NATIONWIDE & INTERNATIONAL EDITION 12-2-19

NATIONWIDE & INTERNATIONAL EDITION

6 Ways to GET YOUR CLIENT TO TRUST YOU

5 Sure-Fire Ways to

GET MORE REFERRALS

Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

EASY BLOG TOPICS

FOR YOUR REAL ESTATE BLOG

NATIONWIDE & INTERNATIONAL EDITION

p Floors Carpet One Floor & Home is proud to congratulate

ASON C.Eileen MOORE Campos Fazzari Law is proud to congratulate 12

7

KRYSTAL MEADOWS 16

20

JENNIFER CRO

For Jennifer Crosby, enter real estate world was a se itous event. She was w three jobs, and one of them receptionist position at a lo estate company. Jennifer b JENNIFER CROSBY KRYSTAL MEADOWS EILEEN CAMPOS JASON C. MOORE interested in the industry an wanted to become an age she received her license in 2002. She hasn’t looke on being featured for the State of New Jersey since and has enjoyed every minute of her career.

DR. JENNIFER HAR 24 23 31 28 STEVE HALEN in Top Agent Magazine! she has three agents working with her, Cathy R Ever since she was a little When Steve Halen was looking and ended up purcha VelaTijuana and Candis Gleason, focusing on E Top Agentelectrical Tijuana and Evans –Shannell award when asked how she ach Top Agent Nicole Ehrhart inspection fields.

Nicole also provides her girl, Dr. Jennifer Harris was he knew real seemed asfamed if hetoalr county in Colorado.

The majority of Jennifer’s bs always ait fan of the winning Broker/Owner ofa career Prime 1because diligent, and I’m not going Fenner – of Shorewest Realtors clients with for extra valuechange, of her experience with estate was the answer.

With a for and what we like Parade of Homes.

While Krystal Meadows’ first exposure to the real estate comes from repeat clients or referrals, a testamen Carolina what they need.”

Tijuana, who i in Greenfield, WisconsinRealty – is a in Charlotte, rehabbing North homes.

“Ipeople workand with a lot of home flippers,” her pathcomplaint began lovemother, for a passion forprofessional I have no industry was through her a successful superior service and work ethic.

–game: is a seasoned professional who is and South Carolina, is deeply gra Realtor at the top of her she explains, “and I stay with them during the entire in the engineering field, providing superior he him for all myshe friend Krystal earned service, her RICHARD A. FAZZARI, ESQ. property manager. At eighteen, ultimately decided she was truly committed to providing top-oftrust and loyalty they have show dedicated, hard-working, and process beginning with scouting properties at auctions.” enjoyed steady growth yearto me care of the people be he stripesSTEVE on thisHALEN side of thehas business, but knewHARRIS she back “I JENNIFER think they come refer 732-596-0702TIJUANA | RichardFazzari@fazzarilaw.com DR. EVANS NICOLE EHRHART ready for a and career that me put the-line customer service to each clearly reciprocated, judging from after year.

Today he has a team the same for all of h wanted to sell homes one day.

After a successpossessing a wealth of industry Nicole even oversees the home’s design for a flat fee.” focus on building a relationship with them.

I see fazzarilaw.com FENNER her ambitions and potential conversation, my clients beco whichfirmly includes himself and six ful bid managing 55+ senior communities, and and every one of her many grateful reviews she has received on indu knowledge, Nicole has defijust as a transaction, but as something more meani within her own power.

That’s when she decided 313 Amboy Avenue, Woodbridge, NJ 07095 take role seriously.

This withagents her husband Jordan’s loving support, Krystal serving the entire Phoenix region.

He’s onI people his Steve also it a to her license and launch hermy career in realamakes estate, sheearn explains.

“I treat like family.

I watc buyers and sellers. on which site she perfect Personable, nitely earned her reputation The gratitude Nicole feels for her clients isholds clearly to me; this is a life-long re finally madeyear the leap andbusiness, earnedmore her license, bringseventh in the and so far, this year the nity.

He donates to hi than sixteen years ago.

Now, Jennifer has earned kids growjudged up andby graduate from high school. It’s seasoned and and knowledgeas a dependable and honest, trustreciprocated, it is best the glowing reviews CONTENTS a reputation fortransactions. her personalized service, incisive just a lot of little things I d ing team with has her completed the diverseover knowledge and skillsets $15 million in in multiple local eve cool.”

When working with Jennifer, clients becom Tijuana and her firmfor set she isn’t working with clien worthy real estate advocate for her many clients able, in the has herthe services, including this one from advisement, andWhen proven track record ofeven success. my clients after closin she’d built she along thereceived way.

“We’ll hit $18-20 million at the end of the year,” he a Christmas party tha her life forever, and they feel comfortable ask herofoff-time shopping and travel standard for providing realof estate Southeastern Wisconsin market.

Zillow.com: “Nicole is any amazing.

She totally set my mind Anniversary cards every mo explains.

They don’t specialize in type home orwith for advice or checking her even 4) TOP AGENT TIPS AND 21) 5 SURE-FIRE WAYS TO 37) NEWER AGENTS: Today, Jennifer heads a in tightknit team of when agents,they gift card included, birthday Now, Krystal is nearing the completion of her third credits much of her success to h advocacy in their highly competiat ease, especially since this was my first home purchase. price point, instead preferring to help as many people Steve looks tow looking to buy “We TO doAsnot have drip serving clients inorthesell.

Raleigh area, and across thecam QUESTIONS FOR CHOOSING GET MORE REFERRALS MORE QUESTIONS clients homes to leave pop by year as a Realtor, and spearheads her work under as possible.

With the majority of their business coming double the size of th husband, Evans.

She is a market.

She has, from day one, been willing to answer any Nicole’s initial interest in the real estate worldtive was North Carolina counties of Derrick Wake, Durham, or mailers, we host client events and IJohnson, am often the from bannerrepeat of Keller Williams Atlanta Partners. clients oroffer referrals, they’ve certainly he YOU grows; he willvia nA YOUR sparked LISTING AGENT ASK YOURSELF—ARE and Chatham.

There, she serves sellers, invesgives back tobuyers, her community while she was working at her first job, at Kohl’s questions and her help, even introducing me toshe an to their special events or graduations,” says. vein, Krystal emphasi There, she works in conjunctiontors, withand herthose assistant interestedIninthis commercial properties. exceeded expectations.

“I love helping peop STUMBLING ORprocess UP AND those who arecharity looking to move but not sell, Jennif organization “Trusted Par Tijuana began her her successful journey estate inmore Department Store, Corporate.

While purchasing ownBAD amazing lender.

She made the entire stress free.”

25) BRANDING INCarla,in honesty, and Christina, and herreal transaction coordinator.

Thus far, than halfcommunication, of her clients businessthrough is driventhe 10) 5 MORNING HABITS offers property management.

By providing a full rp lies with special needs children.

T 2001, REAL following a career in banking, working forexplains.

Bank of“We home, and later, some investment properties, Nicole repeat and driven referral clientele who her astute “Because my experience w Together, solidified aby business ESTATE MARKETING “We do they’ve a great job,” SteveRUNNING? have a clientusofvalue thinking they can real estate services and continual support the TO MAKE DAY SUPER counsel and personal touch.

What’s more, Jennifer isgood ment, I’ve developed a God foundYOUR herself intrigued

by America the process, The future looks for Nicole, whose business isafter in God. “I am ashow praying andparticularly honing her knowledge of Our the financial side by the referral clientele who value Krystal’s candid first philosophy. first andabright foremost priority is taking themand they can. regional expert, born and raised in the Raleigh area. action, Jennifer makes a lasting impression on of the feedback advice, personable nature, and already impressive PRODUCTIVE negotiation side of the business. really enjoyed the growing exponentially each year.

“I’m going to area have to I’veev of real “I estate transactions.

“I’m from Brooklyn, care of originally our clients.”

A U.S. Navy veteran, is“Much also 41) EVERY PLAYER IS Her team is also Steve comprised of long-time residents she encounters. don’t move clients into a ho track record.

In her first year, Krystal made a strong 29) EASY TOPICS FOR certified as aan Military Relocation Professional, which thrill of it all,” she recalls. “I’d at my desk atBLOG Kohl’s, hire soon,” she says, “since I’m almost at her NewbeYork.

My husband and I moved toassistant North Carolina, toTO theBOOST future of and natives whoLooking guide clientele toward the ideal neighVALUABLE: HOW detail, and we weigh the debut by closing over $5-million in volume.

By year 14) UNTANGLING THElooking Top Floors Carpet One Floor Home allows maximum him to assist military members and veterans borhoods, investments, and optimal inventory.

Beyond pro YOUR REAL BLOG perusing the internet, forI& good deals.”

Stumbling capacity for what Icurrently can handle alone.”

Nicole, oversees two offices in and really didn’t likeESTATE working in the corporate world” When it comes to marketing, Jennifer alsoclients goes It’s about making sure two,moving she’d doubled this figure.

This year, she has YOUR TEAM’S MORALE practical, Jennifer also strives to make a personal to theIconcerned area.

When itthe comes to marketing, Steve BIDDING WAR: A she BUYER’S across a home wanted toTijuana purchase, an agent told her ever about her clients, knows this is also the on expanding, possibly openin explains.

“My husband and were looking for a and beyond, offering staging services and social forup them “My no matter already exceeded her personal best. genuinely with those she serves. clients how reallylon and his team also go aboveconnection and “I beyond, keeping 770.271.7298 she’d never be able to affordnew it. “When I was able to get way to ensure that the incredible customer service she & SELLER’S PERSPECTIVES advertising.

“We focus pre-marketing, wh state of New York. is get also home, and I really enjoyed that.

There was a woman what they want.” become friends,” shealso explains.

“Ion take theShe time to care about my clients,” she says.

“From the initial with CAN social media on the MLS and 33) THINGS YOU DO and advertising 45) 6 WAYS TO GET YOUR to know them, their families, and what’s important to list a property as ‘coming soon’ before it’s on the m that house,” she says, “I decided to working get my real estate offers – which has become synonymous side withof the who was as an on-site agentLifestyles. for McCar Homes, into development HomeSmart “We putquickly our listings onthe akeep thouCopyri topfloorscarpetonesuwanee.com them.

That’s why TRUST they coming back, because I’m TO ANTICIPATE YOUR Jennifer explains.

For each listing, no matter th CLIENT TO YOU license.” After leaving Kohl’s, Nicole initially worked her name –estate never falters. of providing homes for those w and she suggested I try mysand hand at real estate, because different real websites. also host open 18) A STEP-BY-STEP GUIDE truly ashe bigWe advocate for them and value my role point, Jennifer her team make sure asittheir is look CLIENT’S NEEDS for a flat-fee, discount brokerage.

“I was doing really houses and makeinsure we’re marketing inand different price point. thought my personality and background finance would trusted advisor.”

CONVERTING best and is seen by as many people as possible.

Satellite TO Boulevard NW SuiteINTERNET D, Suwanee, Georgia 30024 states as well.”

TIJUANA EVANS NICOLE EHRHART FENNER

www.

eing featured for the State of Georgia in Top Agent Magazine!

www.

well there,” she says, “but make I didn’t that itfit. could honestly whatthat I do,” mefeel a good So, be I took“Iclasses andlove found I says Nicole, her enthusiasm When listing properties, Jennifer ensures no detail is obvious. “Puttingunaccounted clients into houses, and seeing “IfBeginning you hire me andleave myhow company After thetotransaction, clients often glowing r for. with professional photogAfter the transaction, clients love leave glowing fell in love with the company and all they had to offer, happy they get is raphy incredibly rewarding.” definitely put forth 110% of “Jen our and videos, she then turns to pre-marketing prior about their time together.

One recently said, reviews about their time together.

Onedebut. recently said, to a home’s From there, visibility is achieved and made the switch.” my hero!

Herhelp compassion, professionalism and dg say real estate was a “Steve good fit be toa have significant you reach your real estate Phone 310-734-1440 | Fax To 310-734-1440 is a would great agent when looking to purchase across a range of listing platforms, social media outlets, understatement.

Tijuana quickly proved herself to be an a home.

He worked around our schedule as we lived 2 mag@topagentmagazine.com | www.topagentmagazine.comand organic marketing within her sphere. Whether One factor that truly defines Nicole’s approach to hours away 1/2 from where we wanted move. He tackling a sale,topurchase, investment portfolio, or excellent real estate professional and quickly achieved No portion of this issue may be reproduced in any manner whatsoever without priorwants consent the and publisher.

Top Agent is on her commercial property, remains focused listened to our and of needs showed usJennifer homesMagazine working with clients is heran commitment to placing her impressive level of success.

When she finally decided published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent ouropening budget. Heofisher veryown easy firm to reach. recomclients’ needs and best interests above that her own paycheck. toopinions parlay success intoinsupplied the – Iorhighly Magazine cannot be held responsible for expressed or facts by itswe authors.

To subscribe change send For more inform mend him, and certainly will call upon him in address, the takes great pride in Prime making certain each of about her hiring an equally dedicated 1 Realty she set inquiry toNicole mag@topagentmagazine.com.

Published in the–U.S. and his team future if we move again.” Another wrote, “Very helpful buyers and sellers fully team understand the alltransaction of people, of whom share our herfirst client-first or email steve@a in getting home forbusiness my fiancé and I. He picked process, knowing that it might be the largest orconsists ethos.

That teampurchase currentlyout of eight other agents, homes and showed us homes that we would like or visit AZDre sale they will make in their lifetime. a closing coordinator and another who is in charge of all 2 Top Agent Magazine marketing and advertising for the company.

“My job is not just about showing houses,” says Nicole.

LEADSsustained TO REAL LIFE SALES long-term.

So, I interviewed with Shorewest, thoroughly enjoyed it.”

www.

ART HAYS

KARIS 36 JEANNETTE 39 35 Top Agent Art Hays – Lead and an understanding about expectations, that’s when Jeannette Karis got her start in the decision, or of The A.D. Hays Group at things can go sideways.”

Lisa of Petrik had real estate industry back in 1994, the coun Lakes Sotheby’s International after her relocation to the U.S. career in real es Realty in Edina, Minnesota Another element of Art’s business is In hisfact, comprehenfrom England.

“The Real When purc listin first home – is a hardworking, deeply sive and cutting-edge approach to marketing, Estate Broker with the which English erty is docu awry, she dec knowledgeable professional consistently ensures that each swiftly listing became is seenain the accent!” memophotograph others to have a PETRIK HUGHES to ART HAYS JEANNETTE KARISand by as LISA who isANDREA truly committed best light possible, manyfor potential rable slogan statesidebuyers buyers out. “Wheth informed exper as possible. Fast sales and for sellers top dollar, to mention THE REMMES GROUPproviding each and every one who not worked with her. presentation In 2016, de of his grateful buyers and happy clients, is the result.

Each and every home is Today, more than twenty-five years later, Jeannette has says.she “Mor Built on a solid foundation of shares Chris and Sheila’s client-first Top Agent Heather Rodriguez – of Coldwell relatively new to the business, Heather has honesty, integrity and a commitment sellers with the very best business ethos came on board. license and im service available in the approached a44 unique entity, with a marketing plan CARLY SABLOTNY built abuilt business defined by communication, a47 successful and enjoy t 40 43Twin already Bankerin Residential aasbusiness that many other, to excellence customer service, Brokerage in Chandler, ground running tailored to that specific property or the seller’s needs.

Boston’s The Remmes Group has Cities area. Art’s business, While which there are has manybeen factorsexpanding that track record, and a personal touch. easily and Arizona – is more than a trusted Realtor; she more seasoned agents would envy.my Currently, “I blame father,” Carly through interactive pre earned their stellar reputation. contribute to the success of The exponentially year after year since he was licensed A huge social media program is implemented for desire to educate and serve others onal exposure When Song Zha Helmed

by Broker Remmes, Remmes Group, perhaps two areas of Sablotny says, in jest, of on roughly fifty transa truly caresChris more about achieving a positive nearly a third of her overall business is based they are one of those rare real estate in 2012, was built on aexpertise stand out: theof customer service integfoundation honesty, drone photography is done whenever possible to Serving thewhich Spokane, Jeannette ac ownership. learned to dig visibility deep,” she entry into the region, real“Iestate ispurchase already on track s her to fir outcome for her than about her commison each, referrals, is her theWashington most accurate teams that consistently go clients above they provide, and the aforementioned rity and extensive local market familiarity, which enhance the beautiful home tour videos Art produces, business.

A little more than spearheads her work under the banner of RE/MAX, date, Jeann information, check all the boxes, and p andsion beyondcheck. the call of Honest, duty to take hardworking, marketing.

“It’s always been important was overwhelme and with ame to deliver quality services,” says barometer of a job well done in the highly care of their clients, ensuring the has translated into the to two years ago, she made her Beyond the office, C impressive statistic that a full competitive and stylish neighborhood houses are held, and where she has amassed aopen large following of repeat wide range kindpositive of loyalty that sees their that rate puts anxious clients Chris, “from listing the property all the attitude at tions and anxietie real estate industry.

“My clients industry debut after learning professional commun andbefore referral clientele.

Citing her Lisa experience, localunder track record is based returning know all the listing hits interest theToday, MLS. of return and referred business eighty percent of his business way to a smooth closing.” upon Adds Sheila, spearheads the ban ease, around Heather is building a stellar reputation that I have a genuine in them,” navigate the proc from her father’s house-flipthe Young Profession hovering a staggering “We value relationships over transacknowledge and education, while utilizing her previous clients, referrals, and positive word working of RODRIGUEZ mouth.

CARLY SABLOTNY THE REMMES GROUP HEATHER SONG ZHANG eighty percent. tions.

We consider with our International Realty supports as a trusted real estate advocate who always says Heather, when asked how she manages ping business and portfolio of and involvement withthre the she was paired clients a partnership.” background in marketing research, Jeannette To give batw The incredibly busy two-dozen Art and stillmarket find some investment She also contributes her Group clients’ besta interests front and center to inspire such loyalty and trust.

“I’m themanages area.interIntoproperconjunction with a female Theputs Remmes services who could field offers clients thewhen insight aalways multifaceted agent. commission estate,” Art, when downtime, and heofdoes, heinterested,” enjoysveteran taking his wide swath of the Boston area, and “I’d always loved real As far as the says marketing aspect goes, asked ties while up. “I she Lisa and to community eve during every transaction. ested less ingrowing making thewassale, and team, formore instance, has helped out consists of Chris and agents Sheila Rogers, and Jack no stone is left unturned in The Remmes’ Group’s tion along the wa “Experience makes an amazing difference,” she says.

“If Miracle Ag how he began his career as an agent.

“My mother has family on outdoor adventures, including ski trips in the remembers.

“I was just waiting for the right time to take Hudson.

In her free ho Walsh. Chris, who graduated from the Massachusetts commitment to presenting each listing in its best light interested in what’s right forbecome Iher that creative details make homes per soon mentor. h you’re notdoing active the onthem. ain monthly basis, it Inspired the Washin the plunge.”

Now, has market swiftly forged anthe impreswith family andbylov Maritime Academy and had a lengthy priora career andfor to ensure maximum exposure to as and many Ipotenbeen Realtor twenty-seven years, was ready winter, and visitsCarly tointheir Lake cabin summer.

Heather began real estate journey in 2017, really take thedifficult time totolisten.” working for Exxon as a Deckher Officer, began his journey tial buyers as possible. The highest-grade professional we’ve picked out bathroom tiles and sive reputation, known for her sharp eye, educational staying active. becomes notice the subtle changes that are Spokane A and the opportunities real estate can to make the move outisofutilized corporate America.

Our kids in the world of real estate in 2004, when he decided photography following decades working in corporate America,exclusively, where expert staging approach, already track record. their next build,” she explains. so important inthe thisproven industry.

Many opportunities president.

I he wanted a job on land rather than sea, and one that isolder providedand whenIrequired, and well-produced she decided to earn herand license.

That “w were getting just needed more walkflexibility, Art’s planandfor future offorhis business are fairly would him to put his love for the Boston area to through videos give internet viewers a true sense of the and thorough marketing of her listings has also Asserves for thespent future, Carl sheallowheld numerous high-profile positions, including Expert strategies become apparent when you pay attention to with side of my job.”

Lisa clients ac I love people and working with them, so straightforward: to continue its rapid expansion, and today Zhang has estabh good use. Initially partnering up withand another agent, meeting property. Deft utilization of the web and social media Today, Carly spearheads herago, work solo under Song the while upswing.

“I worked Regional Vice Sales andthenRegional played a large role in her rapid ascent to agent status.

Chris ventured out on his ownPresident in 2007, quicklyof estabplatforms follows. “When Sales you’re in this business,” fluctuations and trends on top a regular basis, and my clients state and ac its western suburbs, as far-reaching it seemed like a really good fit.

I also love that no two taking care to never sacrifice any of the face-to-face, as professional leader in her commun banner of Russell Realty, catering to the counties of ness after my first yea lishing himself as aall trusted and Fortune highly knowledgeable explains Chris, “you really have to stay on the cutting Director, for 500 companies.

“I’ve always Heather, who hasbenefit a degree in marketing, professes that this that.” continues real estate advocate. edge. Since Sheila joined me, we’ve stepped up prioritizes transparent communication days on this job are ever exactly thereally same.” personalized and excellent customer service that has Summit from and Cuyahoga.

Already, shea has cultivated a savvy growing,” she says. to “ with reputation for investment loved sales, and have always found myself in apresence.” leaderis her favorite part of hercontingent job. Highofquality professional our digital and marketing thewhen Spokan significant repeat and referral business, team members and w co and authentic relationships become his calling card.

“I areally love what I do,” says In 2016, Sheila joined his team, after deciding to touch. ship position,” recalls Heather, “IWhile haveTheled largeGroup teams photography utilized exclusively, as arepersonal high-quality Likewise, Jeannette employs her experience in of making experien and credits hard work and a personal touch forof her earlyface.” eventually m launch a new career for herself after longtime employRemmes could in easily on its agent, is Art. While Art might technically function asresta solo “That’s why I always have a years smile on my buyers and sellers.

Likewise, Lisa pref ment in the technology working in multimillion a variety successful laurels, Chris, Sheila and Jack continue to securing andindustry, negotiating dollar-transactions, brochure mailings, all ensuring thatmy each and every listing is with successes.

“I give allshe’s to every transaction,” she one Now, withassuredly two superla a direct way.

Because helping clients of b of roles that included sales, community enhance his and refine the systems and protocols that for have vetted herelations doesandprovide clients with options levity inshe a transactional experience Today, Song leads a team ofahead, seven astha th “Something important emphasize is that future Carly Sa whichMany is something always at.” light possible.

Athat’s robust of tothe internet the largest investments ofuse their lives, takes seriously recruiting. of the skills that Ishe had honedwas in very set theirgood team head and shoulders above their shown competi- in its best says. dependable vendors, lenders, with anxiety, especially for first-time that arena have been put to good useand

by Sheila as an tion. However, they are including committed to never losing the insuryes, it’s ourinjobcertain and weitmay have ten to twenty homes mostbuyers, about hersellers chosen own brokerage.

Serving and social media then make is seen by as many her role advising them.

“I am a very straightforagent, in particular on the marketing ance side of the busipersonal touch that and their clients appreciate agents, inspectors more.

Thisso greatly. wide array sold at a given each sale ismy personal. sheanreflects.

“I really that aclients home can be one of thee ness, where a firm grasp technology translate “Being able to help someone withthe what might be the ward, forthright she says.buying “Ifacross ask However, afteronyears ofcan traveling, and keeping up with potential buyers being as possible.

Addperson,” totime, this but targeted ads and clientele North Jersey—particul of and resources is just reason for Art’s continuing We can never forget what this transition means to our ness and that it staysr directly into quick sales for top dollar, in turn, biggest sale orone purchase of their lifetimes,” says Sheila, people, so I like to keep Short it light and opinion ofand me,on I always them the truth.

Iasencourage fast-paced competitive today, Heather frequent multipleclients. houses, the result tell isofalmost always Jersey City, happy clients. In 2018, newest membercorporate Jack – who culture an of honor.”

I focus treating this process not just Hoboken, a people, makeHills, them feea success, and “is thetruly aforementioned eighty percent rate of it’ssellers. possible to enjoy thetoprocess,” she open and direct communication, because that only realized that her work/life balance was not really in line. fast sales for top job, dollar –asnot mention happy but a to major milestone I’m managing for mycan witness their There, she has managed driveexciteme more returningabout clients and referrals.

There are many others, For more information The Remmes Group, add value to my services.”

Additionally, Jeannette has so I use a lot o certified psychotherapist, “I wanted to find a way to continue doing what I loved, clients.”

Considering the fact that she works frequently repeat and referral clientele alone. Prior of course, his commitment to making please call 617-398-0018 or emailincluding Chris.Remmes@nemoves.com developed certain real estate specializations that first-time homebuyers, Carly also highlights the diverencourage reframe situations which was selling, and serving others,” says Heather. “As When she’s not with working, Heather enjoys nothing more people, into real estate, Song built a career as a certain that each and every one of his clients – buyers important of educating clients the on intricacies of sify with her her skillset, including as the an Accredited Buyer Top Agent Magazine a leader in any company that’s what you are doing:Copyright serving than spending time family, which includes two energy so that things stay positive on Wall Street and analyzed Mortgage or sellers – fully understand the process they are about the process. “I’ma very customer-service oriented,” Representative, Senior Real Estate Specialist your team, customers, shareholders, wanted to teenaged sons. Hiking is a passion, asmyisbest traveling.

Shemy isclients and a well-handled.”

To lear she explains, “and I do to educate to and begin.

“I sit down but withI each of them,” he explains, rities, and she parlays this practical ex Military Relocation Professional, among others.

“I work do it on my terms. I knew I wanted to get into a business also a philanthropist who gives back to her community from start to finish.

Even buyers and sellers who aren’t ‘and let them know what I will ask of them, and what financing knowledge, when leading h with a variety of clients,” she says.

“Whether it’s a young For more information about the Art Hays, where I could create my brand based on providing a multitude ways. she supporting to theCurrently, market might notisfully understand the steps What’s more, Lisa’s past experience they should expect from me.a unique It is very in important to ofnew family looking to buy their first home and are trying to select dream home and high returne call 612-805-5929 orthey so it’s myFoundation, job to guide them so experience for each ofme mythat clients where they can sense myunderstand Susan G. Komeninvolved, Breast please Cancer andthrough will bethe taught herseniors power of honest com everyone involved clearly what Sp accrue some stability, or I’m working who properties.

“Buying ormay selling real estate can be confident that they’re making the best decision genuine desire to do what’s best for them.”

It was Heather’s donating $1,000 per home listed, up to $10,000 annually, email arthur.hays@lakesmn.com ensures that her clients’ long-term best the goals are for each of us. When there isn’t clarity be tentative about making their last major financial for them.” biggest purchases in my clients’ lives,” s husband who initially suggested real estate as an alternato the organization. are always at the forefront. “I’m I small, remember when I purchased my first tive career. “He pointed out how much I love Arizona and When listing properties, Carly leveragesTop a tech-forward Copyright Agent Magazine To learn more so many questions, people – I was born here and have lived here all my life – Heather’s plans for the future are fairly simple: to photography continue and but my agent answe approach, beginning with professional email CarlySablo me.From I do the same thing for he thought it was the perfect fit,” explains Heather. growing her business, andhighlights to add team members who light. will video that homes inand theirguided finest Tom visit CSablotn there, she earns exposuresinacross social media, specialize in different neighborhoods thethere Phoenix area.through for them no matter the hour, and b or call ( open houses, and bytocultivating theoffering listings themselves email After obtaining her license and jumping in with both feet, Above all, however, she plans continue the lpetrik@jameson research-heavy background, I’m able t Heather found success almost immediately, a success excellent customer service that is rapidly becoming synonbest information.” that continues to grow alongside her reputation. While ymous with her name.

32

LISA PET

HEATHER RODRIGUEZ

SONG ZH

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Likewise, Song is an investor herself, an

3 more information about Heather Rodriguez, home values and strategic pricing.

“I do can to help my clients in selling or choo please call 480-208-5077 or email hrodriguez@heathersellzhome.com

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

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

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 4

Top Agent Magazine

Will you please describe your sales experience and local network?

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

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

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

How will you market the property? Each

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Now, let’s list!

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JASON C. MOORE Top Agent Magazine

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JASON C. MOORE Top Agent Jason C. Moore – Lead of RE/MAX Legend’s Sells Moore Team in Buford, Georgia – is a consummate, knowledgeable Realtor who is dedicated to providing every one of his clients with the best service available in the greater Atlanta area.

Jason brings a sense of professionalism to all the arms of his business, whether that’s selling new construction, resale, or providing property management services to over ninety rentals, and his reputation as a trusted advocate has been more than earned.

Jason’s journey in the world of real estate began at a remarkably young age. “I was sixteen, and I wanted a car,” he recalls. “My parents told me I would have to get a job, so in my junior year of high school I enrolled in a work study program, and I went to work after school in a new subdivision’s model home, where I was trained by top RE/MAX agent/owner and new homes legend Garland Smith.” Licensed at only eighteen years old, Jason continued to work part time for the company while attending the Georgia Institute of Technology, where he earned a bachelor’s degree in Business.

That was well over two decades ago, and since then Jason’s career has flourished and expanded exponentially year after year. During that time, he has won many awards including recognition as RE/MAX Legend’s #1 Team and #1 Traditional Resale Team and #1 Listings Team. He is also the recipient of 2014’s RE/MAX Lifetime Achievement Award, and the RE/MAX Hall of Fame Award, among many others far too numerous to mention here. Jason has also earned a score of designations, including CLHMS (Certified Luxury Home Marketing Specialist), the CRS (Certified Residential Specialist and the CNE (Certified Negotiations Expert), and several others.

While the Sells Moore Team has incredibly lucrative resale and property management divisions, things have recently come full circle for Jason, who has ventured into new construction again all these years later. Spending significant time on-site in the model home in the subdivision he sells, Jason lends his expertise in new construction to potential buyers, who are grateful for the savvy advice he provides.

Jason – who holds a perfect five-star rating on Zillow. com - is particularly proud of all the members of his team, which includes three assistants (a notable rarity in the real estate industry), and two buyer’s agents. He is also proud of his reputation for honesty, or as he puts it, occasional bluntness. “The average real estate agent will go in and say anything to a potential client just to get the listing,” says Jason. “I’ll go in and tell them in no uncertain terms what needs to be done to sell it fast and for top dollar.” Fortunately, Jason has a wide network of trusted vendors he can provide to help with any work that needs to be done to prepare the home.

Expert, thorough marketing has also played a significant role in Jason’s continuing success story, as has his fierce negotiating skills. Another factor would be that he is completely accessible to his clients, another rarity in an industry where unreturned phone calls are a chief complaint.

There seems to be no end in sight to the growth of Jason’s business. While that growth is part of his plan for the future – he hopes to be overseeing several subdivisions – he is adamant that that growth will not come at the expense of the hands-on, personalized and unparalleled customer service that has become synonymous with the the Sells Moore Team.

For more information about Jason Moore please call 678-730-7200 or email JasonMoore@remax.net 8

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Top Floors Carpet One Floor & Home is proud to congratulate

JASON C. MOORE

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

Top Floors Carpet One Floor & Home

www.

770.271.7298 topfloorscarpetonesuwanee.com

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

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

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass 10

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

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Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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

Top Agent Magazine

Top Agent Magazine

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EILEEN CAMPOS In 2009, Eileen Campos earned her New Jersey license and began cultivating business fulltime, swiftly earning a reputation defined by superlative service, strong communication, and a demonstrable track record of results.

Today, Eileen spearheads her work under the banner of Coldwell Banker, where she serves clients across the Middlesex County region. Repeat and referral clientele constitute a vast contingent of Eileen’s business, and she cites communication, competitive pricing strategies, and a diligent work ethic as the primary drivers of her success thus far. “I provide high-quality service, and I really do the best I possibly can to make sure everything goes to according to plan for my clients,” she says. “I’m fair, honest, and I guide them each step of the way. Without a doubt, communication is the most important part of what we do, and my clients know that I’m there for them and educate them throughout the process. At the end of the day, I do my best to get everything right the first time—and when they like the result, they come back again.”

When listing properties, Eileen leverages her company’s expansive marketing suite, beginning with a strategic consultation to spot problem areas or other minor improvements that can maximize a property’s price-point. After that, quality photos—sometimes as specialized as aerial footage, for the right property— demonstrate the full breadth of a home. Additional exposure is reached through syndication across MLS platforms, social media outlets, and through e-mail campaigns that target the region. Competitive pricing ensures listers earn the greatest return on their milestone investment. “We have a great marketing system at Coldwell Banker,” Eileen says. “Whether I’m working with a buyer or seller, I love helping 12

people identify the right opportunity so that they can successfully move on to the next phase of their lives.

I also have the experience to go into a home and see the things that might be a red flag, and I can be honest with clients in saying that this one might not be the right one for you. No matter what, I get the most value I possibly can for my clients, and I take pride in that.”

Beyond the office, Eileen stays busy in her free hours through time spent with her loved ones, hanging out and going for walks with her dog, and by keeping an active lifestyle.

As for the future, Eileen intends to keep progress and momentum steady as she continues to serve New Jersey’s aspiring buyers and sellers. Now, with decades of expertise and insight to her name, Eileen Campos shows no signs of slowing down anytime soon. “As long as you’re enjoying it,” she reflects, “real estate is a business you can continue to do forever.”

To learn more about Eileen Campos email Eileen.Campos@cbmoves.com, visit EileenCampos-SellsHomes.com, or call (908) 930–6284 www.

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Fazzari Law is proud to congratulate

Eileen Campos

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

RICHARD A. FAZZARI, ESQ. 732-596-0702 | RichardFazzari@fazzarilaw.com fazzarilaw.com www.

313 Amboy Avenue, Woodbridge, NJ 07095

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

Top Agent Magazine ®

Top Agent Magazine

who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a Top Agent Magazine

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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KRYSTAL MEADOWS

Krystal Meadows’ first exposure to the real estate industry was through her mother, a successful property manager. At eighteen, Krystal earned her stripes on this side of the business, but knew she wanted to sell homes one day. After a successful bid managing 55+ senior communities, and with her husband Jordan’s loving support, Krystal finally made the leap and earned her license, bringing with her the diverse knowledge and skillsets she’d built along the way.

Now, Krystal is nearing the completion of her third year as a Realtor, and spearheads her work under the banner of Keller Williams Atlanta Partners.

There, she works in conjunction with her assistant Christina, and Carla, her transaction coordinator.

Together, they’ve solidified a business driven by referral clientele who value Krystal’s candid advice, personable nature, and already impressive track record. In her first year, Krystal made a strong debut by closing over $5-million in volume. By year two, she’d doubled this figure. This year, she has already exceeded her personal best. “I genuinely care about my clients,” she says. “From the initial 16

conversation, my clients become like family to me.

I take my role seriously. This isn’t just a business to me; this is a life-long relationship. There are just a lot of little things I do to stay in reach of my clients even after closing. I send out Home Anniversary cards every month with a Starbucks gift card included, birthday cards, and I stop by clients homes to leave pop by gifts.”

In this vein, Krystal emphasizes the importance of communication, honesty, and personal connection.

“Because of my experience with property management, I’ve developed a good eye,” she explains.

“Much of the feedback I’ve received is that I just don’t move clients into a home—I look at every detail, and we weigh the pros and cons honestly.

It’s about making sure clients find the right house for them no matter how long it takes. I fight for what they want.”

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When listing properties, Krystal taps into a tech-forward approach by beginning with professional photography, drone footage, and personalized video that highlights homes in their finest light. From there, exposure is secured through the MLS, online listing platforms, social media, and drip campaigns that tap into her localized network. “Whether I’m selling an $80,000 home or a $1-million-dollar home, I take pride in providing the same service to all of my clients with the same care and respect,” she says. Drawing upon her experience in property management and with seniors, Krystal also demonstrates these specialized talents when working with clients of all kinds—from investors to retirees and everywhere in between.

Beyond the office, she participates in the Walton-Barrow Board of Realtors. She also sponsors her son’s baseball league and hosts several client events throughout the year. In her free hours, she most enjoys time spent with her husband and three children, traveling, cheering on the Green Bay Packers and The Georgia Bulldogs and hanging out with her two dogs, Dooley the Golden Retriever and Jasper the Goldendoodle. As for the future, Krystal intends to keep progress steady as she further cultivates her career.

Now, with almost three sterling years of experience and insight behind her, Krystal Meadows considers what she enjoys most about her chosen field.

“I’ve always been a person who loves people and making people happy,” she says. “There’s nothing like seeing your homebuyers and home sellers making it to the closing table with smiles on their faces. In this business, it’s all about relationships. That’s what I love—helping people, listening to their stories, and creating life-long friendships.”

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To learn more about Krystal Meadows email krystal@kmrealestatellc.com, visit meadowskryst.georgiamls.com, or call (770) 776–7566 https://

Copyright Top Agent Magazine 17

A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Top Agent Magazine

Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when Top Agent Magazine

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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JENNIFER CROSBY For Jennifer Crosby, entering the real estate world was a serendipitous event. She was working three jobs, and one of them was a receptionist position at a local real estate company. Jennifer became interested in the industry and soon wanted to become an agent, and she received her license in 2002. She hasn’t looked back since and has enjoyed every minute of her career. Today, she has three agents working with her, Cathy Rogers, Shannell Vela and Candis Gleason, focusing on El Paso county in Colorado. The majority of Jennifer’s business comes from repeat clients or referrals, a testament to her superior service and work ethic.

“I think they come back to me and refer me because I focus on building a relationship with them. I see it not just as a transaction, but as something more meaningful,” she explains. “I treat people like family. I watch their kids grow up and graduate from high school. It’s pretty cool.” When working with Jennifer, clients become a part of her life forever, and they feel comfortable asking her for advice or checking in with her even when they’re not looking to buy or sell. “We do not have drip campaigns or mailers, we host client events and I am often invited to their special events or graduations,” she says. And for those who are looking to move but not sell, Jennifer also offers property management. By providing a full range of real estate services and continual support after the transaction, Jennifer makes a lasting impression on everyone she encounters.

do the absolute best for her clients made our experience wonderful. From the moment she became involved in our process to buy our home, things went smoothly. She is clearly a talented problem solver and someone who always puts the interest of her clients first and foremost. Working with her was amazing and I highly recommend her.”

When Jennifer isn’t working, she’s staying involved with the community. Every Christmas, she and her team supply presents, a tree and food for a family in need.

This year they also participated in the American Warrior Initiative, as well as Project Healing Waters. She believes in giving back to her community, and to those serving in our military who have sacrificed so much for us. Jennifer also loves traveling for fun, exploring new countries and learning about different cultures, and spending time with her cherished family. Her son, Dylan, currently serves in the U.S. Army, and daughter Zayla, a recent high school graduate, plans on following in her mother’s footsteps in the real estate industry.

As Jennifer looks towards the future, she is planning to maintain her current momentum and keep providing great experiences for her clients. Her passion is helping people make good decisions around the biggest investment that they might make in their lifetime. “It doesn’t feel like work at all. I get to drive around and meet new people every day. It’s such a fun career.”

When it comes to marketing, Jennifer also goes above and beyond, offering staging services and social media advertising. “We also focus on pre-marketing, where we list a property as ‘coming soon’ before it’s on the market,” Jennifer explains. For each listing, no matter the price point, Jennifer and her team make sure it is looking its best and is seen by as many people as possible.

After the transaction, clients often leave glowing reviews about their time together. One recently said, “Jennifer is my hero! Her compassion, professionalism and desire to 20

For more about Jennifer Crosby, please call 719-291-3168 or email jennifercrosbyworks4u@gmail.com Copyright Top Top Agent Agent Magazine Magazine

5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances.

Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you.

Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses Top Agent Magazine

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while promoting my business?

Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!”

Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community.

People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community.

Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

5. Show your gratitude when you do 22

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going.

The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not?

What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies.

To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

Top Agent Magazine

NICOLE EHRHART FENNER Top Agent Nicole Ehrhart Fenner – of Shorewest Realtors in Greenfield, Wisconsin – is a Realtor at the top of her game: dedicated, hard-working, and possessing a wealth of industry knowledge, Nicole has definitely earned her reputation as a dependable and trustworthy real estate advocate for her many clients in the Southeastern Wisconsin market.

Nicole’s initial interest in the real estate world was sparked while she was working at her first job, at Kohl’s Department Store, Corporate. While purchasing her own home, and later, some investment properties, Nicole found herself intrigued by the process, particularly the negotiation side of the business. “I really enjoyed the thrill of it all,” she recalls. “I’d be at my desk at Kohl’s, perusing the internet, looking for good deals.” Stumbling across a home she wanted to purchase, an agent told her she’d never be able to afford it. “When I was able to get that house,” she says, “I decided to get my real estate license.” After leaving Kohl’s, Nicole initially worked for a flat-fee, discount brokerage. “I was doing really well there,” she says, “but I didn’t feel that it could be sustained long-term. So, I interviewed with Shorewest, fell in love with the company and all they had to offer, and made the switch.”

electrical and inspection fields. Nicole also provides her clients with extra value because of her experience with rehabbing homes. “I work with a lot of home flippers,” she explains, “and I stay with them during the entire process beginning with scouting properties at auctions.”

Nicole even oversees the home’s design for a flat fee.”

The gratitude Nicole feels for her clients is clearly reciprocated, and it is best judged by the glowing reviews she has received for her services, including this one from Zillow.com: “Nicole is amazing. She totally set my mind at ease, especially since this was my first home purchase.

She has, from day one, been willing to answer any questions and offer her help, even introducing me to an amazing lender. She made the entire process stress free.”

The future looks bright for Nicole, whose business is growing exponentially each year. “I’m going to have to hire an assistant soon,” she says, “since I’m almost at maximum capacity for what I can handle alone.” Nicole, ever concerned about her clients, knows this is also the way to ensure that the incredible customer service she offers – which has quickly become synonymous with her name – never falters.

“I honestly love what I do,” says Nicole, her enthusiasm obvious. “Putting clients into houses, and seeing how happy they get is incredibly rewarding.”

One factor that truly defines Nicole’s approach to working with clients is her commitment to placing her clients’ needs and best interests above her own paycheck.

Nicole takes great pride in making certain each of her buyers and sellers fully understand the transaction process, knowing that it might be the largest purchase or sale they will make in their lifetime.

“My job is not just about showing houses,” says Nicole.

“It’s about making sure that every deal reaches the finish line.” To ensure that goal, Nicole has a wide network of dependable vendors she can call on when needed, including those working in the title, mortgage, plumbing, Top Agent Magazine

For more about Nicole Ehrhart Fenner, please call 414-477.7980 or email NFenner@shorewest.com Copyright Top Agent Magazine 23

TIJUANA EVANS Top Agent Tijuana Evans – award winning Broker/Owner of Prime 1 Realty in Charlotte, North Carolina – is a seasoned professional who is truly committed to providing top-ofthe-line customer service to each and every one of her many grateful buyers and sellers. Personable, honest, seasoned and knowledgeable, Tijuana and her firm set the standard for providing real estate advocacy in their highly competitive market.

Tijuana began her successful journey in real estate in 2001, following a career in banking, working for Bank of America and honing her knowledge of the financial side of real estate transactions. “I’m originally from Brooklyn, New York. My husband and I moved to North Carolina, and I really didn’t like working in the corporate world” Tijuana explains. “My husband and I were looking for a new home, and I really enjoyed that. There was a woman who was working as an on-site agent for McCar Homes, and she suggested I try my hand at real estate, because she thought my personality and background in finance would make me a good fit. So, I took classes and found that I thoroughly enjoyed it.”

To say real estate was a good fit would be a significant understatement. Tijuana quickly proved herself to be an excellent real estate professional and quickly achieved an impressive level of success. When she finally decided to parlay that success into the opening of her own firm – Prime 1 Realty – she set about hiring an equally dedicated team of people, all of whom share her client-first business ethos. That team currently consists of eight other agents, a closing coordinator and another who is in charge of all marketing and advertising for the company.

Tijuana can justifiably boast that her business is based almost entirely on referrals from satisfied past clients, a remarkable achievement that speaks volumes about the amazing customer service she and her team provide. “I have a lot of patience, and I’m very encouraging,” says 24

Tijuana when asked how she achieved this. “I’m also very diligent, and I’m not going to stop until my clients get what they need.” Tijuana, who is licensed in both North and South Carolina, is deeply grateful to her clients for the trust and loyalty they have shown her. Those feelings are clearly reciprocated, judging from the uniformly glowing reviews she has received on industry website Zillow.com, on which site she holds a perfect, five-star overall rating.

When she isn’t working with clients, Tijuana loves to spend her off-time shopping and traveling with her family. She credits much of her success to her loving and supportive husband, Derrick Evans. She is also a philanthropist who gives back to her community via her support of the local charity organization “Trusted Parents” which assists families with special needs children. Tijuana is a strong believer in God. “I am a praying and God fearing woman.”

Looking to the future of her business, Tijuana, who currently oversees two offices in the Charlotte area, plans on expanding, possibly opening another in her home state of New York. She is also eyeing plans to venture into the development side of the business, with the intent of providing homes for those who can’t afford a higher price point.

“If you hire me and my company,” says Tijuana, “we will definitely put forth 110% of our ability and capability to help you reach your real estate goals.”

For more about Tijuana Evans, please call 704-777-1793 or email Tijuana@Prime1.net Copyright Top Top Agent Agent Magazine Magazine

Branding Bad in Real Estate Marketing

by Rob Flitton

To begin with, you cannot establish a brand for ANY business until and unless you know what your product and intended clients are.

Think of your brand as a “message with instructions” for a potential client. It won’t be a direct message, but an image, group of words, symbol or design, or combination of these, that will allow the client to easily identify how you solve an existing problem or concern that they have.

If you are not clear about who you are talking to, and why, your message with instructions will speak to anyone and everyone, and therefore to no one.

Your message has to be both intimately related to the real concerns of an extreme niche of people, and authentically connected to who you are. Otherwise, the people you are intending to reach will not see or hear you, and will not use you.

The choice that the vast majority of agents make to brand or co-brand Top Agent Magazine

with their brokerage company is a mistake that is causing them to be invisible to a large pool of potential clients, and lose traction or growth in their business. This mistake sees them repeating anemic efforts season after season to hunt for clients, instead of reaping the much larger benefit of farming or growing clients.

In any given marketplace there are, say, a dozen major real estate brokerage brands. Just like some people love Ford and hate Chevrolet, or like Apple and hate Microsoft, they will either like or love the brand you’re with, or be indifferent to it—we can ignore the indifferent category, because they make the case that the company’s brand isn’t very important.

By choosing to co-brand or line up with their brokerage, the agent therefore has as much as an 11 out of 12 chance of alienating a potential client.

And there is another devastating result—the agent ends up financing the brand of their brokerage.

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The major brokerages today rely on online search success as much as any business—by promising leads to their agents they need a tremendous amount of Google Juice. So, they offer the agent leads, but also offer them a unique co-branded page or presence on their website. By having hundreds, or even thousands of agents with pages on their website, they are gaining massive website traffic (links) and having those agents pay them for it.

down and focus on marketing, followed by strategic branding of the agent alone.

The real estate business, or any business, comes down to two fundamental activities: finding potential clients (leads); and closing those clients (making them into customers).

And finding potential clients comes down to two fundamental activities: hunting—the effort to find “right If an agent ever decides to look into now” business every day form a changing their brokerage they are variety of sources; and farming—the somewhat trapped. Not only do they effort to grow a reliable bounty of lose any equity or money they spent leads by having a long term online on co-branding and collateral mater- and offline strategy with the agent, ials, and the reliance on having some and not their company, as the central leads here or there, but they are empty- core of a targeted branding strategy. handed vis-à-vis Google Juice—each time they leave a brokerage, they are Rob Flitton is a Seattle Real Estate Marketing specialist helping independent starting all over.

The solution for any agent is to drill 26

agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

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

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STEVE HALEN When Steve Halen was looking for a career change, he knew real estate was the answer. With a love for people and a passion for providing superior service, he has enjoyed steady growth year after year. Today he has a team which includes himself and six agents serving the entire Phoenix region. He’s on his seventh year in the business, and so far, this year the team has completed over $15 million in transactions.

“We’ll hit $18-20 million at the end of the year,” he explains. They don’t specialize in any type of home or price point, instead preferring to help as many people as possible. With the majority of their business coming from repeat clients or referrals, they’ve certainly exceeded expectations.

“We do a great job,” Steve explains. “We have a clientfirst philosophy. Our first and foremost priority is taking care of our clients.” A U.S. Navy veteran, Steve is also certified as a Military Relocation Professional, which allows him to assist military members and veterans moving to the area. When it comes to marketing, Steve and his team also go above and beyond, keeping up with social media and advertising on the MLS and HomeSmart Lifestyles. “We put our listings on a thousand different real estate websites. We also host open houses and make sure we’re marketing in different states as well.”

After the transaction, clients love to leave glowing reviews about their time together. One recently said, “Steve is a great agent to have when looking to purchase a home. He worked around our schedule as we lived 2 1/2 hours away from where we wanted to move. He listened to our wants and needs and showed us homes in our budget. He is very easy to reach. I highly recommend him, and we certainly will call upon him in the future if we move again.” Another wrote, “Very helpful in getting our first home for my fiancé and I. He picked out homes and showed us homes that we would like 28

and ended up purchasing one he picked for us because it seemed as if he already knew what we were looking for and what we liked. Overall a very good experience.

I have no complaints and I would highly recommend him for all my friends and family. He really does take care of the people he works with and I’m sure I can say the same for all of his other customers.”

Steve also makes it a priority to give back to his community. He donates to his church regularly and participates in multiple local events. This year, his office is hosting a Christmas party that will benefit a charity.

As Steve looks towards the future, he is eager to double the size of the team. And no matter how much he grows; he will no doubt love every minute of it.

“I love helping people. It’s a thrill. We help guide our clients through the process. Sometimes they come to us thinking they can’t buy a house, and we’re able to show them they can. It’s a really fun feeling.”

For more information about Steve Halen, and his team please call 480-253-0071 or email steve@azdreamhomesearch.com or visit AZDreamHomeSearch.com www.

Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

Think about those questions that you’ve had to

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

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

Evergreen Content

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

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

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

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

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

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

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Stay Local

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

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

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

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

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DR. JENNIFER HARRIS Ever since she was a little girl, Dr. Jennifer Harris was always a fan of the famed Parade of Homes. While her professional path began in the engineering field, she ultimately decided she was ready for a career that put her ambitions and potential firmly within her own power. That’s when she decided to earn her license and launch her career in real estate, more than sixteen years ago. Now, Jennifer has earned a reputation for her personalized service, incisive advisement, and proven track record of success.

Today, Jennifer heads a tightknit team of agents, serving clients in the Raleigh area, and across the North Carolina counties of Wake, Durham, Johnson, and Chatham. There, she serves buyers, sellers, investors, and those interested in commercial properties.

Thus far, more than half of her business is driven by repeat and referral clientele who value her astute counsel and personal touch. What’s more, Jennifer is a regional expert, born and raised in the Raleigh area.

Her team is also comprised of long-time area residents and natives who guide clientele toward the ideal neighborhoods, investments, and optimal inventory. Beyond the practical, Jennifer also strives to make a personal connection with those she serves. “My clients really become friends,” she explains. “I take the time to get to know them, their families, and what’s important to them. That’s why they keep coming back, because I’m truly a big advocate for them and value my role as their trusted advisor.”

When listing properties, Jennifer ensures no detail is unaccounted for. Beginning with professional photography and videos, she then turns to pre-marketing prior to a home’s debut. From there, visibility is achieved across a range of listing platforms, social media outlets, and organic marketing within her sphere. Whether tackling a sale, purchase, investment portfolio, or commercial property, Jennifer remains focused on her Top Agent Magazine

clients’ overarching goals. “I’m there for my clients throughout the entire process, from A to Z,” she says.

“I’m a true advocate, a strong negotiator, and I go to bat for them. I love meeting so many different people from all walks of life and backgrounds. My clients are often making one of the biggest decisions of their lives, and it warms my heart to be part of that process and to have them place their trust in me.”

Beyond the office, Jennifer gives back through two charitable organizations she founded, one to support veterans as they get back on their feet, and the other to support women in the workplace. In her free hours, she most enjoys time spent with her loved ones, cheering on the Carolina Panthers, and catching up on her favorite TV shows.

As for the future, Jennifer intends to keep progress steady and expand her team in the years to come. One of her biggest passions is to serve veterans, and her goal is to help 1,000 veterans into homes over the course of her career. Now, with sixteen years of insight, Jennifer considers what she enjoys most about her chosen field.

“I’ve seen the ups and downs of this business, and I’ve never experienced a profession where, no matter what your background is, it’s a level playing field,” she says.

“Real estate really encourages personal development and leadership. Together, my team and I are going to continue to grow and help as many people as we can.”

To learn more about Dr. Jennifer Harris email JenniferSoldIt@gmail.com, visit JenniferSoldIt.com, or call (919) 931–0313 www.

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ART HAYS Top Agent Art Hays – Lead of The A.D. Hays Group at Lakes Sotheby’s International Realty in Edina, Minnesota – is a hardworking, deeply knowledgeable professional who is truly committed to providing each and every one of his grateful buyers and sellers with the very best service available in the Twin Cities area. Art’s business, which has been expanding exponentially year after year since he was licensed in 2012, was built on a foundation of honesty, integrity and extensive local market familiarity, which has translated into the impressive statistic that a full eighty percent of his business is based upon returning clients, referrals, and positive word of mouth.

“I’d always loved real estate,” says Art, when asked how he began his career as an agent. “My mother has been a Realtor for twenty-seven years, and I was ready to make the move out of corporate America. Our kids were getting older and I just needed more flexibility, and I love meeting people and working with them, so it seemed like a really good fit. I also love that no two days on this job are ever exactly the same.”

While Art might technically function as a solo agent, he does provide his clients with options for vetted and dependable vendors, including lenders, insurance agents, inspectors and more. This wide array of resources is just one reason for Art’s continuing success, and the aforementioned eighty percent rate of returning clients and referrals. There are many others, of course, including his commitment to making certain that each and every one of his clients – buyers or sellers – fully understand the process they are about to begin. “I sit down with each of them,” he explains, ‘and let them know what I will ask of them, and what they should expect from me. It is very important to me that everyone involved clearly understand what the goals are for each of us. When there isn’t clarity 32

and an understanding about expectations, that’s when things can go sideways.”

Another element of Art’s business is his comprehensive and cutting-edge approach to marketing, which consistently ensures that each listing is seen in the best light possible, and by as many potential buyers as possible. Fast sales for top dollar, not to mention happy clients, is the result. Each and every home is approached as a unique entity, with a marketing plan tailored to that specific property or the seller’s needs.

A huge social media program is implemented for each, drone photography is done whenever possible to enhance the beautiful home tour videos Art produces, and stylish neighborhood open houses are held, and all before the listing hits the MLS. The incredibly busy Art still manages to find some downtime, and when he does, he enjoys taking his family on outdoor adventures, including ski trips in the winter, and visits to their Lake cabin in the summer.

Art’s plan for the future of his business are fairly straightforward: to continue its rapid expansion, while taking care to never sacrifice any of the face-to-face, personalized and excellent customer service that has become his calling card. “I really love what I do,” says Art. “That’s why I always have a smile on my face.”

For more information about Art Hays, please call 612-805-5929 or email arthur.hays@lakesmn.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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

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

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

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

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

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

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 34

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

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

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

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

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

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ANDREA HUGHES Top Agent Andrea Hughes – A Principal Broker of The Handris Realty Company in West Linn, Oregon – is a dedicated professional who truly enjoys helping her clients achieve the American dream of home ownership.

Specializing in new construction homes at Icon Construction, Andrea brings to the table a wealth of knowledge gleaned during her career, which has spanned two and a half decades. Her personable, honest, and hardworking approach to her job has earned her a reputation as one of the most dedicated and reliable real estate agents working in the Portland metropolitan area.

because all of my clients know that I’ve got their best interests in mind,” she says, when asked to account for the trust she inspires. “They know that they can always reach me, and that I’m dependable. I also try to stay in the moment, and take care of things as they come in, and do the next right thing with every decision.” Andrea also has a sincere sense of empathy for her clients, and she becomes very protective of their wellbeing. “It’s very important to me to make sure no one is taken advantage of, and that they – and I – can sleep well at night.”

Andrea began her real estate career early on, while still attending a local community college in 1985. “I took a job working for a very well-known Real Estate Company, as a receptionist and also doing a little marketing and other things,” she recalls, “and I kind of got my first feel for the real estate environment.” After a year, she took a job at a title company, further expanding her knowledge base. “After that, I took a job working for a cabinet manufacturer,” she says, “where I designed kitchens.”

Soon, Andrea decided to get her real estate license. Going to work for a local broker, she initially worked in the resale arena, before rediscovering her passion for new construction. “I’ve been doing it now for over twentyfive years,” says Andrea, “and I’ve been fortunate to have worked alongside and learned so much from some amazing people.” I have spent the last 11 years primarily working with Icon Construction & Development, LLC. Selling their outstanding product. So much of my success has truly been from the opportunity to work for such an amazing builder alongside his dedicated passionate staff.

Andrea works hard to nourish and maintain the close relationships she forms with the majority of her clients, sending out handwritten holiday cards, and interacting through social media, though she prefers the opportunity to communicate face to face. “I stay in touch so I can continue helping them with any needs they might have,” she explains. “The reach is long, and the appreciation we have for one another is truly special.”

Currently, a large portion of Andrea’s business comes from referrals and positive word of mouth, a vote of confidence she does not take for granted. “I think it’s

Andrea is also deeply committed to giving back to her community, and she does so through her support of organizations like Doernbecher Children’s Hospital. She is also passionate about supporting those in recovery from drug and alcohol addiction. “These are people who have re-settled their lives and are working hard towards putting their families back together again,” she says, “and just need a little help.”

When asked what she enjoys most about her chosen career, Andrea grows thoughtful for a moment before replying. “I love meeting a family who is inspired by the opportunity to build a home,” she says, her sincerity obvious. “I love to help them through the building process, and holding their hands. That is truly a rewarding experience.”

For more information about Andrea Hughes, please call 503-522-6255 or email andrea@iconconstruction.net Top Agent Magazine

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JEANNETTE KARIS Jeannette Karis got her start in the real estate industry back in 1994, after her relocation to the U.S. from England. In fact, “The Real Estate Broker with the English accent!” swiftly became a memorable slogan for stateside buyers and sellers who worked with her.

Today, more than twenty-five years later, Jeannette has built a business defined by communication, a successful track record, and a personal touch.

Serving the Spokane, Washington region, Jeannette spearheads her work under the banner of RE/MAX, where she has amassed a large following of repeat and referral clientele. Citing her experience, local knowledge and education, while utilizing her previous background in marketing and market research, Jeannette offers clients the insight of a multifaceted veteran agent.

“Experience makes an amazing difference,” she says. “If you’re not active in the market on a monthly basis, it becomes difficult to notice the subtle changes that are so important in this industry. Many opportunities and strategies become apparent when you pay attention to fluctuations and trends on a regular basis, and my clients benefit from that.”

Likewise, Jeannette employs her years of experience in a direct way. Because she’s helping clients with one of the largest investments of their lives, she takes seriously her role in advising them. “I am a very straightforward, forthright person,” she says. “If my clients ask an opinion of me, I always tell them the truth. I encourage open and direct communication, because that can only add value to my services.” Additionally, Jeannette has developed certain real estate specializations that diversify her skillset, including as an Accredited Buyer Representative, a Senior Real Estate Specialist and a Military Relocation Professional, among others. “I work with a variety of clients,” she says. “Whether it’s a young family looking to buy their first home and are trying to accrue some stability, or I’m working seniors who may be tentative about making their last major financial 36

decision, or buyers currently in other areas or even out of the country —education plays a big role.”

When listing properties, Jeannette ensures every property is documented in its finest light through professional photography and 3D Matterport virtual tours that stand out. “Whether it’s a small home or large home, I use these presentations to differentiate myself in the market,” she says. “More and more, buyers are very comfortable in and enjoy that medium, and I can text the link to people easily and create that connection.” Her methods of exposure also include individual property websites and visibility across the leading online listing platforms. To date, Jeannette has closed hundreds of transactions in a wide range of price-points, resulting in an impressive track record that inspires confidence in her clients.

To give back, Jeannette contributes a portion of every commission to the Children’s Miracle Network, a Miracle Agent. She is also active at the state level with the Washington Association of Realtors, as well as the Spokane Association of Realtors, where she is a past president. In her free hours, Jeannette most enjoys time spent with her family or riding her Harley across the state and across the country! As for the future, Jeannette continues to serve aspiring buyers and sellers throughout the Spokane region. Now, with more than two decades of experience and insight to her name, the future looks assuredly bright for Jeannette Karis.

To learn more about Jeannette Karis email JKaris@remax.net visit jkaris.realtor OR SpokaneHomes4u.com, OR call (509) 994 8246 www.

www.

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Newer Agents: More Questions to Ask Yourself—Are You Stumbling or Up and Running?

By Carla Cross

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ewer agents: Are you ‘stumbling’ or ‘up and running’? It’s estimated that over 50% of new agents fail their first year in the business.

From talking with thousands of them throughout my coaching, managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting little guidance from their manager.

Not having the combination of these two things almost assures their failure.

In an earlier article, I gave you five questions to ask yourself to truly get ‘up and running’.

Now, here are five more.

Ask yourself: Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!)

Key point: Use the time lines in Up and Running to project your income. You don’t want Copyright Agent Magazine Top Agent Top Magazine

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Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time!

Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working).

Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent.

Do I have a budget so I know how much money I should be spending in marketing my listings?

Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too).

Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 38

fall off my start-up plan (to keep me from failing)?

Key point: Most new agents drastically underestimate their mental toughness in the face of adversity. Studies show that having a mentor, a coach, someone on your side, greatly increases the chances of your success.

Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)?

Key point: All the successful people I’ve ever met have a method to ‘keep themselves up’—diaries, logs, inspirational notebooks, readings, CDs, etc.

That’s why I put so much inspiration and motivation in Up

and Running—we all need it!

Give yourself every chance to succeed to answering ‘yes’ to all of these questions. You deserve success!

Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc., and Carla Cross Coaching. She is an international speaker in real estate productivity. Carla is the author of 6 internationally published books and several productivity-producing programs for real estate agents and leadership, including the new 3rd edition of Up and Running in 30 Days. See her programs at www.carlacross.com, or contact Carla at 425-392-6914.

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LISA PETRIK Lisa Petrik hadn’t anticipated a career in real estate, but after her first home purchase in 2008 went awry, she decided she wanted others to have a more positive and informed experience themselves.

In 2016, she decided to earn her license and immediately hit the ground running, fueled by the desire to educate and serve others on the path to homeownership. “I learned to dig deep,” she says, “get all the information, check all the boxes, and protect my clients.”

tell someone if I think the property isn’t adequate, and people appreciate that forthrightness,” she says. “I hone in on my clients’ lifestyle, so that I can guide them and narrow in on the right options. I work with a lot of dog owners, for example, so I make sure I know the closest dog parks and amenities. Because I get to know my client genuinely, I want them to find the place that lets them build their best life.”

When marketing properties, Lisa applies her creative eye and leaves no stone unturned. Listings are disseminated across a range of social media platforms and online listing outlets, in addition to tried-and-true efforts, such as neighborhood canvassing, Coming Soon promotions, open houses, and more. She also keeps in touch with her sphere through light-hearted newsletters, quarterly client appreciation events, and as a resource for goings-on about town. By nurturing her network of past clients and fellow professionals, sourcing a prospective buyer in short order comes naturally.

Today, Lisa spearheads under the banner of Sotheby’s International Realty and supports three unique teams in the area. In conjunction with a female-led development team, for instance, Lisa has helped out with some of the creative details that make homes personal. “Together, we’ve picked out bathroom tiles and forecasted trends for their next build,” she explains. “I really love that side of my job.” Lisa serves clients across Chicago and its western suburbs, as far-reaching as DeKalb. She prioritizes transparent communication, client advocacy, and authentic relationships when working alongside buyers and sellers. Likewise, Lisa prefers to inject some levity in a transactional experience that is often wrought with anxiety, especially for first-timers. “I understand that buying a home can be one of the top stressors for people, so I like to keep it light and remind people that it’s possible to enjoy the process,” she says. “I’m also a certified psychotherapist, so I use a lot of those approaches to encourage people, reframe situations, and help change the energy so that things stay positive and emotions are well-handled.”

Beyond the office, Lisa gives back through her contributions to the River North Business Association, where she previously served as Secretary of the Board.

She also co-chaired the Development Committee and helped found River North Clean Streets. She also supports animal rescue efforts and Gilda’s Club, a cancer support community. In her free hours, she most enjoys time spent with family and loved ones, as well as traveling.

Finally, as she looks ahead, Lisa Petrik considers what she enjoys most about her chosen field. “It’s all about relationships,” she says. “It can be an overwhelming process, but I make sure clients understand what they’re committing to so that homeownership can help them reach their goals and grow their wealth and success as a family. I always want to be an advocate and put myself in my clients’ shoes. If you go above and beyond for people, the rest follows.”

What’s more, Lisa’s past experience in real estate has taught her the power of honest communication. She ensures that her clients’ long-term best interests, big and small, are always at the forefront. “I’m honest and will

To learn more about Lisa Petrik, email lpetrik@jamesonsir.com, visit LisaPetrik.com, or call (630) 302–1114 www.

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THE REMMES GROUP Built on a solid foundation of honesty, integrity and a commitment to excellence in customer service, Boston’s The Remmes Group has earned their stellar reputation.

Helmed by Broker Chris Remmes, they are one of those rare real estate teams that consistently go above and beyond the call of duty to take care of their clients, ensuring the kind of loyalty that sees their rate of return and referred business hovering around a staggering eighty percent.

The Remmes Group services a wide swath of the Boston area, and consists of Chris and agents Sheila Rogers, and Jack Walsh. Chris, who graduated from the Massachusetts Maritime Academy and had a lengthy prior career working for Exxon as a Deck Officer, began his journey in the world of real estate in 2004, when he decided he wanted a job on land rather than sea, and one that would allow him to put his love for the Boston area to good use. Initially partnering up with another agent, Chris ventured out on his own in 2007, quickly establishing himself as a trusted and highly knowledgeable real estate advocate.

In 2016, Sheila joined his team, after deciding to launch a new career for herself after longtime employment in the technology industry, working in a variety of roles that included sales, community relations and recruiting. Many of the skills that she had honed in that arena have been put to good use by Sheila as an agent, in particular on the marketing side of the business, where a firm grasp on technology can translate directly into quick sales for top dollar, and in turn, happy clients. In 2018, newest member Jack – who

shares Chris and Sheila’s client-first business ethos - came on board.

While there are many factors that contribute to the success of The Remmes Group, perhaps two areas of expertise stand out: the customer service they provide, and the aforementioned marketing. “It’s always been important to me to deliver quality services,” says Chris, “from listing the property all the way to a smooth closing.” Adds Sheila, “We value relationships over transactions. We consider working with our clients a partnership.”

As far as the marketing aspect goes, no stone is left unturned in The Remmes’ Group’s commitment to presenting each listing in its best light and to ensure maximum exposure to as many potential buyers as possible. The highest-grade professional photography is utilized exclusively, expert staging is provided when required, and well-produced walkthrough videos give internet viewers a true sense of the property. Deft utilization of the web and social media platforms then follows. “When you’re in this business,” explains Chris, “you really have to stay on the cutting edge. Since Sheila joined me, we’ve really stepped up our digital and marketing presence.”

While The Remmes Group could easily rest on its successful laurels, Chris, Sheila and Jack continue to enhance and refine the systems and protocols that have set their team head and shoulders above their competition. However, they are committed to never losing the personal touch that their clients appreciate so greatly.

“Being able to help someone with what might be the biggest sale or purchase of their lifetimes,” says Sheila, “is truly an honor.”

For more information about The Remmes Group, please call 617-398-0018 or email Chris.Remmes@nemoves.com 40

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 41

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

1

While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

2

Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

3

If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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HEATHER RODRIGUEZ Top Agent Heather Rodriguez – of Coldwell Banker Residential Brokerage in Chandler, Arizona – is more than a trusted Realtor; she truly cares more about achieving a positive outcome for her clients than about her commission check. Honest, hardworking, and with a positive attitude that puts anxious clients at ease, Heather is building a stellar reputation as a trusted real estate advocate who always puts her clients’ best interests front and center during every transaction.

Heather began her real estate journey in 2017, following decades working in corporate America, where she held numerous high-profile positions, including Regional Vice President of Sales and Regional Sales Director, all for Fortune 500 companies. “I’ve always loved sales, and have always found myself in a leadership position,” recalls Heather, “I have led large teams in securing and negotiating multimillion dollar-transactions, which is something I always was very good at.”

However, after years of traveling, and keeping up with the fast-paced competitive corporate culture of today, Heather realized that her work/life balance was not really in line.

“I wanted to find a way to continue doing what I loved, which was selling, and serving others,” says Heather. “As a leader in any company that’s what you are doing: serving your team, customers, and shareholders, but I wanted to do it on my terms. I knew I wanted to get into a business where I could create my brand based on providing a unique experience for each of my clients where they can sense my genuine desire to do what’s best for them.” It was Heather’s husband who initially suggested real estate as an alternative career. “He pointed out how much I love Arizona and people – I was born here and have lived here all my life – he thought it was the perfect fit,” explains Heather.

After obtaining her license and jumping in with both feet, Heather found success almost immediately, a success that continues to grow alongside her reputation. While

relatively new to the business, Heather has already built a business that many other, more seasoned agents would envy. Currently, nearly a third of her overall business is based on referrals, which is the most accurate barometer of a job well done in the highly competitive real estate industry. “My clients know that I have a genuine interest in them,” says Heather, when asked how she manages to inspire such loyalty and trust. “I’m interested less in making the sale, and more interested in doing what’s right for them. I really take the time to listen.”

Expert and thorough marketing of her listings has also played a large role in her rapid ascent to top agent status.

Heather, who has a degree in marketing, professes that this is her favorite part of her job. High quality professional photography is utilized exclusively, as are high-quality brochure mailings, all ensuring that each and every listing is shown in its best light possible. A robust use of the internet and social media then make certain it is seen by as many potential buyers as possible. Add to this targeted ads and frequent multiple houses, and the result is almost always fast sales for top dollar – not to mention happy sellers.

When she’s not working, Heather enjoys nothing more than spending time with her family, which includes two teenaged sons. Hiking is a passion, as is traveling. She is also a philanthropist who gives back to her community in a multitude of ways. Currently, she is supporting the Susan G. Komen Breast Cancer Foundation, and will be donating $1,000 per home listed, up to $10,000 annually, to the organization.

Heather’s plans for the future are fairly simple: to continue growing her business, and to add team members who will specialize in different neighborhoods in the Phoenix area.

Above all, however, she plans to continue offering the excellent customer service that is rapidly becoming synonymous with her name.

For more information about Heather Rodriguez, please call 480-208-5077 or email hrodriguez@heathersellzhome.com Top Agent Magazine

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CARLY SABLOTNY “I blame my father,” Carly Sablotny says, in jest, of her entry into the real estate business. A little more than two years ago, she made her industry debut after learning from her father’s house-flipping business and portfolio of two-dozen investment properties while growing up. “I was always interested,” she remembers. “I was just waiting for the right time to take the plunge.” Now, Carly has swiftly forged an impressive reputation, known for her sharp eye, educational approach, and already proven track record.

Today, Carly spearheads her work solo under the banner of Russell Realty, catering to the counties of Summit and Cuyahoga. Already, she has cultivated a significant contingent of repeat and referral business, and credits hard work and a personal touch for her early successes. “I give my all to every transaction,” she says. “Something that’s important to emphasize is that yes, it’s our job and we may have ten to twenty homes being sold at a given time, but each sale is personal.

We can never forget what this transition means to our clients. I focus on treating this process not just as a job, but as a major milestone I’m managing for my clients.” Considering the fact that she works frequently with first-time homebuyers, Carly also highlights the important of educating clients on the intricacies of the process. “I’m very customer-service oriented,” she explains, “and I do my best to educate my clients from start to finish. Even buyers and sellers who aren’t new to the market might not fully understand the steps involved, so it’s my job to guide them through so they can be confident that they’re making the best decision for them.”

When listing properties, Carly leverages a tech-forward approach, beginning with professional photography and video that highlights homes in their finest light. From there, she earns exposures across social media, through open houses, and by cultivating the listings themselves 44

through interactive presentations. Last year, she closed on roughly fifty transactions—an impressive feat—and is already on track to surpass her personal best this year.

Beyond the office, Carly is actively involved in her professional community, including on the board of the Young Professionals Network and through her involvement with the Women’s Council of Realtors.

She also contributes to the Make-a-Wish Foundation, and to community events in her office’s hometown of Hudson. In her free hours, she most enjoys time spent with family and loved ones, cooking, baking, and staying active.

As for the future, Carly intends to keep progress on the upswing. “I worked hard enough to double my business after my first year, and I’d like to keep that trend growing,” she says. “Next year, I’d like to have two team members and continue on that trajectory, while eventually making my own investments, as well.”

Now, with two superlative years behind her and a bright future ahead, Carly Sablotny considers what she enjoys most about her chosen field. “Every day is different,” she reflects. “I really enjoy the excitement of this business and that it stays engaging. It’s rewarding to help people, make them feel confident and informed, and to witness their excitement when the job is done right.”

To learn more about Carly Sablotny email CarlySablotnyRealtor@gmail.com, visit CSablotny.RussellRealty.com, or call (440) 521–1704 www.

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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 Top Agent Magazine

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 ®

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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.

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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 ®

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SONG ZHANG When Song Zhang set out to purchase her first home, she was overwhelmed with questions and anxieties as to how to navigate the process. Luckily, she was paired with an agent who could field every question along the way, and who’d soon become her mentor. Inspired by her experience and the opportunities real estate can afford others, she decided to earn her license. That was five years ago, and today Song Zhang has established herself as professional leader in her community, complete with a reputation for savvy investment strategies and a personal touch.

Today, Song leads a team of seven as the head of her own brokerage. Serving buyers, sellers, and investor clientele across North Jersey—particularly the areas of Jersey City, Hoboken, Short Hills, and Marlboro.

There, she has managed to drive more than 60% of repeat and referral clientele alone. Prior to her career in real estate, Song built a career as a data analyst on Wall Street and analyzed Mortgage Backed securities, and she parlays this practical experience and financing knowledge, when leading her clients to select dream home and high returned investment properties. “Buying or selling real estate is one of the biggest purchases in my clients’ lives,” she says, “and I remember when I purchased my first home. I had so many questions, but my agent answered the phone and guided me. I do the same thing for my clients. I’m there for them no matter the hour, and because of my research-heavy background, I’m able to provide the best information.”

Likewise, Song is an investor herself, and understands home values and strategic pricing. “I do everything I can to help my clients in selling or choosing the right property,” she says. “I help them make the most of the transaction by making sound investments. Some of the people I’ve worked with hade been able to happily Top Agent Magazine

retire after working together over the years.” When marketing properties, Song preps each listing prior to market before exposing homes across a range of listing platforms and social media outlets. She also taps into her native Chinese community to lure prospective buyers. In 2017, she closed over $20 million in volume, with the average price point of her listings ranging from $600,000 to $1.3 million.

Beyond the office, Song gives back to her community through her sponsorship of a Chinese language school.

In her free hours, she most enjoys time spent with her family and loved ones.

As for the future, Song intends to keep progress steady as she further developers her brokerage and fosters her growing team of real estate professionals. “This is a people business,” she says, “and it’s all about team work. I want everyone on my team to enjoy and find success in their careers.” Now, with five years of insight, Song Zhang consider what she enjoys most about her chosen field. “It makes me so happy to move people into their homes and see how their lives change,” she says. “Sometimes they’ve just gotten married or have had children. There’s nothing more rewarding them watching them grow.”

To learn more about Song Zhang email Song@alphametrorealty.com, call (201) 948–8910, or https://alphametrorealty.com/NJ-Realtors/agents/helene-powers/ visit her website here Copyright Top Agent Magazine 47

mailto:mag@topagentmagazine.com

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