NATIONWIDE & INTERNATIONAL 12-10-18

NATIONWIDE & INTERNATIONAL EDITION

6 Ways to Get Your Client to Trust You CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation

COVER STORY

FEATURED AGENTS

LAUREN APICELLA KIMBERLY BISHOP SHERRY CAMPBELL HARRY FINER MISSY FOURNET PUNEET KAPOOR CHRIS KRUSCHEK JENNIFER MADDEN DREW & HEATHER SHUBZDA ESSIE TAYLOR ZACHARY WHITE

ANDREW PIERSON

NATIONWIDE & INTERNATIONAL EDITION From the Team at Preferred Home Lending,

Congratulations Jennifer Madden Sherry Campbell!

Cornerstone Title is proud to congratulate

6

JENNIFER MADDEN

10

SHERRY CAMPBELL LAUREN APICELLA

15

ANDREW PIERSON

If we’re actively doing social media we will get In Lauren Apicella’s firstfeatured solo yearforasthe an State agent, on being on being featured for the state 50-75 leads per week.28 So we are very focused she had almost million in in Top sales. truly 27 23She Magazine! of New$10 Hampshire Agent of Texas in Top Agent Magazine! on being visible in the community and doing our ‘hit the ground running,’ and has enjoyed ads, as well as posting regularly onFiner Facebook.” every minute of it. “When I decided to get Harry began his entrep tures at the age of 12. “I starte my license, I joined another agents team for a and within year, to my dad q After the transaction is over, clientsa love year, and found I absolutely loved real estate. It rented a store in West Attorney Kate Catalano | Cornerstone Title, LLC leave glowing reviews about their time with Haven, wasn’t long before I was out on my own,” she Hobbies, which he operated Tel: 603.766.8121 | kate@cornerstoneonline.net Lauren. One recently said,of “I found Lauren explains. Soon she had her own team, which Preferred Home Lending | NMLS#230098 remembers Harry. Nearly a dec cornerstoneonline.net LAUREN APICELLA HARRY FINER KIMBERLY BISHOP when looking through someone’s page on Facenow includes a buyer’s agent and an adminisgained inspiration both from h 281 655 8800 | preferredtx.com Drive, Suite 201, Portsmouth, NH 03801 book. They had commentedfamily aboutfriend selling their trative assistant.1 Greenleaf With aWoods genuine love for people to get his real es 10330 Lake Rd., Suite N, Houston, TX 77070 ® home in days. I looked through her and weband a caring nature, she has seen her business was12 a REALTOR from 1974 to 1978 came back in 2004,” he and explains. site, met with her signed that day. We were grow exponentially over the years. Serving the CONTENTS very impressed with her from our first meeting. western suburbs of Chicago, much of her busiIn the intervening years,and Harry served She HOUSES came with some great comparables even inputasona general ness4) is 6 based off ofTO referrals or repeat clients.25) TURN OPEN WAYS GET YOUR LIVING AT&T, 37) leading a large ON sales team to meet and exc upgrades we were doing. She was also very helpful when it CLIENT TO TRUST YOU INTO DESTINATIONS HavingCOMMISSION also led the growth of additional companies d came to staging. Our in 6todays, beforehewe eventhe Willia “I would say they refer me and return to me because of whenhouse Harrysold returned real estate, valued had an open house!

And40) then she when found our newand home in people my 9) communication skills. I am very honest29) and 3upfront concept.

“I thrive mentoring training HOW TO OVERCOME WAYS JOINING HOW TO THROW 3 days!

She does a great job of keeping you updated, comwithYOUR people,” she explains.

“I always try to keep them build their careers.”

As vice president of sales for Wi WORKPLACE A PROFESSIONAL A NETWORKING Glastonbury, Connecticut, Harry’s team represent municating each step of the process and is very flexible. clien up-to-date and in the loop.” Lauren understands the imporFEARS ORGANIZATION CAN EVENT THAT PUT Connecticut within 40-mile radius had of Glastonbu She even providedspan us of with the name of aCAN lender...we tance of this transaction, and aims to make each step of MAKE YOUR BUSINESS YOUR BUSINESS ON my Massachusetts license and represent clients one already but they were falling short on communication in Cape the 13) process completely clear, so her clients are never left HOW TO SEND Raveis there.”

THE MAP so she suggested liam a local onefriends that was awesome to work confused.

“I am always there for my clients, BETTER I answer my SMARTER EMAILS with. Her inspector was also top notch!

I suggestextraordinaire,” Lauren to phone and text them back. Staying in touch and communiHarry is known as a “networker who 33) A COMPILATION anyone I know that’s looking to buy or sell!” cating is my number one strength.”

She is also determined 21) CONCIERGE CARE: than a step away from connecting with or marketing t OF GOALS to get them towards theirLURE goals, whether that means saving FROM MY needs to reach. “I have met a lot of people through the SERVICES THAT COACHING CLIENTS been in and the Lauren organizations I belong to.” While he Born and raised in Naperville, knows everything money for her buyers or earning more for her sellers.

“I’m CLIENTS AND TRANSFORM good deal of referral business, Harry makes about the region, and is passionate about helping her com-a point of on their side,” she says.

YOUR REPUTATION tools and technology thatlooks deliver “ROI and sticki munity with their ferent real estate needs.

As she towards him to connect with people quickly, thoroughly and me the future, she is excited to continue growing and learning.

One unique aspect of Lauren’s business is her ability to “I truly love guiding my clients through the process and utilize social media to help her grow. Lauren advertises on Meanwhile, Harry is everywhere, from social media a Phone 888-461-3930 | Fax 310-751-7068 being a wealth of knowledge them.

When working with Facebook to get leads, and has found much success from it. tising to the for coffee counter at the local gas station. “P mag@topagentmagazine.com “The number of leads we get from Facebook|iswww.topagentmagazine.com really high. ought a desk in the gas station!’” They recogniz me, they know they aretoinhave good hands.”

HARRY FINER

www.www.

www.

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Agent communicator whoTop goes out Magazine of his way.is “I have a lot published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Agent to share tha he says. Harry is known for hisTop willingness Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, everything from neighborhoods andsend home structure to inquiry to mag@topagentmagazine.com. inspections and mortgages.

Published in the U.S.

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“I also built a dynamic value proposition that changes As social media took off, I started doing video narrat Top Agent Magazine

MISSY FOURNET

CHRIS KRUSCHEK

smooth transaction,” says.

“There Chris Kruschek’s journey in realshe estate began back may be

had always been interested in was working at an elementary alls. “And a lot of people were and selling homes, and that get my real estate license and

values the indispensable role she play individuals and families toward succ real estate, so when theofideal finally to the versatility of what I do,” she expla closing most my time clients sayarrived they enjoyed the dive in—Chris made the leap.

Now, Chris serves as keeps me driven and moving forw process and that we got them more thanKapoor what began his journey inwhat Puneet real estate and what needs to hap Broker/Owner of RE/MAX Central and has estabcommunity, buying or selling a home is they thought they could get for their home.” after a twenty-year tenure in the corporate outcome possible,” he lished herself as a regional industry leader. What’s tion of a lifetime. Throughout that proce sector, serving as a Director of Audit/Risk andshould elaborate wh more, she has built a steadfast reputation as an agent treat my clients like, as they be treat Management compatrends cre she’s notfor working Missy loves steepedWhen in ethics, known her personal touch, andto travel.for several Fortune 500 matter and like analyzing they are my only to clien nies.

“My key role was to preserve and protect place.”

Part of that stra grounded a proven track what size or type of transaction I’m w “I by didn’t travel asrecord muchofassuccess.

I wanted when my years ago and Missy hasn’t of those brands, and toeveryone help them asthe he’ssame collected a listo receives high level kids were younger and so now the thatwealth they’re nce. Over the course of those MISSY FOURNET PUNEET KAPOOR CHRIS KRUSCHEK make better decisions so they could manage for his clientele. “We’ Today, Chris heads a tightknit team that includes service.” grown I try to do that more,” she says. “I do s built a strong business in riskas and multiply wealth for shareholders,” that fit a range of bud her husband Jeff, the office’s co-owner, as well things that I can to just enjoy lifehe- explains. we workIn 2016, however, Puneet felt solve any issues with h an even stronger client base; four additional agents and a full-time office adminBeyond the office, Chris makes it a p so we play hard!” that 90 percent her business Supporting her through the whole Essie never planned to liveistrator. in Lashard Vegas. compelled to clients transition this skillset to aprocareer edge, prio Heather Shubzdaofbecome listing to should selland quickly at the highest possible Together, Chris the team serve clientele actively involvedcompetitive in her Central Minnes 39 41thatand 36stopped cess isserve important to Essie,instead, and includes over errals repeat Her from Sweden, Essie inThey real estate, region, where he could individuals for market, all listings across theprice.

Central Minnesota withthe their nity.derive “I tryato pitch in wherever needed wife realand estate dreamclients. teamOriginally understand that majority educating them on and the process.

Vegas in 2002… and She fell inbrick-and-mortar love works and of never office based in Considering For full every completed transaction, contributes a Hp also hard instart her community, supporting theChris gHeather’s the relationship at closing. greater sense of Little fulfilment from his work.

In the hismarket first year as an agent, mizeshe presentations. parents doesn’t ownedinend buyers their homeFalls. search online, “Great communication with clients is the most left. She also didn’t planlocal for was aKeller career in real Realtor Zach White C raised in the region, she offers clients unmatched local insight her commission to the Children’s Miracleof Network.

L Puneet was awarded the Chairman’s Club designation for his superlative walkthroughs toPark furthe Williams office in their RED (Renew, Eneren she was growing up, so they hire professional stagers and highimportantand thing soteam, thatparticipates everyone with isin on thewifeZWConnections, estate, but that hasn’t slowed and her down as shewhen knowledge it comes to area trends, inventory, ameniMississippi a business Utah’s Group – in tandem w sales volume.

In 2018, he launched his own partnering his offer.

Then, listings ar gize, Realtors® Donate)quality Day activities.

She says, “We gopage. outand into sdknow that in just because thebecome sale isone done an interest real estate.has professional photographers same Understanding the process takes aand of Vegas’ topties. over her Of course, local flair isand a hallmark of Chris’s working referral program thatUtah serves the regional community the Luxury Group posses Nidhi Kapoor, other agents, putting together the needed systems listing platforms, and wn business before, but drone photographers to ensure house the community and we pick a foundation, like at I’m not available forIthe them,” she and says. lotthe ofSamaritan stress off their plate androle makesthe the client past three a half years. style, and as a result, she istoable to nurture organic, lasting relafor the area’s VFW processes execute his aambitious strategic vision,her the firston phaseauxiliary of which client appreciation evea not onlyboard a wealth of industry kno g more,”newsletter, she explained. looks its best.

They thorough and Inn, tionships and sponsor and support asconduct an office together.

We monthly but she really prefers feel more in control.” with clients past and present.

“I’ve lived in the area all of hospital.

Some of her additional civic and charita has already placed his team on track to close $20+ million in volume this thean word out regarding edge, but also indefatigable w when working in“I was strategic social marketing campaign. rental properties as and investget inmythere dig deep, somedia spend a lot ofthe time trying uch. “Ihedowas a lot of lunches withbuying my past life,” Chris says.

“We’re aI large farm community and weone haveof the ments Great River Arts, the local zoo, and th year, in addition to earning status of Top include Producing Teams ethic that has propelled him to knows that for some clients it’s about In her remaining free hours shewhere recalls.I “I got license because truction, but dreaming They’ve also it incredibly the Camp Ripley here, as well.

Because weeffective are Chamber of not Commerce. to my support my officeinbase and thefound community.

InEssie turn it’sa relatively very s. “Occasionally I’ll doofments,” a pop by the company. the office, Pu ESSIE TAYLOR & HEATHER Agent status.Beyond Zach’s commitmen ZACHARY WHITE the money and istime unique so she I wanted DREW get access to thesmaller MLS market, and not ntial to prospect other real estate agents to and find a every I know most everyone around town I run into situation enjoys spent with family and loved ones and rewarding for me as well.” littlereal gift estate and seebusiness. how things are to going.” subdivision’s providing honest, four-wheeling ethicalHomeow real es SHUBZDA has many that she can offer depending else showing me properpast clients all the time—from seeing a familiar face at options my grandMinnesota’s great outdoors—from an licensed as an agent firstdepend on someone match.

“We can see when they have clients Based in Naperville, Puneet primarily focusesneeds his service in thesolvgreater and Naperville Public Scho on and what the client’s are.toProblem I was bartending at the time, makingevents, great‘favorite’ his focuson onthe excelle children’s to crossing paths at community happenings.”

As biling hiking. advocacy She also enjoys boating grand ollowed suit.

Theymaking foundties. that thebusiness listing.

We call reach Naperville area, but also goes wherever clients lead across the Chicagosupport veterans, and As Missy looks to grow her she wants to make personal because a difference in ingthat andiscreativity give Essie an edge.River nearby. in customer service has translah money that funded my deals”. aWhen bar shut downashe result,the Chris has built business largely driven by repeat experience with out totoo them.

We will often call agents prior land region.

Under the banner of Baird & Warner, he has quickly driven a buyers or sellers explo sure it doesn’t get big.

“I would like to grow my busiloves mostcombined about real estate.

“I like helptook the opportunity to work for herself as clientele—the a full-time Realinto a reputation as one of the m and referral praise an agent can receive. nce make them an incred-tor. She hasn’t looked back since. to showing ourhighest listing toofdevelop significant hisabusiness through repeat referral business, and Puneet most enjoys tim helped girl ashe a relationcouple of“I years agoand who was facing foreness, but I don’t want to haveportion a “I huge team,” says. o their happy place,” she says. “Whether As for the futuretrusted of her business, Chris intends to con industry professionals c was also born and raised in ship. Agents want to work withemphasizes us,”week.

Drew to people account for this, Puneet the skillsets honed in hisof previous his two children, in ad closure within one She through a lot crap properties, Chris leaves no detail unaccounted for.

To gone steady, fruitful path as her don’tWhen wantlisting to have 20 on my team, I want to keep it had ing or upsizing, I just love it at the end rently working in The Beehive St area, so he has a detailed knowledge of thethat explains.

“Weinstrongly believe aand good relationship with career in that corporate finance, and naturally they translate to serving in we’ve the gym, and when I tookleveraged her how on I through was determined to do everything Essie understands working a crowded market start, she ensures each property is appropriately business continues to flourish.active “So far, reached personal.

Maybe a team of four or five, with a specialized they’re happy and they’re thankful.

Not she’s ® combined eight and a half -years in the busiis professional a benefit to photography, our“So sellers.” in my power to help her.

We were able toset stall foreclo,” shetoday’s says.

“Everybody knows atother least agents ten Realtors homebuyer.

“After helping companies dowe better inthe their business as an agency,” she says. “ staging, video, and drone footage as out to accomplish agent.” ng a good income, I’m helping somebody Previously an educator whowalked taught history and Spanish toPun jun onereaching day before auction, it keep sold, and more she staying top ofmany mind and listing takingneeded. care of From your people isshe key.

HOW TO Heather have a35) thriving business andOVERCOME plans, strategies, customers, Igot knew I’d find gratificaforat the future, there, takes sure to and RE/MAX’s platform, social growing and remain theAs best what we do.”

F drs.place, to where they need to be.” high school students, Zach’s eventual entry intoasthe real es away with a $25,000 check.

She made a huge impact on me My goal is to always provide excellent service to every clition serving people directly,” he remembers.

“I dove headfirst into the real business it continue What are Drew and Heather’s favorite parts of the job?

Drew media outlets, and the leading online listing platforms to net wide- more than forty years of regional knowledge and ov YOUR WORKPLACE FEARS industry seemed almost inevitable. father, my grandfat and reminded what business is about: help- “My ent and I’m always striving toranging get better.

Word of mouth Onereconnecting way to exposure keep it estate personal?

Keep itheaded the family.

“My industry andreally instantly itmarket. feltme like therethis were of opportunities and increase his loves with friends.

Recently a in math teacher who for each property to Whether ofplenty real estate experience, the team future appears assured ing people who need us.

There is no bigger reward than will take care of the rest.”

She works hard to make herself my uncles…basically my whole family was involved in realheess son, Zack Hobgood, works on my team, so right now ngtheir thembusiness to that good place involves makto add value that remained unexploited.

I resolved to bring about leverabout what I do,” buyers sellers throughout the transactional process, comes from repeat and taught guiding Drew in highand school reached to work with him! Chris Chris Kruschek and her team at RE/MAX Central. the gratitude from a in happy client after a successful close. stand out, in many events to all staymy skills one wayall, or explains, I figured it would aging and experiences.

Above Ianother,” wanted toZach help people “so means my work has tob we’re kindand of campaigns a family business, which I just love.” as easy as ittheir can be.

“I try tocoming giveengaging them What keeps customers backa “The reconnection with folks I haven’t seen in many, many The relationships we create go so much farther than justcareers a the in to in touch with her clients and make them feel special. great fit evaluating, for me, andand I changed 2014.” better decisions by understanding, analyzing my clients.” Finally, them to friends and family? “I really think years and being part ofmake this Garland/Sachse area means the transaction”. pros and cons, the risks, and trade-offs of buying or selling a home.” spirit guiding the path Heather says, “With Drew I being a has world me!” pie he says.

Heather’s Oneand event that Essie is hertoannual campaign, which favorite part of the job is the most about his secon Zach’s love for Park City informs his enthusiastic approach s answer the phone, weis always answer relationships she builds. meet new clients and become Looking forward, Essie intends to continue to grow her in full swing right now.

“I visit all my past clients“We and the Drawing upon his background as a CPA and in the upper echelons of the comes from seeing my working with buyers and sellers, and he is an ardent booste we are always available.”people Clientsthat rave friends she says.

“It’s Her exciting to be business. next hire is going to be a full-time admin.

I’vethat kept inlifelong touch with and I with deliverthem!” them pies corporate world, Puneet takes a strategic approach to counseling clients, he reflects.

“Service an the the city, which boasts world-class skiing and mountain b during pickthem applewith pie orthis pumpkin “I’m always striving to it.” be better and more efficient, and as er respond so quickly they feelthe as holidays. if they They ablegettotohelp huge endeavor.

We just enjoy guiding them through the big picture vision as well as every detail to do, and I bring value ing,my in clients addition to What its world-renowned scenic beauty. A fora going to deliver aboutback 150 pies thiscommunity, year. It’s a Drew a result able to particiserve better.

I want to ent! Drew’s knowledge ofpie; theI’m area is also To give to the and be Heather ensure aredo making a decision that is personally financially best that’s mission competitive himself, histhe knowledge of the localaccomp marke way of taking to connect and thanking clientsthey forevents isintoSachse. build a real estate thatand can truly serve my stomers feel comfortable great working with an timepate in community fundraising They arecompanyskier decision for them, helping them build financial prosperity for the future. clients to the highest possible standards.” their business” unparalleled, and he is ideally suited to assist anyone looking me understanding of North Dallas. Drew’s Garland ISD supporters/sponsors, and involved with Carry In fact, his value proposition has relocate proven so he’s worked with to effective, this mountain resort town. dge of homes also guarantees they are in the Load in Dallas. In their time, they love repeatedly to spend time somefree of the same clients over the last year or two to buy, sell, outdoors and at the lake withrent their old daughter. invest, andtwo-year property manage their investments.

“From the beginning, To learn more about Chris Kruschek While there email are manyChris@ReMax-CentralMN.com, factors that have contributed to Zach’s c For the future, they want to continue serving their clients my value proposition was to provide clients with holistic advice considFor more information about , https://www.facebook.com/chris.gammonkru tinuing success – expert negotiation skills, his highly-personali ReMax-CentralMN.com, call (320) 630 – 7937, orwhere visit they her Facebook page h visit Missy marketing listings, Drew and Heather first and their community.

“We want to grow and get better every ering their personal and financial goals and constraints and the aforementioned market knowledge – perhaps ousesbymissy.com, 972-415-3224 or email e to set a listing price that call will allow the day,” Drews says withmissyfournet@kw.com a smile. are in their lives,” Puneet explains.service, “Using and my financial risk and business most impressive is his solid for work ethic, for which he credits strategy expertise, I help clients understand what a good decision them grandfather, who went to work every dayCopyright until the Top age Agent of 92. might look like, and what impact it’ll have BEFORE AFTERon their personal and financial Copyright Top Agent Magazine was instilled in me from a very early age,” says Zach.

“I don’ futures—whether they’re soon-to-be empty nesters and downsizing or a estate just to pass the time. young family upsizing to a largerreal home to raise their family in an It’s areawhat I do day in, day out To find out more about Essie Taylor, hoursana day and 365 days a year.” for its top school district. I’ve created analysis-based process to helphttps://www.facebook.com/theeisnorteam visit essietaylor.com, call 702-561-2505 essie.kwrealty@gmail.com clients improveor theemail quality of their decision-making, and after 35+ reviews To learn online, I’m still at 5-stars.”

PUNEET KAPOOR

31 in 2005.touchy She had always entertained anend interest moments, but in the32 whenin we’re at

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ESSIE TAYLOR DREW & HEATHER SHUBZDA

ZACHARY WHIT

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When it comes to listing properties, Puneet applies a similar analytics-based approach that nets superlative results in short order. “The very To find out more about Drew & Heather Shubzda, first thing I tell my clients is to know the market, and their property’s Top Agent Magazine relative 844 competitive positioning, their property’s alignment to buyers’ taste - 1204 email heathershubzda@ebby.com or call / text (469)

email Pune visit Pune c 3 or visit www.

6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 4

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

Top Agent Magazine ®

Top Agent Magazine

1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

2

Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

3

Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

Top Agent Magazine

4

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

5

Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

6

Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

Top Agent Magazine ®

5

JENNIFER MADDEN In 2010 Jennifer Madden saw an opportunity on the beach. “I live at the beach,” she says. “And somebody asked me if I could help them rent out their house for the summer. That was when I realized that nobody was doing beach rentals in my community, and I saw a great opportunity to start a real estate business, and leverage the rental business to grow sales.”

Sure enough it was, and by 2011 Jennifer had enough transactions completed to take the next step and open her own real estate firm serving the seacoast of New Hampshire and southern Maine. As the Principal Owner/Broker of RE/MAX RISING TIDE/The Madden Group, Jennifer works with a team of seven agents. “When I say we work as a team I mean we all work for the benefit of all of our clients,” she explains.

“It helps us serve our clients better than having one person dedicated to each client.”

That teamwork comes in handy because Jennifer serves some sought-after areas. “We don’t have enough inventory for buyers!” she laughs. “That’s why we network and keep in touch with so many people. We circle back around and ask people, ‘Are you willing to sell your house, because we have a buyer.’

We do a lot of really targeted personal outreach on behalf of our buyers.”

The personal touch lets Jennifer understand all her clients’ diverse needs. “People can have different goals in real estate,” she says. “It may sound counter-intuitive because you’d think everybody just wants to sell their house, but people have different reasons for wanting to sell, people have different

reasons for wanting to buy, they have different priorities.

They might not care about the money, time might be more important. Or they might not care about the house they buy, as long as it generates income. Or in one case, the Seller really wanted to find a buyer who would let his mom rent back so she could remain in the house (and we found one!).

You have to pay attention to the different factors, and every transaction is handled differently. We can’t just assume that everybody wants the same thing. That’s what I like about the business.”

Recently Jennifer’s success has taken her to the next level.

“I just bought a RE/MAX franchise,” she tells Top Agent.

“It’s the luxury brand, The RE/MAX Collection. Your market has to meet a certain price point in order to be considered to be a luxury office. We just launched two weeks ago, and already we’ve been getting a ton of support, as well as a lot of value from added internet exposure.”

When not working Jennifer takes it easy by walking her dog on the beach, attending her boys’ sporting events, visiting her daughter in Boston and by being involved in her community. “I’m the lead sponsor of the PTA in my town of Rye, a board member of Seacoast Community School,” she says, “and I just joined on with the Seacoast Women’s Giving Circle; every year they identify a different mission and they fundraise for that mission for the entire year. This year it’s drug abuse prevention and awareness.”

As for the future? Jennifer is more focused on the here and now. “We’ll hopefully continue to grow and continue to be recognized as a top local firm,” she says. “But right now I am spending my energy on completing the transition to RE/MAX, while making sure our clients know I’m always acting in good faith and in their best interests.”

To learn more about Jennifer Madden, visit her website at maddenre.com, call her at 603.957.7500 or email her at jenn@maddenre.com www.

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Copyright Top Top Agent Agent Magazine Magazine

Cornerstone Title is proud to congratulate

Jennifer Madden

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

Attorney Kate Catalano | Cornerstone Title, LLC

Tel: 603.766.8121 | kate@cornerstoneonline.net www.www.

cornerstoneonline.net

1 Greenleaf Woods Drive, Suite 201, Portsmouth, NH 03801

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

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Top Agent Magazine

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

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ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

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

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

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

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

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

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

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SHERRY CAMPBELL

When Sherry Campbell named Energy Realty, she was referring to Houston, Texas’ Energy Corridor, where she lives, works and serves her community.

But the name could also refer to the energy that she personally brings to her boutique agency, which has grown into a brokerage with 30 agents, to her family, to her non-profit work and to the efforts she has made for her neighbors impacted by the flooding from Hurricane Harvey.

“I had two personal homes and an office that flooded during Harvey,” she says. “As soon as the water receded from the roads, we set up a temporary office and started helping people displaced from their homes move into temporary housing.”

In addition, Sherry and her agents counseled people about their options for selling or remodeling their homes. Investors swooped in and offered to buy homes at pennies on the dollar, and Sherry volunteered to review contracts at no cost, to protect homeowners’ interest. Sherry quickly learned that if she listed a flooded home for sale, she could help Copyright Top Agent Magazine 10

owners net another $50,000 on average. “I didn’t feel right about taking money from neighbors who had lost so much, so I offered to sell homes at a considerable discount for them.”

A year after the devastation homeowners still come to Sherry and her agents for advice on how to remodel or move on. Others follow Sherry’s blog to get her insights into what is happening in the local market. She knows that market intimately. “I cover predominantly the heart of Houston; The Energy Corridor District is where my office is, and I say my range is with within a 20 mile radius of my office. I don’t go further than that.”

Beyond her blog, Sherry prefers an organic approach to marketing, staying in contact with her community through a robust social media presence and email newsletters. This personal touch helps maintain Sherry’s return and referral rate of 80%. She’s built a reputation as someone who can be trusted. “I’m not afraid to tell a client: ‘Don’t buy that house, not the right house for you!’,” she laughs.

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Before Staging

After Staging

That relationship continues after the sale. “My clients, when they have any questions about home ownership, property taxes, home repairs, values, any of those things - they can call me anytime,” says Sherry. “I pride myself on that.”

they have a goal of visiting every country on Earth together. Sherry is also active in charity work, including working with the Houston Furniture Bank, which services the furniture needs of disadvantaged families.

When she’s not personally writing her own property descriptions or matching up her clients with their perfect agent at Energy Realty, Sherry loves spending time with her family. She has raised three children who are successful in their own fields, and

Sherry can give back because of her success, which was built on a strong foundation of caring. “I think you can’t be in this business if you don’t like to help people. Our code of ethics is that we put our clients’ best interest first.”

My Other Family

To learn more about Sherry Campbell and Energy Realty call 281 - 797 - 7892, email sherry@energy-realty.com or visit energy-realty.com. www.

Follow Sherry and Energy Realty on Twitter at twitter.com/energyrealty, on Facebook at facebook.com/EnergyRealty and on Instagram at instagram.com/energyrealty https://

www.

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www.

Copyright Top Agent Magazine 11

From the Team at Preferred Home Lending,

Congratulations Sherry Campbell!

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

Preferred Home Lending | NMLS#230098 281 - 655 - 8800 | preferredtx.com www.

10330 Lake Rd., Suite N, Houston, TX 77070 12

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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ANDREW PIERSON Top Agent Magazine

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ANDREW PIERSON Andrew Pierson launched his career in real estate after a successful eighteen-year turn in the marketing business. As a former Chief Marketing Officer, he mastered his skillset at the highest level before his transition to the role of agent in 2016. Since then, Andrew has parlayed his superlative marketing knowledge into an impressive regional reputation, known for integrity, outside-the-box market strategies, and diligent drive.

Now, Andrew spearheads his work under the banner of Global Luxury Realty LLC – Diamond Signature Team, serving clients across 16Copyright Top Agent Magazine

Central Florida’s five county region. There, he operates under a unique business model, with a 1% listing fee and 3.5% total for sellers.

“It’s a good mix and people absolutely love it,” Andrew explains. “No one is ever stuck in a contract—they can move on whenever they want without cost, hassle or obligation.

We call that good business, and we’re confident in the services we provide.” What’s more, Andrew emphasizes the power of communication, clarity, and responsiveness as key attributes of his working style. “We offer a ton of worthwhile services for our clients, but beyond that, we form great relationships,” he Top Agent Magazine

says. “I’m easy to get along with and I’m very straightforward. I’m not afraid to be transparent, and clients know that and appreciate that.”

Additionally, Andrew is an extremely qualified and knowledgeable agent. In addition to Top Agent Magazine

earning his MBA, he has been recognized and awarded by the American Advertising Federation for his work—talents and insights he passes along to those he serves today. “My background as a Chief Marketing Officer and Copyright Top Agent Magazine17

running an ad agency allows me to utilize those experiences and skillsets to ensure my business is a success. On our site alone, we have a number of landing pages, integrated video, and lead generation. We even have wrapped vehicles so that every element of our marketing and branding is integrated. That’s the level of detail we offer.”

When it comes to marketing, Andrew leaves no detail unaccounted for and his comprehensive approach is one of the hallmarks of his business. “Whether I’m working with a $50,000 home or $1.5 million-dollar home, we include professional photography with 18Copyright Top Agent Magazine

virtual staging, a 3D virtual tour, a walkthrough video, and drone photography,” he says. From there, listings enjoy wide-ranging exposure across more than 2,000 websites, including the local MLS, which happens to be one of the most extensive in the state. Likewise, organic Facebook marketing across 250 localized Florida groups, as well as leveraged visibility on the leading online listing platforms, ensure each home headed to market is primed for its debut. “The sellers we work with also get weekly updates on their marketing campaign’s progress,” Andrew explains.

“That way, they know exactly where they stand at all times.”

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Beyond the office, Andrew’s hands-on, proactive approach extends to his free-time. In addition to participating in CrossFit and triathlons, he’s also been a black belt in Tae Kwon Do for the past ten years and is one of the top ten in the world in weapons. Considering the future of his business, Andrew has big plans ahead as his business continues to flourish.

“Our goal is exponential growth,” he says.

“Right now, I’m on target to reach $4 million in sales volume this year, and next year we’re aiming to double that.” Andrew is also in the Top Agent Magazine

process of bringing on more agents by the year’s end. “The business is out there. With our business plan and analysis, it’s doable. We do everything in-house here, and that’s how we’re able to offer our comprehensive services at the rate we do.”

Now, with two sterling years in the industry under his belt and an ambitious eye on the road head, Andrew Pierson considers what he enjoys most about his second act career thus far. “I love that I’m able to use my experience Copyright Top Agent Magazine19

in marketing to help others. At the end of the day, I’m able to guide people as they begin a new chapter in their lives,” he says. “I never thought of it that way until I got in real estate, but now I realize just how many people we’re

able to help—from those downsizing, retiring, or moving closer to family. Having a hand in those transitions is very rewarding, and in this industry, there are so many incredible stories to be part of.”

To learn more about Andrew Pierson email sold@AndrewPiersonAgent.com, visit 407Sold.com or call (844) 407 - 7653 www.

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

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

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

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

First, think about a client’s everyday experience.

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

Where might your client swing by for coffee?

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

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

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 22

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

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

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

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

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

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KIMBERLY BISHOP

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KIMBERLY BISHOP Kimberly Bishop’s pedigree in real estate began earlier than most. With a mother active in the business for decades, and a father who took to real estate after retiring from the police force, Kimberly learned the ways of the industry from a young age. “It was natural for me to fall into it, and I got my license my senior year of high school,” she remembers. “Now, I’ve been in the business since 2003 and I really love what I do.”

What’s more, Kimberly has established herself as a consummate professional and regional expert, complete with a reputation for integrity, genuine client advocacy, and a personal touch.

Today, Kimberly works in conjunction with her mother, a veteran agent, and with the support of an in-office assistant. Together, Kimberly and her tightknit team serve clients across Atlanta’s east metro area and have built a business exclusively driven by repeat and referral clientele. To foster those lasting relationships with clients past and present, Kimberly applies a patented personal touch—in addition to cultivating a winning track record. “We take a personable approach to what we do,” Kimberly says. “We focus on being available and attentive, so that our clients feel confident in us and in referring us, as well. I’m also a natural nurturer, and I have a social personality, so I take my clients under my wing and make sure I’m available to them every step of the way, beginning to end. I make it a point to attend every closing so my clients know just how important they are to us.” To round out that personalized experience, Kimberly remains a resource to clients long after the transaction is complete—from touching base a few weeks after move-in to field any questions or provide referrals, to reaching out during tax season with reminders and relevant documents.

“My focus goes beyond the scope of the transaction,” Kimberly says. “I really personalize my work with clients, and I’d rather be straightforward and talk someone out of the wrong house, instead of worrying about making a sale. My number one priority is to help people, and the rest follows from there. I take care of my clients as if they were my own family and friends, and I think that shows when I negotiate on their behalf.”

When listing properties, Kimberly readies each home for market by incorporating immersive, high-quality professional photography. From there, she leverages each property across the leading online listing platforms and social media outlets to net wide-ranging digital visibility. Likewise, she taps her extensive database of fellow agents within her banner company to source the ideal buyer in short order. All the while, Kimberly is dedicated to staying up-to-date on the industry’s continuous technological trends and advancements, citing the importance of staying ahead of the curve to best serve her clients’ interests.

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Beyond the office, Kimberly takes part in her community through her volunteer work with her children’s local schools and events.

In her leisure hours, she most enjoys time spent with family and loved ones, and visiting the ocean. Most recently, she wrote and published a children’s book and also counts herself an avid reader.

As for her professional future, Kimberly plans to continue her team’s steady, year-over-year growth, with a focus on maintaining the boutique-style level of care and attention her clients have come to expect. In the meantime, she is content to build community in her hometown region, one buyer and seller at a time.

Finally, with fifteen years of insights and experience behind her, Kimberly Bishop considers what she enjoys most about her career as an agent. “I really love hunting for that diamond in the rough,” Kimberly says. “Of course, it’s empowering to be your own boss and run your own business, but what I love most is working with people. Whether we’re finding them the right home, or selling their property for the best return on their investment—it all comes down to helping others achieve their goals.”

To learn more about Kimberly Bishop email KimberlyGrayBishop@gmail.com, visit KimberlyGrayBishop.GeorgiaMLS.com, or call (678) 409 – 1363 www.

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

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

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

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

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

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

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

Your client’s benefit is the buzz.

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

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 26

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

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

Consider inviting representatives of community

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

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

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LAUREN APICELLA In Lauren Apicella’s first solo year as an agent, she had almost $10 million in sales. She truly ‘hit the ground running,’ and has enjoyed every minute of it. “When I decided to get my license, I joined another agents team for a year, and found I absolutely loved real estate. It wasn’t long before I was out on my own,” she explains. Soon she had her own team, which now includes a buyer’s agent and an administrative assistant. With a genuine love for people and a caring nature, she has seen her business grow exponentially over the years. Serving the western suburbs of Chicago, much of her business is based off of referrals or repeat clients.

“I would say they refer me and return to me because of my communication skills. I am very honest and upfront with people,” she explains. “I always try to keep them up-to-date and in the loop.” Lauren understands the importance of this transaction, and aims to make each step of the process completely clear, so her clients are never left confused. “I am always there for my clients, I answer my phone and text them back. Staying in touch and communicating is my number one strength.” She is also determined to get them towards their goals, whether that means saving money for her buyers or earning more for her sellers. “I’m on their side,” she says.

One unique aspect of Lauren’s business is her ability to utilize social media to help her grow. Lauren advertises on Facebook to get leads, and has found much success from it.

“The number of leads we get from Facebook is really high.

If we’re actively doing social media we will get 50-75 leads per week. So we are very focused on being visible in the community and doing our ads, as well as posting regularly on Facebook.”

After the transaction is over, clients love to leave glowing reviews about their time with Lauren. One recently said, “I found Lauren when looking through someone’s page on Facebook. They had commented about selling their home in 12 days. I looked through her website, met with her and signed that day. We were very impressed with her from our first meeting.

She came with some great comparables and even input on upgrades we were doing. She was also very helpful when it came to staging. Our house sold in 6 days, before we even had an open house! And then she found our new home in 3 days! She does a great job of keeping you updated, communicating each step of the process and is very flexible.

She even provided us with the name of a lender...we had one already but they were falling short on communication so she suggested a local one that was awesome to work with. Her inspector was also top notch! I suggest Lauren to anyone I know that’s looking to buy or sell!”

Born and raised in Naperville, Lauren knows everything about the region, and is passionate about helping her community with their real estate needs. As she looks towards the future, she is excited to continue growing and learning.

“I truly love guiding my clients through the process and being a wealth of knowledge for them. When working with me, they know they are in good hands.”

For more information about Lauren Apicella, please call 630-253-2518 or email lauren@augustrealtyteam.com Top Agent Magazine

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HARRY FINER Harry Finer began his entrepreneurial ventures at the age of 12. “I started a hobby shop and within a year, my dad quit his job and rented a store in West Haven, CT, for House of Hobbies, which he operated for 32 years,” remembers Harry. Nearly a decade later, Harry gained inspiration both from his father and a family friend to get his real estate license. “I was a REALTOR® from 1974 to 1978 and came back to the industry in 2004,” he explains.

In the intervening years, Harry served as a general manager with AT&T, leading a large sales team to meet and exceed objectives.

Having also led the growth of additional companies during that time, when Harry returned to real estate, he valued the William Raveis team concept. “I thrive when mentoring and training people, helping them build their careers.” As vice president of sales for William Raveis in Glastonbury, Connecticut, Harry’s team represent clients across a vast span of Connecticut within 40-mile radius of Glastonbury. “I also have my Massachusetts license and represent clients in Cape Cod with William Raveis friends there.”

Harry is known as a “networker extraordinaire,” who is never more than a step away from connecting with or marketing to whomever he needs to reach. “I have met a lot of people through the businesses I’ve been in and the organizations I belong to.” While he does receive a good deal of referral business, Harry makes a point of leveraging different tools and technology that deliver “ROI and stickiness,” allowing him to connect with people quickly, thoroughly and memorably.

Meanwhile, Harry is everywhere, from social media and print advertising to the coffee counter at the local gas station. “People say, ‘You ought to have a desk in the gas station!’” They recognize him as a good communicator who goes out of his way. “I have a lot of knowledge,” he says. Harry is known for his willingness to share that knowledge on everything from neighborhoods and home structure to the nuances of inspections and mortgages.

“I also built a dynamic value proposition that changes with the times.

As social media took off, I started doing video narrated tours of my

listings, which I post on Facebook, LinkedIn, YouTube, Twitter and as an attachment on the real estate websites.” He does aerial photography where appropriate and even uses QR codes, allowing agents and buyers to easily access each listing’s details from their phone. Our team has a Certified Home Stager and teaches Staging at a Local High School. Showing his dedication to the importance of homeownership, Harry also conducts a free Buyers Class twice a year to assist buyers with understanding the purchase process.

People know Harry as someone who goes above and beyond, whether bring a missing lightbulb to a house or sharing his network of preferred vendors – professionals who operate with same integrity and quality he provides. “People joke that it’s old-fashioned to have all these business cards on me from each of my vendors, but I’m always ready to help.”

Helping is what Harry most enjoys about real estate. “I work very hard for my clients and for the team that I mentor. I learn something new every day, even from people I’ve just brought into the business.” He’s also a good listener. “My clients tell me what their goals and objectives are and I customize their experience. I even bond with their house!”

When working for the top brokerage in the area, Harry understands the importance of distinguishing himself. “For sellers, I have certified stagers on my team and for buyers, I’ll go wherever they want to go.” He jokes that some people apologize for taking him so far to see properties. “But I say, ‘This is about your needs, not mine!’” After all, just like each client, every house has a unique story. “In real estate, you have to be enthusiastic about what you do, who you’re working with and what everyone wants to accomplish.” If you are, you may grow your business year over year, just like Harry, who whose clients have voted him a Five Star Real Estate Professional in Connecticut Magazine for seven years, and who was a Top 25 Real Estate Team Connecticut for 2018.

Bill Raveis, the CEO of William Raveis Real Estate, puts it like this: “Harry is an experienced, knowledgeable and seasoned Real Estate Professional; we are happy to have him as part of the William Raveis Family!” Additionally, Harry and his team have been recognized by William Raveis being ranked as 14th in the company of 4000 in 2017 and 22nd in 2016.

To learn more about Harry Finer, visit harryfiner.raveis.com https://www.facebook.com/WilliamRaveis/ or go to his Facebook page, email Harry.Finer@raveis.com or call (860)760-3633 http://

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 30

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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MISSY FOURNET Missy Fournet had always been interested in real estate. “I was working at an elementary school,” she recalls. “And a lot of people were moving, buying and selling homes, and that inspired me to get my real estate license and just go for it.”

That was five years ago and Missy hasn’t looked back since. Over the course of those five years she’s built a strong business in north Dallas with an even stronger client base; Missy estimates that 90 percent of her business comes from referrals and repeat clients. Her secret? Knowing the relationship doesn’t end at closing.

“I let my clients know that just because the sale is done doesn’t mean that I’m not available for them,” she says.

She sends out a monthly newsletter, but she really prefers the personal touch. “I do a lot of lunches with my past clients,” she says. “Occasionally I’ll do a pop by where I just take them a little gift and see how things are going.”

Missy keeps it personal because making a difference in lives is what she loves most about real estate. “I like helping people get to their happy place,” she says. “Whether they’re downsizing or upsizing, I just love it at the end of the day when they’re happy and they’re thankful. Not only am I making a good income, I’m helping somebody get to their good place, to where they need to be.”

For Missy getting them to that good place involves making the process as easy as it can be. “I try to give them a

smooth transaction,” she says. “There may be touchy moments, but in the end when we’re at closing most of my clients say they enjoyed the process and that we got them more than what they thought they could get for their home.”

When she’s not working Missy loves to travel.

“I didn’t travel as much as I wanted when my kids were younger and so now that they’re grown I try to do that more,” she says. “I do things that I can to just enjoy life - we work hard so we should play hard!”

She also works hard in her community, supporting the local Keller Williams office in their RED (Renew, Energize, Donate) Day activities. She says, “We go out into the community and we pick a foundation, like Samaritan Inn, and sponsor and support as an office together. We get in there and dig deep, so I spend a lot of time trying to support my office and the community. In turn it’s very rewarding for me as well.”

As Missy looks to grow her business she wants to make sure it doesn’t get too big. “I would like to grow my business, but I don’t want to have a huge team,” she says. “I don’t want to have 20 people on my team, I want to keep it personal. Maybe a team of four or five, with a specialized listing agent.”

One way to keep it personal? Keep it in the family. “My son, Zack Hobgood, works on my team, so right now we’re kind of a family business, which I just love.”

For more information about Missy, visit housesbymissy.com, call 972-415-3224 or email missyfournet@kw.com www.

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PUNEET KAPOOR Puneet Kapoor began his journey in real estate after a twenty-year tenure in the corporate sector, serving as a Director of Audit/Risk Management for several Fortune 500 companies. “My key role was to preserve and protect the wealth of those brands, and to help them make better decisions so they could manage risk and multiply wealth for shareholders,” he explains. In 2016, however, Puneet felt compelled to transition this skillset to a career in real estate, where he could serve individuals instead, and derive a greater sense of fulfilment from his work. In his first full year as an agent, Puneet was awarded the Chairman’s Club designation for his superlative sales volume. In 2018, he launched his own team, partnering with his wife Nidhi Kapoor, and other agents, putting together the needed systems and processes to execute his ambitious strategic vision, the first phase of which has already placed his team on track to close $20+ million in volume this year, in addition to earning the status of one of the Top Producing Teams in the company.

Based in Naperville, Puneet primarily focuses his service in the greater Naperville area, but also goes wherever clients lead across the Chicagoland region. Under the banner of Baird & Warner, he has quickly driven a significant portion of his business through repeat and referral business, and to account for this, Puneet emphasizes the skillsets honed in his previous career in corporate finance, and how naturally they translate to serving today’s homebuyer. “After helping companies do better in their business plans, strategies, and reaching customers, I knew I’d find more gratification serving people directly,” he remembers. “I dove headfirst into the real estate industry and instantly it felt like there were plenty of opportunities to add value that remained unexploited. I resolved to bring about leveraging all my skills and experiences. Above all, I wanted to help people make better decisions by understanding, evaluating, and analyzing the pros and cons, the risks, and trade-offs of buying or selling a home.”

Drawing upon his background as a CPA and in the upper echelons of the corporate world, Puneet takes a strategic approach to counseling clients, guiding them through the big picture vision as well as every detail to ensure they are making a decision that is personally and financially the best decision for them, helping them build financial prosperity for the future.

In fact, his value proposition has proven so effective, he’s worked with some of the same clients repeatedly over the last year or two to buy, sell, invest, rent and property manage their investments. “From the beginning, my value proposition was to provide clients with holistic advice considering their personal and financial goals and constraints and where they are in their lives,” Puneet explains. “Using my financial risk and business strategy expertise, I help clients understand what a good decision for them might look like, and what impact it’ll have on their personal and financial futures—whether they’re soon-to-be empty nesters and downsizing or a young family upsizing to a larger home to raise their family in an area for its top school district. I’ve created an analysis-based process to help clients improve the quality of their decision-making, and after 35+ reviews online, I’m still at 5-stars.”

When it comes to listing properties, Puneet applies a similar analytics-based approach that nets superlative results in short order. “The very first thing I tell my clients is to know the market, and their property’s relative competitive positioning, their property’s alignment to buyers’ taste

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and what needs to happen to best position the property to achieve the best outcome possible,” he says. “We present what the competitive field looks like, and elaborate what it’s in the hearts and minds of today’s buyers— analyzing trends to create a strategy to be most competitive in the market place.” Part of that strategy involves Puneet’s unique proactive approach, as he’s collected a list of pre-vetted vendors who offer below-market rates for his clientele. “We’ve created a shortlist of negotiated discount rates that fit a range of budgets, which gives clients so many more options to solve any issues with their homes or create upgrades sharpening their competitive edge, prior to listing,” Puneet says. Once homes are readied for market, all listings enjoy professional photography and staging to optimize presentations. Higher end homes receive drone videos, and video walkthroughs to further convey the experience those luxury homes have to offer. Then, listings are leveraged across social media, the leading online listing platforms, and email campaigns. Likewise, Puneet hosts regular client appreciation events and various networking events that also help get the word out regarding new homes hitting the market.

Beyond the office, Puneet supports his community as a member of his subdivision’s Homeowner’s Association and in his participation through Naperville Public School’s PTA. He is also an avid supporter of causes that support veterans, and he offers regular clinics to help educate prospective buyers or sellers exploring their options in the market. In his free hours, Puneet most enjoys time spent with his family and loved ones, especially his two children, in addition to off-roading in his Jeep Wrangler, staying active in the gym, and enjoying live music.

As for the future, Puneet has a five-year plan in place to maximize his business as it continues to grow exponentially, with plans to expand his team and increase his yearly volume. “I’m very ambitious and passionate about what I do,” he says. “I want to make a difference, and to me, that means my work has to be distinguished and it has to add unmatched value to my clients.” Finally, with two sterling years on record and an ambitious spirit guiding the path ahead, Puneet Kapoor considers what he enjoys most about his second-act career. “It’s all about the gratification that comes from seeing my clients’ smiling faces at the end of a transaction,” he reflects. “Service and superior results is the mindset that guides what I do, and I bring value and results to the table. When my clients are happy, that’s mission accomplished.”

To learn more about Puneet Kapoor email Puneet.Kapoor@BairdWarner.com, visit PuneetKapoor.BairdWarner.com, call (630) 362 – 2673, https://business.facebook.com/kapoorteam/ or visit his Facebook page here 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

CHRIS KRUSCHEK Chris Kruschek’s journey in real estate began back in 2005. She had always entertained an interest in real estate, so when the ideal time finally arrived to dive in—Chris made the leap. Now, Chris serves as Broker/Owner of RE/MAX Central and has established herself as a regional industry leader. What’s more, she has built a steadfast reputation as an agent steeped in ethics, known for her personal touch, and grounded by a proven track record of success.

Today, Chris heads a tightknit team that includes her husband Jeff, the office’s co-owner, as well as four additional agents and a full-time office administrator. Together, Chris and the team serve clientele across the Central Minnesota region, with their brick-and-mortar office based in Little Falls. Considering Chris was raised in the region, she offers clients unmatched local insight and knowledge when it comes to area trends, inventory, and amenities. Of course, her local flair is a hallmark of Chris’s working style, and as a result, she is able to nurture organic, lasting relationships with clients past and present. “I’ve lived in the area all of my life,” Chris says. “We’re a large farm community and we have the Camp Ripley base here, as well. Because we are a relatively smaller market, I know most everyone around town and I run into past clients all the time—from seeing a familiar face at my grandchildren’s events, to crossing paths at community happenings.” As a result, Chris has built a business that is largely driven by repeat and referral clientele—the highest praise an agent can receive.

When listing properties, Chris leaves no detail unaccounted for. To start, she ensures each property is appropriately leveraged through staging, professional photography, video, and drone footage as needed. From there, she takes to RE/MAX’s platform, social media outlets, and the leading online listing platforms to net wideranging exposure for each property headed to market. Whether guiding buyers and sellers through the transactional process, Chris

values the indispensable role she plays in helping individuals and families toward success. “I love the versatility of what I do,” she explains. “That’s what keeps me driven and moving forward. In our community, buying or selling a home is the transaction of a lifetime. Throughout that process, I always treat my clients as they should be treated: like they matter and like they are my only client. No matter what size or type of transaction I’m working with, everyone receives the same high level of respect and service.”

Beyond the office, Chris makes it a point to stay actively involved in her Central Minnesota community. “I try to pitch in wherever needed,” she says.

For every completed transaction, she contributes a percentage of her commission to the Children’s Miracle Network. Likewise, she participates in Mississippi Connections, a business-to-business referral program that serves the regional community, as well as her role on the auxiliary board for the area’s VFW and the local hospital. Some of her additional civic and charitable commitments include Great River Arts, the local zoo, and the Little Falls Chamber of Commerce. In her remaining free hours, Chris most enjoys time spent with family and loved ones and partaking in Minnesota’s great outdoors—from four-wheeling and snowmobiling to hiking. She also enjoys boating on the grand Mississippi River nearby.

As for the future of her business, Chris intends to continue on her steady, fruitful path as her business continues to flourish. “So far, we’ve reached all the goals we set out to accomplish as an agency,” she says. “We want to keep growing and remain the best at what we do.” Finally, with more than forty years of regional knowledge and over a decade of real estate experience, the future appears assuredly bright for Chris Kruschek and her team at RE/MAX Central.

To learn more about Chris Kruschek email Chris@ReMax-CentralMN.com, https://www.facebook.com/chris.gammonkruschek page here. visit ReMax-CentralMN.com, call (320) 630 – 7937, or visit her Facebook www.

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DREW & HEATHER SHUBZDA How did Drew & Heather Shubzda become the husband and wife real estate dream team of North Dallas? Heather’s parents owned rental houses when she was growing up, and she always had an interest in real estate.

“I’d owned my own business before, but I wanted something more,” she explained.

She met Drew when he was working in commercial construction, but dreaming of starting a residential real estate business.

Heather became licensed as an agent first and Drew soon followed suit. They found his construction experience combined with her sales experience make them an incredible team. Drew was also born and raised in the north Dallas area, so he has a detailed knowledge of the area. Now with a combined eight and a half years in the business, Drew and Heather have a thriving business and many gratified customers.

Already 80% of their business comes from repeat and referral clients. What keeps their customers coming back and eager to refer them to friends and family? “I really think it’s our service,” Heather says, “With Drew and I being a team, we always answer the phone, we always answer emails promptly, we are always available.” Clients rave that Drew and Heather respond so quickly they feel as if they are their only client! Drew’s knowledge of the area is also a major plus—customers feel comfortable working with an agent with a lifetime understanding of North Dallas. Drew’s extensive knowledge of homes also guarantees they are in good hands.

When it comes to marketing listings, Drew and Heather first use their expertise to set a listing price that will allow the

listing to sell quickly at the highest possible price. They understand that the majority of buyers start their home search online, so they hire professional stagers and highquality professional photographers and drone photographers to ensure the house looks its best. They conduct a thorough and strategic social media marketing campaign.

They’ve also found it incredibly effective to prospect other real estate agents to find a match. “We can see when they have clients that ‘favorite’ the listing. We call and reach out to them. We will often call agents prior to showing our listing to develop a relationship. Agents want to work with us,” Drew explains. “We strongly believe that a good relationship with other agents is a benefit to our sellers.”

What are Drew and Heather’s favorite parts of the job? Drew loves reconnecting with friends. Recently a math teacher who taught Drew in high school reached out to work with him!

“The reconnection with folks I haven’t seen in many, many years and being part of this Garland/Sachse area means the world to me!” he says. Heather’s favorite part of the job is the relationships she builds. “We meet new clients and become lifelong friends with them!” she says. “It’s exciting to be able to help them with this huge endeavor. We just enjoy it.”

To give back to the community, Drew and Heather participate in community fundraising events in Sachse. They are Garland ISD supporters/sponsors, and involved with Carry the Load in Dallas. In their free time, they love to spend time outdoors and at the lake with their two-year old daughter.

For the future, they want to continue serving their clients and their community. “We want to grow and get better every day,” Drews says with a smile.

To find out more about Drew & Heather Shubzda, email heathershubzda@ebby.com or call / text (469) 844 - 1204 36

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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

ESSIE TAYLOR Essie never planned to live in Las Vegas.

Originally from Sweden, Essie stopped over in Vegas in 2002… and fell in love and never left. She also didn’t plan for a career in real estate, but that hasn’t slowed her down as she has become one of Vegas’ top Realtors® over the past three and a half years.

“I was buying rental properties as investments,” she recalls. “I got my license because I wanted to get access to the MLS and not depend on someone else showing me properties. I was bartending at the time, making great money that funded my deals”. When the bar shut down she took the opportunity to work for herself as a full-time Realtor. She hasn’t looked back since.

Essie understands that she’s working in a crowded market - “Everybody knows at least ten Realtors®,” she says. “So staying top of mind and taking care of your people is key.

My goal is to always provide excellent service to every client and I’m always striving to get better. Word of mouth will take care of the rest.” She works hard to make herself stand out, engaging in many events and campaigns to stay in touch with her clients and make them feel special.

One event that Essie has is her annual pie campaign, which is in full swing right now. “I visit all my past clients and the people that I’ve kept in touch with and I deliver them pies during the holidays. They get to pick apple pie or pumpkin pie; I’m going to deliver about 150 pies this year. It’s a great way of taking time to connect and thanking clients for their business”

Supporting her clients through the whole process is important to Essie, and that includes educating them on the market and the process.

“Great communication with clients is the most important thing so that everyone is on the same page. Understanding the process takes a lot of stress off their plate and makes the client feel more in control.”

Essie knows that for some clients it’s not about the money and every situation is unique so she has many options that she can offer depending on what the client’s needs are. Problem solving and creativity give Essie an edge.

“I helped a girl a couple of years ago who was facing foreclosure within one week. She had gone through a lot of crap and when I took her on I was determined to do everything in my power to help her. We were able to stall the foreclosure one day before auction, got it sold, and she walked away with a $25,000 check. She made a huge impact on me and really reminded me what this business is about: helping people who need us. There is no bigger reward than the gratitude from a happy client after a successful close.

The relationships we create go so much farther than just a transaction”.

Looking forward, Essie intends to continue to grow her business. Her next hire is going to be a full-time admin.

“I’m always striving to be better and more efficient, and as a result be able to serve my clients better. What I want to do is to build a real estate company that can truly serve my clients to the highest possible standards.”

BEFORE

AFTER

To find out more about Essie Taylor, visit essietaylor.com, call 702-561-2505 or email essie.kwrealty@gmail.com www.

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How to Throw a Networking Event

that Can Put Your Business on the Map

It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community.

However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational. Include a link to register online so that arriving to your event is seamless and requires no sign-up sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bake-off, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

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GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses.

You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way. Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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ZACHARY WHITE Realtor Zach White of Park City, Utah’s ZW Group – in tandem with the Utah Luxury Group - possesses not only a wealth of industry knowledge, but also an indefatigable work ethic that has propelled him to Top Agent status. Zach’s commitment to providing honest, ethical real estate advocacy and his focus on excellence in customer service has translated into a reputation as one of the most trusted industry professionals currently working in The Beehive State.

Previously an educator who taught history and Spanish to junior high school students, Zach’s eventual entry into the real estate industry seemed almost inevitable. “My father, my grandfather, my uncles…basically my whole family was involved in real estate in one way or another,” Zach explains, “so I figured it would be a great fit for me, and I changed careers in 2014.”

Zach’s love for Park City informs his enthusiastic approach to working with buyers and sellers, and he is an ardent booster of the the city, which boasts world-class skiing and mountain biking, in addition to its world-renowned scenic beauty. A former competitive skier himself, his knowledge of the local market is unparalleled, and he is ideally suited to assist anyone looking to relocate to this mountain resort town.

While there are many factors that have contributed to Zach’s continuing success – expert negotiation skills, his highly-personalized service, and the aforementioned market knowledge – perhaps the most impressive is his solid work ethic, for which he credits his grandfather, who went to work every day until the age of 92. “It was instilled in me from a very early age,” says Zach. “I don’t do real estate just to pass the time. It’s what I do day in, day out, 24 hours a day and 365 days a year.”

In an industry where one of the chief complaints among buyers and sellers is poor communication, Zach once again distinguishes himself through his commitment to maintaining consistent contact with his clients, both during the transaction and after. “I stay in touch with them all,” he says, “just to make sure that they’re happy with the process and the results.” While many other agents have defaulted to texting and emails as their primary mode of communication, Zach enjoys the old-school method of reaching out via phone calls, a personal touch that has endeared him to his clients.

Zach’s clients are consistently satisfied with the service he provides, as evidenced by the large number of excellent reviews he has received on Zillow.com, where he holds a perfect five-star rating. Among the laudatory testimonials is this one: “I have worked with many Realtors and Zach White is by far the best. He is warm, caring and truly listens...throughout the entire time we worked together I felt Zach had my best interests in mind. At no time did I feel any pressure from him. I told him I was in no rush and he respected that. I asked him to keep me updated on new listings and he did so on a regular basis in a friendly, warm, timely, manner.

During our negotiations his perspective was very wise and we truly felt that he was accurately and professionally expressing our best interests. I would highly recommend Zach and will utilize his services again.”

When he’s not working, Zach gives back to his community via the charitable organization National Ability Center, which empowers individuals of all abilities by building self-esteem, confidence and lifetime skills through sport, recreation, and educational programs. He is also active with Big Brothers and Big Sisters. When he’s not working or giving back, family time is the number one priority for Zach.

Much like the man himself, Zach’s plans for the future are straightforward: to continue growing his business while providing incomparable customer service to all who are lucky enough to work with him.

For more information about Zach White, please call 435-640-9722 or email Zach@UtahLuxuryGroup.com Top Agent Magazine

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