthew Rasmussen, use that skill to connect with clients and understand and enact wh themovingmachine@gmail.com, call (765) 748 - 2104, please call 402 - 657 - 1969 or email IWorkForU@icloud.com they’re trying to accomplish.”

35) HOW TO OVERCOME YOUR WORKPLACE FEARS

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

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

Please contact mag@topagentmagazine.com or call 888-461-3930 for ad rates and information.

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or visit taflingerteam.com www.

3 tradition Copyright Top Agent MagazineWhen it comes to listing properties, Lisa leverages both

and digital marketing practices to deliver results. She begins wit high-quality photography to showcase homes in an immersive ligh

Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) 4

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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5

SUSAN MORRISON Susan Morrison prides herself on being reachable at all hours of the day… with one exception. “My phone is with me almost 24/7 with the exception of when I’m with a client,” she says. “It’s important to me that a client gets my undivided attention, and I want them to feel that they really are the only client I have at that moment.”

That’s just a sample of the dedication to customer service that Susan picked up from her previous career in the airline industry. “Back in the 80s, which is when I started in the airline business, they were all about service,” she says.

“I credit a lot of my success to Delta Air Lines because I learned that service is more than just answering the phone, it’s what you do for the client after that call.”

One of the ways that Susan serves her clients in the Metro West Boston area is walking them through the home selling processes. She explains: “I create lists for my clients, about preparing their home for sale and what they’re supposed to do once an offer is accepted, so there’s never a question of what the next step is. I guide them through every step, right until the end. And again, I’m always accessible... unless I’m with a client!”

For Susan that level of service is why a solid 75% of her business comes from repeat clients and referrals. “I sleep like a baby every single night, and the reason I sleep like a baby every single night is because I know I have done right by my clients,” she says. “Whether it’s making a deal or killing a bad deal, at the end of the day I’m always truthful and always working in their best interests, and they know it. Not only does that make them think of calling me again

in the future, but it makes them want to pass my name around.”

Susan is deeply involved in her community.

“I’m a big believer in giving back to your own local folks,” she says. She does that by sponsoring various events at the local schools in Franklin, Massachusetts, but also by supporting people going through challenges that she, as a cancer survivor, experienced herself. “When I was going through my treatments 14 years ago, I was lucky that I was able to go go home and be with my family every day. A lot of people travel far to get treated at local hospitals, and they have to stay in hotels, which can be costly. My family and I established a thing called Flickers For Hope, and we raised thousands of dollars and each year we go to the Hope Lodge in Boston.

“The Hope Lodge has 40 rooms of free lodging for cancer patients from outside of the Boston area,” she explains. “And cancer doesn’t rest, and it doesn’t take holidays off. These people are there through major holidays like Hanukkah or Christmas. We raise money every year and bring them Christmas trees or Menorahs to their rooms, and it’s been such a great experience.”

Today Susan’s kids are finishing their education, but once they’re done she’s interested in branching out. “Once I get the kids through college I’ll consider looking at a different type of business within real estate,” she says. “Perhaps commercial real estate. But for now my expertise is in the resale market, and single family resales are what I love and do best.”

To find out more about Susan Morrison , visit saysusansaysold.com, call 617 - 686 - 8178 or email susan.morrison1@comcast.net http://

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Copyright Top Top Agent Agent Magazine Magazine

Marci Hill, Esq. is proud to congratulate

Susan Morrison

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

Kirzner, Fuchs & Hill, LLC | Marci Hill, Esq. (617) 278-0203 | marci@kfhlaw.com www.kfhlaw.com 1674 Beacon St., Brookline, MA 02445 577 Massachusetts Ave., Cambridge, MA 02139

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RE/MAX Executive Realty is proud to Congratulate

Susan Morrison

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

BILL WRIGHT | RE/MAX EXECUTIVE REALTY 508.520.9882 www.remaxexec.com 308 West Central Street Suite E, Franklin, MA 02038 Offices: Franklin, Grafton, Holliston, Hopkinton, Marlborough and Medfield 8

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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Sarah Leonard Top Agent Magazine

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In 2013, Sarah Leonard independently closed 208 deals—the MLS awarded her for most closed transactions and she ranked as the #1 Re/Max agent in Illinois.

at a very young age, Sarah joined some teams before working independently.

Sarah Leonard stepped into her dream career at age 15, without realizing it. Sarah, now headed towards finishing her second decade in the industry, she first built a successful, independent business and now has formed her cherished team within Re/Max Suburban of Chicagoland. “When I was 15, I answered phones and scheduled appointments for local Re/Max agents; it was one of my first jobs!” Right away, she says, Sarah saw that real estate was nothing like the widely held misconceptions. “People assume that agents have all kinds of freedom and make their own calendar,” she says. Having learned and gained so much from the experienced agents 12Copyright Top Agent Magazine

By 2013, Sarah independently closed 208 deals; the MLS awarded her for most closed transactions and she ranked as the #1 Re/ Max agent in Illinois. “That was a great accomplishment, but when I reflected on it, I realized I hadn’t taken time to do anything for myself aside from work.” Missing family, vacationing, and sleep, she began forming the Sarah Leonard Team. Beginning with hiring her sister to run office administration, she later added two, licensed buyers’ specialists. “When our agents get busy, we carefully select someone new who is a good fit for the team. That way, each of us has life balance.”

Currently comprised of eight agents, three of Sarah’s agents focus on listings and five on buyers. She also employs three transaction Top Agent Magazine

coordinators, two listing coordinators and a night/weekend staff member.

“We like making every transaction no-stress for the client; having this kind of team allows Top Agent Magazine

us to do that,” adds Sarah. “Every transaction has moving pieces. We’re proactive with our clients so that nothing is missed; everything goes off without a hitch.” Covering Northwest and Western Suburban Chicagoland, SarCopyright Top Agent Magazine13

ah’s team also offers their combined, deep understanding of the market and its amenities, as well as the benefits and schools in each local community. “We get to know our clients, educating them on the communities and what might be a good fit for them.”

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The fact that clients keep coming back for new purchases or sales speaks to the excellent service they receive from the Sarah Leonard Team. “During the transaction, we’re in touch daily, sometimes even hourly!” Everyone always knows where things stand, with no surprises on timeline and what to expect in days and weeks to come. For sellers, this means taking the time upfront to help prepare the home before strategic pricing and photograTop Agent Magazine

phy, plus online and print marketing.

“We use every kind of technology we can to get broader exposure for listings,” says Sarah. “We’re always trying new kinds of ads or targeted social media promotions.” This all happens in addition to targeted print mailings and outreach to the brokerage community, broker tours and community open houses.

“We truly have the best job on Earth!” adds Sarah. “We see our clients on a regular basis Top Agent Magazine

and hold monthly or bimonthly events throughout the year to catch up with people and learn what’s going on with them.” Additionally, team members volunteer at least twice a month at a local food pantry in the Chicagoland suburbs. They also support local pet welfare Copyright Top Agent Magazine15

facilities and coordinate food and clothing drives, working closely with the fire stations and schools to increase participation. “It feels so good to do this in our community.” Sarah also enjoys time with her big Mastiff puppy and with her cherished nieces and nephews.

“It’s great to have time with family now and to travel!” she says. With a team made up of people who are big believers in life balance and in the shared belief that there is plenty

of business to go around, Sarah also nurtures positive relationships with other brokers. She plans to continue experimenting, growing and moving forward.

“Our clients truly are our friends,” says Sarah. “It’s exciting to see that my team likes what they do, to watch the work ethic and vision we have come to life while creating positive experiences for people.”

To learn more about Sarah Leonard, visit sarahleonardsells.com or facebook.com/SarahLeonardTeam www.

www.

email sarahleonard@remax.net or call 224.239.3966.

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Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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Steffanie Hensley Top Agent Magazine

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STEFFANIE HENSLEY There’s nothing better than loving what you do for a living when you spend 12+ hours a day, six or seven days a week at it. For Steffanie Hensley, who entered real estate in her mid-40s, the career has been personally reinvigorating. “My daughter wanted to buy the house next door to me,” says Steffanie, an independent agent RE/MAX At The Crossing out of Indianapolis, IN. “To make a long story short, the house had a lot of issues and she ended up backing out of the deal.” During the process, however, Steffanie learned a great deal about the business. When people began telling her she should sell real estate, she earned her license.

By her second year, Steffanie had earned top-producing awards at her brokerage, in her metropolitan area and throughout Indiana. “I sold 55 houses in my first year,” she says, quickly noting that closing transactions is not her priority. “I’m focused on getting to know people, learning their needs and immersing myself in their lives to help them reach their goals.” Her clients notice this immediately. “I make myself available to them and I answer the phone when it rings,” she says. “Whatever their goal is, I set out to make it my goal and I don’t stop until we accomplish it.”

One client, a NICU nurse who works third shift, texted Steffanie at 1:30 am one night saying she found the perfect house online. “I jumped on that house first thing; she made an offer and she got it!”

For another couple, she showed them 37 houses. “They bought a $324,000 home in Carmel; they were so happy!” She enjoys walking people through the process, whether they are first-time homebuyers or repeat buyers who may not have bought or sold a home during the changes of the past decade. One such client even wrote Steffanie a review, calling her the “captain of the ship, navigating the rough waters of real estate” for them.

Steffanie devotes herself to each client, building relationships not only with them but with their friends and families. The NICU nurse, for instance, was so impressed with Steffanie’s service that she referred

her to family members. “I love all the families and try to celebrate with them, whether on their ‘Housiversary’ or for accomplishments in their lives,” she says explaining that these celebrations take place on Instagram, Twitter, Facebook and beyond. Steffanie’s social media presence, whether staying in contact with clients or promoting her listings, even gained her the ranking of #10 among the Top 20 Indianapolis Real Estate Agents on Social Media.

Clients appreciate Steffanie’s negotiation skills, whether buying or listing with her. Given her affiliation with RE/MAX and her MLS and REALTOR® board memberships, Steffanie’s listings go out through the Metropolitan Indianapolis Board of REALTORS® and the Muncie MLS, as well as to almost 900 websites in several languages. She hires a professional photographer for all listings, promoting videos and listing details on major social media channels. “I do fliers, open houses and some advertising in neighborhood and Indianapolis magazines, depending on the type of property.”

An active community member, Steffanie is passionate about causes benefiting young children and single moms. “Every year at Christmas I sponsor families I know need help, however it is that God put them in my life.” She’ll do everything from complete holiday meal deliveries to shopping for children’s wish lists after asking their moms what is on their lists. From toys and iPads to “you name it,” she also like giving something special to the moms. Additionally, because Steffanie’s children have all been raised in the local schools, she makes a point of supporting the local district through sponsorships whenever the need arises.

“When I started in real estate at age 46, I wanted to be the best that I could be; I wanted to surround myself with the best of the best, so I purposely chose to be at RE/MAX At The Crossings,” adds Steffanie. “I’m striving for longevity,” she says. “I want to continue to be a successful, top agent known for making people’s goals my own.

I love what I do and I’m passionate about it!”

To learn more about Steffanie Hensley, visit SteffanieHensley.com or go to her https://www.facebook.com/steffanieATC Facebook page, email SteffanieHensley@gmail.com or call 765.639.4919 www.

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A Compilation of Goals from My Coaching Clients

By Walter Sanford

Many times, new coaching clients don’t know what to ask for. They don’t get “turned on” until they hear what others are planning to get. Real estate sales is like a buffet – almost anything you can imagine. My clients tweak lead generation, answer objections with value, speed up the process, and don’t get involved in bad deals or with low/no profit individuals. They start seeing their needs met and then seed capital for the future.

It is interesting that many of my second and third year coaching clients have very similar goals. I thought you might be interested in them as well.

1 Transfer 20% of every commission check to an online account like Fidelity.com at the same time as the deposit.

2 Obtain disability insurance.

3 Open a 5-2-9 account for my child’s college education.

4 Set up a plan to pay all non-real estate secured debt that has higher interest rates than the rate on my highest mortgage.

5 Buy one more break even or positive cash flow property with no balloons.

6 Start one in-house lead generation activity aimed at a hot demographic to have less reliance on paid consolidator lead generators.

7 Create a manual for all office activities so we do not forget profitable activities and find it easier to train an assistant.

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8 Break database solicitation down to a call session every working day.

9 Buy a good quality, used vehicle with low mileage.

10 Get up a half-hour earlier and read the Bible.

11 Eat all frogs (distasteful activities) in the first hour of office time.

12 Establish vacation and time off goals.

13 Plan capital improvements to rental properties.

14 Buy guns, ammo, dehydrated food, water, generator or other disaster preparedness items.

15 Create better habits including gym time, walking, running, cardio, weightlifting, less sugar, better food.

16 Determine net worth for comparison with future years.

17 Set friend goals – either increase the number or have deeper relationships.

18 Make a will or better yet, a trust.

19 Refinance into fixed rates.

20 Pay all estimated taxes and keep income taxes current.

21 Institute various plans to increase the “at bats” with sellers.

22 Reduce money on buyer generation and move it to seller generation.

23 Fund retirement accounts.

24 De-clutter using eBay and garage sales.

25 Plan fun activities to look forward to with family.

These top twenty-five represent most of the ideas contained within my clients’ goals for 2016. I hope this will give you some ideas in finding your passion.

Copyright©, Walter Sanford. All rights reserved.

To obtain Walter’s training for your business in a seminar or personal coaching, call us at 800.792.5837 to create a plan that works for you. Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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Top Agent Magazine

ANN WILSON

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ANN WILSON Ann Wilson’s path to real estate began fourteen years ago. She had already earned experience as the Director of Marketing and Communication for three top law firms in D.C. While her two sons were young, she decided to make the transition to the home front, while capably juggling the management of her family’s several rental properties. In fact, it was during her hands-on work with those properties that Ann’s next professional path began to come into focus: real estate. After earning her license, Ann hit the ground running. “The rest is history!” she recounts. Now, Ann has built a superlative track record as an agent and has earned various designations and accolades along the way, such as her inclusion in the Northern Virginia Association of Realtors’ Life Top Producers Club and Multi-Million Dollar Sales club, as an EcoBroker, a Certified Luxury Home Specialist, an Accredited Buyer Representative, and as a Certified Relocation Specialist.

Based in Arlington for the past twenty-five years, Ann spearheads her work with the support of a tightknit team. Together they serve the Northern Virginia region, specializing in Arlington, Fairfax, and Falls Church. Over the course of her fourteen-year career, Ann has built lasting relationships with those she serves, and today, roughly 95% of her business is driven by repeat and referral clientele. For her part, Ann credits forthright communication and diligence as some of the trademarks of her working style. “Honesty and loyalty are key,” Ann says. “Although buying and selling a home is a business transaction, it is also highly emotional and personal experience. I think my clients remember my commitment, professionalism, and loyalty in helping them through this process and making it seamless.”

When approaching the listing process, Ann takes a tech-forward approach that ensures wide-ranging exposure online. She begins by leveraging high-quality professional photography and marketing copy to lure prospective buyers through immersive listing presentations. From there, Ann nets visibility online through her targeted, technologically-enhanced marketing system that utilizes the leading online platforms and social media outlets. “We create individualized advertising campaigns for each of our listings,” she says. As for keeping in touch with her ever-growing network of past clientele, Ann applies a personal touch to stay connected and demonstrate her gratitude. “We love surprising our clients with small seasonal gifts, and the best part is getting to say hi to some of them when they are home during those pop-bys,” she says. “We also host several fun client events

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throughout the year, such as our annual VIP Client Movie Night and our annual Thanksgiving pie event.”

As a long-time resident of Arlington, Ann takes seriously her role in building community. To stay involved and give back, she participates in a variety of hands-on roles at a local level. “I love being active-ly involved in my community,” she says.“I’ve served as PTA President, as a local association board member, and as a church and hospital volunteer—I’ve even been named an Arlington Honored Citizen! Every fall, Ann Wilson Homes sponsors a paper-shred event where we collect food and monetary donations for AFAC. We also serve as one of the primary sponsors for the annual Christ Church Turkey Trot.” In her free hours beyond the office, Ann most enjoys quality time spent with her family and loved ones, including the family dog, Bandit. She also enjoys cheering on the home team at local Washington Caps games.

Looking ahead, Ann intends to continue her business’s steady pace, with plans to expand her service area in the years to come. For now, she is content to foster community, one homeowner at a time. Finally, with fourteen years of insight on her side, Ann Wilson considers what she has come to value most about her career in real estate. “I love what I do, and I feel very lucky to have found success in it,” Ann says. “I love matching buyers with their perfect homes, and it’s so gratifying to see their excitement when their offer is accepted. All in all, there is nothing more rewarding than the amazing relationships I’m able to build with my clients.”

To learn more about Ann Wilson email Ann@AnnWilsonHomes.com, visit AnnWilsonHomes.com, or call (703) 328 – 0532 www.

Copyright Top Top Agent Agent Magazine Magazine

Living On Commission

by Linda Brakeall

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

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

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

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

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

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

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

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

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

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

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

Copyright©, Linda Brakeall.

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All rights reserved.

Top Agent Magazine

MATTHEW DE FEDE Top Agent Matthew De Fede - Broker/ Owner of Realty Executives Elite Homes in Nutley, New Jersey - runs a cutting-edge, full-service brokerage designed to assist both buyers and sellers with the often-convoluted process of buying or selling a home. Matthew’s personalized service, coupled with his strong embrace of new and emerging technologies, have resulted in his evergrowing reputation as a real estate professional who consistently places his client’s needs front and center in every transaction.

Matthew began his journey in real estate as an investor in 1996, and officially obtained his agent’s license in 2004. Since then, he has worked hard to implement his overall customer-first philosophy, as stated on his company’s website: “We pledge to be in constant communication with our clients, keeping them fully informed throughout the entire buying or selling process.

I believe that if you’re not left with an amazing experience, I haven’t done my job.”

The exceptional job that Matthew and his company are doing is perhaps best evidenced by his combined rate of repeat and referral business, which hovers around a staggering eighty percent. When asked to account for this exceptional level of client loyalty, Matthew points first to his embrace of social media marketing technology, and his in-house creation of such. “I consider ourselves much more of a real estate marketing company and less a real estate office,” explains Matthew, who previously spent twenty-nine years as a Creative Director in the advertising and marketing fields. He also gives a nod to his exceptional customer service and relationship building skills. “I understand that buying or selling a home is more than just a transaction, it’s a lifechanging experience,” he says. “That’s why I offer personalized service for all of my clients and take great pride in the relationships I build, and always work relentlessly on the client’s behalf to help them achieve their real estate goals.”

“We have a very robust social media presence, and a very inbound content-driven marketing program; we’re very hyper-localized,” Matthew says of Realty Executives Elite Homes. “We’re a very omnipresent brokerage.” Ninety-five percent of Matthew’s clients come from the outer boroughs of New York City. “They find us through social media,” he says. “Our biggest drivers are Facebook, Instagram and other sites. We create a lot of content through our in-house creative studio. Nothing is outsourced.”

The gratitude Matthew’s clients feel for him is perhaps best illustrated by his online review, including this glowing testimonial: Top Agent Magazine

“Matt was a pleasure to work with. We had a great experience with the purchase of our home and getting to find the right home for us. We were first-time home buyers, not exactly sure what we wanted out of a home and Matt was able to help direct us in the best way possible to help us find our first home. We can’t thank him enough for helping get to this point. He definitely is a Realtor that is working for the best interest of his client and will make sure everything runs as smoothly as possible.”

Matthew and his company not only market effectively, they market constantly. “Once we get the professional photography completed, the listing gets marketed daily, not just once. It goes out on all the social media platforms, and on multiple MLS services, as well as about 950 other websites,” explains Matthews.

“Every one of our listings is constantly being promoted and sent out to home buyers. We also have about three to four thousand home buyers in our database at any give time.”

The future looks bright for Matthew, who plans to open additional offices. “We’re in a market where we’ve carved out a pretty strong brand among agencies that have been in town for thirty or forty years. New media has given us the ability to do that rather quickly,” he says. “My goal is to have several different locations in Northern New Jersey, and then within a ten-year period turn it over to a manager, remove myself from the day to day and begin working on other opportunities.” Above all, however, his goal is to continue providing his many clients with the stellar service that has become synonymous with his name. “I don’t measure success through achievements or awards,” he says, “but through the satisfaction of my clients.”

For more information about Matthew De Fede, please call 862 - 228 - 0554 or email mdefede@gmail.com Copyright Top Agent Magazine 27

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

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Laughs!

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CRAIG & NICK FALLICO For father and son duo Craig and Nick Fallico, real estate runs in the family. The first Fallico to enter the business was Craig’s father Al (Nick’s grandfather) who started Fallico Real Estate.

“He was immediately successful,” Craig explains. After working as a Spanish teacher, football coach and wrestling coach for high school students, Craig decided to join his father as an agent. Every year has been a good business year for the Fallicos, even through the recessions in the 1980s and 2000s. And when Nick decided to join his father in 2012, business continued to boom. After graduating with a degree in marketing from Michigan State University, he was well-equipped to jump into real estate.

“When he came on it was the best thing ever,” Craig says.

“He’s unbelievably productive, and has made us well-known through social media. We are everywhere.” Today, they work as Team Fallico under the brokerage Dream Town Realty in Chicago. They serve Park Ridge, the northwest side of Chicago, Edison Park and the northwest suburbs. Over the years, the Fallicos have sold a home on every street in Park Ridge, the same area where Craig has spent most of his life and where Nick grew up.

“It’s just about being professional and putting your clients first,” Craig and Nick explain. “Our clients know we really care about them and that they’re our main priority.” Their approach to real estate is multifaceted, with education, marketing, and guidance being the main themes. Craig has been a coach for every sport in the community, and he loves to use those leadership skills to guide his clients throughout their transaction. Meanwhile, Nick has a natural flair for advertising, bringing in more new clients than ever before.

“Our business was previously 80 percent referral-based, it is now 65 percent because of all the new clients coming from our social media marketing,” they explain. They also put effort into marketing their listings, posting them online and making sure they have the best 3D imaging, videography, photography and signage. Craig loves to put up weekend directional signs, making it easy for passersby to find the listing. “We put them up on Saturday morning and take them down on Monday morning,” he says. All of this has resulted in their average market time being just 27 days.

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Their talent for this industry is appreciated by all clients, with many leaving five-star reviews about their time working together. One recent testimonial read, “Craig is a very good guy to work with, he is very quick to respond and very knowledgeable. He took his time day in and day out, answered all of my questions and gave me a lot of great advice. Right off the bat you can tell that he knows what he’s doing.” Another said, “From the moment that we reached out to Nick, his expertise and professionalism stood out.

Nick did an amazing job of setting our expectations on the market and the process that we were about to begin. He spent time helping us to prepare our house to sell, resulting in an accepted offer on the first weekend we listed the house. The entire process that seemed daunting was made much easier

by Nick and Team Fallico.”

As Craig and Nick look towards the future, they are eager to continue growing. “We love helping people. We are always thinking of others and working for others. We have this motto: Believe in the ‘wisdom of give.’ Live rhymes with give for a reason. Be unselfish, put others first and you will always be happy.”

WITH OVER 50 YEARS OF SALES IN PARK RIDGE chances are

WE'VE ALREADY SOLD YOUR HOME! NICK more & CRAIG FALLICO For informationVisit about Find usFallico, on Social Media Us At Team 847.226.0834 TeamFallico.com teamfallico@dreamtown.com please call 847 - 226 - 0834, email cfallico@dreamtown.com, or visit teamfallico.com dreamtown.com

| Northwest Side: 7280 W Devon

www.

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

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

a leader, develop your managerial skills?

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

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

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

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

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

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 32

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

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

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

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MICHAEL NAJAR Michael Najar puts in the legwork for his clients - literally. “I knock on 50 to 60 doors Monday through Friday looking for prospective sellers,” he says. “My team and I are on the phone from 8 AM to 11 AM every single morning prospecting, looking for buyers and sellers. And I’ve been doing that since I got into the business.”

For Michael that prospecting is the biggest part of his success, and it allows him to find the right homes and buyers for his clients.

“We’re the matchmakers of real estate,” he says. “If someone is looking for a specific area or neighborhood and there’s nothing on the market there - and here in San Diego inventory can be very low - we will call, we will door knock, we will mail letters. We do that just to see if we can get a potential listing in the area, because that’s where our buyers want to be.”

But even with all that time in the field and on the phone prospecting, Michael makes sure he makes space to keep in touch with his clients. “Communication is very important,” he says. “I make sure I return all calls in a timely manner.

If I’m at an appointment I make sure when I get back to my car I return all my calls before I head back to the office.

We also use programs like Trello and Monday, which keep our sellers informed of where we are in the transaction process. It just allows us to be very transparent with them.

Customer service and communication are key for us.”

For Michael no two days are the same. “The biggest thing I love about real estate is that every day is a new adventure,”

he says. “Our job is to help our clients accomplish their goals, whether that’s downsizing, upsizing, or anything that we can help out with. And it’s not just about getting the property. We try to be a one stop shop for all their needs, from buying the property to making it right for them. We have a vendor app that we use; if someone says they need a painter or a plumber, we have 130 vendors in this app that we provide to our clients. There are multiple vendors in each category, so our clients have more choices. Every day is a new adventure in figuring out how to serve and support my clients. That’s the biggest thing that I love about this industry.”

Michael puts in the hours so he can spend time at home with his family. “I have two beautiful kids and a beautiful wife, and I spend my time with them over the weekend,” he says. “I work hard Monday through Friday, but I have a really balanced life. We have annual passes to Disneyland, so whenever we have a chance we take the kids to Disneyland and disconnect from real estate.”

Entering his fifth year in the business, Michael is already looking towards his future. “I want to expand - right now we’re only tapping into 50% of San Diego, and I’m setting my sights on expanding further north,” he says. “In the next three years I want to have six agents on our team that are making 15 to 30 transactions every single year. My ultimate goal is to recreate my success in other agents.”

To find out more about Michael Najar, visit his website at TheNajarGroup.com, call him at 619.277.1230 or email him at mnajarkw@gmail.com www.

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LILLIE NEFWANI You never know where opportunity will strike.

For Lillie Nefwani it was at a boxing gym, where she met a Realtor® who was building his team and needed someone as a call center rep.

“I had never considered Real Estate as a career path before,” she says. “I started working as a caller on his team, setting listing appointments with sellers. I discovered that I was really good at it, and decided to start using my license to actively sell Real Estate.”

That was four and a half years ago, and now Lillie is an integral part of the Danny Roth Team and is one of the most successful young Realtors in Tucson. She is particularly known for her thoroughness. “I make sure that I follow through with doing for my clients what I promise,” she explains. “I don’t make false promises to get their business. I’m genuine and pride myself on providing excellent customer service throughout their experience.”

That thoroughness lets people know that they’re in good hands. “My clients can tell that I care more about them than just closing the deal,” Lillie says. “My ultimate goal is to have clients refer me to their family and friends in the future and I know that I have to leave them with a WOW experience to get such loyalty from them.”

As a Real Estate Consultant on the Danny Roth Team, Lillie makes sure that she guides her clients through the entire process from start to finish. “On the Danny Roth Team we are consultants by design, which means that when you work with anyone on our team you get a full suite of services, unrivaled insight and an unprecedented process,” she says. “For instance, if I’m working with a seller that needs help with

scheduling a contractor for repairs or finding a great cleaning company to clean their house before listing, I take the stress out of their hands and make myself available to help get everything scheduled for them, selling or purchasing a home is one of the largest transactions many people make in their lives and it deserves first rate attention,” she adds.

Lillie takes great care of her clients, and her community as well. She’s the co-chair of the community engagement committee of the Junior League of Tucson, a women’s group dedicated to voluntarism. “We set up different volunteer events throughout the community and give back anyway that we can, which is such a rewarding experience.”

Lillie also takes care of herself by spending a little time on self relaxation. “I just got really into hot yoga, which is a lot of fun.” She says. “I also have two dogs that are my little babies. Oh and I love karaoke!”

But when she’s not rocking the mic, Lillie is making new connections, which is her favorite part of the Real Estate business. “I love meeting so many different people from all walks of life, with all different stories,” she says. “I’ve always been the type of person that likes to help and connect with people whenever I can. With Real Estate it’s amazing because I get to help people accomplish such a big part of their lives.”

Lillie also uses social media to make connections with other Realtors in the business. “Social media is such a huge part of the business for referral clients, and also a great way to meet amazing Realtors® across the nation!”

To find out more about Lillie Nefwani, visit https://thedannyrothteamtucson.com, call (520) 250-3888 or email Lillie@dannyroth.com; Youtube: Lillie Nefwani 34

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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 36

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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KLAUDIA PIOTROWICZ Top Agent Klaudia Piotrowicz of Halo Realty in Piscataway, New Jersey has become well-known as a dedicated, compassionate, knowledgeable Realtor who possesses a fierce work ethic. All of those attributes combined result in her reputation as one of the strongest client advocates currently working in the Garden State. Additionally, her affiliation with Halo – which represents not only New Jersey, but New York and Pennsylvania as well – allows her listings to be seen by an incredibly broad audience, a definite advantage over many other local Realtors.

Klaudia, former teacher, got her start in the industry in a manner that truly demonstrates her resourcefulness and problem solving abilities. “I actually co-owned a property with an ex-fiancé,” she explains, “and after we separated I wanted to get my name off of the house without having to pay an attorney. So, needless to say, I went to real estate school so I could learn the law and separate myself from the home. And suddenly it became a whole different venture for me, and I realized it was a passion of mine.” Obtaining her real estate license in 2017, she found success almost instantaneously, selling seventeen properties in her very first year, a stunning achievement by any measure.

Klaudia, who represents both residential and commercial properties, also works with many investors, and is able to provide them with a solid referral base of contractors and other professionals who do not cut corners.

The majority of Klaudia’s business is based on word-of-mouth referrals from those who appreciate her friendly, highly-conscientious approach to working with both buyers and sellers. When asked what else she thinks might contribute to this high level of confidence others place in her, she grows thoughtful for a moment before replying. “I think it’s because I do my due diligence,” she says. Klaudia takes copious notes while working with her clients, assuring that she is staying on top of their wants and needs, and she provides them with their own book of pertinent paperwork. “For the most part, my transactions go very smoothly,” says Klaudia.

Klaudia cherishes the relationships she forms with her clients.

“I build friendships with all of them,” she says. She also does a six-month and a one-year check in with all of them, religiously.

“There isn’t one single client I haven’t kept in contact with,” she says. Klaudia also gives each of them a very personal, customized gift at the completion of the transaction, one which

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signifies in some way the story of their home search, and which her clients treasure.

Careful, thoughtful and thorough marketing also plays a large role in Klaudia’s continuing success. Professional photography and a robust presence on both the internet and social media – along with the three-state scope of Halo Realty – ensure that her listings are seen in their best light and by as many potential buyers as possible.

While the financial rewards of a career in real estate can not be discounted, it’s genuinely the more personal side of the industry that Klaudia finds the most personally satisfying. “I love seeing the smile on the faces of first-time home buyers,” she says. “It can be such a nerve-wracking experience for them, so seeing them succeed is wonderful. I want to make it such a rewarding and fulfilling experience for them – whether it’s a 100k house or a million-dollar house, I treat them all the same – that when they look back they are grateful and happy that I was their Realtor.”

As for the future, which looks incredibly bright for Klaudia, her overall plan is to continue her journey in real estate by broadening her scope even further. Having just recently closed on her first flip-property, she has joined the official ranks of investors, a milestone that only adds to her knowledge base and ability to assist clients. She is also planning on becoming licensed in New York and Pennsylvania, which will allow her to better take advantage of Halo’s unique tri-state approach. Remarkably, she is also currently pursuing a General Contractor’s License.

When asked if she might have advice for others thinking of a career in real estate, Klaudia replies succinctly: “Anything is possible. Regardless of what naysayers might tell you, if you put your mind to it, you can achieve anything.”

For more about Klaudia Piotrowicz, please call 732 - 997 - 9650 or email KPRealtor33@gmail.com Copyright Top Agent Magazine 37

MATTHEW RASMUSSEN Top Agent Matthew Rasmussen of NP Dodge Real Estate in Omaha, Nebraska brings to the real estate game a wealth of industry knowledge. A former home builder, Matthew has nearly two decades of experience working with buyers and sellers, and has become known locally as a trusted real estate advisor who works hard to keep his clients happy.

His focus on excellent customer service has resulted in a business that is based almost entirely on repeat clients and referrals, a sure sign of success in the highly-competitive world of real estate sales.

on that site. Among them are this one, which perfectly illustrates the experience of working with him: “Matt was instrumental in helping us find our first home. He is knowledgeable about structural issues and helped steer us away from homes with potential problems. He responds quickly and when we were ready to make an offer, he set up a meeting immediately…He is friendly and respectful and a great guy to work with. We would absolutely recommend him to anyone looking to buy a home.”

Matthew recalls his first experience in real estate as being when he was twelve years old and helping his grandfather with a construction project. “I helped him dig a basement,” he recalls fondly. “It was really hard dirt, and we worked for about three weeks that summer. It was my first job.” At the age of 19, Matthew began his own construction company, and worked in that field on and off – periodically renovating his own homes – for nearly a decade before a skiing injury sidelined him, forcing him to find a new career in 2000. Fortunately for his clients, he chose real estate, and he is now ranked as one of Omaha’s Top 10 Agents, with over $156 million in sales to his credit.

Matthew believes that another reason for his success is his willingness to take on challenging scenarios, and his ability as an investor himself to view each transaction through an investment lens. His longstanding reputation in the local real estate community also comes into play, allowing his offers to be accepted more easily than they would for a new, more unknown agent. “The trust other agents have developed with me helps me put deals together, whereas newer agents struggle more. They’re writing the same offer as everyone else, but if all things are similar or the same, the seller is going to go with the more trusted agent.”

Matthew credits his enormous repeat and referral business to a number of factors, some of which are clearly informed by his construction background. “I’m really good at helping my clients get their homes ready to sell,” he says, “as far as staging, painting, and just knowing what will show up on an inspection.

I try to get all of that stuff done in the first week.” He also uses a professional quality Canon camera to take photos of his listings, as opposed to hiring someone to do it for him. “I’ve been told that I should have someone else take my photos, but I believe that the more time I spend at your house, and the better I know your house, the better job I can do for you. It’s more personal.”

When he’s not working, Matthew enjoy spending time with his family, attending church, and numerous outdoor activities, including skiing and jet skiing. He also works with disabled vets to find them housing and get them back on their feet, a particular philanthropic passion of his.

A Premier Agent on Zillow.com, Matthew holds a perfect five-star rating comprised of dozens of glowing testimonials

Looking to the future, Matthew plans on increasing his level of social media marketing, doing some more work on the construction side, and continuing his work assisting homeless veterans. Of course, his plan includes continuing to provide his many grateful clients with the very best service Omaha has to offer. “I love helping people,” says Matthew.

“I like to help them achieve their dreams and get the house that they desire.”

For more information about Matthew Rasmussen, please call 402 - 657 - 1969 or email IWorkForU@icloud.com 38

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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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BRAD TAFLINGER How did Brad Taflinger become one of the most trusted and well-known real estate agents in Central Indiana? A near tragedy led Brad to his successful career and proved he’s capable of making the best of any situation. While working in the construction industry, Brad began to build a portfolio of rental properties with the guidance of a real estate agent. Then one morning when he was on his way to work he was hit head on by a drunk driver. When Brad’s real estate agent came to visit him, Brad confided in him that—due to his injuries—he could no longer work construction. The agent said, “Why don’t you get your license and come work for me?” Brad did just that, soon finding he has a true talent for the industry. “When people ask me how I got into real estate, I say ‘by accident’ because that’s literally how it happened,” he says with his characteristic smile. He’s now been in the business for 34 years and leads a team that includes a buyer’s agent/closing coordinator—who has been with Brad for over a decade—and an assistant.

Brad and his team are located in Delaware County and currently serve all of Central Indiana. Many of his clients are investors who work with Brad again and again. What keeps his clients coming back and eager to spread the word about Brad among their sphere of influence? “Because I have a construction background, I can give more information about properties to potential buyers than most agents can. I can bring a lot to the table from that stand point,” he says. Brad and his team respond to clients promptly and work to accommodate their schedules. “We bend over backwards for our clients,” he says. He and his team are also dedicated to continuing education, staying on top of new trends in the industry. “We

want to make sure we are totally involved and engaged and have the right information so we can best serve both buyers and sellers,” he says. “Knowledge is power.”

When it comes to marketing listings, Brad understands that most buyers start their search online. He uses a thorough approach, posting all properties on the MLS and all the major real estate websites. For luxury listings, he creates 3D Matterport tours so that potential buyers can get a true sense of the unique features of the property before scheduling a viewing or attending an open house. After working with Brad, his clients rave that he goes above and beyond, spending time to ensure he understands their goals and can help them achieve them. They also cite his knowledge of both the industry and of housing construction and how he generously uses his expertise for their benefit and their needs. What’s Brad’s favorite part of the job? “It’s a different challenge everyday!” he says. “The inspection process isn’t as simple as it used to be. It often involves repairs that need to be done and negotiations back and forth. I enjoy those challenges.”

Brad has been active on the local board and has served as the president for two separate terms. He works eleven hours a day, six days a week, but in his cherished free time he enjoys relaxing in a cabin in Tennessee with his family. Brad’s son is studying for his license and will soon join Brad’s team. “For the future, I want to continue growing my team, serving my clients, and ensuring we have plenty of business coming in to support everyone!” he says. Now those are worthy goals that will surely benefit Brad’s clients and community!

To find out more about Brad Taflinger, email themovingmachine@gmail.com, call (765) 748 - 2104, or visit taflingerteam.com www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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LISA YATES Lisa Yates’ journey in real estate began far earlier than most. At the age of sixteen, she began assisting her parents at their homegrown real estate firm, learning the ropes of the industry and earning first-hand experience. Twenty-six years later after her career launched, Lisa has since built a thriving enterprise of her own, along with a reputation for diligence, creativity, and a proven track record of success.

more, her creative skillset aids her in drafting compelling written copy that give prospective buyers a dynamic understanding of a potential property. Print ads and RE/MAX’s online platform also succeed in reaching buyers successfully and in short order. Whether representing buyers or sellers alike, Lisa keeps her focus squarely on the individual or families at the center of each transaction, maintaining those relationships for the long-term. “My clients and I stay connected not just in a professional sense, but often on a personal level, as well,” she says. “I don’t stop being their agent and resource just because we’ve reached the closing table.”

Today, Lisa spearheads her work under the banner of RE/MAX Select Realty as co-head of the Joe and Lisa Yates Team, alongside her father who still practices real estate today. Together, they serve clients across the greater Pittsburgh region, with a specialty in serving the metro area’s eastern suburbs. Likewise, Lisa has built considerable experience working with new construction properties and capably guides buyers through the home-building process. “I’ve worked for many years assisting my father with several developments,” she explains.

“His expertise in new construction has helped me tremendously, and I have a passion for assisting my clients as they fulfill their dreams of building a home.” Over the course of her lengthy career, Lisa has also built a substantial base of repeat and referral clientele, which now amounts to more than half of her business. In describing her professional style, Lisa cites an eager work ethic, personal attention, and lasting relationships as some of the foremost drivers of her success thus far. What’s more, her in-depth industry and regional knowledge serves her well in guiding clients through the buying and selling processes. “I work hard and I’m very thorough,” Lisa explains. “My clients know that I’m always ready and willing to go the extra mile to help them. Whether I’m working alongside a buyer or a seller, I keep my clients’ best interests at heart.”

To give back to her community, Lisa supports her children’s various sporting activities and teams—from soccer and basketball to baseball and football—as well participates in her children’s school’s Parent Teacher Organization. Likewise, she is active with her local church, St. Bernadette’s, where she has served on the Gala Committee for the last four years and participates in volunteer events. In her remaining free hours beyond the office, Lisa most enjoys spending time with her two children and hanging out with their three family dogs.

Considering how long she has been active in the business, Lisa is adept in applying insight and experience to identify her clients’ respective needs. With a proven ability to creatively problem-solve and a knack for listening, Lisa turns a complex transaction into a straightforward goal on behalf of her clientele. “I think outside the box and I’m able to consider things from my clients’ perspective,” she says. “After all these years in the industry, I have a good feel for people and I’m able to translate my clients’ criteria and goals by listening to them. I’m able to help them pinpoint exactly what they’re looking for and what would best serve them. I’m also an outgoing person and communication comes naturally. I’m able to use that skill to connect with clients and understand and enact what they’re trying to accomplish.”

When it comes to listing properties, Lisa leverages both traditional and digital marketing practices to deliver results. She begins with high-quality photography to showcase homes in an immersive light, then garners comprehensive exposure through visibility across the leading online listing platforms and social media outlets. What’s

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Considering the future of her business, Lisa intends to maintain her steady growth, with plans to eventually earn her broker’s license and expand her industry training. “It’s important to continue to educate yourself as a professional so you can always pass along that knowledge to your clients,” she says.

Finally, with close to three decades of industry experience under her belt, Lisa Yates considers what she has come to cherish most about her career. “I love that my career gives me the chance to meet new people and help others,” she says. “I’ve been doing this for a long time, and I’ve developed a lot of respect for parents’ careers and the other agents in our industry. It can be a lot of hard work, but if you’re good at what you do and you’re always trying to learn, you can help people navigate the investment of a lifetime.”

To learn more about Lisa Yates email LisaYates@remax.net, visit FindAHomeInPittsburgh.com, or call (412) 841 – 2197 www.

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