NATIONWIDE & INTERNATIONAL 12-21-20

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

FEATURED AGENTS

MARK BAKER STEPHEN J. BARTLETT HILDE BECKER BRANDI BROWN

JIM O’NEIL LESLIE PAVLICH SILVANA PIADADE WENDY POLTOREK DICKSON

GENE BUSH

JOCELYN PORTERIA

JEAN COHEN

CARRIE ROBERTSON

RICHARD DASKAM

JACKSON ROHDE

DONNA DEATON

CHINA ROSE

THERESA GEMAS

AMY SHAIR

JONATHAN GREGORY NOUK HASCHKA

ADAM SHIVELY LINA SOIFER

KIM HELLER

MICHAEL TINSLEY

TOM HOLZER

ASHLEY TRULSON

LAURIE JOHNSON

TAYLOR VERNON

ANDREA KAZANTZIS

JAIME WALLACE

KARI KOHLER DAWN MATESI

JACKIE ZARATE-COLLINS & KATHY ZARATE

ANDREA & ERIC McINTOSH DAN McNELLIS

COVER STORY

HEATHER PRICHARD

NATIONWIDE & INTERNATIONAL EDITION

DAWN MATESI 9

TOM HOLZERTOM

HOLZER 33

19

14

DAWN MATESI

27

HEATHER PRICHARD STEPHEN J. BARTLETT

When Dawn Matesi was in her mid-twenties, she Dawn says. She does everything she can to get to 45 every client on a personal level, wasn’t happy with her 39career and was ready for know 51highlight something new. Her mom, a Realtor®, encouraged and market the property as best as she can, and her to go to real estate school and get licensed, and return to the client with the most ideal results. as Dawn explains, “I haven’t looked back since.” Additionally, she always looks for creative ways Today, Dawn services the Metro Phoenix Area to bring her former clients together in order to and maintains a volume of about 32 homes every show her gratitude and renew old connections. year. With licensed assistant Melissa Seliger by her side, she is able to truly flourish. “She is my There is no doubt that clients recognize Dawn’s rock and keeps me sane,” she explains. Dawn’s motivation and enthusiasm for her job as an JEAN BUSH THERESA GEMAS highGENE energy level and passion for her job COHEN has given her many large successes since starting in the business and made her an expert in the field.

STEPHEN J. BARTLETT

HILDE BECKER

57

69

63

75

“I can go and go and go,” Dawn says, in regards to the enthusiasm and energy that she puts into every client and transaction.

Her bubbly personality sets her apart from other agents because she will always be there to not only get the job done but also brighten a client’s day. “I have a lot of energy, I have an open and welcoming personality, and & I’mERIC very communicative,” ANDREA JOCELYN PORTERIA McINTOSH

THERESA (TERRI) GEMAS

ANDREA KAZANTZIS

81

85

MARKMARK BAKER BAKER

ASHLEY TRULSON

88

JACKSON ROHDE

LINA SOIFER MICHAEL TINSLEY

Copyright Top Agent Magazine

JOCELYN PORTERIA

JACKSON ROHDE

LINA SOIFER

92

MICHAEL TINSLEY

With a reputation for his hard work, dedication few years were to clients, and a track record of producing supe- but I wouldn’t c rior results, Michael Tinsley is the agent to know rience. I think i in the Greater Boston area. Michael got his start business inside in the business right out of college, when he beganand working as a property for a luxThanks 13 ye It’s not often that real estate romance are manager strategies on how to to succee ury apartment building. While welcoming many Michael provid mentioned in the same sentence, but in into the the casecity over doesn’t offer any new transplants the course levelmagical of expertit of Lina Soifer it just so happens thatheshe found to hard work, c of his work, quickly noted that there was a dedication, tics. His comp deep need for same real estate agents who couldwith help the allows him tocu both love and an exciting career at the time. clients BEST them navigate the Boston market. That’s When Lina’s parents put their house up for sale 20 tomer service is crucial to when he made the bold move of forming years ago, she had no idea that it would lead to her business.

I’m there for my c Longwood Residential, along with two ® partners, and diving headfirst into the way. From preppin meeting her husband—their REALTOR —and of the estate After industry. discovering the world of realreal estate. they got ing dependable vendors t

Phone 310-734-1440 | Fax 310-734-1440

mag@topagentmagazine.com | www.topagentmagazine.com

2

Top Agent Magazine

engaged Lina obtained her Michael licenseacknowledges and has been to bring color that whilelandscapers his path passionately serving clients ever since. supplying staging items suc to becoming an agent has been unusual,

BRANDI BROWN RICHARD DASKAM DONNA DEATON JONATHAN GREGORY ADAM SHIVELY

Once house isflyers looking best,Listed” she When estateRichard is comes to Donna Donna Deaton real the estate Jonathan Gregory’s passion 50 this year and I’ve been oker Daskam, real estate is, began her andits“Just are distribToppersonal Agent, Adam Shivelycards – itFounder of marketing, 4 “I turned I employ a lo ion, and employs a multi-faceted marketing 97 for real estate him a career in the married 31 years,” Jonathan says.

98 led State 102 105 takes a comprehensive approach to career in new construction 101 y, a career calling. He got hisworking start utedtoReal in the neighborhood.

The property Estate LLC in Charles Town, West aspect is “My a un industry.

After leaving thenewer Army, he wife is from listingsand get optimum expo-Choctaw and it’s great to a builder. “I always enjoyed through approach that involves teching phones for a Centurywith 21 agency is listed MLS, ensure Zillow,her Redfin, Virginia –onis the a hardworking, dedicated real ® ran a construction business for twenty have my too. I’ve sure.

She takes full advantage of kids the grow up here working with Realtors nologies who would c down- CA, while he was and traditional print media. estate agent with nearly two decades of There are oth ramento, attending other online portals, and promoted onexperisocial years and became interested in flipalways been very on-the-go and active. powerand of social for sponcometoinLong with buyers,” Donna recalls, ence helping his clients their realmedia, estate paying well, includin herself e. After graduating, he moved media, including Facebook Instagram.

She posts theHe listing on the MLS andachieve ping houses. realized if he became Real estate is a great fit for me.

To this sored ads to the greatest possible “and I decided to get licensed so I goals.

Adam’s vast knowledge thereach industry inte to work for his uncle, assisting him Richard also stays in touch of with past and day, I don’t feel like it’s thorough, interior all the major real estate websites, an agent, he could find, buy, and more work.

To me, audience of potential buyers. “I’m also could do the same.” That was in 2003, has translated into his stellar reputation as a includes both real estate agency—and Richard has clients through “Just Sold” mailers, this is the best job there is in the world!” easily sell housespresent himself.

He soon n.

That’s conducts campaign on always reaching out to neighbors to see and over her 17 years as a Realtor®a, thorough trusted agent who consistently the needs targeted socia decided he wanted to use his expertise nd the business ever since. a bi-monthly magazine, and places regular emails.

BRANDI BROWN her to JONATHAN GREGORY SHIVELY RICHARD DASKAM social media, and createsDEATON flyers and DONNA if they know anyone who ADAM might want Donna has distinguished herself

NOUK HASCHKA

KARI KOHLER

of histheir clients to help others achieve realfront estateand center. A self-professed

this translates To give back to the community, Jonathan

KIM HELLER LAURIE JOHNSON ered for move intohis their neighborhood,” through her hard work, personal postcards that she distributes widely. “problem solver,” Adamtohas earned stellar mention ha goals.

After two years splitting his donates a she percentage of to each transachree decades later, Richard still works The team recently joined eXp Realty and says.

That’s in addition to her memberattention, and the stress-free experi“I went reputation as an honest and trusted real estate and refer ne king in real I’m old school.

I like to pick up the phone, Brandi’s efforts often result in a quick time between his construction business tion to a scholarship fund, as well as me to call her a MLS’s, friend.”

Awell few ways bring results to Laurie Johnson moved Kari Kohler hasfrom always had passion Kari’s methods Agent Kim Heller When – of Baird & I’magoing to forward be therefor with them for the area, specializing in Long Beach, Richard looks to building the local ship in two different asWilliams-based ence she providesorfor her out clients. advocate for his many buyers and sellers.

Adam consis 117 andfor his real estate work, he decided toShe the asKeller charities, 114 licensed 106 loved fixing Grove, send personalized cards toride.” letprice. clients 110 sale a very competitive 109 DAN which Laurie maintains this friendship South Carolina to Ohio 33 yars ago, ner in Downers Illinois – is entire for business and serving others, so it’s year after year as well.

Hergrown, teamM ood, and Signal Hill, and he still has office to 100 agents andsuch traditional techniques as Kids postcard devote himselfoffull-time to include being an around KW andvolume KW Cares. and His has daughter how it started know I’m thinking them and provide a small consistently closes 30go-to transacover years with of her clients lonestate professional of to the highest she explains, “It atook us almost a year no-brainer that sheOctober found aover rewarding does a massive his team; in addition a marketing being the ques-each marketing.

With RE/MAX Victory, Donna agent.

In 2020, he created aperson—answering volunteers with the local pet shelter.

Inw Adam began his journey in realthe estate following a five-year talent on$30,000,000 the administra Dan McN was a repair market updates.” sburg.

I tions a year with a total volume of r.istWhen with Kim, one Another factor that has played a large are through sending monthly postcards, ot find a hosue because theteam agent we and anspeaking agent in South Orange County, his wife tions and as a mentor and coach to new agents. serves an area of Ohio spanning and successful career inserving real estate.

Kari with Keller Williams.

He currently serves all of his free time, he enjoys scuba diving—he’s a certified sales per year.

Not only does this career as a middle school teacher and basketball coach. close to 400work transaction in re xsolutely it, and if Iimpressed help but be bothDayton her role in Kim’s success story is her thoraround Oklahoma City with a95% focus onThe area between 240 divemaster and isduring studying to become anher instructor. posting on social media, and using results for themselves: Donna averages tovery Cincinnati.

An$8incredible were using wasn’t good.”

Laurie with transactions and hisbyfrom sister-in-law works with This ismillion. a role Richard embraces because, in the end, what “From there, Ithe decided tospeak jump into new home sales ofthe his success toclients those t works with a team of seven agents to Kari’s ability to get at Keller ow I learned.”

Community involvement is very important South andof I-44, tohis Harrah. irst year ly comprehensive ofshe the ough, intelligent marketing strategies. around $5 million inatsales annually, with median ofthat her business comes from repeat andeast “Back you” . a“It all basiknewtaking could do a better job . And Richard stillknowledge loves calls from clients. matters most in business isand helping people. areferral summer break, never went back toprogram teaching,” says his Office Manager and bring excellent real estate service to the they want, but it also means withdeals—it aindustry, lot of was to Nouk.

She volunteers in thewho local school learning evn For the future, Jonathan plans to continue to grow his price of around $300,000. clients, a truly impressive feat that she attributes estate andRichard by the sincere Professional photography is utilized clear Adam, relies heavily on his teaching background when has been with him over ,39 one of the things loves most about his boils back to the follow-up,” supporting“My the community’s real estate favorite part ofclients the job is my interaction with cally and Western suburbs of Chicago, including near endless experience when His rave that he’s honest, straightforward, team of new agents, teaching them everything they source to her system, where both of her kids attended the tocom to so hershe top-level service constant communicaworking within clients, themlife. andHe holdingDAN theirMcNELLIS does not leadatitself tur on which she approaches herclients,” to to great effect, aseducating isKARI comprehensive KOHLER NOUK HASCHKA pitewith her steady volume, being there for people—talking and giving advice This attitude holds true all areas of Richard’s HELLER LAURIE JOHNSON Laurie says. needs, decided toKIM goand ahead and my she says.

“It’s fun walk St.make Charles, Geneva, Batavia, Elgin, to buying and selling homes. down-to-earth.

They appreciate histhrough clear communicaneed to succeed in ROBERTSON the industry so they can create WENDY POLTOREK DICKSON CARRIE ome a reality. and now work as ITasso professionals.

She also JIM O'NEIL tion.

“I try and the transaction smooth as Giving back to her community is important to ® way to get his hands every step of the during a transaction. comradery of the office en career.

Highly personable, and exploitation of multiple social media Professional but so firstshe andcan foremost, listening. is currently on the REALTORS oure, agent spend get licensed as aLESLIE real estate agent.

She PAVLICH tion and Regardless whether acontributes client Standards strong careersdesire for and experience help even more a listing with them and help them to visualize the Naperville, Barrington, and surrounding to use that tost record serves dinners attransparency.

Loaves and Fishes, a oflocal possible,” Donna explains.

“I carry most of my Donna.

Shewhich aeach portion fromthemselves each stick around,” proudly and starte atrack work ethic and that sellers is almost unriplatforms, both of ensure Committee, which conducts hearings tosure address agent/ with buyers Laurie ‘s clients are only peonow works as a solo agent in Coldwell is buying or selling a $20,000 property or a million members ofnot the the community achieve their dreams Keller Williams might arise, and to keep the transaction as Carrie Robertson makes each of explains. space.”

Brandi is active in her local church, loves She’s in the Topdon’t Agent Wendy Poltorek Dickson – Iof providing Western EarthStone Suburbsof“I her thorough, closing tolove the Children’s Miracle Network, whichleave-no-stone-unturned clients’ stresscommunities. socommunity they have tobeen deal with it,industry rs and sellers center, and volunteers with After nine years with Keller Williams Realty, Adam formed Pavlich began her professional hand them their keys. being a part deslie in her profession, Kim has built property is shown in its best light, and agent and client/agent conflicts, and, starting in 2021, he unication is key for Richard.

His clients know dollar property, Jonathan gives them his full attenhome ownership. n, Ohio – is a stress free as possible.”

SILVANA PIADADE 125 ple model, in the community who makes Banker and services the Tory, Tipp g area.

126 her clients feels like they are herthat highest how they 122 118 121 The WLee Team ofofof Keller Williams Great to she marketing hernot listings, which wh distributes those funds locally toproach the Cincinnati they get to just the experience selling spending time with her family, and still dabbles his own company out of that services four states When working, Adam the Minnesota Department of Agriculture, 14enjoy years, and found nothing Chicagoland area with the best reer in knowlretail, working forand awill women’s that moment.” tion.

Many of clients say he each of West them arly two-decade-long business on that they aremakes seen by as many potential intention o dan deeply will beshe’s onhis Board of Directors ofisPacific Association. call anytime andCity, they geta anfor immediate an effort to help.

Laurie belongs to “The Future and Miami County, OH, areas. priority.

She known throughout at Christm Metropolitan Realty and Co-Managing Partcombined translates into fast sales for Children’s Hospital.

Donnaand alsoMaryland) staysreal involved or buying their home.

I communicate and (West Virginia, Virginia, Pennsylvania and inservice time withinhis family, whi exhibiting at the annual State Fair.

“I’m aHis fairexpertise with interior design when time allows. othing store.

Whenand thatintegrity. store closed, but success in Minnesota her long tenure as one of estate the industry feel asprojects if they are hismake only client. as aPiadade, ways places thewith There are many other factors that have dation of honesty buyers as possible.

This consistently translates into In addition, he supports Habitat for Humanity and assists se; if he’s on another client, he’ll text and call quality service for a much better p Silvana a former hotelier, She is a Certified nerwhat’s of CPD in Cleveland, Ohio – isToday,” a twenty-four dollar, not media to mention happythe –age and Begins which supports Troy City Schools.

Central Arkansas for being in touch with year asM her community through appearing indedicated local my know going on every step di isgreater attentive, has grown to other equally 16 and Wyatt, 15.retu He eslie needed to findrespona newsure profession.

Leslie is active in aemploy variety of community junkie,” Nouk says with aHomes laugh, and every year she’s builder also allows him to advise clients and invesSheclients also enjoys the outdoors and soaking up the front and played a significant role in Jim’s success the top agents in Chicago.

Her specialty, though, is ® creative fast sales for top dollar.

Other methods are local churches with property issues.

He enjoys spending sthe soon ascenter heMinneapoliscan. Richard understands that oftenis now a top-producing real estate has received recw the business now, servi deeply knowledgeable Realtor and referring –and clients.

Another wo toof give real estate updates.

When she ismany of the way, ifwhole there is12 a days. hiccup, I explain agents who all share his client-first business ethos.

One back toyears his community, She hasor also served asand President of Habitat for Around 80was percent ofhardworking, Laurie’s business origithe needs her customers. a ing connection One of ourgreat part time associates aand services.

“Howard Hanna haswell a advice charity nergiving customer tors onto renovation costs and possibilities, as asPrimarily business comes there for the When she ishow not working With a focus on chief them being his fierce beauty ofstory, rural Virginia.

For future, she plans tofor using her talents get the best possible deals her For theup future, Kari hopes toschools hone herfor cr began herclients journey infrom real estate inresolve 2004, upon the also used, including professionally produced videos who is among truly committed to helping her many be Wendy’s ability to assess a home time with his family in Big Bear, and, having given what his need is knowing someone truly agent for eXp Realty in Memphis.

Agents in America area as well as Wisconsin. not working, Donna loves traveling and spending we will it.” major signifier of Adam’s success is the fact that nearly the of local and athl buyer’s agent, listens tobeen her on clients Humanity and has(Chow the board twice. Laurie nates“So from repeats and referrals, and she says that al estate agent,” shespeaks says.

I spoke called Children’s Freeshe Care Fund resale potential. nication, excelnegotiating skills and thorough, intelligent the business, the broker mpressive feat that giving back her time, Nouk loves spending time with her clients achieve their real estate goals.

Wendy, clients and point out any trouble areas continue growing her business by opening up into g ofher, a cares friend whoher attended herthey daughter’s birthday withpeople, her own musical jingle to them.

“Serving and helping them achieve further and grow business large she was, he says, “a accompany terrible likes hem, about themanager, issues are clients. facing, and For Silvana, the arrival of her her baby Best as Real Estate Agt entirety ofpays his personal ismany based upon repeat clients, affiliated with the as Jeffers time with her grandkids. ith met with and the Chow) which raises money for chilclosely, attention tolocal their goals and Her love incere empathy marketing strategies which translate into has been abusiness part ofbowler”), different state-level comthis highfamily success rate iswho likely abowling result of(he her cuspires.

“My clients know and traveling. aoand great piece of advice. hails from a background in flipping housmight be of concern to a potential buyer who to be studying to become a When market. strolling on the beach. with hiswants phone athonesty help themhappened find solutions.

It’s this, and Richard’s inJonathan June 2000 was aher wake-up call inRealty their real estate goals and dreams,” isUndoubtedly, Kari’s favorite team to an even larger terri referrals positive of mouth.

“It’s about andcover the Jefferson Chamber ofn Staying inCharlottesville touch with past clients is important in and it dollar, comes time to market listings, st is history.”

She was licensed inthe 2011 dren’s she says.

“Personally, EarthStone is a discount bro ers and fast sales for top not tohospitals,” mention changing needs, and is attentive to their family mittees ,word and she has also served as the director for tomer service, marketing, and client interaction.

“I WENDY POLTOREK es with her husband David (Co-Managing know what makes a house tick better th like thesellers, fact thatclients I know CARRIE ROBERTSON ut your clients and their LESLIE PAVLICH SILVANA PIADADE JIM O’NEIL tor.

“She bugged me for four years to get my own Kim is also very deeply involved with her commuthe ready. rds, that keeps coming back; 75% of his more ways than one.

At the time, If you ask Silvana integrity,” explains Adam, when asked how he has managed and wonderful WV outdo posts the home on the MLS and all the major real In the future, Donna plans to continue doing what such a referral-based business, and Donna makes part of her job.

Her clients are her first priority, and one day expand her real estate service to ye happy clients.explains.

That happiness isbe perhaps dhis hasreputation never looked back.

I try amsituations. involved with the Women’s Fund JAIME WALLACE low fees and allows the her sellers to k She’s responsive, patient, and to buffe DICKSON a rehab center in Piqua.

When she is not working or respond very quickly ,” Laurie “I to Partner of CPD Homes) is ideally suited to many other Realtors,” explains Wendy.

CHINA ROSE ghborhoods,” Nouk says.

Nouk’s expertise in remodeling homes is one of JACKIE ZARATE-COLLINS & KATHY Zw te onrecalls what your clients estate He asuch thorough social media toJim inspire impressive trust and loyalty amongst those relaxing at the poolnu se,” Kim with one of her laughs, nity, and she iscreates an active of the local Rotary she’s doing and maintaining theKari sameishigh level ofjustsays sure to infectious stay referrals. in of her clients.

Whether she’s ss comes from repeat customers and she held astate. director-level it’sinspired all about committed real best illustrated bywebsites. the fact that currently which focuses onmember helping women and shefront keeps up with them year-in and year-out through aposition recipient of the Chicago M selling retail, but also assisting clients with own money.

Dan was by knowledgeable about the entire area she inherent in helping the community, some of Laurie’s favorite as available to people as I can andI I think people wledge, professionalism, the biggest reasons clients want to work with her. hosts attended open houses.

“It’s he well works with.

“My team and I aare available towas hthen lineher and achieve Jaime Wallace hasn’t always as aShe’s their listings on clients over three hundred w service for her clients.

“Iconsistently really enjoy what Iclients do, and out delivering mums along with a and card thanking holds aphone perfect five-star rating onworked Zillow. my husband gottheir on board.

I’d been aChina stay at campaign Club, through which she helps orchestrate multiple inalso the Peabody Hotel and well informe er office location is with Howard Hanna children in need.” big ived real markets her listings investment purchases, including her own.

“I love helping my feel comfortable and kna letters, calls, client appreciation parties and Top Agent Award and the Kane County To Foronline, Jackie Zarate-Collins and Kathy Zarate Real able Their past serves.

She’s also careful to work within there toto clie fin to provide clients something pastimes are trying new restaurants with her huslike that.”

When itREALTOR comes to marketing her listings ® for and that translates into “Everybody is looking aproperty home, but sometimes rare for adream listing to stay on the market for more than our clients, and we have a passion for what we do.

We work 4 State has grown to com –Above on which site he is a Premier Agent I don’t plan to stop any time soon,” she says.

“I like her clients “for helping my business bloom,” or .

“In 2004, I started selling comand post to various social media site Estate Services in Amherst, Ohio, women’s advocate and has an office eeal mom since I was twenty-five, and there I was at charitable events to benefit those in need…among have more business than responsible for multiple departpersonalized notes o dgo, builds trust with his constancy and honesty.

AMY SHAIR all, however, isthey her honesty and that theybusican depend on me,” saysTop Wendy.

“IMost make Estate is 133 a straight-shooting family range. affair.

Introduced to the & send referra 130 137 but she’s through open houses, and by posting 134 129 social media to ensure are well-cared for and Award, and isIthey’re onnot the list of Inss each buyer’s One customer may arise TAYLOR VERNON instead ofuses splitting his100 commissio aemailing few days selling,” he says.

For houses that band, going toSisters lake, researching genealogy, and Laurie knows the importance of the Internet and The come to,away me canher find acareer home that needs work and make itprice into -you comprised over one glowing testimonials, an real parents estate upon becoming very hard for everybody involved in the transaction. am Shepherdstown and Mar simply calling, texting, orhundred towithout check in and getting to look atthe houses and see what like, mercial and industrial waste removal services likewise social media tointerest stay in wall dedicated solely to the achievements of women. rving Lorain County.

Leslie reports volume ness by their dad, the went on to create important like y-nine beginning a brand-new career.”

That many other philanthropic associations.

She is also ments.

She managed 95 employees alerts about puts it, “I’ve turned more listings than I’ve approach that has translated into her stellar reputation as I am on top of every transaction from beginning to er ays been true for me,” ger than that. fliers.

But for her, the only best marketing remain available for over a week, Jonathan hosts alove reach the closing table raved, “Her attentiveness far exceeded our expectatheir needs met.

Real Estate Brokers.

She has already prove he can give his clients a better rate stunning achievement by any measure. oeir that, he was Operations accountable to my clients, but also the agents who have for the future of his busi kids are ready to buy, your dream home.

I’m the resource who can help my spending time with her two sons. social media.

She uses Facebook, creates videos their own dynamic team known as The Property were working see how they’re doing, Donna is always sure to and I love people.

I working with people and be $5 million plus her business is 75% repeat and “There’s a saying I have hanging behind my desk that for my dad.

He owned a local garbage comwith her past clients.

“I’m on Faceb a trusted real estate advocate for those she works with.

I love that I become friends with many of my clients.

When Amy Shair was a teenor referrals.

When asked about the keys to her success, and worked 17 hours a day, often maintains a CRM sy off almost immediately, and today, Kim is one of a member of the National Association of Realtors, because it wasn’t right for the client.”

Even so, his Taylor Vernon says it was her has to offer and using it to my hy results in dedicated broker openout house, where other top agents are often al estate was tool isall reaching to other agents tions.

She was an absolute delight to with and estate,” she says.

“It’s gferral company.

“I was looking Sisters HD. aherself. close relationship haswork been his mentioned “W chosen to be in business with me well.” like-minded agents to st as real an eminent leader in the estate com clients oflove dollars, aa stay top of mind. helping them achieve their estate goals.” kids,” she says.

“That’s design their once they buy with me.”

In the and HD photos, posts on major property listclientele.

“I and believe theyclients keep coming back says: Behind every successful woman isfamily Ias live pany here in town,” says Jaime.

She achieved Instagram, and I the tryreal to stay conn ager, she accepted aHaving position she highlights her strong negotiation skills.

“I being including holidays and weekends. knew, with athousands monthly postcards most sought-after respected agents working in the Illinois Association of Realtors, and the Silvana Main emains busy.

They are currently closing three tohome who introduced her to the time for person perso To Kathy find out more about Jonathan able to match the home with an interested buyer. nety percent of her busiapoint huge business advantage for Jackie and toGregory, dototo somethin When he’s not working, Jim – a physical fitness buff – recalls Jim, “because I felt nsed when I in her MLS. She makes a to we could not be happier with our new home.”

As a State is excited expand The greatest tool that Kari has incompany her belt tomedical help and she hopes to broaden her service he cause I’m honest, up-front, andfuture, responsive to their by that credo every day.”

Nouk plans to continue bringing her clients the Wendy began her real estate career in 2012 after When she’s not busy satisfying clients, Wendy enjo out what can be ato very Because of reasons, Laurie says, “I slowed ing websites, and makes sure to keep the answering phones as athe receptionin the trenches astress client—whether I’m marketing aclie aalways great deal, even after her father’s my sphere onof these platforms,” idea that she bewith athe great “I’ve been very tof baby at home, she needed toalso make aheart. change. example, awe coupon market.

She isPre-COVID-19, alsoto extremely proud of her associStreet Organization of Realtors.

She is an active les aAfter month. they had 84 listings please call (405) 514-2364 or Jonathan closes eight to ten transactions each month who take definition of team towould “We iffortunate see ashe enjoys nothing more than spending timewith with his family. on. talking a stay few referral clients.

Adam’s likable, empathetic approach to working with clients space in Charles Town, W ad me stamp have as much information prepared result of the caring and expert service she provides, To give back to the com becoming involved Fortune Builders, a national nothing more than spending time with her husband a eds,” she asserts.

“ITo treat each and every client like ist for a local real estate office; listing, helping them choose the right property or maksame great service.

“I’m looking to earn my clients’ trust To find out more about Donna Deaton, please call 513-313-9200, her clients meet those goals is an unmatched bounty even further in years to come! for most. down a little bit this year ,” but she plans to conlistings active and updated.

Additionally, Laurie fail together, we succeed together.”

The family to grab a piece was bought out by Waste Connections, the always try to reach out on birthday real estate agent.

“I was working were previously clients.” email ineedarealtor1@gmail.com and this year he’s completed over $10 million in sales. and present clients. osed, on average, between 48 and 60 sales a year. with industry giant Baird & Warner. supporter of local small businesses, for which she “I recently changed my focus on fitness,” he says.

“I feel real estate license.” has also worked well for him and has contributed to his in date of December, 2 randi prefers a personal company that teaches those interested in real estate how cards with a them ahead of time as possible.

“It’s a rural their dog Sammi.

She also enjoys playing sports, par for veterans and dona Carrie has a five-star rating on Zillow. mily and advise as if they were a relative.”

When not working or giving of her time, Leslie loves sure enough, she’s been in the ing sure the offer is acceptable.

There’s nothing more bond runs deep, and the sisters credit their dad and we’ll pay the extra effort to serve and maintain a great relationship with them.

I want to be athelp adonnadeaton.com dead-end 9-5 job and brought ofeffort market knowledge, both atinathe local and national tinue growing her business for another 3-5things third largest company world. versaries, like that.” always makes to follow up with her cliemail donna@donnadeaton.com, or visit Having evaluated options, she“I decided to years produces promotional videos todifferent increase their like it’s an now more angarbage obligation to my children to continuing and rapidly growing success story. don’t use primary objective: to con toabout get involved intime every aspect of the business.

“That’s ularly volleyball.

Additionally, Wendy iswith apurchased professio for sparking their passion for real estate.

“Our ashe small with friends and family as predicament” well as esolid, to acheck insellers or congratindustry ever since.

A longtime fulfilling than helping someone make one of the most had made,” area, so Ispending provide maps with helpful, ished free time, lovlo AMY SHAIR JACKIE with lot of who accessible to them and be a that resource for all their needs.” up my she recalls.

Recently Taylor TAYLOR VERNON JAIME WALLACE CHINA ROSE However, after a co-worker and good friend before retiring.

Laurie’s favorite part about her job stay in touch them. level.

Her team was coached by the Mike Ferry Aside from his competitive prici stay healthy for awith long time, so I’m around for them thriving businessents onthe aand venture into real estate.

She began working at Bob And Silvana does alc its not comes to marketing, team uses a combinaently, the majority of Kim’s business is based clientele base. dad has always shown us a heart of service.

He’s hand-poured pushy sales tactics,” says the former teacher.

“My approach unparalleled customer se how I got started in real estate,” recalls Wendy.

“It was musician who sings and plays guitar, and she has writ surprising that Leslie receives stellar reviews visiting fun places like Las Vegas when she can.

“And resident of North Carolina, important decisions in their life.”

Copyright Top Agent Magazine ZARATE-COLLINS ach card for good showing instructions.

They the lake, and enjoy bon During the five years that Carrie was a stay-at-home saries.

“They said, ‘why not try real enjoyed the new challenges. her to “babysit” a house and my grandchildren.” grity and a fierce work ethic.

When she isn’t hard at work help became involved in real estate, Jaime found is listing properties.

She says, “I’ve always liked Leigh & Associates in Mississippi, earned her license in a solo agent.

While been our role model and our ongoing mentor. can gift them ta Organization, and she has a vast network of local value never feeling pressu old methods and They returning customers andnew referrals those initiallyeveryone just for us to since buy and sell our own that and recorded herKATHY own albums.

“I to perform, to every transaction ishouses more about education andgreatly nurturing. with hislove name. has built an award winning Copyright Top Agent Magazine rafter her school esteemed work ethic.

Onetechnology. clientfrom recently who knows me, knows that Friday morning & ZARATE mom, she carefully considered her future plans.

As For thesucceed. future, h school don’t have to do a ton of digging and estate?’

I’m so glad they did.” grow and ItCarrie is grea he most common complaint ve the keys, I clean the When he retired he wasn’t ready to stop working, “We celebrate For more information about Richard Daskam clients realize their real estate dream herself convinced to make a change.

Jaime Tennessee and Mississippi, and began a new career.

It transaction, making listings best,” though is always willing toher work Clients are more than pleased byMaxx these we were flipping.

However, I realized there was sogoal much Iis love doingaction, harmonies with my twin sister.”

Wen ith professional photography, including the use have experienced herbealmost fanatical focus Looking to the future, Kim’s primary is to she continue which earns him aa great ds contacts, allowing hercareer toservices negotiate the best on through more than twenAmy tremendously active in community. is rote: “Leslie could not more professional orof issince TJ day!” she exclaims with aprices laugh.

Taylor got her license inis2015 them, as each offer unique and that’s when found real estate.

He always isShe alocal huge miles someone who hadhe experienced importance of executive broker oran star his business research I’ve done ithouses.” for them,” Looking to the future, Jim’s plans areI toinitially continue growing setlack of communication with uk says.

“I create put it aon thetour listings, Brandi starts For about Brandi Brown, please call 562.857.1965; actively involved in her chu says, “I finally started selling more involved. signed onSince with adrive boutique is the also an ardent philanthropist who gives back to turned out Silvana’s and determination, along with dinating closing atto atterport to 360º that “gives buyers amore with people who need her help, whether it is for Laurie provides for them.

Asgrowing one former cliproviding the very best, top of the line customer her already-thriving business, obtaining her ty eight years of professional upcoming Director of the Durham Regional Association referral business.

“I make it my cre private and public listings.

“We definitely give Ritzlpful.

We have used her twice and have been ‘Take care of your clients, andher your clients itclients soShively that they and has never looked back.

For more information about Adam his already switching impressive business, mentoring hissays, dicated himself to remaining having ateam place totraining, call home family, she was cation to herinclude and China’s takeChina says. ohow get sold and agency that provided in the way of sowe’ve Iafor community through that one volunteers with Manna Café careers ten years ago, Jaime has toquickly, clients richarddaskam.exprealty.com; visit please call (540) 272-9377 or email her multi-tasking, time-management, and conflict-resthe way she used tot rxperience house and, if appropriate, drone experience.

Today, Amy is alittle Real Estate Associate with of Realtors.

In asthe she hasEvery participated in the ce.

“Iitthe think ahelp lotflows,” of my clients say that I areally real estate license in North Carolina, and to potentially buying home.

“You ‘vepast, gotorganizations to make ent shared in a review, “I’ve had the privilege of will take care ofor you.’

And taken that on our motto.” home Sold isMinis miles oroughly happy.

Both instances have been bit As for the future, Leslie has no plans tolisting slow down. sure my buyers.

I’ll show them Carlton service, and have a depth of knowledge of Taylor is a strong believer inasg members so they can achieve the level of success that he clients, both during and long make that dream a reali interested in mortgage lending, but eventually realplease call 240-405-5575 or email 4StateR soon moved over to Keller Williams, and l believe it’s e stamping those cards, collects items of need for the underprivileged, someth ients.” organization which donates money, te found a do large amount success. created & industry, that is the and most enjoy advising clients olution skills made her aAngels natural real estate agent. tality she RE/MAX United, where she services clients throughout Among Us walk fornity brain research or email BrokerRichard@gmail.com to show the exterior and Printed andaNo she has helped usissue through every “I’m not going anywhere,” she asserts.

“In fact, I’ve eymplicated the process easier for them,” says Kim. “Irealtor.brandibrown@gmail.com add aunparalleled few Buyer’s Agents, provided they share her yourself Laurie says, and she emphaknowing Laurie over the past 3on years .of Finding ain has, and to continue offering the ntly overseeing team of two She iscustomer now the Principal Broker and Owner ofbest Jordan andtumor is involved with sev they need to see for them to feel co what’s going in the market,” she says inavailable,” regards portion of surroundings. this may be reproduced in any manner whatsoever without prior consent of the publisher. the best decision I ever made my career.” she and David have been involved with for fifteen yea ized that her interests and talents were suited Together they service Southern California—from the beaches words their favorite part is t mains just as diligent.

With her appreciation of location so clear, 2020 food to those in Clarksville who find themselves the entire Region. served on the board ofagents Hemophilia of order North Carolina.

Silvana didsizes not rely solely on this, however.

Seeking to In to continu ep.

Our two purchases by nothat means large, already set my goals for year.

There are too many market ready,” says. he things ashe lotprofessional ofwere other agents don’t, likeTriangle client-first business ethos.

Above all, however, is her service that has become synonymous with his nts,little Jim’s conscientiousness the ofSisters all real estate having integrity, commitment, andname. atonext Real Estate based inimportance Salt Lake City, Utah which for hospice–where ICares, meet wit their purchase.

I’m mor tohas her team’s ability to read current market trends.

Wendy also participates in Keller Williams wh the mountains—the Property are a making pair of highly their huge milestones accom www.

https://

Top Agent Magazine is published by Feature GA, Although precautions are taken to ensure theoutside accuracy to being a Inc. real estate agent.

She became licensed ingetting has challenging for China.

When she’s not with clients or giving back, Amy be ouk says, “My company out ofLaurie Clarksville, and servicing of aid.

Jaime enjoys whenever sh ut forth effort like wesellers were proved buying a particularly 500k people to Publications help, and ITennessee, love what Ithe do too much.” improve her skillset, she on to earn numerous certiservice, she can plans to ssLeslie that isput based significantly ng houses cleaned for my and buyers.

Ifind. sincere and overarching objective: to went make her clients primarily covers northern region of the state.

Taylor donate to local domestic abu personal contact with their clients throughout the kind disposition isWorking hard to Magazine meets and trained, hard-working real estate professionals ready and Since establishing her business, Wendy has achieved an takes on helping the community andI’m veterans throu than a sales person. only look “We often find out about private listings before they Copyright Top Agent Magazine of published materials, Top Agent cannot be held responsible for opinions expressed or facts supplied by its 2019 and has already developed a devoted clientele When listing a home, Amy offers her clients a mix of found traveling, relaxing on Lake Gaston with a good ent but has an assistant.

“This year in our area, we’ve experienced incrednd systems, and I’m able several of the surrounding communities, Jaime prides like to go camping, to the beach.

I like going out on ome.

I would recommend her to anyone and hope fications, becoming a Certified Residential Specialist tion coordinator in rrals, a true barometer of the willing to meet their client’s every need.

Not only are they The Property Sisters are reports her since is over 150 transactions veterinary clinics, and give bti really try to make itexceeds a fun experience for them, happy by thevolume exceptional, go-above-and-beimpressive level of providing success working with both 2015 buyers multiple events. whole process ofand a transaction. all theseeven characteristics and many more Copyright Top Agent Magazine purchase a ahouse makes them ® cutting edge and the time trusted strategies.

After providing book or spending quality time with herthat family. come on market.”

Because of her team’s eager to refer their friends family. use her services again!” authors.

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

Published in the U.S. bilingual, Jackie and Kathy are biliterate in both Spanish and philosophy and dream inf I work with,” but she her,” China says.

“Since ible loss from wildfires.

Over 2800 structures herself on going the extra mile for her clients.

“I’m or running,” says Jaime.

“Anything healthy orofout ce his is providing.

(CRS), an Accredited Buyer’s Representative (ABR), and looking muchcustomer offor herhomes business is that repeat and referral. She has and sellers, and with those to flip who has use the transaction process can be a rollercoaster. yond, hand-holding service become them with everything from professional photography to all their needs, because if I help English.

After spending a year of study in Mexico learning the bring back the “good old dt understanding of how contemporary prices of homes passionate about doing a good job for people,” Jaime Most of all, Jaime enjoys making memori neen the best marketing tool. able to increase my burned,” says China.

But China and other agents Certified Distressed Property Expert (CDPE), a Military Outside of work, impeccable skills with organization, transaction coordiWhen not working or dona depend onsynonymous both her and with David’s vast experience in thatof their Looking to the future, Wendy’syard plans for her business are them to hop on, hold on, and I let them know name. language, people, and aculture are accomBBQs, and city blocks interactive virtual tours, she When sharesher their home over Amy hasancestry, strongthey plans for going the future.

As her business basics says Jim, when oer-upper, market her listings, Leslie the move, to have acontinue positive itabout comes time toher market listings, Carrie’s along with an intimate connection to both says.out “I care.

IRealty think a half lot ofof people are all about thebusiness dollar her family.

I’m talking to utilizes For more information Laurie Johnson, nation, and being attentive to each client’s needs.

“I take withwork her family. childre arena.

Currently, Wendy’s considerable keeping withthey’re her impressive ethic: to“My gro ly.”

Inwell,” the past twelve working within eXp moved quickly to Relocation Professional (MRP), a Certified Probate Real spending time with To “excellent find more about Nouk Haschka, plished in assessing all levels of real estate transaction fluently until sundown.

More than series of targeted digital and social media campaigns. maintains its steady growth, she will continue providing b nspire such impressive of Howard Hanna,” says. They “They utilize going toofpurchase come back to me strong relationships enable to get the they’re word out is based upon retail sales, with other half focused onher ing her business –Strategy including the ofa multi-fam pride in the little things that make myand clients feel special exclaims.

“I 9-monthbills.

I was born and raised here.

I’m a go-getter.

That’s ervices it contractors, vendors, colleagues and her local community at large, Kari Estate Professional (CPRES), a service Pricing thehave Angel Program forty-eight sales in trust her shehelp. reached out to past clients and other in both languages. their clients will experienc please call (937) 335-4184 or email ljsold@gmail.com please call 612-616-7542, Meanwhile, she about sends out Kim postcards and flyers to the unmatched while balancing time with her two ients. “I thinkavenues the basics ofFor more information Heller, ® neighborhood—and veral online and do an amazing job in purchasing her own homes to renovate and resell. units for renovation and holding – and build ame team and listened to,” she notes.

“But more importantly, I am we love to go to the zoo, pa their pl throughout her community and beyond.

She talks again, or refer to a REALTOR To find out more about Kari Kohle Looking to the future, Jaime seeks to continue bui just who I am.”

Her approach works wonders, proven hen Oregon, I talk to people, they Advisor (PSA). with autism ern where she community members, working raisevalue money consistently provides thetothrough best and an results forchildren. A proud solo agent, Amy children surrounding neighbors.

But it all, Amy, early is most excited for d our our dialogues.

I follow the email noukhaschka@edinarealty.com, utting properties out there.”

Top Agent Magazine 3 With a combined ten years experience negotiating sales between support the inevitable increase in busines.

Above all, ho honest and blunt, and my clients love that about me. fun activities.

My husband please call 630-712-9696 or email Kim.Heller@BairdWarner.com up new listings with everyone she knows, and she business sofamily,” itemail isand as client strong andregularly profitable asawait possib by thewho fact that their 75% of her business comes fromisrepeat he says. uk use personal donates toisr please kari@thekohlergroup.c ne,likes and toCurry counties. to assisther those lost houses inand the fires. adopter to digital listings, is always willing toThis embrace thedetermined new connections relationships clients with compassion grace. why nt, whether theyaare buying When they arethat not selling them, Jackie and Kathy are to close everyobjective: deal There are many other factors that come into play when ever, is her primary to continue providing or visit noukhaschka.com Buying and selling a home is a big investment.

Clients leader and supporter.

I’m extr reaches out toclient. other top agents in the who might Copyright Top Agent Magazine trying to invest in(630) real estate now so Ior can build andChina referrals.

“When you enjoy what you do, Social media is big, but Her efforts have paid off.

Over the last sixteen years, as new technology andofcollected marketing techniques.

“I’ll do her all throughout North Carolina.

“The people arevisit what call 673-4586, southern Oregon wine eXpjobAgents including donations with any They are positioned to area provide a customized the same energetic and bold saction as aenjoys production line; ancustomers impressive her business comes from repeat hat Leslie most about her are the relaassessing72% Wendy’s phenomenal success story, chief do not need someone to and tell them whatincredible they wantcustomer to hear, service that has become synonymo www.

CONTENTS 6) SUCCESS–THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS 13) CREATIVE WAYS TO SAY THANK YOU

66) 3 TIPS FOR MASTERFUL TO–DO LISTS

17) TURN OPEN HOUSES INTO DESTINATIONS

72) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

25) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION

78) ATTITUDE!

30) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 36) BE THEIR REALTOR® FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME 42) WELCOME HOME: WORKING WITH RELOCATORS IN TRANSITION

4

60) ARE YOU A VALUE-ADDED AGENT?

84) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK? 87) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS 90) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

107) TURNING YOUR PROFESSION INTO A PASSION 111) 10 SECONDS TO CHANGE A HABIT 115) MARKETING LESSONS FROM STEVE JOBS 119) HOW TO THROW A NETWORKING EVENT THAT CAN PUT YOUR BUSINESS ON THE MAP 123) 9 THINGS THE BEST LEADERS NEVER SAY 127) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES

48) WHY DOESN’T TRAINING WORK FOR YOU?

131) UNCOMMON 95) CREATIVE MEDITATION CONTACT: CONNECTING WITH CLIENTELE FOR THE REAL ESTATE THROUGH SOCIAL PROFESSIONAL MEDIA 99) 5 SURE-FIRE 135) ARE YOU IN WAYS TO GET MORE OR OUT? REFERRALS

54) BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS’ STRESS!

103) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS Top Agent Magazine

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

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5

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

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

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

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

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

1

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

2

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

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

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

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

3

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

4

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

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

5

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

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

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6

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

8

7

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

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

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TOM HOLZER Top Agent Magazine

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TOM HOLZER

Tom Holzer began his professional career in the automotive world. “My family owned a dealership for 45 years, and I worked for the company for 15 years,” he says. After leaving the dealership, Tom was looking for something new with which to get involved. “I really enjoyed making people happy when they bought their new vehicles and wanted to do something that provided the same level of satisfaction,” he recalls. At that time, a friend of his, Doug Rahaim, approached him saying, “You’ve got such great sales experience. Why not join me?” Tom got his license in November of 2019 and has never looked back.

Tom has already surpassed his sales volume goal this year of 17 homes and reports a business that is primarily referral clientele. “I’m incredibly responsive,” Tom says. “I want my clients to know that I’m available 24/7, whenever they need me. If I don’t have an answer for them, I make sure I find it.”

Tom works with Doug on the Rahaim Team for Dobi Real Estate in Birmingham, Michigan, serving the Detroit Metro area from Royal Oak to Bloomfield. “We help each other out, and I essentially joined his team, although we work as individuals,” Tom notes. “I was fortunate enough to be able to go back to my dealership network for prior connections as well as utilize Zillow.”

Tom was awarded Best of Zillow in his first eight months on the job.

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It’s no surprise that Tom gets stellar reviews for his esteemed work ethic. Once client recently wrote: “Tom is the greatest.

He’s honest, kind, and competitive, fighting for his clients but being fair to everyone involved in the buy/sale. He was patient with us as we took time to find our dream home and was very responsive the entire time. I’ll be recommending him to all of my family and friends, as he’s one of the first realtors I’ve worked with who I really trust and like!”

Tom likes to include a personal touch when reaching out to his clients. “Especially now, during Covid, I like to text,” he notes.

“They don’t have to respond. I will send them a message, check in, see if they need anything. If they do need me, they know I’ll be there.” To market his listings, Tom is a big proponent of digital marketing. “I post a lot on Facebook,” he says. “I feature open houses, new listings. It’s proven to be very effective.”

What Tom likes most about his job is the relationships he forges. “I love taking care of people,” he says. “This is probably the biggest transaction a person will ever make in their lives, and it’s such a privilege to be a part of these special moments.”

Tom believes in giving back to his community and plans to donate to programs that will help local kids in need. He also contributes to his brokerage’s causes. When not working, Tom enjoys spending quality time with family and friends. “I love that my job affords me more flexible time to be with my kid,” he says.

Moving forward, Tom plans to continue on his successful path with a goal to double his volume every year. He also wants to add to his team. “I like the idea of mentoring newer agents, so that’s the something I look forward to,” he says.

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To learn more about Tom Holzer, call 248-240-6095, email Tom@WeAreDOBI.com, or visit WeAreDOBI.com/Tom www.

Copyright Top Agent Magazine 11

DOBI Real Estate is proud to congratulate

TOM HOLZER

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

DOBI Real Estate 2211 Cole St. Birmingham, MI 48009 248-385-3350 www.wearedobi.com 12

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

13

DAWN MATESI

When Dawn Matesi was in her mid-twenties, she wasn’t happy with her career and was ready for something new. Her mom, a Realtor®, encouraged her to go to real estate school and get licensed, and as Dawn explains, “I haven’t looked back since.”

Today, Dawn services the Metro Phoenix Area and maintains a volume of about 32 homes every year. With licensed assistant Melissa Seliger by her side, she is able to truly flourish. “She is my rock and keeps me sane,” she explains. Dawn’s high energy level and passion for her job has given her many large successes since starting in the business and made her an expert in the field.

Dawn says. She does everything she can to get to know every client on a personal level, highlight and market the property as best as she can, and return to the client with the most ideal results.

Additionally, she always looks for creative ways to bring her former clients together in order to show her gratitude and renew old connections.

There is no doubt that clients recognize Dawn’s motivation and enthusiasm for her job as an

“I can go and go and go,” Dawn says, in regards to the enthusiasm and energy that she puts into every client and transaction.

Her bubbly personality sets her apart from other agents because she will always be there to not only get the job done but also brighten a client’s day. “I have a lot of energy, I have an open and welcoming personality, and I’m very communicative,” 14

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asset. As one former client commented, “Dawn has a passion for real estate that knows no bounds. Her knowledge of the changing market is what makes her such a successful Realtor© – Dawn gets it done, whether she is helping someone buy or sell a home. My husband and I wouldn’t use anyone else in buying OR selling a property, because Dawn handles all details seamlessly, from financing to final walkthrough.” Because about 90 percent of Dawn’s business comes from repeats and referrals, it is clear that many other clients feel this way as well. She hopes to continue expanding her clientele and her overall business in the future.

When Dawn is not putting her energy toward real estate, she continues her busy lifestyle by helping the community and being active. Dawn is on the board of a local nonprofit called The Festival of Lights, which hosts events and lights up all the medians around the Ahwatukee Foothills, and she also works to help causes such as animal rescues and the education of homeless children. She loves doing yoga, going hiking, and spending time with her family and two dogs.

Dawn says that when she works with firsttime home buyers, she remembers why she loves her job as a real estate agent so much. “It reminds you of why you got into this business and the whole value of homeownership,” she says, and these new relationships contribute to her business and her life. Dawn believes that overall, real estate boils down to these connections with clients, and as she says, “Always keep in mind that if you want to be in this industry a long time, it’s about the clients, not the transactions.”

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For more information about Dawn Matesi, please call 480-236-8869 or email dawnmatesi@aol.com Copyright Top Agent Magazine 15

The Rockas Painter Team is Proud to Congratulate Dawn Matesi on Being Featured for the State of Arizona in Top Agent Magazine!

Margo Rockas

Laura Painter

mrockas@bell.bank

lpainter@bell.bank

602.315.2575

602.451.2844

NMLS #258961

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Sr. Mortgage Banker

Sr. Mortgage Banker

www.RockasPainterTeam.com 14350 N 87th St Suite 165 • Scottsdale, AZ 85260 16

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

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

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

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

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

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

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

Your client’s benefit is the buzz.

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

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 18

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

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

Consider inviting representatives of community

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

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

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HEATHER PRICHARD Top Agent Magazine

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Heather Prichard is broker/owner of The Prichard Real Estate Group out of Odessa, Texas. The agency handles residential, commercial, and ranch & farm properties across the Texas Metroplex region.

Heather Prichard began her real estate career as single Mom 20 years ago. “I always loved helping people. I was a single mom and wanted to do something with enough flexibility for me to be available for all of my kid’s activities.” Success did not come easy for Heather. As a young adult, Heather became paralyzed from the waist down 20Copyright Top Agent Magazine

while 7 months pregnant with her daughter.

Through faith, dedication, and hard work, she reached her goal! She walked before her daughter did! Heather has built her real estate career on those same values of faith, dedication, and hard work. Heather opened her first office at the age of 26 and is now a broker/owner of Prichard Real Estate Group Top Agent Magazine

out of Odessa, Texas. The agency specializes in residential, commercial, and ranch & farm properties across the West Texas Metroplex region. While Heather oversees the business, her husband, Kit, manages the farm & ranch division. In addition, Heather is a Zig Ziglar legacy speaker, trainer, & coach.

“Julie Ziglar, DeDe Galindo, and I are launched Ziglar Realty in the summer of 2020,” she states. In 2017, she also co-authored a book with Brian Tracy, called “The Success Blueprint” and in that same year, she became an Amazon Best Selling author.

“I’d say most all of my business is repeat and referral clientele,” she says.

“And that’s because I take care of my clients. They’re not just transactions to me. I believe in building relationships, and I plan to maintain them for life.”

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Heather has built a stellar reputation based hard work, honesty, integrity, and dependability, which has translated into top-notch client feedback. One client recently wrote in a review: “I can’t say enough how much Copyright Top Agent Magazine21

“What I love most about my job is watching the joy on my clients’ faces at the closing table,” Heather exclaims. “I get to be part of what’s probably one of the biggest transactions of their lives and it’s an honor handing them the keys to their new home.”

Heather helped me through the process of selling my home. She and her agency far exceeded my expectations; the sale was quick and professional; and Heather was very knowledgeable about the process from start to finish. I would highly recommend her and her company and feel like I made a friend as well! Thank you for all of your help! It was a great experience!”

Heather believes in maintaining quality contact with her past clients. “I’m not one 22Copyright Top Agent Magazine

of those agents that sends out recipes,” she says. “I believe in educating my clients with the latest real estate news and market trends, so they will always be prepared when they are ready to make a move.”

Heather utilizes the latest technologies, market research, business strategies and expertise to meet her clients’ expectations. When marketing a listing, she prepares both a digital and hard-copy sales packet containing professional photographs, high-end descriptions, Top Agent Magazine

and printable information. Properties are featured on websites and on social media.

She also believes in sticking to the basics.

“What I love most about my job is watching the joy on my clients’ faces at the closing table,” she exclaims. “I get to be part of what’s probably one of the biggest transactions of their lives and it’s an honor, especially when Top Agent Magazine

it comes time to handing them the keys to their new home or business.”

Heather is a big believer in giving back to the community. Throughout her professional life, she sat on many boards and committees of various local charities. She is also currently supporting the Permian Basin Rehab Center, which she says, “is close to my heart.”

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When not working, she loves spending time with her family, her young adult kids, and her hh twin grandsons. “My husband and I love to travel,” she adds. “We love the lake life and outdoor adventures.”

Heather has several projects in the works for her business. She is opening an office in North Texas and wants to expand her commercial and farm & ranch division. “I also just received my CE credential through TAR. I plan to start training statewide very soon,” she says.

To learn more about Heather Prichard, please call 432-978-6973, email heather@PrichardRealEstateGroup.com, or visit PrichardRealEstateGroup.com https://

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8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt.

2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition.

3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea.

4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out.

5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 26

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing.

6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way.

If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough.

7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments.

8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do.

Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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STEPHEN J. BARTLETT Top Agent Magazine

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STEPHEN J. BARTLETT

As a member of The Domicile Properties team at Compass, agent Stephen Bartlett’s message to clients is, “You are entitled to the best real estate counsel you can get, and that’s what we provide.” With a unique combination of attentiveness, an ability to “understand clients’ needs right from the beginning,” and knowledge of the San Francisco market as both a resident and an agent, Stephen is ideally suited to guide clients through the process of buying or selling a home in San Francisco and the Bay Area.

Stephen got his start in real estate fifteen years ago, working with a firm while studying for his license so he could learn the business “from the ground up.” Having earned his license at nineteen, he quickly became a successful residential specialist in New York before moving to the commercial side of the business, handling commercial and resale development for a company with a large nationwide commercial retail portfolio. While with this company, Stephen moved to California and “fell in love with San Francisco.” Shortly thereafter, Stephen returned to residential sales and never looked back, saying, “it was one of the best moves I’ve ever made.”

Stephen notes it can be challenging to discern between a good investment opportunity and one that may not deliver 28

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the desired results when it comes time to resell.

The Domicile Properties team’s decades of experience and advice can be “comforting in a competitive market where almost everything sells over asking and things move very quickly.” In a fast-paced environment, Stephen’s ability to process what his clients want and need makes him more efficient; he reports clients say, “he understood our situation and what we were looking for and was able to guide us in the right direction to make our purchase or sale happen as quickly as possible.”

The Domicile team applies the “best you can get” philosophy to all areas of the business.

With listings, Stephen says, “our approach to every listing involves implementing a superior marketing plan that will reach the target audience and trigger the emotions of the most qualified buyers.” As for staying in touch, the team keeps in regular contact with all of their clients with regular phone calls, texts, and emails, as well as monthly market updates, and weekly social media posts.

This approach works: Stephen reports that, with average sales in the $1.5-2.5 million range, his annual sales volume thus far in 2020 is approximately $40 million; his referral rate is 80%; and, once he’s represented a client, 100% return to him for their real estate needs.

Ultimately, Stephen loves people and “whether it’s listing their property and finding the right buyer for it, or working with first time home buyers, guiding them through the nuances of the Bay Area market to a successful purchase, and eventually handing them keys to the new home many of them thought wasn’t possible— what I do is extremely rewarding.”

Outside of work, Stephen enjoys exploring and giving back to the city he loves: hiking trails in the Presidio; being out in the community; and supporting the Make A Wish foundation along with a wide range of LGBTQ charities with his time and resources.

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For more about Stephen J. Bartlett, please call 415.307.9698 visit stephenjbartlett.com; or email stephen@domicileproperties.com www.

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

• People

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

• Can

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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HILDE BECKER Top Agent Magazine

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HILDE BECKER

Hilde Becker has always been interested in real estate. Growing up, she had an opportunity to learn about homebuilding from her father, which gave her the ability to understand construction beginning to end. Even though she graduated with a business degree in finance, her passion remained in real estate. After receiving her real estate license, Hilde knew she found the perfect fit.

Currently, Hilde is a Realtor for Keller Williams, where she has serviced clients all throughout the Lake Country area of Southeastern Wisconsin for fifteen years. Through tenacity and unmatched expertise, she has forged an elite workflow to navigate any transaction. “I never give up,” she says.

“Above all, I’m driven to get my buyers the home they want and my sellers the best return on their investment.”

and digital media campaigns, she also utilizes her nationwide network at Keller Williams to give clients an additional advantage.

Elsewhere, Hilde is equally attentive when assisting her buyers. From the beginning to the end of the process, she stands as a knowing guide to their dream home. Above all, she emphasizes the importance of having an acute attention to detail when selecting a property. “I know exactly what to look

When listing a home, Hilde offers her clients a personalized approach. Starting out, she gives her clients all the tools and resources needed for the marketplace. Afterwards, Hilde provides professional photography and videography that ensures a property will stand out above the rest. On top of spreading their listings through targeted social 34

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for in the mechanics of a house,” she says.

“Every step of the way, I’m making sure the deal is a win-win for my clients.”

In particular, Hilde enjoys working with first time homebuyers. “There’s nothing more fulfilling than helping them secure the home they want. I love watching my first time buyers grow over the years and knowing that they are secure in their investment.”

For Hilde, relationships never end once a transaction has finished. Instead, she prefers to remain in touch well after closing to ensure that her buyers and sellers are satisfied and keep them apprised of the market.

Along the way, Hilde has won an outstanding reputation around Wisconsin, with the vast majority of her volume coming from either repeat clients or referrals.

Outside of her career, Hilde remains active in her community. For twenty years, she has volunteered for the Wisconsin Chapter of the Juvenile Diabetes Research Foundation, having served on its Board of Directors and facilitated its galas. Elsewhere, she sponsors Homes for Heroes, a program that eases the financial burden of the homebuying process for area servicemembers. When she’s not helping clients or giving back, Hilde can be found swimming, biking, quilting or spending time with her beloved grandchildren.

Hilde has strong plans for the future. In the months ahead, she will be mentoring and sharing her lifetime of experience with up-and-coming Realtors—all while continuing to assist buyers and sellers with the tireless work ethic that has garnered so much success in Wisconsin. “Whenever I interview with a client, I encourage them to talk to a number of agents so they can truly see the difference in what I do,” she says.

“At Keller Williams, we’re offering a whole other level of service and attention.”

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To learn more about Hilde Becker please email hbecker@kw.com, call 262-853-3781 or visit hildebecker.com www.

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

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

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

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

2. Be an Inquisitive Learner and an Empathetic Listener:

out any potential concerns they might have.

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

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

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

3. Watch for Nonverbal Clues:

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

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

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

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contact to determine how comfortable they are.

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

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

4. Prove your honesty and credibility:

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

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

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

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

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

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

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GENE BUSH Top Agent Magazine

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GENE BUSH

Top Agent Gene Bush – of Coldwell Banker Residential Brokerage in Beverly Hills, California – is a real estate professional of the highest order.

Dynamic, personable and deeply knowledgeable, Gene has earned his reputation as one of the best and brightest Realtors currently working in the tony Hollywood Hills and Beverly Hills markets. Gene’s focus on providing exceptional customer service for his many grateful buyers and sellers, combined with his true concern for their best interests has helped earn him the designation of International President’s Elite, ranking him among the top 2% of Coldwell Banker agents in the world.

Hills, I decided I was going to give it a try. I got my license, and one thing just led to another. I much prefer selling homes to selling stocks, because it’s something tangible.”

Currently, most of Gene’s considerable business is based upon referrals and positive word of mouth, a true barometer of excellent customer service in the

Gene, a former Wall Street stockbroker who holds a bachelor’s degree in economics from Syracuse University, began his journey as a real estate agent in 2004. “I got started in the business because I was shopping for my own home in Los Angeles,” he recalls, “and I would go out every Tuesday with my agent.

She and I would get in the car and drive to properties. It was such a fun process that after I closed on my home in the Hollywood 40

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highly competitive world of real estate. “I think it’s because my clients have come to count on my persistence and knowledge, and I never let anything slip through the cracks,” says Gene, when asked how he maintains such impressive levels of client loyalty and trust. “Grit is my middle name,” says Gene, who holds a perfect five-star rating on industry website Zillow.com, on which site he is a Premier Agent. “If you cut my veins, grit and determination is what flows out.”

Gene, whose proficiency at selling multimillion-dollar luxury properties has earned him guest spots on the hit television show Million Dollar Listing, has a reputation for achieving fast sales for top dollar. Much of that has to do with his spare-no-expense, thorough and intelligent marketing strategies. “For me, social media is incredibly important,” says Gene, because ninety-nine percent of buyers start out looking online.” He also backs that up with state-of-the-art professional photography and the formidable support of Coldwell Banker’s international listing syndication efforts that push each listing to over 600 different websites.

When he’s not working, Gene loves to travel - and he is also an ardent philanthropist; a major focus being supporting the local Wonderland School, one of the top elementary schools in the Golden State.

Additionally, he donates significantly to multiple other charitable organizations.

Looking to the future, Gene plans to grow his team to support his ever-increasing business, and to continue offering the very best customer service available.

“You’ve got to be able to roll with the punches, says Gene, “because there is always something that has to be dealt with in this business.”

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For more information about Gene Bush, please call 310-657-5050 or email GeneBush@Gmail.com Copyright Top Agent Magazine 41

Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 42

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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JEAN COHEN Top Agent Magazine

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JEAN COHEN

Jean Cohen began her real estate career 15 years ago, following a career in corporate marketing.

When it was time for a change, she decided to switch to real estate, and hasn’t looked back. “I decided right at the start that I was just going to be myself,” Jean says. “That meant providing toprated customer service and being there for my clients no matter what.”

As an agent with Engel & Völkers, Jean serves the South Shore of Massachusetts.

About 95% of her business comes from repeat and referral clients, an impressive feat that speaks to the level of confidence and trust she inspires. “A Realtor® is part of your life from a very intimate standpoint,” Jean explains. “Sometimes you’re part of a person’s life for 6 to 8 weeks, and sometimes for the rest of your life. I become close friends with many of my clients.”

again. “I believe in following up and being part of people’s journey,” Jean says. “I am able to recommend attorneys, movers, or get painters in for my clients. I don’t just tell people what to do and stand back and wait, I actually provide the support people to help them. That’s especially important when clients are going through a major life change. My goal is to be there completely for them. The question on my mind is always, what is it that they need and how can I help them do that?”

It’s easy to see why people keep coming back to work with Jean again and 46

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When it comes to marketing her listings, Jean provides the full package. That includes professional staging and professional photography/video for every listing, as well as enhanced listings on all the major online platforms like Zillow, Realtor.com, and Trulia. Jean also advertises in local media and holds open houses to ensure maximum exposure.

Community involvement is important to Jean. She is passionate about town beautification, and is a member of two different garden clubs in two different towns. She also volunteers to raise money for the Special Olympics through her office, and she has done two different builds with Habitat for Humanity, one in New Orleans and one on the South Shore. When she is not working or giving back, Jean enjoys cooking, baking, gardening, and performing in local theater.

In the future, Jean says, “I would like to continue doing what I’m doing, but get better at it. I like being able to use all the new resources we have to help my clients, and every day I learn something new.”

Above all, Jean plans to continue providing top-rate customer service. “I see beautiful houses all the time, but it’s the people who bring me the most joy,” she says. “Everyone’s home is their castle, and for most people it’s the single largest investment they’ll ever make. When you go to buy a house, you want to make sure you do it right. You need help putting your team together, and your real estate agent is the key to that. I tell my clients: I’m not going to tell you what to buy, I’m going to teach you to buy correctly so that you make an investment that’s going to pay you back for the rest of your life.”

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TO FIND OUT MORE ABOUT JEAN COHEN, call 781-367-7191, email jean.cohen@evrealestate.com, or visit jeancohen.evrealestate.com www.

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Why Doesn’t Training Work for You?

by Carla Cross

Why isn’t your training working for as a ‘performance art’, not a you? Every company says they ‘knowledge pursuit!’ ‘have training.’ Yet, whether you’ve been in business 2 days or 20 years, Big question for you: Think of your you’ve probably felt frustrated that last 3 trainings. What were you doing those hours spent in class—listening in class? Listening to the ‘expert’? to someone at the front (the Or, were you putting to work what ‘expert)—didn’t do you any good. you were learning—while in class, There’s one reason training doesn’t so you could get valuable feedback work—and here’s how to make it before you ‘practiced’ on real work for you, so you don’t waste people—your clients? precious hours in training rooms.

What you need to be doing in class Training doesn’t work because it’s to assure you can do it ‘for real’: not taught right—and the people in the class aren’t doing what needs to • If it’s appropriate, you need to role be done for training to make a play (like answering objections, giving a listing presentation, etc.) difference in their lives.

Here’s what training needs to help • If appropriate, you need to you every time you’re in class: differentiate (like finding mistakes in a purchase and sale agreement).

Training must have action inside class to be effective for you.

• If appropriate, you need to practice the actions in class and then What do I mean? go out and do it with a ‘real person’—the client—and come back I mean we have to look at real estate and tell how it went (practice a 48

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listing presentation, do it ‘for real’, Real Estate: Performance Art and come back to class and refine it). or Knowledge Pursuit?

None of these things happening in class? Make it work anyway. Take the ‘actionable’ items you learned in class and go do them—for real— within 3 days of going to class (otherwise we only remember 10% of what we heard!). Now you’ve made your own action plan.

Trainers: I just videos showing training work. uTube channel.

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Let’s be honest: Do you know someone in your office who seems to know everything—but doesn’t sell a stick of real estate? Sure.

That’s the problem with treating real estate as a ‘knowledge pursuit’. It has little to do with results. It’s a performance art. How you perform in the field—with real clients— did a series of 5 determines your success. how to make your See them on my Big question for you: Which kind of agent are you? A ‘performance art’ 49

How you perform in the field—with real clients—determines your success. agent or a ‘knowledge pursuit’ agent? Which is easier to become?

Your Training Should Resemble a Piano Lesson

will ‘do it’ for you 3.Relying on ‘on demand’ video.

Many large franchises are providing video on demand training. Brokers may be relieved that this is going to take training off their plates. I wish.

Unfortunately, video training can provide very limited production results. Why? Because people don’t learn much by watching video. Yes, they learn a little. They observe someone else doing something; they get information. But, they don’t have to take action.

As a long-time pianist and teacher, I know intimately that, if you don’t practice, you can’t play (or you play badly)! Think of effective training like a piano lesson. You practice outside class. You come prepared.

You get tips and modeling from your teacher. Then you practice in class with your ‘coach’ watching and listening. Then, you ‘go out in the field’ and practice. You come back When you’re ready to get results ready to perform for your coach from your training, you’ll be ready to treat your training like the power again. That’s effective training. tool it really can be.

Here are 3 things that don’t work in training (and things for you to avoid): Carla Cross, CRB, MA, is an international 1.Listening for a long period of time and thinking you can do it (you already know that, from your experiences, right?)

2.Thinking most company training 50

speaker and president of Carla Cross Seminars, Inc. and Carla Cross Coaching.

A former national Realtor Educator of the Year, Carla is known as one of the ‘go-to’ experts in her profession. She’s written training and coaching programs for most of the major real estate franchises.

Contact Carla at 425-392-6914 or www.carlacross.com.

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THERESA (TERRI) GEMAS Top Agent Magazine

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THERESA (TERRI) GEMAS

Terri Gemas began her real estate career 35 years ago when she was living in the Caribbean. Terri has always loved real estate and houses, and she is also a professional equestrian, so when she was able to combine these two passions into a rewarding career, it was meant to be. Terri’s clients appreciate her attention to detail, hard work, and the personalized service she provides in helping them achieve their real estate goals.

Terri is licensed and based in New Hampshire, but she is also licensed in Maine, Massachusetts, Florida, and the US Virgin Islands. She calls herself the “Snowbird Express” because many of her clients hire her to find them properties in Florida and the Virgin Islands so they can escape the chill of the New England winters. More than half of Terri’s business comes from repeat and referral clients, and it’s easy to see why people keep coming back. “I don’t stop until a client is happy,” Terri explains. “I will search high and low for the right property, even if it’s not listed.” Terri goes the extra mile, and her attention to detail 52

continues once a property is under contract and even after the sale. “I always check in afterward to make sure everyone is happy!” she says.

Communication is key for Terri in maintaining personal relationships with her clients. She is proudly old-school in that all of her notes to clients are handwritten, and they appreciate the personal touch. “My clients are always amazed at how I remember all of their animals’ names, but to me it’s easy because I enjoy meeting them as much as my clients,” Terri says.

Her in-depth knowledge of the equestrian world sets Terri apart and helps her know how to market specific properties. “It’s important to know how much acreage is open or wooded since horses are grazing animals, or if the stalls are standard size or if they are the larger draft or broodmare size. It’s even more important to know where the closest Veterinary Hospitals, equine dentists and chiropractors and farriers are located to put my clients’ minds at ease.

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“There are different types of horse properties: some are designed for professionals or competitive riders, some are best suited for pleasure riders,” she says.

“So when I am marketing an equine property, I target specific local magazines and publications where the property would be best suited.” Terri’s skill at niche marketing makes all the difference in ensuring that a property receives exposure with the right audience.

Community involvement is important to Terri, and she gives back to charities and organizations that benefit both animals and people. She donates time and money from every closing to organizations like HALO, which helps handicapped kids have the opportunity to ride horses, as well as a club for low-income kids to get riding lessons from the very best instructors. Terri also rescues horses herself, and donates to numerous animal shelters including the Animal Care Center in St. John and the Humane Society of St. Thomas.

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When she is not working, Terri loves making her animals happy. She hikes every day with her dogs, spends hours spoiling her horses, and her favorite pastime is riding with friends or spending time on her favorite island, St. John in the US Virgin Islands.

In the future, Terri plans to continue doing what she loves and giving her clients the best service possible. “I don’t want to expand, because I’m about quality, not quantity,” Terri says. “I just want to keep everybody happy and be successful in real estate while also giving back. I get to sell houses and farms that I love and it helps me make the world a better place, so I’m really lucky.”

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To find out more about Terri Gemas, call 603.557.6540, email theresagemas@gmail.com, or visit realtor.com/realestateagents/terri-gemas_ alton-bay_nh_2221879_882399893 www.

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 56

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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ANDREA KAZANTZIS Top Agent Magazine

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ANDREA KAZANTZIS

Top Agent Andrea Kazantzis and her team serve an area that covers parts of Connecticut, Rhode Island, and Massachusetts.

Andrea Kazantzis began her career in real estate at a time when her father was buying rental properties in their local area of Brooklyn, Connecticut.

“He bought 18 units in Brooklyn,” she recalls, “and I started buying properties as well, flipping them, and buying multi-families.” Andrea got her real estate license in 2007, and she opened her own company, Kazantzis Real Estate, in 2016.

Andrea’s clients value her in-depth knowledge and expertise, as well as the personal, family feel they get from working with her and her agents.

when it comes to properties,” she explains. “We try to make it as easy as possible for them to get into their new home.”

Since its founding, Andrea’s team has grown to include 32 agents in three offices (Brooklyn, Woodstock, and Niantic). “My team is like a family,” she says. “We all help each other out; we’re not cutthroat with one another. It’s just a

Andrea and her team serve an area that covers parts of Connecticut, Rhode Island, and Massachusetts. More than half of her business comes from repeat and referral clients, and it’s easy to see why. “Clients come back to work with us again because of our loyalty, and the knowledge we have Copyright Top Agent Magazine

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big family dynamic that we have here.”

Andrea also points to the extensive contacts she and her clients have as another advantage that sets them apart. “Of our different agents, one is a partner at a surveying company, another does septic work, we have a builder, we have another who flips properties. The list goes on. We have knowledge in all kinds of different things, and all the knowledge we have between us makes us a stronger company. As a result, we’re the number 1 locally owned small business in Windham County.”

The results also come in the form of extraordinary volume: so far this year the team is at $33 million in Connecticut alone, with Andrea’s personal volume at $8 million. She and her team make sure to nurture personal connections with past clients through holiday and anniversary cards, as well as email campaigns and social media.

Andrea is closely involved in her community. She is part of the Northeast Chamber and the Brooklyn Business Association.

In the midst of the coronavirus pandemic, when a lot of local businesses were shut down, she and her team contributed part of their commission to supporting local businesses, and donating to first responders and elderly housing. When she’s not working (an admittedly rare occurrence!), Andrea loves spending time with her family.

In the future, Andrea plans to continue expanding her business. “I just want to keep on growing,” she says, “opening up more offices.” Above all, she wants to continue serving her clients. “The excitement I see from clients, when they get to be a first-time homebuyer, is priceless.”

For more about Andrea Kazantzis, please call 860-208-8331, email kazantzisa.re@gmail.com, or visit kazantzisrealestate.com www.

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Are You a Value-Added Agent?

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

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

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

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

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

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

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

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

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

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

Watch the actions, not the words.

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

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

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

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

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

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

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 61

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

Adding those Client Benefits to your Dialogue

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

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

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

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

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

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

Put Yourself to the Test

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

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

What’s the impre agent?

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

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

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

Copyright ©, 2016 Carla Cros

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

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

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ANDREA & ERIC McINTOSH Top Agent Magazine

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ANDREA & ERIC McINTOSH

To Andrea and Eric McIntosh, hospitality is a way of life. For seven years, the couple managed and operated Andrea’s family restaurant, where they placed a strong emphasis on communication and a tireless work ethic. After studying real estate, however, the McIntoshes decided to delve into the industry full time and take their entrepreneurial spirit to the next level.

Today, Andrea and Eric are leads of the McIntosh Team through Berkshire Hathaway HomeServices The Preferred Realty, where they assist clients throughout Western Pennsylvania. In no time, the couple has earned a fantastic reputation all across the state. “Working with Andrea is the best decision I’ve ever made,” Eric says. “She’s the most driven and focused person I’ve met. Together, we are adamant about supporting our clients—no matter when we’re needed.”

presence in the local market through listing cards and their own professional network. “We make sure our clients are putting their best foot forward,” Andrea says.

“Whether we’re listing a thirty thousand dollar house or a three hundred thousand dollar house, we strive to give everyone the same quality service.”

Andrea and Eric are equally devoted to their buyers, standing as honest guides throughout the transaction.

When listing a home, Andrea and Eric offer a diverse suite of services. After supplying clients with professional photography, drone photography and 3D home tours, they share their properties over a series of targeted digital and social media campaigns.

Meanwhile, the McIntoshes also boost their clients’ 64 64

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By leaning on their background in the hospitality industry and lifelong knowledge of their local market, the couple guarantees that their clients will make informed choices on their purchase. “Hospitality gave us some unique insights into the real estate industry,” Eric says. “Through our previous career, we learned how to comfort people and provide them with the emotional support they need to make sound decisions about their future.”

For the McIntoshes, that support lasts long after the deals are done, as they prefer to remain in contact well after closing. While providing ongoing assistance, the couple also reaches out to their clients via personalized and creative gifts, such as handwritten letters or even birdhouse building kits. “Our career gives us the opportunity to meet people from all walks of life and help them,” Andrea says. “We jump at any chance to show our clients that we’re here for them— not just for the sale or purchase, but also for their personal needs.”

Outside of their career, Andrea and Eric are active within their community. Currently, they sponsor and support Project SEED, a local organization that provides meals and backpacks to children in need. When they aren’t assisting clients or giving back, the couple can be found hunting, spending time outdoors or taking their beloved dogs for a walk on the beach.

Andrea and Eric have strong ambitions for their future. As their volume continues to grow, they are looking to bring on an administrative assistant and buyers agent to further streamline their transactions. Elsewhere, they will continue developing cutting edge marketing strategies to remain at the forefront of their industry and meet the needs of changing times. “It takes a lot of hard work and drive to succeed at real estate,” Andrea says. “But if you keep locked in on your clients, you can accomplish your dreams— and theirs—in no time.”

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For more about Andrea & Eric McIntosh email amcintosh@tprsold.com, visit andreamcintosh.thepreferredrealty.com or call (724) 393-8616 www.

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3 Tips For Masterful To-Do Lists

by Rob Flitton

Here are three masterful tips to easyto-prepare and easy-to-perform todo lists.

1-Important v. Urgent.

Always prepare your lists based on what is important, not what is urgent. Why? Let’s define our terms.

“Important” in this context is about what matters to you. “Urgent” in this context is about what matters to others.

People have a tendency to not only assemble their lists based on the needs of other people, they get derailed by interruptions and distractions from the pressing needs of others—they get on phone calls, discussions, text-threads, or emailexchanges that take away their focus.

The corollary tricks here are to (i) negotiate for time and space in advance, and (ii) learn to say “no.”

Since you want to focus on what’s important and not on what’s urgent, it causes you much less friction to negotiate ahead of time with those who matter to you for the time and space you need to be able to focus.

This keeps you from worrying about family matters when at work, and work matters when enjoying your family or leisure time.

When we are afraid in life to politely say “no” to the wrong thing, we makes ourselves unavailable to say “yes” to the right things. Those who appreciate and understand you will cooperate—those who do not will simply have to adjust.

2-Obey The Crow.

Sometimes these urgency-intruders There should never be more than 7 can be close to you and hard to say items on your to-do list. No one no to—your spouse, boss, children, can concentrate on too many things at once. customers, or strangers.

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To be able to focus, a person needs to be able to discern which activities or ideas are most important to him at that moment, and at any given moment a person is only able to hold, focus on, or visualize perhaps somewhere between 4 and 7.

This limitation was understood from an experiment observing a flock of crows gathered in a clearing. When various groups of men would cross the clearing and then enter the nearby woods, the crows would flee to the Top Agent Magazine

treetops only to return when the full number of men could be accounted for—i.e., when they felt safe.

If one man went in and then came back they would return to the clearing. If three men went into the woods and only two returned, they wouldn’t. If five men went into the woods and only four returned, they felt safe to return to the clearing.

This means that the crows could only hold 3 or 4 units of the men in their focus.

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Focusing on where the money comes from strips away all of the non-essentials.

For humans, the same is true but may be slightly higher. Look at a forest—you can perceive and focus on and count about 6 or 7 trees at one time, but you can never focus on or count an entire forest.

being the most important, and 1 dollar sign being the least important—like movie, book or restaurant ratings.

At the end of the to-do list period— whether it is a daily, weekly, monthly or annual list—you need not have completed every item, but you need to have entirely completed or accomplished the 4- and 5-star items. You would rather fully complete three 5star items than partially complete all seven items on your list.

The powerful piece of knowledge here is that by using unit economy— by limiting your ideas and activities into manageable groups—you can greatly overcome these limitations and leverage your means to tackle more and more work. By breaking lists down into groups of 4 to 7 Money is a measuring stick for how units, you can accomplish hundreds, effective you are at conducting your if not thousands, of important jobs business—it is really the only objective means of measuring your and tasks annually. effectiveness. Yes, there are plenty of non-monetary goals and outcomes 3-Dollar Signs.

The matter of deciding what should we all want to achieve, but I assert be at the top of your list should that being profitable matters the come down to the money. Money is most, and your to-do lists need to best barometer of what you should establish the mental attitude required spend your time on. Bookkeeping is to achieve maximum profitability. an important task in business, but Focusing on where the money comes closing sales is significantly more from strips away all of the nonimportant—no sales adds up to no essentials. need for bookkeeping.

Rob Flitton is a Seattle Real Estate MarAssign everything on your to do list a number of dollar signs, 5 dollar signs 68

keting specialist helping independent 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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JOCELYN PORTERIA

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JOCELYN PORTERIA

Jocelyn Porteria is one of those immigrants from other country who dream big!! I was eight months pregnant with my youngest back in 1994, two kids in tow ages seven and three, and $20 in my pocket. We just brought few pieces of clothes, but we were filled with dreams of our new life. I was ambitious, with a strong desire to succeed. It was like a clean slate, and you drew the next chapters of your life.

I worked two jobs mostly in the early years with only few hours of sleep, leaving three kids in the care of my mom and grandparents. From Reservations Agent at United Airlines to folding clothes at Old Navy and cleaning big houses on the side with my friends — these were all my previous jobs. I had to earn more money raising three kids on my own. Then it occurred to me: “One day I will not be cleaning homes; I will be selling homes.”

Jocelyn Porteria got into real estate when she purchased her first home. After being less than impressed with the agent she was working with, Jocelyn began looking into the business for herself. “I thought, you know, I can do a lot better than this!” Jocelyn says. “I remember thinking that I wanted to do real estate but do it the right way. So that’s what I did! After I became interested, I went to school, and passed my exam.

Then my business started to multiply and multiply with referrals. If you do the right thing, learn a lot about your craft, and assist clients, they’ll refer others to you more and more.”

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After practicing real estate for two years, I quit my good-paying full-time job of a decade 11 years ago. I built spheres of loyal clients through the years by providing them honest, informative and transparent transactions. Then the real estate market crashed. Short sales and foreclosures were taking place left and right when I started. My goal of earning more commissions turned into helping homeowners get back on their feet as they could no longer afford their homes. I negotiated with different banks and lenders to accept whatever offer we had in hand, forgive any debt by my clients and provide them money to start new with their lives. Clients from my first years of practice still call me, trusting me with their real estate needs and referring me to their friends.

Around thirteen years have passed since Jocelyn first entered the game, and her business is thriving. She works solo and services most of Virginia, but she focuses on the northern portion of the state. Nearly ninety percent of her business comes from repeat and referral customers. “It’s because I’m so hands-on,” Jocelyn explains. “I really go from start to finish. I’m with them personally, I walk them through the process, and I teach them as much as I can.”

When asked what separates her from her peers, Jocelyn doesn’t hesitate to answer. “My tag line is ‘It’s not all about the numbers. It’s about helping people’,” Jocelyn says. “I Copyright Top Agent Magazine

truly believe that. The numbers are secondary. I love seeing my clients so happy and satisfied with my work, and I love being there with them on their journey to buying homes. That’s very special to me. When you do your job with passion, the numbers will come naturally. My Zillow five-star reviews speak volumes about my performance.”

When she isn’t working directly with buyers and sellers, Jocelyn is still doing everything she can to educate the general public about real estate. “Nearly eighty percent of my clients are from my country, the Philippines,” Jocelyn explains. To stay in touch, she writes a column published in Washington D.C.’s only Filipino newspaper, the Manila Mail. “I write about real estate tips, what’s happening with mortgages, and more. It’s not just real estate,” she says. “I have information to share both online and in print.”

Jocelyn also takes part in various community events and charities. One especially dear to her is The P.U.S.O. Foundation, an organization which lends assistance to Filipino populations in the Philippines and the United States. She also is a big supporter of local sports such as soccer and basketball. “My son who was born here plays Professional soccer in the National Team in the Philippines since he was 16. A product of DC United Academy and his local club is Ceres Negros FC. He got another contract in top tier team in Thailand and we are all excited. That’s the reason I love to travel as I make sure I go to whenever country he is playing. I’ve been to a lot of different countries watching him play and I love the shopping on the side!” When she isn’t at work, Jocelyn loves to dance and do online workouts.

Looking to the future, Jocelyn has plans to continue working mostly solo. “I know some people want to maximize their volume, and so they need a team. But I’m more into the quality of the work. I believe that you have to be hands-on,” she says.

Still, she is working to expand her business slightly by bringing on a few more people. “I want to teach what I know and the core of my business to family members. I’d like to make a family team.” Watch out for PORTERIA PROPERTIES TO BE LAUNCHED IN JANUARY OF 2021.

Life in America is not a bed of roses. You have to work hard, but the opportunities are infinite. Any job is a stepping stone to whatever you want to become. You will learn from all of it.

All the falling and slipping will help you discover and cultivate your potentials. I feel blessed to have been guided by people I believe were God’s gifts to me. Once your intention is good and your desire to succeed is there, work hard. That is how you will achieve “The American Dream” in its truest sense.

Most of all, I don’t forget to help people back home. Regardless of our U.S citizenship, we’re still Filipino. Even if the world goes topsy-turvy.

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To learn more about Jocelyn Porteria, call 571-432-8335, visit jprealdeal.com or email realdealconsulting@yahoo.com www.

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 72

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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JACKSON ROHDE

After graduating from the University of Wisconsin with a degree in agriculture, business and economics, Jackson was offered a job in agriculture. “I was doing satellite imagery, dealing with seeds and fertilizer, I liked it but I didn’t love it,” he says. So when he purchased his first rental property, he quickly saw all the opportunities real estate had to offer. “I couldn’t stop looking at real estate after that,” he explains.

“I jumped feet first into it, quitting my fulltime job and becoming an agent. It’s been a

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wonderful journey since.” Based in Hudson, Wisconsin, he serves both his home state as well as Minnesota.

By putting his clients’ needs first, his business is now largely based off of repeats and referrals.

“The relationships I have with my clients are precious, and very important to me,” he says.

“So what I’ve done is I’ve made it a priority to stay in touch with them. “I call to check in, I go to birthday parties, or pop by to say hello.

It’s truly changed my life, I’ve met some incredible people who I wouldn’t have met if it wasn’t for real estate.” With a down-to-Earth personality, Jackson takes his time with clients and listens carefully to what they need. “I treat Copyright Top Agent Magazine Magazine

everyone like they’re family, whether it’s a client who’s purchased multiple properties or someone who’s buying their first home.

I treat everyone with respect.”

Whether it’s finding his buyer’s that perfect home for the right price, or getting his seller’s house sold quickly for the most possible, Jackson goes above and beyond expectations. His marketing is also thorough, involving professional/aerial photography and 3D virtual tours.

After the transaction, clients leave glowing reviews about their time together.

One recently said, “Jackson is an extremely dedicated and knowledgeable agent. He was very understanding, professional, and courteous throughout our home-buying process. He addressed every one of our concerns and went out of his way to meet our needs. Always on time and always prepared. Highly recommended.”

When Jackson isn’t working, he enjoys his time with his wife and one-year-old daughter. He loves to hunt and fish in Northern WI at their family cabin. “The cabin is my happy place where I can relax and enjoy the company.” He also has other investment properties, and is currently working on his fifth remodel.

Looking ahead, Jackson can’t wait to continue growing his business. He loves every minute of his work and can’t imagine doing anything else. “Every deal is a puzzle, some puzzles are harder than others, and that’s what keeps it interesting. But what I love most is seeing my clients happy.”

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For more about Jackson Rohde, call 715-220-7771 or email jackson.rohde@results.net.

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Attitude!

By Verl Workman

My father was a former Marine and I learned as a small child that there is no such thing as an ex- Marine! He used to wake us up early in the morning by yelling “Reveille� and all seven of us children would march up the stairs to have a family breakfast together. As a high 78

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school history teacher, Dad was big on education and drove home the importance of being good in school and paying attention. One year he had a group of students from his AP (advanced placement) classes compete in a nationwide model United Nations project where the students would deal with world issues. His class from Skyline High School in Utah won the national award in Washington DC where they competed and received that great honor. Dad was very proud of his students and their accomplishment. He talked about that award for years.

I suggested to my dad one time that he was lucky because he had all the smart kids from his AP classes and could pick the smartest students in the school to compete. He looked me in the eye and raised his left eyebrow and said this “Son, I work with some of the smartest kids, but I choose to work with the kids who have the best attitudes.” He went on to say that “it doesn’t matter how smart you are if you don’t have a good attitude”. That conversation made a deep impression on me and has been one of my favorite memories of my father.

In this challenging real estate market many agents find themselves faced with some difficult choices—but the most important choice we can make today is to keep a positive attitude and take action when others are simply whining and looking for excuses for failure. There are enormous opportunities today in every market. The business out there may not be your favorite type of business and it may not be the most fun, but if you have the right attitude, you can not only make money, you can thrive today.

Here are a few simple things you can do each day to keep moving in the right direction: • GET up • Get showered and dress for success Top Agent Magazine

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•

• Get into a productive work environment • Prospect 2-3 hours every day • Work your most profitable business (your database) • Look for real buyers and generate buyer leads from every source possible (buyers are paychecks) • Surround yourself with positive people that are goal focused and happy Hire a coach that can give you direction and guidance and hold you accountable to do the right things in your business We are blessed to live in this country where we can work for ourselves and enjoy all of the freedoms that make this such a wonderful place to live. We have our families, health, and skills that allow us to help people and we get paid very well for the service we provide. And we have technology and resources that allow us to do our jobs better. It is now up to each one of us to get going, stay positive and keep our attitudes in check.

The first time I visited my Dad’s classroom I saw the sign above his desk that simply said this “Attitude is more important than Aptitude.”

To this day, I believe that simple quote has made a great impact on my life and career. I love what I do!

Verl Workman is a leading national speaker, coach and consultant. Despite his busy speaking schedule, and role as co-founder of Pinnacle Quest Consulting Group, he still sells real estate so that he can test and stay abreast of the latest tools and techniques that maximize results. He uses that knowledge to assist individuals and companies in building effective business strategies, implementing powerful technology solutions, and establishing strategic competitive advantages through coaching, seminars and private consultations. To contact Verl visit www.verlworkman.com. ©Verl Workman. All rights reserved.

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ASHLEY TRULSON

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ASHLEY TRULSON

After years of working in finance, Ashley Trulson felt like something was missing from her life. She wanted a career with meaning and purpose that would make her feel fulfilled, and she finally found this through a career in real estate. Today, just a few years later, Ashley is an established and experienced real estate agent who helps her clients buy, stage, and sell homes in and around Wright and Hennepin counties.

Now that she spends her days working a job she loves and making a meaningful impact on people’s lives, she says, “Every day I wake up and I literally jump out of bed just because I’m so excited about what that day will bring.”

head on to help lessen the stress it can cause clients. In fact, this positive attitude has earned her the nickname “Smiley” among many of her clients. Ashley always remains honest and straightforward with her clients and loves that her clients don’t just come and go, yet establish long term relationships.

Without a doubt, Ashley’s personality and character exceed clients’ expectations, and they

Though this is only the fourth year that Ashley has been involved in real estate, she already has an impressive repeat and referral business rate of 50 percent. Her personable, up-beat, and inspiring personality keeps clients coming back to Ashley because they know she can be trusted to get the job done well. Ashley understands that buying and selling real estate is not always an easy process, and is ready to tackle an issue 82

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regularly comment on how she is a hard worker and consistently goes above and beyond for her clients. As one former client shared in a review, “Ashley is an amazing real estate agent and a pleasure to work with. She was professional, detail oriented, and made the sale process very easy. We had the property on the market with another realtor before her and could not sell. We brought Ashley on and she sold it within a month. I highly recommend her.”

When she is not attending open-house events or meeting clients in the office, it is a safe bet that Ashley is spending time enjoying the outdoors. She especially loves hiking, fishing, golfing, and riding four-wheelers. This keeps her pretty busy, but Ashley has still found time to contribute to the community as well. She frequently volunteers at charity events for local animal shelters, and each December, she likes to spread some extra holiday cheer through sponsoring families’ Christmas gifts.

In the future, Ashley wants to expand her office by adding at least two other agents.

Though her business may grow over time, she also wants to keep it small enough that she can maintain personal connections with each of her clients.

No matter where you live, Ashley feels like every home tells a story, and she wants to share this story with potential buyers. “I love the fact that I can be myself and do a job I love while helping people,” Ashley explains, and her positive mindset and enthusiasm will undoubtedly be able to help as you move to your next chapter.

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For more information about Ashley Trulson, please call 763-290-8003, visit TrulsonRealty.com or email Ashley@TrulsonRealty.com www.

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Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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MARK BAKER

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MARK BAKER Before Mark Baker officially launched his career as a REALTOR®, colleagues were clamoring for his advice.

“I was doing fix and flips and rentals,” he says. “I kept having friends or acquaintances contact me and asking if I could pop over. They’d say, ‘Hey, can you come check this out?’ They’d ask if [a property] would be a good investment or if there’s anything wrong with it that they should be worried about.” Though he had been doing his own investments since 2006, he made it official in 2013 and started to help other people buy and sell properties.

In addition to being an expert in the city and county of Denver, his coverage area includes the Metro Denver area as well as land and ranches outside of Metro Denver.

Although he works solo, he has two assistants who help him coordinate transactions, as well as a team used for marketing purposes such as a videographer, photographer, and others, to help brand properties to get clients the most profit.

Prior to his work as a REALTOR®, Mark focused on construction of governmental and commercial contracts, ranging up to $250 million projects. As a REALTOR®, he has spent years building a loyal customer base.

“It’s almost 100% referral-based, as I don’t do traditional marketing of my services. I’m fortunate to have great clients that refer other great folks my way”.

In addition to direct mailings and online listings, Mark says that he has some “secret things that we do to really

help the property stand out.” But when it comes to Colorado, the weather plays a big role in timing. His sales volume is between $13 million to $17 million and typically does between 30 to 36 transactions annually, putting him in the top 1/2% consistently.

Mark continually searches for ways to enhance his business. “I’m always looking for growth in different ways — whether it’s from education and being better at what I do from a knowledge standpoint, keeping in touch, or just improving my skills,” he says. He builds strong relationships that clients know they can always contact him regarding anything real estate, whether it’s for buying, selling, renovating, or tenant issues for their rentals.

In addition to volunteering with Habitat for Humanity, Mark worked for seven years as a volunteer firefighter. “I’ve got a 2-year-old and a 5-year-old now, so I had to take some things off my plate.” However, that hasn’t stopped him from keeping in fighting shape as he dashes through his busy real estate career. He’s completed multiple triathlons and hopes to compete in future Ironmans.

What keeps his business running so well? “I think it’s having honesty and integrity, and helping other people really build their own wealth,” he says. “I think one of the largest reasons why I’ve been doing well in this career is that I truly care about my client’s results and am able to help them achieve their goals if it’s Real Estate or Financial related.”

To learn more about Mark Baker, email mark@5280core.com, visit 5280core.com, or call 720-257-1541 http://

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those Top Agent Magazine

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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LINA SOIFER

It’s not often that real estate and romance are mentioned in the same sentence, but in the case of Lina Soifer it just so happens that she found both love and an exciting career at the same time.

When Lina’s parents put their house up for sale 20 years ago, she had no idea that it would lead to her meeting her husband—their REALTOR®—and discovering the world of real estate. After they got engaged Lina obtained her license and has been passionately serving clients ever since.

With a degree in Economics/Finance, and a background in the lending industry, Lina is able to ensure that her clients’ offers are solid on day one in order to guarantee a successful close. Her dedication to her clients is a trait that’s helped her run her business mainly from repeat and referral customers. “I’m an A to Z type of agent.

I take care of my clients throughout the transaction, from the time I get the call to the time the moving trucks arrive,” she says. Different agents have different 88

strategies on how to succeed in business, but Lina doesn’t offer any magical tricks, she simply sticks to hard work, dedication, creativity, and providing clients with the BEST customer service. “Customer service is crucial to being successful in this business. I’m there for my clients every single step of the way. From prepping the property, bringing dependable vendors to touch up the house, landscapers to bring color to the yard, and even supplying staging items such as bedding, rugs, and décor. I don’t rest until I know my clients are set

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up for success! All of this must be in place before the negotiation process even begins.”

Having a business that’s based on word of mouth requires being able to maintain long-term relationships with clients. While some agents struggle to reach out and remain in touch past the end of a transaction, for Lina it’s quite easy, as she usually becomes friends with her clients. “We do barbecues together, I go to their kids’ birthday parties, we’re always in touch,” she says.

When it comes to marketing Lina goes out of her way to find buyers for her listings. She’s not an agent who puts listings online and waits for them to sell. Instead, she likes to directly reach out to agents who have sold in the neighborhood to see if they might have buyers for the property, as well as tapping into her own database of buyers, of course. She also checks in with neighbors and asks if they have any family or friends who are looking to move into the area. Her relentless approach has changed the lives of so many families.

Whether it’s working with buyers or sellers, Lina derives a lot of satisfaction from being able to do a good job and help out her clients. “It may sound cliché, but I get a lot of gratification from helping people. That’s why I’m in this business. It’s the best feeling in the world to pass on the keys and call my clients to tell them that we sold their house for record setting prices,” she says.

Outside of work, Lina is very involved at her children’s school, and her cooking and walking groups. She also enjoys hosting wine and cheese gatherings for her neighbors, as well as colleagues, networking and sharing ideas for professional growth. When she has time off she loves spending it with her family. Going forward her main goal is to keep helping as many clients as possible. “I want to continue doing good one family at a time,” she says.

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To learn more about Lina Soifer email lina.soifer@compass.com, or call (818) 522–5462 Copyright Top Agent Magazine 89

5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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3

BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

5

SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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MICHAEL TINSLEY

With a reputation for his hard work, dedication to clients, and a track record of producing superior results, Michael Tinsley is the agent to know in the Greater Boston area. Michael got his start in the business right out of college, when he began working as a property manager for a luxury apartment building. While welcoming many new transplants into the city over the course of his work, he quickly noted that there was a deep need for real estate agents who could help them navigate the Boston market. That’s when he made the bold move of forming Longwood Residential, along with two partners, and diving headfirst into the real estate industry.

few years were definitely a steep learning curve, but I wouldn’t change anything about that experience. I think it was the best way to learn the business inside and out,” he says.

Thanks to 13 years of experience in the business Michael provides his clients with an unmatched level of expertise and skillful negotiation tactics. His company’s broad online presence allows him to maximize listing exposure and

Michael acknowledges that while his path to becoming an agent has been unusual, over time it has given him many advantages. “I’ve definitely taken a unique path, because I don’t think most people would open a brokerage office before ever working for a brokerage. The first 92

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create value for his clients. “So much is done online nowadays, and we’re good at navigating that digital space. We’ve struck a really good balance between being really cutting edge with our technology and our social media presence, but also not totally discounting the old school tried-and-true methods of real estate.” Part of his digital strategy involves using professional photography and 3D tours for marketing, which helps his team bring in anywhere from $40,000,000 to $50,000,000 million in sales volume per year.

Staying passionate about his job has never been a problem for Michael, who enjoys the variety that being a real estate agent brings. “Every day is different, and the work never feels monotonous. I also enjoy that I have the ability to solve problems for people, it’s extremely rewarding.

This is one of the biggest financial decisions someone is going to make in their lifetime, so it’s special to know that I’m making a difference and working to make this as stress-free for them as possible.”

In his spare time, Michael enjoys being surrounded by his family, reading, watching basketball and staying active.

He has also spends time volunteering at Big Brothers Big Sisters of America, a non-profit organization for youth mentorship, and donates to various medical programs. Michael’s plans for the future include growing the company and adding a few more agents. He is excited about being able to help more people achieve their real estate goals, while continuing to give his clients the same level of quality attention that Longwood Residential has become known for.

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To learn more about Michael Tinsley please call (508) 769–2544, email mike@longwoodresidential.com, or visit LongwoodResidential.com www.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 95

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

1

For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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BRANDI BROWN Brandi Brown’s path to real estate is a story of resilience, reinvention, and service to others. She’d gone through a divorce during the economic downturn, and in 2011, found herself working part-time for an interior design firm in her hometown. That’s when her mother convinced her to take real estate classes offered for free at a local brokerage. “I went to the classes and became licensed that year. I went to work for a small brokerage firm in Fredericksburg. I worked my tail off and I absolutely loved it!” she says. In her first year as an agent, Brandi closed 39 deals—it was clear she’d found her calling. Despite her steady volume, she’s chosen to remain a solo agent so she can spend her energy working closely with buyers and sellers in the Greater Fredericksburg area.

Her clients rave that Brandi is attentive, responsive, and always focused on giving great customer service. “When I first got in the business, the broker that got me started gave me a great piece of advice.

She said, ‘If you will just put your clients and their interests first and concentrate on what your clients need to get them to the finish line and achieve their goals, then you will always have more business than you can handle.’ That’s always been true for me,” Brandi says. This philosophy results in dedicated customers. An impressive ninety percent of her business comes from repeat and referral clients. To stay in touch with past clients, Brandi prefers a personal touch, reaching out by phone to check in or congratulate them on home-anniversaries.

When it comes time to market listings, Brandi starts by using her interior design experience to help clients prepare their homes. “I really enjoy advising clients on how to get their homes market ready,” she says.

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Once the house is looking its best, she employs a multi-faceted marketing approach that involves newer technologies and traditional print media.

She posts the listing on the MLS and all the major real estate websites, conducts a thorough campaign on social media, and creates flyers and postcards that she distributes widely.

Brandi’s efforts often result in a quick sale for a very competitive price. She consistently closes over 30 transactions a year with a total volume of around $8 million.

“My favorite part of the job is my interaction with my clients,” she says. “It’s so fun to walk through a listing with them and help them to visualize the space.” Brandi is active in her local church, loves spending time with her family, and still dabbles with interior design projects when time allows.

She also enjoys the outdoors and soaking up the beauty of rural Virginia. For the future, she plans to continue growing her business by opening up into the Charlottesville market.

For more about Brandi Brown, please call (540) 272-9377 or email realtor.brandibrown@gmail.com

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RICHARD DASKAM For broker Richard Daskam, real estate is, literally, a career calling. He got his start answering phones for a Century 21 agency in Sacramento, CA, while he was attending college. After graduating, he moved to Long Beach to work for his uncle, assisting him in his real estate agency—and Richard has been in the business ever since.

Over three decades later, Richard still works in the area, specializing in Long Beach, Lakewood, and Signal Hill, and he still has family on his team; in addition to a marketing specialist and an agent in South Orange County, his wife assists with transactions and his sister-in-law works with buyers. And Richard still loves taking calls from clients.

In fact, one of the things Richard loves most about his job is being there for people—talking and giving advice to be sure, but first and foremost, listening.

Communication is key for Richard. His clients know they can call anytime and they will get an immediate response; if he’s on with another client, he’ll text and call back as soon as he can. Richard understands that oftentimes, what his clients need is knowing someone truly hears them, cares about the issues they are facing, and wants to help them find solutions. It’s this, and Richard’s standards, that keeps clients coming back; 75% of his business comes from repeat customers and referrals.

flyers and “Just Listed” cards are distributed in the neighborhood. The property is listed on the MLS, Zillow, Redfin, and other online portals, and promoted on social media, including Facebook and Instagram.

Richard also stays in touch with past and present clients through “Just Sold” mailers, a bi-monthly magazine, and regular emails.

The team recently joined eXp Realty and Richard looks forward to building the local office to include around 100 agents and being the go-to person—answering questions and serving as a mentor and coach to new agents.

This is a role Richard embraces because, in the end, what matters most in his business is helping people.

This attitude holds true in all areas of Richard’s life. He is currently on the REALTORS® Professional Standards Committee, which conducts hearings to address agent/ agent and client/agent conflicts, and, starting in 2021, he will be on Board of Directors of Pacific West Association.

In addition, he supports Habitat for Humanity and assists local churches with property issues. He enjoys spending time with his family in Big Bear, and, having given up bowling (he was, he says, “a terrible bowler”), likes strolling on the beach. Undoubtedly, with his phone at the ready.

Richard builds trust with his constancy and honesty.

As he puts it, “I’ve turned away more listings than I’ve taken because it wasn’t right for the client.” Even so, his team remains busy. They are currently closing three to four sales a month. Pre-COVID-19, they had 84 listings and closed, on average, between 48 and 60 sales a year.

When it comes to marketing, the team uses a combination of old school methods and new technology. They start with professional photography, including the use of 3D Matterport to create a 360º tour that “gives buyers a feel for how the house flows,” and, if appropriate, drone footage to show the exterior and surroundings. Printed 98

For more information about Richard Daskam please call 562.857.1965; visit richarddaskam.exprealty.com; or email BrokerRichard@gmail.com https://

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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 100

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.

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DONNA DEATON Donna Deaton began her real estate career working in new construction with a builder. “I always enjoyed working with Realtors® who would come in with buyers,” Donna recalls, “and I decided to get licensed so I could do the same.” That was in 2003, and over her 17 years as a Realtor®, Donna has distinguished herself through her hard work, personal attention, and the stress-free experience she provides for her clients.

With RE/MAX Victory, Donna serves an area of Ohio spanning from Dayton to Cincinnati. An incredible 95% of her business comes from repeat and referral clients, a truly impressive feat that she attributes to her top-level service and constant communication. “I try and make the transaction as smooth as possible,” Donna explains. “I carry most of my clients’ stress so they don’t have to deal with it, and they get to just enjoy the experience of selling or buying their home. I communicate and make sure my clients know what’s going on every step of the way, and if there is a hiccup, I explain how we will resolve it.”

Staying in touch with past clients is important in such a referral-based business, and Donna makes sure to stay in front of her clients. Whether she’s out delivering mums along with a card thanking her clients “for helping my business bloom,” or simply calling, texting, or emailing to check in and see how they’re doing, Donna is always sure to stay top of mind.

When it comes to marketing, Donna takes a comprehensive approach to ensure her listings get optimum exposure. She takes full advantage of the power of social media, paying for sponsored ads to reach the greatest possible audience of potential buyers. “I’m also always reaching out to neighbors to see if they know anyone who might want to move into their neighborhood,” she says. That’s in addition to her membership in two different MLS’s, as well as traditional techniques such as postcard marketing.

The results speak for themselves: Donna averages around $5 million in sales annually, with a median price of around $300,000.

Giving back to her community is important to Donna. She contributes a portion from each closing to the Children’s Miracle Network, which distributes those funds locally to the Cincinnati Children’s Hospital. Donna also stays involved in her community through appearing in local media to give real estate advice and updates. When she is not working, Donna loves traveling and spending time with her grandkids.

In the future, Donna plans to continue doing what she’s doing and maintaining the same high level of service for her clients. “I really enjoy what I do, and I don’t plan to stop any time soon,” she says. “I like getting to look at houses and see what they’re like, and I love people. I love working with people and helping them achieve their real estate goals.”

To find out more about Donna Deaton, please call 513-313-9200, email donna@donnadeaton.com, or visit donnadeaton.com www.

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JONATHAN GREGORY Jonathan Gregory’s personal passion for real estate led him to a career in the industry. After leaving the Army, he ran a construction business for twenty years and became interested in flipping houses. He realized if he became an agent, he could find, buy, and more easily sell houses himself. He soon decided he wanted to use his expertise to help others achieve their real estate goals. After two years splitting his time between his construction business and his real estate work, he decided to devote himself full-time to being an agent. In October 2020, he created a team with Keller Williams. He currently serves all of Oklahoma City with a focus on the area between 240 South and I-44, east to Harrah.

His clients rave that he’s honest, straightforward, and down-to-earth. They appreciate his clear communication and transparency. Regardless of whether a client is buying or selling a $20,000 property or a million dollar property, Jonathan gives them his full attention. Many of his clients say he makes each of them feel as if they are his only client. His expertise as a builder also allows him to advise clients and investors on renovation costs and possibilities, as well as resale potential.

When it comes time to market listings, Jonathan posts the home on the MLS and all the major real estate websites. He creates a thorough social media campaign and hosts well attended open houses. “It’s rare for a listing to stay on the market for more than a few days without selling,” he says. For houses that remain available for over a week, Jonathan hosts a broker open house, where other top agents are often able to match the home with an interested buyer.

Jonathan closes eight to ten transactions each month and this year he’s completed over $10 million in sales.

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“I turned 50 this year and I’ve been married 31 years,” Jonathan says. “My wife is from Choctaw and it’s great to have my kids grow up here too. I’ve always been very on-the-go and active.

Real estate is a great fit for me. To this day, I don’t feel like it’s work. To me, this is the best job there is in the world!”

To give back to the community, Jonathan donates a percentage of each transaction to a scholarship fund, as well as the Keller Williams-based charities, KW Kids and KW Cares. His daughter volunteers with the local pet shelter. In his free time, he enjoys scuba diving—he’s a certified divemaster and is studying to become an instructor.

For the future, Jonathan plans to continue to grow his team of new agents, teaching them everything they need to succeed in the industry so they can create strong careers for themselves and help even more members of the community achieve their dreams of home ownership.

To find out more about Jonathan Gregory, please call (405) 514-2364 or email ineedarealtor1@gmail.com

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

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

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

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

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

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

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

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

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

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

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

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

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

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 104

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ADAM SHIVELY Top Agent, Adam Shively – Founder of 4 State Real Estate LLC in Charles Town, West Virginia – is a hardworking, dedicated real estate agent with nearly two decades of experience helping his clients achieve their real estate goals. Adam’s vast knowledge of the industry has translated into his stellar reputation as a trusted agent who consistently places the needs of his clients front and center. A self-professed “problem solver,” Adam has earned his stellar reputation as an honest and trusted real estate advocate for his many buyers and sellers.

Adam began his journey in real estate following a five-year career as a middle school teacher and basketball coach.

“From there, I decided to jump into new home sales during a summer break, and never went back to teaching,” says Adam, who relies heavily on his teaching background when working with clients, educating them and holding their hands every step of the way during a transaction.

After nine years with Keller Williams Realty, Adam formed his own company out of that model, that services four states (West Virginia, Virginia, Pennsylvania and Maryland) and has grown to employ twenty-four other equally dedicated agents who all share his client-first business ethos. One major signifier of Adam’s success is the fact that nearly the entirety of his personal business is based upon repeat clients, referrals and positive word of mouth. “It’s about honesty and integrity,” explains Adam, when asked how he has managed to inspire such impressive trust and loyalty amongst those he works with. “My team and I are consistently available to our clients, and we have a passion for what we do. We work very hard for everybody involved in the transaction. I am not only accountable to my clients, but also the agents who have chosen to be in business with me as well.”

Adam’s likable, empathetic approach to working with clients has also worked well for him and has contributed to his continuing and rapidly growing success story. “I don’t use pushy sales tactics,” says the former teacher. “My approach to every transaction is more about education and nurturing.

I employ a lot of ex-teachers, so the education aspect is a unique trait in this industry.”

There are other factors that come into play as well, including fierce negotiation skills and a thorough, intelligent approach to marketing that includes both “old-school” print and high-tech targeted social media advertising. All combined, this translates into fast sales for top dollar, not to mention happy clients who continue to return and refer new customers. As an individual, Adam consistently produces over $16M and volume and has grown, with the help of some tremendous talent on the administrative level, a company producing close to 400 transactions annually. Adam attributes a lot of his success to those that surround him. Lacy Sanders, his Office Manager and Office Transaction Coordinator has been with him over nine years. “Our company culture does not lead itself to turnover, and agents, happy with the comradery of the office and family environment, seem to stick around,” proudly states Adam.

When not working, Adam enjoys nothing more than spending time with his family, which includes two sons, William, age 16 and Wyatt, age 15. He is also actively involved in giving back to his community, which he does through his support of local schools and athletic programs. He is also closely affiliated with the Jefferson County Board of Education and the Jefferson Chamber of Commerce. Adam enjoys the wild and wonderful WV outdoors, kayaking, fishing, hiking, and just relaxing at the pool with family and friends.

4 State has grown to include two satellite offices in Shepherdstown and Martinburg, WV. Adam has big plans for the future of his business, which includes adding more like-minded agents to staff additional satellite offices. 4 State is excited to expand into their newly renovated office space in Charles Town, WV, purchased in 2020 with a move in date of December, 2020. Above all, however, is his primary objective: to continue providing his clients with the unparalleled customer service that has become synonymous with his name.

For more information about Adam Shively, please call 240-405-5575 or email 4StateRealEstate@gmail.com Top Agent Magazine

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NOUK HASCHKA Nouk Haschka has been working in real estate for 14 years. “I’ve always loved fixing up homes,” Nouk says. “That’s how it started for me. All my life, if there was a repair needed I figured out how to fix it, and if I didn’t know I’d ask, and that’s how I learned.”

Now, as a Realtor®, Nouk works with a lot of fixer-uppers and is a valuable resource to her clients in making their dream home a reality.

In addition, Nouk has a proven track record of working with high-end buyers and sellers throughout the Twin Cities.

With Edina Realty, Nouk serves the greater MinneapolisSt. Paul area. About 80% of her business comes from repeat and referral clients, an impressive feat that speaks to the trust and loyalty she inspires. “My clients know about my work ethic, and they like the fact that I know about the area and the local neighborhoods,” Nouk says.

Her clients appreciate the knowledge, professionalism, and accessibility she provides, and that translates into more business down the line. “The parents come to me to buy a house, and then once their kids are ready to buy, the parents call me to help the kids,” she says. “That’s how I get referrals.”

Nouk is known for putting in the extra effort to serve her clients. Since she works with a lot of sellers who are relocating, it’s common for her to “babysit” a house she’s listing. “Often, once I have the keys, I clean the house and take care of it,” Nouk says. “I put it on the market and do everything I can to get it sold quickly, and to maximize the profit for my clients.”

When she markets a listing, Nouk says, “My company provides amazing technology and systems, and I’m able to market to the other Realtors® I work with,” but she finds that word of mouth is often the best marketing tool.

“When I’m working on a fixer-upper, I’m talking to different people all the time, be it contractors, vendors, or anyone else,” she says. “So when I talk to people, they tell me if they are looking.” Nouk likes to use a personal touch in her communication. “Social media is big, but 106

I’m old school. I like to pick up the phone, or send out personalized cards to let clients know I’m thinking of them and provide market updates.”

Community involvement is very important to Nouk. She volunteers in the local school system, where both of her kids attended and now work as IT professionals. She also serves dinners at Loaves and Fishes, a local community center, and volunteers with the Minnesota Department of Agriculture, exhibiting at the annual Minnesota State Fair. “I’m a fair junkie,” Nouk says with a laugh, and every year she’s there for the whole 12 days. When she is not working or giving back her time, Nouk loves spending time with her family and traveling.

Nouk’s expertise in remodeling homes is one of the biggest reasons clients want to work with her.

“Everybody is looking for a dream home, but sometimes you can find a home that needs work and make it into your dream home. I’m the resource who can help my clients design their home once they buy with me.” In the future, Nouk plans to continue bringing her clients the same great service. “I’m looking to earn my clients’ trust and maintain a great relationship with them. I want to be accessible to them and be a resource for all their needs.”

To find out more about Nouk Haschka, please call 612-616-7542, email noukhaschka@edinarealty.com, or visit noukhaschka.com www.

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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KIM HELLER Top Agent Kim Heller – of Baird & Warner in Downers Grove, Illinois – is a real estate professional of the highest order. When speaking with Kim, one can’t help but be impressed by both her deeply comprehensive knowledge of the real estate industry, and by the sincere passion with which she approaches her chosen career. Highly personable, and with a work ethic that is almost unrivaled in her profession, Kim has built a nearly two-decade-long business on a foundation of honesty and integrity.

Kim began her journey in real estate in 2004, upon the urging of a friend who attended her daughter’s birthday party and who happened to be studying to become a Realtor. “She bugged me for four years to get my own license,” recalls Kim with one of her infectious laughs, “and then my husband got on board. I’d been a stay at home mom since I was twenty-five, and there I was at thirty-nine beginning a brand-new career.” That career took off almost immediately, and today, Kim is one of the most sought-after and respected agents working in her market. She is also extremely proud of her association with industry giant Baird & Warner.

Currently, the majority of Kim’s business is based upon returning customers and referrals from those who have experienced her almost fanatical focus upon providing the very best, top of the line customer service. “I think a lot of my clients say that I really make the process easier for them,” says Kim. “I do all the little things a lot of other agents don’t, like having houses cleaned for my sellers and buyers. I also really try to make it a fun experience for them, because the transaction process can be a rollercoaster.

I tell them to hop on, hold on, and I let them know

I’m going to be there with them for the entire ride.”

Another factor that has played a large role in Kim’s success story is her thorough, intelligent marketing strategies.

Professional photography is utilized to great effect, as is comprehensive exploitation of multiple social media platforms, both of which ensure each property is shown in its best light, and that they are seen by as many potential buyers as possible. This consistently translates into fast sales for top dollar. Other creative methods are also used, including professionally produced videos with her own musical jingle to accompany them.

Kim is also very deeply involved with her community, and she is an active member of the local Rotary Club, through which she helps orchestrate multiple charitable events to benefit those in need…among many other philanthropic associations. She is also a member of the National Association of Realtors, the Illinois Association of Realtors, and the Main Street Organization of Realtors. She is also an active supporter of local small businesses, for which she produces promotional videos to help increase their clientele base.

Looking to the future, Kim’s primary goal is to continue growing her already-thriving business, obtaining her real estate license in North Carolina, and to potentially add a few Buyer’s Agents, provided they share her client-first business ethos. Above all, however, is her sincere and overarching objective: to make her clients happy by providing the exceptional, go-above-and-beyond, hand-holding customer service that has become synonymous with her name.

For more information about Kim Heller, please call 630-712-9696 or email Kim.Heller@BairdWarner.com Top Agent Magazine

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LAURIE JOHNSON When Laurie Johnson moved from South Carolina to Ohio 33 yars ago, she explains, “It took us almost a year ot find a hosue because the agent we were using wasn’t very good.” Laurie knew that she could do a better job of supporting the community’s real estate needs, so she decided to go ahead and get licensed as a real estate agent. She now works as a solo agent in Coldwell Banker and services the Tory, Tipp City, and Miami County, OH, areas.

Around 80 percent of Laurie’s business originates from repeats and referrals, and she says that this high success rate is likely a result of her customer service, marketing, and client interaction. “I respond very quickly ,” Laurie explains. “I try to be as available to people as I can andI I think people like that.” When it comes to marketing her listings , Laurie knows the importance of the Internet and social media. She uses Facebook, creates videos and HD photos, posts on all major property listing websites, and always makes sure to keep the listings active and updated. Additionally, Laurie always makes an effort to follow up with her clients and stay in touch with them.

Clients are more than pleased by these services Laurie provides for them. As one former client shared in a review, “I’ve had the privilege of knowing Laurie over the past 3 years . Finding a professional that has integrity, commitment, and a kind disposition is hard to find. Laurie meets and exceeds all these characteristics and many more

for me to call her a friend.” A few ways which Laurie maintains this friendship over the years with each of her clients are through sending monthly postcards, posting on social media, and using the “Back at you” program . “It all basically boils back to the follow-up,” Laurie says.

Laurie ‘s clients are not the only people in the community who she makes an effort to help. Laurie belongs to “The Future Begins Today,” which supports Troy City Schools.

She has also served as President of Habitat for Humanity and has been on the board twice. Laurie has been a part of many different state-level committees , and she has also served as the director for a rehab center in Piqua. When she is not working or helping the community, some of Laurie’s favorite pastimes are trying new restaurants with her husband, going to the lake, researching genealogy, and spending time with her two sons.

Because of medical reasons, Laurie says, “I slowed down a little bit this year ,” but she plans to continue growing her business for another 3-5 years before retiring. Laurie’s favorite part about her job is listing properties. She says, “I’ve always liked listings best,” though she is always willing to work with people who need her help, whether it is for buying or listing a home. “You ‘ve got to make yourself available,” Laurie says, and she emphasizes the importance of all real estate agents having personal contact with their clients throughout the whole process of a transaction.

For more information about Laurie Johnson, please call (937) 335-4184 or email ljsold@gmail.com 110

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10 Seconds to Change a Habit

By Barry Eisen

I’ll bet that most of the speakers you’ve heard and books you’ve read on the subject of personal development, tell you that it takes 21-30 days to change a habit. Like a wives’ tale passed on generation to generation, sometimes the story is better than the information.

Clichés like, “habits are hard dying,” and “you can’t teach an old dog new tricks,”etc., are primarily about protecting your ego from possible failure (psychological) and upsetting your brain in its quest to stay unchallenged and comfortable (physiological).

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If purpose is strong enough, shifts can happen immediately. A near death experience while driving on the freeway can make the driver quit tailgating forever. A drug overdose can have a sobering effect. Having The choice as to a new baby in the family can make a smoker stop smoking right now. whether you make Having enoughfinancial pressure, it easy or hard, like a child in the family needing fast or slow are college tuition money, can cause choicesyou get to an inconsistent salesperson to prospect consistently like their hair is make. on fire. There are lots of positive and negative motivations that can cause change instantly. When the perception of achieved pleasure is strong enough, the behavior will change. Purpose can take the form of the carrot or the stick.

Some habits will never change if you perceive the end result not being worth the efforts necessary to get there. Over thinking is just another way of saying... self-sabotage.

So, is there a real answer to the question, “How long does it take to change a habit or attitude?” Here’s my answer. See if it works for you.

Immediately, NOW. The only time you spend on this earth is called NOW. What’s done is history. What hasn’t happened yet is the FUTURE. The only time you have to think or act is in the NOW. If you focus on the best decision in your NOW, for that moment you made a change. Make that same change again in the next NOW time, and you will have reinforced and made more comfortable the habit or attitude you are addressing.

Make the same decision many times and you have the expression used by many neuroscientists that, “When brain cells fire together, they wire together.” At a certain point of critical mass (tipping point) the new behavior becomes a no-brainer... automatic. This can take a one time shift or days or weeks or...? The choice as to whether you make it easy or hard, fast or slow 112

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are choices you get to make. So why make things hard when you always have choice? You always have NOW. 3 Keys to Change Habits and Attitudes

1

When confronted with a “tough” decision (e.g.) Prospect for business or check out Facebook? - Eat this serious piece of cake or go for the fruit?

- Go to the gym or turn on the TV? - Return the phone call or put it off for tomorrow? Take a deep breath and picture yourself doing what’s right, not what’s easy. Surrender the self-imposed stress you associate with the change. Let go of the history of excuses and make a better choice NOW.

2

Follow through with that thought (NOW), not just to make this better decision, but also to set a pattern of realizing the power you have in controlling your life. This is a simple, but valuable lesson about helping to develop confidence and a positive self-esteem. Most who go to the many varieties of therapy, usually go because of lack of control issues or self imposed victimization. Show yourself what you CAN DO.

3

Learn and use self-hypnosis and hypnosis to reinforce the habits you choose. In “speaking” to your subconscious mind with words, pictures and emotion, in a relaxed state of mind, you are encoding brain cells with instructions (cause). You become what you think about (effect). Hypnosis will speed up learning, whether it be specific subject matter or whether it be learning an improved habit, 2-5 times faster.

Habit change doesn’t have to be difficult, but it does usually entail being Mindful. Exercise your good decision making abilities and you’ll develop a do it now attitude, improve physical health and energy, develop consistency in your business, more fully enjoy your relationships and so much more.

Copyright©, Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

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KARI KOHLER Kari Kohler has always had a passion for business and serving others, so it’s a no-brainer that she found a rewarding and successful career in real estate. Kari works with a team of seven agents to bring excellent real estate service to the Western suburbs of Chicago, including St. Charles, Geneva, Batavia, Elgin, Naperville, Barrington, and surrounding communities. She’s been in the industry for 14 years, and she’s found nothing but success in her long tenure as one of the top agents in Chicago. Her specialty, though, is using her talents to get the best possible deals for her clients. “Serving people, and helping them achieve their real estate goals and dreams,” is Kari’s favorite part of her job. Her clients are her first priority, and she keeps up with them year-in and year-out through letters, phone calls, client appreciation parties and social media to ensure they are well-cared for and their needs met.

The greatest tool that Kari has in her belt to help her clients meet those goals is an unmatched bounty of market knowledge, both at a local and national level. Her team was coached by the Mike Ferry Organization, and she has a vast network of local contacts, allowing her to negotiate the best prices on private and public listings. “We definitely give RitzCarlton service, and have a depth of knowledge of what’s going on in the market,” she says in regards to her team’s ability to read current market trends.

“We often find out about private listings before they even come on the market.” Because of her team’s understanding of how contemporary prices of homes move, along with an intimate connection to both her colleagues and her local community at large, Kari consistently provides the best value and results for her clients with compassion and grace. This is why an impressive 72% of her business comes from repeat and referral clients.

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Kari’s methods bring results to the table year after year as well. Her team currently does a massive $30,000,000 worth of sales per year. Not only does this speak to Kari’s ability to get her clients the deals they want, but it also means Kari has near endless experience when it comes to buying and selling homes. It is her desire to use that experience to continue providing Western Suburbs of the Chicagoland area with the best possible real estate service in the industry.

For the future, Kari hopes to hone her craft even further and grow her business as large as she can. She wants her team to cover an even larger territory, and one day expand her real estate service to yet another state. Kari is a recipient of the Chicago Magazine Top Agent Award and the Kane County Top Agent Award, and is on the list of Top 100 Most Influential Real Estate Brokers. She has already proven herself as an eminent leader in the real estate community, and she hopes to broaden her service to her clients even further in years to come!

https://

To find out more about Kari Kohler, please email kari@thekohlergroup.com, call (630) 673-4586, or visit thekohlergroup.cbintouch.com for details Top Agent Magazine Copyright Top Agent Magazine

Marketing Lessons from Steve Jobs

by Rob Flitton

“I am not a scientist. I’m an inventor.

I measure everything I do by the size of the silver dollar. If it don’t come up to that standard, then I know it’s no good.”—Thomas Edison

Steve Jobs was the highest master in this.

FOCUS “Steve Jobs was the most remarkably focused person I’ve ever met in Steve Jobs was an inventor…and a my life.”—Jony Ive marketer. By the measurement that Thomas Edison provided, Jobs was Focus is the ability to decide what is accordingly the greatest inventor of important to you, versus urgent to all time, having created more than others…the ability to say “no” with $300 billion in net worth over the ruthless integrity to a wide variety of other very attractive distractions. course of about a decade.

See video about Jobs by Jony Ive. He accomplished this through marketing. In fact, IMPUTE MARKETING If you cannot choose what to say is called IMPUTE MARKETING “no” to, then you will inevitably say because of Steve Jobs—you will see “yes” to things that will derail you. why below.

IMPUTE This article discusses XX ways in To impute the value of a product/ which Jobs became possibly the service is to convey “signals” to the greatest marketer of all time. Mar- user to allow them to form their own keting is “the ongoing activity of opinion about that product/service. interfacing your business with the People do not like “salesiness” and marketplace—of communicating the prefer to come to the table on their value of a product or service to own terms. customers for the purpose of selling that product or service,” and Jobs knew that every single detail of Top Agent Magazine

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an Apple product would have to be absolute perfection in order for people to never consider it as “slipshod.” He demanded that everything Apple did be creative and professional. He wanted people to infer the tremendous value through user-experience and imagery, not be sold through words and gimmicks.

have few or no available options for a solution?

3.Are they currently and actively seeking, and willing to accept, a solution?

When a marketer understands these aspects of their intended user, the process of selling is easy, low-friction, and highly profitable. Sadly, most FEELINGS Steve Jobs was known to understand people start with the product first that a well-marketed product/service without regard to the needs and must be highly empathetic to to the feelings of the user and then try to user’s feelings and needs. “force” it onto them with wordcampaigns. Steve Jobs never had to The job as a marketer is to find out: talk anyone into buying an iPhone.

1.What known or unknown or irrational pain, angst, worry, concern, fear, anger or sadness is the potential client experiencing?

2.Do they perceive or feel that they 116

Rob Flitton is a Seattle Real Estate Marketing specialist helping independent 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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DAN McNELLIS Dan McNellis started his work in real estate in 2003 at Keller Williams. After learning everything he could at the company, he decided to get his broker’s license and started his own firm, EarthStone Realty, with the intention of giving the same quality service for a much better price. He’s been in the business many years now, serving the Twin Cities area as well as Wisconsin.

EarthStone Realty is a discount brokerage that offers low fees and allows the sellers to keep more of their own money. Dan was inspired by the idea of being able to provide clients something affordable, so that instead of splitting his commission with a broker, he can give his clients a better rate. This setup saves his clients thousands of dollars, and takes some of the stress out of what can be a very stressful process for most.

Aside from his competitive pricing, Dan’s clients greatly value never feeling pressured into a transaction, which earns him a great deal of repeat and referral business. “I make it my credo to never pressure my buyers. I’ll show them as many houses as they need to see for them to feel comfortable before making their purchase. I’m more of a facilitator than a sales person. I’m only looking to help them purchase a house that makes them happy and fulfills all their needs, because if I help them do that, then they’re going to have a positive experience, and they’re going to come back to me when they need a REALTOR® again, or refer me to their friends and family,” he says.

With as many as 55 transactions completed in 12 months, it’s Dan’s thorough approach to pricing and marketing his listings that ensures they get the Top Agent Magazine

maximum exposure on all the online portals through MLS. But even though he’s enjoying his successful career, it’s not the number of transactions that wakes him up in the morning eager to work, it’s the number of people whose lives he gets to change. “I like being of service to people. You have to enjoy helping others if you want to do well in this industry,” he says.

While he spends the majority of his time with clients or working on his computer, in the moments when he does have some time off, Dan enjoys practicing his musical skills on his drum set, spending quality time with his family, and going to his son’s baseball games. He’s also involved at his local church.

Speaking about his future plans, Dan hopes to continue offering the same level of excellent and affordable customer service that he has thus far.

He’s not looking to compete with other agents, and he isn’t out to try to win business away from anyone else. “I feel that there is enough business for all of us in this industry. I just want to provide a good service to my community and make a comfortable living doing it.”

For more about Daniel McNellis please call (651) 373–0938, email Dan@EarthStoneRealty.com, or visit EarthStoneRealty.com www.

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JIM O'NEIL Top Agent Jim O’Neil – of Keller Williams Chervenic Realty in Akron, Ohio – is a hardworking, dedicated and deeply knowledgeable Realtor who always places the best interests of his clients front and center during every transaction. With a focus on clear and consistent communication, excellent customer service, and sincere empathy for his many grateful buyers and sellers, Jim has absolutely earned his reputation as a trusted, talented and committed real estate advocate.

Jim began his journey in real estate upon becoming licensed in 2013. Prior to that, he was Operations Manager for a landscaping company. “I was looking for a way out of that job,” recalls Jim, “because I felt pigeonholed in that position. After talking to a few people, I decided to get my real estate license.”

Since then, Jim has built a solid, thriving business on a foundation of honesty, integrity and a fierce work ethic.

He also understands that the most common complaint amongst buyers and sellers is lack of communication with their Realtor, and he has dedicated himself to remaining in constant contact with his clients, both during and long after the transaction. Currently overseeing a team of two other equally dedicated agents, Jim’s conscientiousness has translated into a business that is based significantly upon repeat clients and referrals, a true barometer of the unparalleled customer service his is providing.

“I think it’s about doing the basics well,” says Jim, when asked how he manages to inspire such impressive trust and loyalty amongst his clients. “I think the basics of real estate are our scripts and our dialogues. I follow the same script with each client, whether they are buying or selling. I look at the transaction as a production line; there are certain things that must take place. It’s a path.

Even though some transactions will veer off that path on occasion, the milestones are still the same. One of the things I do really well is coaching my clients through the process and also shining a light on the difficulties that 118 118

might arise, and to keep the transaction as stress free as possible.”

There are many other factors that have played a significant role in Jim’s success story, chief among them being his fierce negotiating skills and thorough, intelligent marketing strategies which translate into fast sales for top dollar, not to mention happy clients. That happiness is perhaps best illustrated by the fact that Jim currently holds a perfect five-star rating on Zillow. com – on which site he is a Premier Agent - comprised over one hundred glowing testimonials, an stunning achievement by any measure.

When he’s not working, Jim – a physical fitness buff – enjoys nothing more than spending time with his family.

“I recently changed my focus on fitness,” he says. “I feel like it’s now more about an obligation to my children to stay healthy for a long time, so that I’m around for them and my grandchildren.”

Looking to the future, Jim’s plans are to continue growing his already impressive business, mentoring his team members so they can achieve the level of success that he has, and to continue offering the unparalleled customer service that has become synonymous with his name.

For more about Jim O’Neil, please call 330-714-4720 or email JimONeil@kw.com Top Agent Magazine Copyright Top Agent Magazine

How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

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

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 120

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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LESLIE PAVLICH Leslie Pavlich began her professional career in retail, working for a women’s clothing store. When that store closed, Leslie needed to find a new profession.

“One of our part time associates was a real estate agent,” she says. “So I spoke with her, met with her manager, and the rest is history.” She was licensed in 2011 and has never looked back.

Her office location is with Howard Hanna Real Estate Services in Amherst, Ohio, serving Lorain County. Leslie reports her volume to be $5 million plus her business is 75% repeat and referral clientele. “I believe they keep coming back because I’m honest, up-front, and responsive to their needs,” she asserts. “I treat each and every client like family and advise them as if they were a relative.”

It’s not surprising that Leslie receives stellar reviews for her esteemed work ethic. One client recently wrote: “Leslie could not be more professional or helpful. We have used her twice and have been thoroughly happy. Both instances have been a bit complicated and she has helped us through every step. Our two purchases were by no means large, but Leslie put forth effort like we were buying a 500k home. I would recommend her to anyone and hope to use her services again!”

hand them their keys. I love being a part of that moment.”

Leslie is active in a variety of community services. “Howard Hanna has a charity called Children’s Free Care Fund (Chow Chow) which raises money for local children’s hospitals,” she says. “Personally, I am involved with the Women’s Fund which focuses on helping women and children in need.” She’s also a big women’s advocate and has an office wall dedicated solely to the achievements of women.

“There’s a saying I have hanging behind my desk that says: Behind every successful woman is herself. I live by that credo every day.”

When not working or giving of her time, Leslie loves spending time with friends and family as well as visiting fun places like Las Vegas when she can. “And everyone who knows me, knows that Friday morning is TJ Maxx day!” she exclaims with a laugh.

As for the future, Leslie has no plans to slow down.

“I’m not going anywhere,” she asserts. “In fact, I’ve already set my goals for next year. There are too many people to help, and I love what I do too much.”

To market her listings, Leslie utilizes the “excellent services of Howard Hanna,” she says. “They utilize several online avenues and do an amazing job in putting our properties out there.”

What Leslie enjoys most about her job are the relationships she forges. “I really love meeting and helping people realize their real estate goals,” she says, “My favorite scenarios are assisting those families who think they can’t afford to buy a home. It’s an incredible moment when it becomes reality and I Top Agent Magazine

To learn more about Leslie Pavlich, email lesliepavlich@howardhanna.com, visit homevalue.howardhanna.com/lesliepavlich, or call (440) 752-0907 https://

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SILVANA PIADADE Silvana Piadade, a former hotelier, is now a top-producing real estate agent for eXp Realty in Memphis.

For Silvana, the arrival of her baby in June 2000 was a wake-up call in more ways than one. At the time, she held a director-level position in the Peabody Hotel and was responsible for multiple departments. She managed 95 employees and worked 17 hours a day, often including holidays and weekends. Silvana knew, with a baby at home, she needed to make a change.

Having evaluated different options, she decided to venture into real estate. She began working at Bob Leigh & Associates in Mississippi, earned her license in Tennessee and Mississippi, and began a new career. It turned out Silvana’s drive and determination, along with her multi-tasking, time-management, and conflict-resolution skills made her a natural real estate agent.

Silvana did not rely solely on this, however. Seeking to improve her skillset, she went on to earn numerous certifications, becoming a Certified Residential Specialist (CRS), an Accredited Buyer’s Representative (ABR), a Certified Distressed Property Expert (CDPE), a Military Relocation Professional (MRP), a Certified Probate Real Estate Professional (CPRES), and a Pricing Strategy Advisor (PSA).

Her efforts have paid off. Over the last sixteen years, as a bilingual realtor with a niche in the Hispanic community, Silvana has built a successful business serving Memphis and its surrounding cities, including Bartlett, Germantown, Collierville, East Memphis, Eads, Oakland, Cordova, Lakeland, and Rossville. With an average sales price of $225,000, she usually closes 50-55 transactions per year, putting her average annual sales volume at over $10 million. Also a very impressive statistic—90% of her business comes from repeat customers or referrals.

Her efforts (and results) have also been noticed; Silvana has won accolades every year for over a decade, including, among others, the Coldwell Banker International President’s Circle Award and the eXp Realty ICON Award.

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She is a Certified Mentor with eXp Realty in Memphis and has received recognition from the Latino Real Estate Agents in America (NAHREP) and The Real Trends – Best Real Estate Agents in America.

If you ask Silvana what keeps clients coming back, she says it’s all about nurturing relationships. She keeps past clients well informed of current market conditions with personalized notes or calls, sharing community news or alerts about interest rates and refinancing options. She also maintains a CRM system and sends out regular emails and monthly postcards containing something of value—for example, a coupon for a local business—to all of her past and present clients.

And Silvana does all of this on her own—currently, she is a solo agent. While she loves handling every aspect of a transaction, making sure everything is in synch, and coordinating closing attorneys, inspectors, sellers, and buyers the way she used to handle multiple parties in the hospitality industry, she also will be expanding her business.

In order to continue providing clients with exceptional service, she plans to hire a virtual assistant and a transaction coordinator in the near future.

Outside of work, Silvana enjoys working out and spending time with friends. She is a long-time supporter of the Angel Program, an organization devoted to helping children with autism, and, though she is not a runner, she regularly donates to their annual 5K fundraiser.

For more about Silvana Piadade please call 901-647-6661 visit FindHomesinMemphis.com; email piadadesilvana@gmail.com www.

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9

Things the Best Leaders Never Say

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

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

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

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

1

I’M THE BOSS

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

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

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

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2

6

I’LL DO IT MYSELF

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

3

THAT WASN’T MY FAULT

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

4

I’M SORRY TO ASK YOU TO DO THIS

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

5

I ALREADY KNOW THAT

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

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

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THAT’S NOT THE WAY WE DO IT HERE

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

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

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

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

8

DON’T BRING ME BAD NEWS

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

9

YOU JUST DON’T GET IT.

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

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

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WENDY POLTOREK DICKSON Top Agent Wendy Poltorek Dickson – of The WLee Team of Keller Williams Great Metropolitan Realty and Co-Managing Partner of CPD Homes in Cleveland, Ohio – is a hardworking, deeply knowledgeable Realtor® who is truly committed to helping her many clients achieve their real estate goals. Wendy, who hails from a background in flipping houses with her husband David (Co-Managing Partner of CPD Homes) is ideally suited to selling retail, but also assisting clients with investment property purchases, including her own.

Above all, however, is her honesty and straight-shooting approach that has translated into her stellar reputation as a trusted real estate advocate for those she works with.

Wendy began her real estate career in 2012 after becoming involved with Fortune Builders, a national company that teaches those interested in real estate how to get involved in every aspect of the business. “That’s how I got started in real estate,” recalls Wendy. “It was initially just for us to buy and sell our own houses that we were flipping. However, I realized there was so much more involved. I initially signed on with a boutique agency that provided little in the way of training, so I soon moved over to Keller Williams, and l believe it’s the best decision I ever made in my career.”

Since establishing her business, Wendy has achieved an impressive level of success working with both buyers and sellers, and with those looking for homes to flip who depend on both her and David’s vast experience in that arena. Currently, half of Wendy’s considerable business is based upon retail sales, with the other half focused on purchasing her own homes to renovate and resell.

There are many other factors that come into play when assessing Wendy’s phenomenal success story, and chief among them would be her fierce negotiation skills and

her thorough, leave-no-stone-unturned approach to marketing her listings, which when combined translates into fast sales for top dollar, not to mention happy – and returning and referring – clients. Another would be Wendy’s ability to assess a home for her clients and point out any trouble areas that might be of concern to a potential buyer. “I know what makes a house tick better than many other Realtors,” explains Wendy.

“I love helping my clients feel comfortable and to know that they can depend on me,” says Wendy. “I make sure I am on top of every transaction from beginning to end.

I love that I become friends with many of my clients.”

When she’s not busy satisfying clients, Wendy enjoys nothing more than spending time with her husband and their dog Sammi. She also enjoys playing sports, particularly volleyball. Additionally, Wendy is a professional musician who sings and plays guitar, and she has written and recorded her own albums. “I love to perform, and I love doing harmonies with my twin sister.” Wendy is also an ardent philanthropist who gives back to her community through organizations that include one that collects items of need for the underprivileged, something she and David have been involved with for fifteen years.

Wendy also participates in Keller Williams Cares, which takes on helping the community and veterans through multiple events.

Looking to the future, Wendy’s plans for her business are in keeping with her impressive work ethic: to continue growing her business – including the purchase of multi-family units for renovation and holding – and to build a team to support the inevitable increase in busines. Above all, however, is her primary objective: to continue providing the incredible customer service that has become synonymous with the The WLee Team & CPD Homes names.

For more information about Wendy Poltorek Dickson please call 216-337-3521 or email Wendy@cpdhomes.com.

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CARRIE ROBERTSON Carrie Robertson makes sure each of her clients feels like they are her highest priority. She is known throughout Central Arkansas for being in touch with the needs of her customers. Primarily a buyer’s agent, she listens to her clients closely, pays attention to their goals and needs, and is attentive to their family situations. She’s responsive, patient, and knowledgeable about the entire area she serves. She’s also careful to work within each buyer’s price range. One customer raved, “Her attentiveness far exceeded our expectations. She was an absolute delight to work with and we could not be happier with our new home.” As a result of the caring and expert service she provides, Carrie has a five-star rating on Zillow.

During the five years that Carrie was a stay-at-home mom, she carefully considered her future plans. As someone who had experienced the importance of having a place to call home for her family, she was interested in mortgage lending, but eventually realized that her interests and talents were best suited to being a real estate agent. She became licensed in 2019 and has already developed a devoted clientele eager to refer their friends and family.

explains. “I often check in by text to see how they are doing. I still send cards at Christmas, but I’m there throughout the year as well. I rely on the personal connection I have with people.”

Her love for the intensity and everchanging nature of the business helps her to buffer her clients from the stresses inherent in the process. She’s always there to find solutions to any issues that may arise so her clients can successfully reach the closing table. “I love the craziness of real estate,” she says. “It’s a 24/7 job.”

To give back to the community, Carrie raises money for veterans and donates to Missions. In her cherished free time, she loves to eat delicious food, go to the lake, and enjoy bonfires with friends and family.

For the future, Carrie hopes to eventually become an executive broker or start her own firm. With her dedication to her clients and her community, she’s sure to make that dream a reality!

When it comes time to market listings, Carrie’s strong relationships enable her to get the word out throughout her community and beyond. She talks up new listings with everyone she knows, and she reaches out to other top agents in the area who might have a potential buyer. She creates targeted ads on Facebook and shares the listing on social media and all the major real estate websites. “It works,” Carrie says. “Things go fast in this market.”

Carrie takes a personal approach to staying in touch with her clients, who often become friends. “Thy often invite me over for cookouts or small gatherings,” she 126 126

For more about Carrie Robertson, please call (501) 412-2099 or email carrie@edgerealtyar.com Copyright Top Agent Magazine Top Agent Magazine

A Step-by-Step Guide to

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

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

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

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

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 128

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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CHINA ROSE China Rose officially received her real estate license three years ago, but she’s been in the game a lot longer than that.

“My very first start in real estate was my step-dad, who got licensed when I was eight years old. He had me stamp the back of all his business cards with a handwritten stamp that he had made,” China says. “I stamped each card for a penny. I would sit there after school and stamp the back of his business cards, a penny at a time.” China’s takehome pay has grown since stamping those cards, but her work ethic still remains just as diligent.

China works as a solo agent but has an assistant.

“I couldn’t do it without her,” China says. “Since adding an assistant I’ve been able to increase my sales volume exponentially.” In the past twelve months, China has made forty-eight sales in her home territory in Southern Oregon, where she services Jackson, Josephine, and Curry counties.

She says, “I work from southern Oregon wine country to the coast.”

Over fifty percent of China’s current business comes from repeat customers and referrals. She credits her customers’ loyalty to her extreme efficiency. “I’ve put systems in place. I’m very organized and quick to respond. Buyers and sellers get the information they need quickly. Organization adds value,” explains China. “I’m also happy! I’ve got an excited energy that people enjoy.” Additionally, China doesn’t have to fake her love of her geographic area. “It’s a stunning natural beauty, and my love for it is infectious. My clients come to appreciate the area and want to move here.”

China markets her listings online, through open houses, and by posting fliers. But for her, the best marketing tool is reaching out to other agents in her MLS. She makes a point to have as much information prepared ahead of time as possible. “It’s a rural area, so I provide maps with helpful, good showing instructions. They don’t have to do a ton of digging and research since I’ve done it for them,” China says.

With her appreciation of location so clear, 2020 has proved particularly challenging for China.

“This year in our area, we’ve experienced incredible loss from wildfires. Over 2800 structures burned,” says China. But China and other agents working within eXp Realty moved quickly to help. They reached out to past clients and other community members, working to raise money to assist those who lost their houses in the fires. eXp Agents including China collected donations as well as donating needed items like toiletries and blankets.

As one of the youngest brokers in her market, China has seen impressive sales volume in her first three years as a REALTOR®. When she looks to the future, the sky’s the limit. She looks forward to continuing to her clients find the perfect property for their lives and situations. After all, helping people move into their next chapter is China’s favorite part of her job. “Seeing the satisfaction for a seller or handing a buyer keys on closing day is incredibly satisfying,” she says. “I’m going to keep doing what I do with a gratitude attitude!”

To learn more about China Rose, call 541-951-9281, email china.rose@exprealty.com, or visit zillow.com/profile/topbrokerrose or move2oregon.com/agents/agentproperties/453-china-rose www.

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AMY SHAIR When Amy Shair was a teenager, she accepted a position answering phones as a receptionist for a local real estate office; sure enough, she’s been in the industry ever since. A longtime resident of North Carolina, she has since built an award winning career through more than twenty eight years of professional experience. Today, Amy is a Real Estate Associate with RE/MAX United, where she services clients throughout the entire Triangle Region.

When listing a home, Amy offers her clients a mix of cutting edge and time trusted strategies. After providing them with everything from professional photography to interactive virtual tours, she shares their home over a series of targeted digital and social media campaigns.

Meanwhile, she sends out postcards and flyers to the surrounding neighbors. But through it all, Amy, an early adopter to digital listings, is always willing to embrace new technology and marketing techniques. “I’ll do anything to make the business more efficient for my clients,” she says.

Elsewhere, Amy places a strong emphasis on open communication when assisting her buyers. By leaning on her years of experience and the full support staff at RE/MAX United, she ensures that her clients make decisions that are in their best interests. “I’ll tell my clients exactly what I think about a property, without sugar coating the truth,” she says. “Above all, I’m here to remind them of their top priorities and make sure their purchase meets those needs.”

For Amy, service lasts well after the deals are done, as she prefers to remain in touch with all her clients through follow up phone calls, monthly mailings and quarterly newsletters. She also hosts client appreciation events throughout the year, such as a Thanksgiving Pie Giveaway. In her decades of service, she has earned a terrific reputation throughout the Triangle, with the vast majority of her volume coming from either repeat clients 130

or referrals. When asked about the keys to her success, she highlights her strong negotiation skills. “I love being in the trenches with a client—whether I’m marketing a listing, helping them choose the right property or making sure the offer is acceptable. There’s nothing more fulfilling than helping someone make one of the most important decisions in their life.”

Amy is tremendously active in her community. She is an upcoming Director of the Durham Regional Association of Realtors. In the past, she has participated in the Angels Among Us walk for brain tumor research and served on the board of Hemophilia of North Carolina.

When she’s not with clients or giving back, Amy can be found traveling, relaxing on Lake Gaston with a good book or spending quality time with her family.

Amy has strong plans for the future. As her business maintains its steady growth, she will continue providing unmatched service while balancing time with her two children. A proud solo agent, Amy is most excited for the new connections and client relationships that await her all throughout North Carolina. “The people are what gets me out of bed every day,” she says. “I truly value the opportunity to help my clients accomplish their real estate goals—whatever those goals may be.”

To learn more about Amy Shair please call (919) 469-6539; email amy@amyshair.com; visit amyshair.com www.

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Uncommon Contact:

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

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Not everything has to be about business.

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

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

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 132

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

Don’t just react.

Create your own content.

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

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

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

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

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TAYLOR VERNON Taylor Vernon says it was her family who introduced her to the idea that she would be a great real estate agent. “I was working at a dead-end 9-5 job and brought up my predicament” she recalls.

“They said, ‘why not try real estate?’ I’m so glad they did.”

Taylor got her license in 2015 and has never looked back.

She is now the Principal Broker and Owner of Jordan Real Estate based in Salt Lake City, Utah which primarily covers the northern region of the state. Taylor reports her volume since 2015 is over 150 transactions and much of her business is repeat and referral. She has impeccable skills with organization, transaction coordination, and being attentive to each client’s needs. “I take pride in the little things that make my clients feel special and listened to,” she notes. “But more importantly, I am honest and blunt, and my clients love that about me.

Buying and selling a home is a big investment. Clients do not need someone to tell them what they want to hear, or someone just looking for a paycheck. They need a professional that will guide them through the process.”

It’s no wonder she receives stellar reviews for her esteemed work ethic. One client recently wrote: “Taylor was so amazing to work with! We contacted her by accident thinking she was the realtor on a home we wanted to see. Best mistake we ever made. She did not pressure us to use her but followed up to see if we needed help.

We decided to use her to sell and buy a home. She was so helpful in every way possible. She brought in a photographer and gave us advice on staging our home. We had multiple offers the first day it was listed. When we were looking for homes, she listened to us and helped us find the perfect place to call home. If you are looking for a realtor, I cannot recommend Taylor enough. She is so amazing to work with as a buyer or seller.”

Taylor relishes the personal interaction that her job affords. “For me, I really enjoy learning what technology Top Agent Magazine

has to offer and using it to my advantage, so I have more time for the person to person interaction” she notes.

“I’ve been very fortunate to make many friends who were previously clients.”

Recently Taylor purchased her brokerage and has enjoyed the new challenges. “I love helping my agents grow and succeed. It is great to be able to work with them, as each offer a unique skillset.”

Taylor is a strong believer in giving back to the community and is involved with several charities. “I volunteer for hospice–where I meet with and talk to the patients– donate to local domestic abuse programs, volunteer at veterinary clinics, and give blood,” she says.

When not working or donating her time, Taylor is with her family. “My children are my everything,” she exclaims. “I have a 9-month-old and a 3-year-old, and we love to go to the zoo, parks, and take part in other fun activities. My husband is easily my biggest cheerleader and supporter. I’m extremely grateful for him.”

As for the future, Taylor says she’d like to continue to grow her business. “But not so much that I lose personal contact with my clients or agents,” she asserts. “Human connection is utmost, and if I don’t maintain that, it’s not worth it.”

To learn more about Taylor Vernon, email her at taylork.vernon@gmail.com, visit utahhomes101.com, or call (801) 710-3620 http://

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JAIME WALLACE Jaime Wallace hasn’t always worked as a REALTOR®. “In 2004, I started selling commercial and industrial waste removal services for my dad. He owned a local garbage company here in town,” says Jaime. She achieved a great deal, even after her father’s company was bought out by Waste Connections, the third largest garbage company in the world.

However, after a co-worker and good friend became involved in real estate, Jaime found herself convinced to make a change. Jaime says, “I finally started selling houses.” Since switching careers ten years ago, Jaime has found a large amount of success.

Working out of Clarksville, Tennessee, and servicing several of the surrounding communities, Jaime prides herself on going the extra mile for her clients. “I’m passionate about doing a good job for people,” Jaime says. “I care. I think a lot of people are all about the dollar bills. I was born and raised here. I’m a go-getter. That’s just who I am.” Her approach works wonders, proven by the fact that 75% of her business comes from repeat customers and referrals. “When you enjoy what you do, it’s not like work,” Jaime explains. “There’s no better feeling than making people happy.” She is currently ranked as a top ten agent in the Clarksville area.

Jaime’s clients are definitely happy. One states, “Jaime is very thorough, easy to work with, and super knowledgeable. We were very discouraged when our first contracted buyer dropped out, but with Jaime’s help we were able to compile multiple offers within a week.” Another says, “I would definitely recommend Mrs. Jaime Wallace to anyone looking for a home in the Clarksville area…Mrs. Wallace is a true professional, and it is evident in her ability to take everything that we discussed and produce exactly what I wanted. She will be my first call if I ever decide to sell or purchase again.”

Jaime works with a small team comprised of two buyers’ agents, a full-time assistant, and two part-time assistants.

Together, Jaime and her cohort at Reliant Realty expect to end 2020 with over 185 transactions. They market 134

their listings on over three hundred websites and post to various social media sites. Jaime likewise uses social media to stay in contact with her past clients. “I’m on Facebook and Instagram, and I try to stay connected to my sphere on these platforms,” she says. “I always try to reach out on birthdays, anniversaries, things like that.”

When she isn’t hard at work helping her clients realize their real estate dreams, Jaime is actively involved in her local church. She volunteers with Manna Café Ministries, an organization which donates money, time, and food to those in Clarksville who find themselves in need of aid. Jaime enjoys getting outside whenever she can. “I like to go camping, to the beach. I like going out on the boat or running,” says Jaime. “Anything healthy or outdoorsy.”

Most of all, Jaime enjoys making memories with her family.

Looking to the future, Jaime seeks to continue building her business so it is as strong and profitable as possible. “I’m trying to invest in real estate now so I can build myself a retirement and residual income,” Jaime says. She laughs.

“I love the grind right now, but I don’t want to work this hard forever!” For the time being, Jaime is happy to continue her dedicated, hard work serving buyers and sellers in Clarksville and the surrounding areas.

Amy Weeks, Jaime Wallace, Mara Kutch

For more about Jaime Wallace and the team at Reliant Realty, call 931-320-1358, visit JaimeSellsClarksville.com or email Jaime.Wallace@era.com www.

Top Agent Magazine Copyright Top Agent Magazine

Are You In or Out?

by Barry Eisen

Have you ever felt like you’re doing all the right things but your wheels are just spinning? You’ve invested a lot of time into a business, a job, a relationship, a sport, a course of study, but the results don’t justify the effort or time. You have so much invested, you just can’t walk away. You can see the light at the end of the tunnel but it doesn’t seem to be getting closer.

What to do, what to do?

As a business/personal coach I hear feedback every week from those who feel frustrated, powerless, and stuck in one or more areas. The reasons, or justifications for continuing doing things they tolerate rather than love are many. But, like panic attacks, unless you address the issues and make changes they get worse and you get more of them. For most, not paying attention and continuing in the same direction is a mind numbing experience, which produces a low selfesteem and is a recipe for a boring life.

Ask yourself the question, “What area Top Agent Magazine

or areas of my life am I tolerating and simply taking the path of least resistance?” In other words, “Where am I painting by the numbers?” (That’s a reference to the over 50 reader.)

Without being defensive (that’s the part of the ego that says everything is all right and points the finger of blame outward rather than to the real inward source) are there areas in which you’d like to be more passionate, confident and more in tune?

When I ask those who feel stuck or trapped if they know what to do to make the positive change, most everyone knows their own truths. Knowing and doing are very different. As Khalil Gibran once said, “To know yet not to do is to not really know.” And most are honest enough to admit that they’ve lost their vision of what was important and let distractions get in the way.

(Damn those bright shiny objects!)

A remedy that works most of the time is to refocus by identifying the area of concern, setting a short term goal 135

Visualize the success you desire. Top performers do this in every field. Do it too...with consistency.

(such as six months), creating a plan of action and following through like your hair’s on fire for that period of time.

Six months simply represents a period of time to get past the learning curve of establishing new attitudes and actions.

At the end of the six months, do a reality check. Is the success you’ve created by doing things right without excuses worth the effort you’ve put in? Or, was the victory not so satisfying? If not, move on to something else. But whether you stay focused on your successful makeover or decide to move on, you decide KNOWING, not playing mental gymnastics with yourself. Not knowing is the pain of guilt many carry. “What if?!”

Passion, confidence and a positive self-esteem don’t develop by working on them, they happen by creating victories.

Keys to getting unstuck: 1) Be willing to own your shortcomings 136

and poor attitude as well as your strengths. The truth CAN set you free.

2) Be teachable and open to learn better ways of thinking and acting.

Learn from those ahead of you, not the ones behind you.

3) Associate with those who will support, not tear you down.

4) Consistently read or go to seminars, from those who have done their homework, to get new ideas and reinforce the basics.

5) Accountability buddies and coaching work. Live up to goals.

6) Visualize the success you desire.

Top performers do this in every field. Do it too...with consistency.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

JACKIE ZARATE-COLLINS & KATHY ZARATE For Jackie Zarate-Collins and Kathy Zarate Real Estate is a family affair. Introduced to the business by their dad, the Sisters went on to create their own dynamic team known as The Property Sisters HD. Having a close relationship has been a huge business advantage for Jackie and Kathy who take the definition of team to heart. “We fail together, we succeed together.” The family bond runs deep, and the sisters credit their dad for sparking their passion for real estate. “Our dad has always shown us a heart of service. He’s been our role model and our ongoing mentor.

When he retired he wasn’t ready to stop working, and that’s when he found real estate. He always says, ‘Take care of your clients, and your clients will take care of you.’ And we’ve taken that on as our motto.”

Together they service Southern California—from the beaches to the mountains—the Property Sisters are a pair of highly trained, hard-working real estate professionals ready and willing to meet their client’s every need. Not only are they bilingual, Jackie and Kathy are biliterate in both Spanish and English. After spending a year of study in Mexico learning the language, people, and culture of their ancestry, they are accomplished in assessing all levels of real estate transaction fluently in both languages.

With a combined ten years experience negotiating sales between them, Jackie and Kathy are determined to close every deal with any client. They are positioned to provide a customized experience for each Buyer and Seller they work with because they believe people come first, and every client matters to them.

The Property Sisters Stand United for all their client’s Real Estate GAINS, providing a better experience, better customer service, and ultimately yielding higher returns for those they serve.

With a business that is 90% referral and repeat clients, Jackie and Kathy believe it’s their high level of customer service that keeps clients coming back. “The people we work with appreciate the care and compassion they receive from us. We give the same high level of service to all of our clients.” When it comes to their marketing methods, there is nothing the sisters won’t try to help their clients sell for top price. Aside from professional photos, they spend time filming creative videos of the house that are then posted on their successful YouTube page.

Their past clients continue to come back to them & send referrals because they remember feeling important like their only client the Property Sisters were working with. The Property Sisters have also mentioned “We have always found special ways to do something nice for our clients. For example, if we see a client at our local gym, we’ll tell them to grab a piece of merchandise from the front desk and we’ll pay for it.” Recently they also paired up with a small local business that produces organic hand-poured candles with the team logo so they can gift them to clients to enjoy in their new home.

“We celebrate our client’s success with them. This is a huge milestone, and we make a big deal out of it so that they always have this amazing memory.”

Every home Sold is milestone to new adventures yet to be created & that is the most exciting part of our career. In other words their favorite part is the opportunity they get to be part of their huge milestones accomplished...

The Property Sisters are inspired by the “Good Neighbor” philosophy and dream of influencing residential communities to bring back the “good old days” of neighborly welcome, backyard BBQs, and city blocks where kids can play safely outside until sundown. More than buying or selling a house, they hope their clients will experience what it means to truly call their neighborhood—and their place in it— “Home”.

When they are not selling real estate, the Property Sisters take the same energetic and bold approach to life. In addition to being second-generation realtors, they are two of five sisters sharing the same traditional Christian values, faith in God, and love of family.

They are both members of the National Association of Hispanic Real Estate Professionals, and are active community advocates through the Spring Valley Lake Association. They love boating, youth sports, and are passionate about health and fitness. Going forward they have extensive plans for growing their business and expanding the team. “We want a strong brand with a great reputation that clients can trust. One of our famous taglines is “For All of your Real Estate GAINS”. We also want our clients to know that we are not afraid of a good challenge. We believe there’s always a way to close a deal, you just have to find their angle & execute it.”

Contact your Property Sisters, Jackie and Kathy, to GAIN more from your next real estate experience.

To learn more about Jackie Zarate-Collins & Kathy Zarate follow them on Instagram or Facebook or email PropertySistersHD@gmail.com, or call at (760) 412–2285 or (760) 686-0380

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