NATIONWIDE & INTERNATIONAL 12-7-20

NATIONWIDE & INTERNATIONAL EDITION

COVER STORY

AAron KirmAn FEATURED AGENTS MARILYN BRENNAN LAUREN COULTER BRANDY DELOACH ANTHONY DENTE PRIYA DUA KEVIN ERIKSON MISSY FRIEDE DAWN GEORGE DEBRA GRECO RUSSELL GELLMAN KEREN GONEN MATTHEW GREGORIN VINCE HANEY CHERYL HOLDS BRYAN HOOVER RANDY HORN LIZ KAPP PIPER KNOLL BRIAN KNOTT JULEE KRAUS & MARY THOMAS ISAAC KUEHN

FEATURED AGENTS MATT KUIPER JOHN LASSAK III STEVE LAWSON CHRISTINE LIBARDI BRANDON LIVELY TINA LOCKNER DREW LUDLOW ERIK McINTOSH PATTI MOORE SARAH OTTEN KEILY BRENDA QUIROGA HOWARD RUDIN MICHELLE RYAN JONATHAN SCHNEEWEISS SHEILA SMITH CHRISTINA SWYERS REBECCA WILLIAMS PAUL YANCEY LANEE YOUNG

NATIONWIDE & INTERNATIONAL EDITION

9

17

AARON-KIRMAN

KEVIN ERIKSON

41

23

35

29

DAWN GE MATT MATT KUIPER KUIPER

CHERYL RANDY HORN CHERYL HOLDS HOLDS

KEVIN ERIKSON

53

47

positive energy 58

62

RANDY HORN CHRISTINE

CHRISTINE LIBARDI LIBARDI

CHRISTINA SWYERS CHRISTINA

SWYERS LIZ KAPP

PAUL YANCEY

PAUL YANCEY

DAWN GEORGE

ERIKBRENNAN MCINTOSH LAUREN COULTER MARILYN

KEREN GONEN

How does Lauren Coulter achieve consistent spent years acting as fosterSale sign, click parents for a on the QR code and go dire “It’s our honesty,” says Marilyn Brennan, 75 website with a vir 64 72 areal nationally ranked realtor 71 in the private adoption agency. to the Brennans property’s custom The explaining what sets her success apart asasa66 Pittsburgh region?

“My passion and endless video tour and additional photography exclusively took in infants waiting for estate agent. “It’s the understanding we desire to help my clients both find their found on the multi-list.”

Using innova Brandy DeLo adoption. “It was a challenge,” she says, have of our clients’ needs and goals. We perfect and find their home the perfect “but we wanted to give backmarketing tools and technologies to prov to the commuput ourselves in their shoes.

Wehome believe in 2015. Seek new owners,” Lauren says. optimal exposure is a hallmark of Laur nity. It took a lot of time and commitment in building and nurturing that relationcomplimente client-centered and love. A lot of those little ones went to approach. ship. Some teams get so large that the Inspired to help others spirit and provide and pa discovered and home personal touch gets lost,Lauren and we make her passion for real estate our open houses, settlements, customer service, Keren Gonen enter ers, she deci after transitioning from her successful career “I like to be able to provide as many service It will be a BRANDY good resume that doesn’t happen.

We believe in MARILYN BRENNAN inspections!

DELOACH ERIK MCINTOSH LAUREN COULTER LIZ sure KAPP estate industry.

She had previously e in Human Resources six and a half years ago.

I can for my clients to make the home buy estate license builder for them later in life! We still keep building the relationship. Our business is ANTHONY DENTE disappointment when working with As Lauren was considering her next profes- in contact with many of those and babies selling and process as smooth as possib run like a family with complete confidening real estata sional step, she helped friends purchase a Lauren says.

She works with team of pro When hercutting partneredge also found itsa families fromand yearsself. ago.

The first tiality, utmostcareer respect, and aGreco code Debra has built herglowing business with their developing marketin Liz began her in the corpo– Kapp Lead ofprofessional Keller many reviews reads: “My wife away,” she fent that Priya appear-Dua volume.

As a strict matter of Creek, fact, he sold overwhere Missy Friede, along with her husband, was to other agents.

“This is the time when it’s so rate world.

“Iof loved my career, but the work required house in Deep Maryland, she sionals to ensure that from start to finish little80 one we had in our care is now eighteen years old.” conduct.” contact agents, he asked Keren, “Why 79 83 worldly knowledge, classic style, and egies, or her ‘dancer’s work ethic, 76 84 syears Realty’s Dua Team in Studio City, I recently worked with Priya and with her quite a bit of traveling,” she recalls. 75 had a young in his first year alone. The key Iprice started old, he working homes 80-hour weeks“I running a her restaurant important other agents have and husband own a lake home. “I absolutely loved it,”to contact clients experience firstthat class service forsince everysigned po son at the time and wanted to spend more time with just become anmay agent?”

She integrity, focusing on personalized client has developed a reputation for ga ia – isagents a dynamic, hardworking real excellent effort and expertise we sold at the ngest to his success?

“I genuinely love what I Lauren says of that first experience.

Lauren found not only Lauren’s team includes professional stagers, photograp him.”

Looking for something she could do closer to while caring for works a newborn daughter when buyer that would be interested in my listing,” Chris and Marilyn love getting Marilyn with her husband, Chris Brennan. “He’s Outside ofa work, estate classes next day.

Now Cal in try, selling residential in The City, and inthe across San Francisco-based Agent Erik her home in Georgia, Liz decided on real estate.

That an early services. and sellers working satisfied clients Southern ofessional truly committed we were targeting.

She very properties easy to house et; however,who do.

From age, I price knew I McIntosh wanted joy friend. inBuyers the Top real estate process, but down also awith talent for it.was In Carolina her and videographers, professional drone racers Into 2019, Brandy continued herdro e to their South beach catch up After for gradu business andsomething best We work together shehas decided needed to back. do else. she notes.

“It’s like playing matchmaker.” was 21 years my ago,she and she’s neverpartner looked neighboring rural areas selling horse properties, one – of Berkshire Hathaway HomeServices’ Francisyear of working as a solo agent, s Debra know are highly regarded firstcareer year hard asthat athey realtor, Lauren did over eight million in sales. virtual tours and variousBroker other general contrac to ofproviding superioras customer communicate with; for usgrown she was thevideo right me profesa dynamic went beyond the with their two children and five grandchildren, a team,” says Marilyn.

“It’s to pinpoint a an Executive at RE/MAX class with a horse property, sodifferent counties can Properties – is the “So, kind ofI real estate agent any of his specialties. “I grew up on a serves “It Liz just became much,” she moved to Delawaretoo and began her career there inrecalls. seven acro “And it just went up from there,” she says.

“Every year, I for property prep and repair.

“I am always handing out dueReal towork the she puts forth to Debra respects andafter understands t pared for clients confines of an office In real all formuof whom live inSan theFrancisco North and Carolina geographic because we aeffort lot insetting. relocation.”

Asofestate, to herhim many in isLos Dawn George planned toSouth head to college she m personable and professional.

Her 2015. She a soloAngeles’ agent witharea Long & Foster she currently services clients thro buyer or seller would want on balance their side.

Honest, I’ll step out ofMissy formost those types of propthe Univers What loves about her work is spoke with my sister, who was a Realtor, and would do moreand and more.

It was addicting. was fun.

It outside, contractors names and When prepping a ho the state ofinformation.

New and Jersey. in Bethany “I serve the beach communiareas.

They getting golf, and theBeach. preferred realtors for the and Marriott late aand strong Even after a It love estate market as an investor the industry, every day isRitz-Carlton different, every transacrnando Valley Estate and surrounding diligence and incredible ethic really playing erties,” hework explains. hardworking straight relationship. shooting, Erik has built a graduated Stone County and all ofnew Nort from high school, but fate had other w Russell Gel ties and surroundingwho areas in Delaware and Maryland,” helping clients attain their real estate goals. other friends thought I should look into was entirely different from what I was doing before.” to sell or after my clients have moved into their ho adore traveling.

“We love to get in the car and just Corporations for the past 28 years, Marilyn and Chris ous rental and tionagain is an to advocate grow.” reputation as a trusted and client closing, individuals will continue to recommend her and believes that real estate should be shefierce says. Starting her business fromstellar scratch wasopportunity rhoods.

Priya’sANTHONY work ethic shined.

Weadvisor will happily Throughout her career, she has PRIYA DUA DEBRA GRECO at Dell Te DENTE MISSY FRIEDE they always ask me for some good people and my Ita RUSSELL GELLMAN easy, but this than $20 “Matching someone with the home of their estate asyeara willfull-time career.

Sincein IVirginia had atsays the time’s mother was anabout a driveplans. with no“My destination in mind,” Marilyn.

“Itof service a reach largemore swath of Milthe clients northern area.

“Webay Currently, Erik –boyfriend a two-time Five Star Award Winner for his many the San Francisco area With referrals accounting for repreneurapproach by realnot receive real estate information component any diverse portfolio. pathetic toannual working with would not hesitate to work with her again.” lion in sales. Liz reports that her business isThisinsightful first.

“At RE/MAX, we go above a past year, Lauren moved her business to Piatt Sotheby’s side kicks in with my “Hey, I’ve got a guy!” response. he soon bec relaxes us.”dreams work Prince Fairfax, Loudoun, Alexandria, based onand his excellent customer percent service and the“I’dway tocareer, Hollister, CA markets.

Having is so needed rewarding me,” shebusiness, asserts. already a in base oftoWilliam, customers through the primarilybuilt repeat and clientele. like down toaccess ofclient her Keren clear in family Outside of his Anthony is been active in agent, anfor assistant for the sumT and toa foundation Debra’s trusted network ofLauren as the earned her a reputation as areferral trustInternational Realty.

“It’s amazing,” saysshe of think my clients keep coming back becausehis I proand Arlington counties, pretty much anywhere they “I always make it a point to let and peer reviews – can claim that almost the entirety created business on of integrity and estate.

Onc “That’s what I Lauren love the most, giving what Icustomer thought that was a good place school. and restaurant, his community.

Currently, he is a to sponsor for Copley impresses herthem clients.

She attribut vide excellent she says. “I’m service providers. client isLooking a mer. “lifeBeing a parents part isf her experience atA Sotheby’s so “Joining Piatt Sotheby’s maintains as strong passion for is her work honest deeply knowledgeable There arefar. many factors that have loved it, so I isasked my iftocommunity Ithem could ofother his business based upon referrals solid industry knowledge, there areDG better suited toIconsiderable the future, Marilyn is committed to ofa her have theservice,” opportunity to very move an employee in orfew out of what’s important impor real estate responsive to their needs and questions.” they want and what they need.” start.”

This was 18 years ago, and she’s never Youth Football.

He has also contributed as a sponsor this success to the way she handles h International Realty has allowed me to expand my busiwhen she first started.

When she is not helping clie long client.” to who Debra is.

She is an active volunteer to helping his buyers achieve the American dream and positive word of mouth, an impressive statistic continuing toyear give off personalized but realizes the area,” Marilyn says. te advocate. contributed to Priya’s and evertake acontinuing and doservice real estate, see how it goes,” decided to“ for EXP Realty, Copley Youth football golf outing.

When he’s It’s LLC, notback. surprisingfor that the Liz receives reviews looked business.

One of Keren’s main focus ness byand bringing unparalleled, world class marketing and Lauren loves spending time with her husband and of stellar home ownership his sellers to reach – that to increase their yearly volume, they are going to Hospital’s “Dancing For Our Sta growing success story, chief amongMemorial them for her esteemed work ethic. One client wrote:“My When listing a home, Brandy off full time, ughout Akron, Cleveland not assisting giving back, can be found and clients oftenseventy-five exceed – theirand financial goals. technology with ahe global reach toneed myDawn clients.”

Above all, children, and for alma mater’s football te says.

That year into a her slightly longer ta Missy ishow active with the Oxford for a her Healthy isCoalition on educating clients and teachi some help. looking toturned find acheering few highly Somewhere percent wife and I recently used Liz for abetween single-family Ashome aor specialist ineighty her field, Debra knows to “We’re make Cystic Fibrosis Foundation, and the Culture com ho graduated from UCLA with double degrees her fierce negotiation skills, and her leave-no-stone-unsearch along of the Delaware and Maryland beach.

Her prehensive approach.

From the Lauren holds her clients’ experience at the heart of what the Penn State Nittany Lions.

An engaged membe investing experience to reveal a n n top of offering a strong shooting hoops, spending time with friends or relaxing qualified people to assist usatboth with administration The Brennan Team’s business comes repeat Community, which promotes getting kids and Missy now works asher a and solo agent for Century 21from Thacker them how tooutside make anfor informed de Phone 310-734-1440 | Fax 310-734-1440 detour than planned. we are twenty-six your stand out amongst the crowd, considKW. Debra has been married over 25Clu ye being licensed inbegan both Maryland Delaware was transaction ematics and Psychology, real estate turned approach to listings. is“Here whose mother has been Realtor she does.

“I love alla of themarketing people I as getaher to meet and The the“Toresult thethat, community, Lauren works withmarketing the Women’s photography mater possesses an expertise in customers atin hisOxford, lake house. and buyers’ agent. do I have to let gopurchasing of and andErik, referrals.

“At this point inin my career, know firsthand how homeownership either walking or biking to school.

Additionally, she and & Associates servicing all areas Butler sion about a home.

This h ering aspects of your deal that may be overlooked. has two adult children who she adores. for over forty years, essentially grew up n 2006, following an unsatisfying stint as a almost always a fast sale for top dollar, not to mention years later!” friendships thatthose I’veCopyright made.TopIAgent really like am helping Lebanon, which hosts a touch, variety of charity events myfeel need to I“control” and letMt. some otherhe people come I’ve sold a lot of homes, and we nurture previous Magazine actions. “In my life, I’veOhio. a personal making sure says.

“Above all, I wanted to ma mag@topagentmagazine.com | www.topagentmagazine.com earned her the hashtag #TeachingAge her broker bought a condo for the Talawanda High School County, She is currently ranked #1 in Ohio for immersed in thehas real industry.

“Prior Debra aestate deep network ofsheand valuable relationships accomplish aplans goal,” says.

“And that is truly fundraisers.

For the past ten years, she and her husb nt in he corporate America.clients.

“I really struggled inpeople happy –Marilyn. and returning referring – clients. on board to help us reach that next level.”

They are important,” says They ing,” says. “Whether Going forward, Anthony has strong for his smoothly.

On top of targeted soc those around me.” to becoming an agent,” says LA Erik, “IShe was Additionally, Keren shares, “Througho Grade 23 Program.

Students with disabilities can use the Century 21, having reached $18 million this year. wonderful.” have also been actively involved with McGuire Memo with agents from to OC and offers a marketing When not working, Debra believes in staying average around thirty million in closings a year.

“We ldpersonally because Iseeing just didn’t it,” In recalls Priya.ofmonths, to a enjoy future. the coming he will beinattaining his the director finance at casino Reno, she also harnesses the resources at For the past two years, though, Dawn has anmore organization houses, educates and supports peo condo the week toforward learn and practice life skills like that her business repeat and clienMost ofduring looks to continuing thepaddle are honored beisin70% themy Elite Long andreferral Foster Top 100 using cutting edge technology atall,enjoys noMarilyn expense cally active.

“Ithat love to board, bike, ski, a theproviding reasons reports I chose real estate isinto because she’s not Priya nothing ays the utmost license Indiana, which will toworking, facilitate Nv, butpackage wanted toWhen moveallow back tohim California.

MLS listing sites to provide a uni Today, Russell is a Realtor at BSW Lauren lives with her husband and children in Mt. with special abilities.

“It’s an incredible organizatio work that she loves.

“I can’t imagine doing anything Club, a recognition we are very proud of and a company cooking, laundry, cleaning and household budgeting.

It’s tele.

“I make each client a priority,” she says.

“I believe to the consumer.

“Virtual advertising and showings are walks in my neighborhood,” she says. on a team with her husband. They I was wondering what wouldhe dowill for work, was a Realtor, and I grew deals up around the busithanIaspending time herworked family and friends, taking across state lines.

Meanwhile, alsowith build Lebanon, suburbIt’s ofsays.

Pittsburgh, Pennsylvania.

She works Lauren says. services clients throughout the Den else,” she says.

“I’ve neverto once questioned being in we are proud to bethen associated with!”

Marilyn an exciting opportunity give back to the community by that my is on more than just aintegral sales transaction. about and I talked to our mytrips mom and she conto current real estate situation,” she says. his client base and streamline the process that has d resisted getting myjob license in part because Ithroughout day and exploring new restaurants. service Knoxville and the surrounding areas the region, with a specialty in the South Hillsbeen passionate real estate.

I’ve always about what I’m Brandy is equally as hands-on wh he combines his specialization in vinced me tomarket give real estate a try.” That was utilizes combining realthe with local needs. theclients people and their Ireal estate so Iaccolades put them above Toneeds, her listings, Debra state of art As for the future, Debra hopes to maintain her onyforge lends already won so many around to my own path, abut finally got sohim fed up area.

Lauren brings on-the-ground knowledge toestate help With understanding that buying and selling is on 2 his Top Agent Magazine doing, and I treasure the friends Ian have made over the Chris and Marilyn are both active ofenjoyed their Ohio. in 2005, and since then,members Erik hasher in the beautiful state of Tennessee.

Dawn ing her buyers.

Every step of the sense of compassion to place buyers everything else.

I take mymy code ofmarket ethics very seriously.” digital technology.

“I was using Mataport longwebsites, before trajectory success. helping sellers ready “When I giving first started out, people thought IThey might be thirty-three properties through custom the her biggest of decisions in “People a client’sare life,taking Laurenstock belie d to get his licensed, and I ended up closing first Priya’s future goals including continuing to grow past years!” community, back whenever possible. a rapid ascendency toher theclients’ top of his induson open and istire front of anycommunication transaction. prides herself on her hard work and honest As for the future, Missy hopes to expand her team, “sneak peak” virtual tours, and comprehensive social representation and guidance through the process a he shares it over a variety too young,” he says with a laugh.

“But I’ve been able the pandemic hit,” she says.

She also has a Facebook lives and doing more real estate investing,” sh ess than two months.” Additionally, Priya was business, and to keep abreast of the ever-changing real

BRAND

PRIYA DUA MISSY FRIEDEDEBRA GRECO

Top Agent Dawn George has worke RUSSE They service Knoxville and the su

MATTHEW GREGORIN

BRIAN KNOTT

BRYAN HOOVER

all said and done, real estate is the largest professional With regards to marketing his listings, Bryan Bryan Hoover had a wide and varied career Brian started working in constructhe impact investment most people willKnott have,” he out d basketball is a believer in utilizing before launching into real estate, including 95 87 91 92 social media to the 88 VINCE HANEY tion; however, he soon took an interest in make on observes.

“Helping clients realize their t real estate 20 years in ministry, music and community fullest extent. “I have a strong online presreal estate for the ways it complimented his changing t and achieve their dreams makes me ence, and this really is the way to stay in sistant coach service; and three goals years playing professional Twelve years ago, a friend recomBecause Vince has become such a successful After spending some time in baseball.

He was an appraiser for 10 years front of everyone, all of the time,” he notes. of working with others. Inspired, he encounter feel like I have done my love job well.” agency,” he start well-known agent, he asfrequently mentors youn when his wife encouraged him to pursue themended that Vince Haney He also promotes through the MLS as well insurance industry, Piper went to work at a successful brokerage in grounds,Ka eally well in the less-experienced agents who reach out to him. He industry full time. “I loved the flexibilityworking in real estate, seeing on professional real estate websites.

He also began to realize that selling hom Elgin, where heVince learned theaup business the dow a ministry huge potential proponent ourse during and the fact that IMatthew could weaveismy drives BIG RED JEEP with his company his career, so break in of him.breast grew beenfrom so blessed throughout he says, “I rather than just insuring them, ground up under the mentorship of real estate most uplift cancer awareness and donates funds as well That was 15 involvement into my daily work,” he says.

Sowith logoinonthe it! his family working help anyone get involved with real estate.” Addition BRIAN KNOTT BRYAN HOOVER PIPER KNOLL MATTHEW GREGORIN in January of 2018, taking stalwarts Jerry Hoover and Roger Burnidge. able to as heVINCE hisbegan timeHANEY to aclasses variety of charities. d back. upboys her alley, sosoI’m she made lumber industry, so“My heSTEVE was knowlVince has threemore teenage and a wife, when he is BRANDON LIVELY LAWSON JOHN LASSAK IIIaddition and in June of that year, he gotKUEHN his license.

ISAAC In to the flexibility his job affords, In years since, he has truly it all. his favorite achieve th edgeable aboutseveral architecture and seen working, do is estate relax and qua sister passed away from thethe disease breakthing intotoreal inspend 2005.

He’s never looked back.

Bryan loves the people he meets and the relaproperty improvement.

Eventually time with his family. quality ho years ago, so I do whatever I can to help,” he lo agent for Growing up in southern California, John Because John is a native to his commuAfter working in sales for many years and passion for his work.

“I’ve c Kuehn, 21, can truly be considered Isaac says he checks inforges with hisa daily clients on “It’s a great went on to After working in he the restaurant business OutsideTeam of tionships on basis. feeling to join The Knoll Vince his friend’s and entered real estate 103 Today, Brian is100 thethe Lead of Real thathomes, is pric says.

“For example, foradvice the last nine years, Brokerage inof real now Hoover Group with Keller Williams Lassak III has always had a took connection nity, hegoals,” likes toEstate stay involved aseverything much104 as clients 99 JULEE KRAUS & THOMAS connect them with their he exclaims.

96 wunderkind” estate,He but hisruns roadthe a make quarterly basis as part ofKnott’s his outreach Steve Lawson decided to aMARY career enjoyed about for years, Brandon Lively was ready for active in 2011, servicing across industry.

It ended up being oneof of his best decisions,Horizon, as Looking ahead, Vince’s future looks bright. He’s bt with aa part-time assistant and covers the suburbs east Team through RE/MAX where he I’ve been working with Mama Mare Foundation, l and South Jersey. uccess was not easy.

“Ithe was special program.

“Before the pandemic, we used to withOn area, so it change. felt natural forthe him possible.

He works with the local MLS Having known a few successful that Iback get to see other ho change ofBryan pace.

This led him to the realand He belong Denver Metro area.

T now a they nameRealtor, for himself as getting a istop producing approached to entire do consulting in thepeople’s future, but Atlanta, Georgia.

Inhe hishas first yearcreated as a fulltime still involved with his church gives to work Best friends since were not the highest amount assists clients throughout Elgin and the surrounding Outside his career, B student, read orinto write hold monthly client-only Happy Hours and sponsoring the giveaway bags for an annual 10K.” He 5cation million salescouldn’t volume to transition real estate.

His system and is a part of the Activities ® mom personally, he was inspired their unique forjob. design and estate business, andoriginally he has sets loved his job Grotto, agent.

His broker is also the same friend who always real estate his main He’sup also Bryan sold $3.8 REALTORS million in volume by selling 17 homes. the community through ministry.

Hecontinue also volunteers time as ideas team a very high standard for following w middle school,” he relates.

“Then a a big annual event,” he says.

13-years-old, Julee Kraus and of transactions and making the areas.

Across his thirty years of professional Having been involv also raises money through thealmost for special needs business is 95%had repeat already been asisan agent Committee.

John isexperience, also involved with episode He reports thatworking his business already all referral the local schools. encouraged him toschools start working intothe business.

“He’s to be featured again in an upcoming of HGT to give real estate a try.

He obtained his eling, so I am constantly inspired,” ever since making this career shift.

He veterans an repeat and referral clients, utilizing systematic pro or recommended I read ‘How tooftrustworthy Mary Thomas couldn’t pass up most money.

We’re not going heand has achieved the RE/MAX 100% and Platinum Clubs for aathe number ofyears year hometown Running Springs, and autism charities.

When not working giving of myself availableinthat to his my the local Rotary Club, which conducts clientele.

“I’m and and my clients gotten me tohonest, where Iand am, I or am not disappointed with Hunters.

No matter where coming To promote listings, Isaac says DRGHouse offers became licensed as a real estate agent in charities ase license just this year currently works Friends and Influence People,’ which that truly helps Piper stay in touch with her clients that,”Matthew he says.

“I’m also abeing good listener and try serves on themoving opportunity tosays. team up totravelleave clients behind multiple times and even earned the RE/MAX Lifetime the St. Edward Boost “When I’m notthe working, I’m home making memories with whenappreciate hehisthought about back astate variety of service projects for different time, enjoys with family, he process,” hesonotes. where I’m at,” Vince Vince most of him, hejust will no doubt enjoy every minute of it. Real es ahis comprehensive marketing package that 2017.

“I’m just honing my skills at this do, but it’s at Russell Real Estate Services, serving Outside of his real estate work lled with real estate references.

Since I to offer my clients the best advice possible so they make my family,” he says ofclosed his free “I used to play ain lot of Vince, years after transactions have taken place.

This appro when both ofgolf. them decided to aprofessional because we’ve atime. deal.

Achievement Award.

“I treat people the way I’d want tofor More’s Religious Ed from Orange County, heofhad a talk with charities and organizations the area. ling, and playing lots of I believe in ‘coaching’ Oklahoma and works alongside small team that helps truly is a dream career and he can’t ima includes photography, videBRANDON LIVELY STEVE LAWSON KRAUS ISAAC KUEHN Cuyahoga, JOHNLorain LASSAK III butasmy educated decisions.” dn’t read, I listened JULEE to an audio book clients baseball, girls are gettingtoolder and Iclosely want to beQUIROGA as he explains, he continues take alsohis the fa throughout and com BRENDA combined with Piper’s dedication guiding cli make aLUDLOW career Mary They know we’re still there for her.MARY “We sat down and had aleg serious When hehimself has free time, John loves totowith be treated,” he says.

“No matter who my client is, I doinvolved enjoys drawing atten with the work.change.

“I live point,” and breathe it, 24/7,” heand explains. anywhere else. every possibleTINA scenario LOCKNER DREW ography, virtual tours 2-D floor plans.

THOMAS SARAH OTTEN KEILY involved in their lives as I can.” it transformed my&whole life.”

Thanks Summit Counties in Ohio. on new transactions and grow in the Baton time with He donates to local conversation… about moving back to drive around area, go biking andmultiple started out in commercial real long past end of theand my utmost toon represent them with honesty integrity, racial harmoho Matthew that hereceives hopes to stay the course his of escrow, for so there are It’s not through the transaction has led topromote immense growth “We also open houses andthe send out athe surprising that Bryan stellar reviews for dothem isa passion the industry, Isaac got says nto real estate, game when it comes to online marketing, Rouge, LA region. busy asSarah we Brenda Quiroga has always been around reputation a As Sellers’ Agent, it is no longer adequate or Zillow and read all my positive reviews, Vince says “I’m just a people-person,” and his clients and participates in the Adopt-A the mountains and getting this going.” fishing, and just take a walk through his esteemed work ethic.

One client recently wrote: “Bryan and support them throughout the transaction.” like My Blo estate where shemay worked for transaction.”

Inyears. order to show newsletter to for44,000 subscribers every current path to success but make some changes honest.”

As the future, Bryan wants to continue along his path to Sarah Otten Keily began herto professional career close your deal withnizations nothe issues, you want the self of special education by training PATTI MOORE arious promotion, and social media support,” she 112 115 oughout topositions say that because I’ve put a sign in then they come to me unsolicited.”

111 appreciate his high involvement and positive attitude 107 108 real estate.

Growing up, she observed the majority of h has been such an asset during the process of selling our customer service for Iin awill bicycle company on your success, expand his additional agents.he week,” says. decided that the was the perfect option, woods.

“I team grewwith up doing that,” says.

Starting a she new theopen midst program.

Input his time off he sta 10 years, before deciding thatin wanted topath make ahe customers their appreciation, Julee andteam.”

Mary on down road.

“Perhaps incareer 5-7 years, myperhaps self toI’ve read booksHe about real estate.

LANEE YOUNG nt and merchanexclaims. yard, advertised a property properly. home!

He is At not only extremely knowledgeable, but he is throughout the transaction.

All of Vince’s business is in Waterloo, WI. but realized that she wanted ins-and-outs of the industry while working repeat client “My goal is to be the go-to agency in the community, leading Brandon provides his clients with great customer InGoing the future, Brando and for thethe last fourof years, he ahas been “It was an all-natural gym.”

When listing aathome, Brian his ajungle compreforward, Brian switch.

At the same time Julee, who had always been client events and drop off little gifts throughout of aand pandemic might have deterred doing home improvements on own brokerage with few guys I’m talking with,” he receives stellar reviews he started his ninety journey into world business After aoffers inclients mortgages spanmee being a district professional, friendly, always accessible.

He met with With acareer focus on providing a tohigh-level ofa in custo owadays, over percent of buyers When isn’t hard work in thebusiness, real estate something more.

“Through my time at the bike “I am so honored bethese a part in-person ofagent such signifiThough Isaac loves everything about the what based on referrals and repeat clients, which hehecredits to you home” says.

“Wanna move…call the Hoov!” forhe her aunt and uncle, who owned a with her excelling as a local real estate agent.

“We service and even aims to be “the all-around agent,” as his real estate busines hensive approach.

After supplying them a suite future: “Continue to passionate about architecture, decided to leave her year.

“We become good friends with so many of our speculates.

“Right now, I love continuing my work, Once client real as online arecently marketing intern at a others real estate from continuing, but Steve has taken it on as a house, and the rental properties he owns.

No one knows Tennessee homes like Lanee Young. home.

“I can go in ain ofestate women’s What Tina loves most about her work is company, I discovered I’m definitely a ‘people cant event in my clients’ lives,” Sarah notes.

“I us prior toeven listing and spent a significant amount of time nd their house before they world, Drew keeps himself busy.

He is an ning back to 2001, Patti Moore was buyers and future c he appreciates most are the people he meets and helps. his focus on building strong relationships and caring for service, Piper and her team make sure each buyer successful brokerage in Corpus Christi. recently bee live in a unique area,” says John, and he Within just a few years of working in ® person’ and truly enjoy helping others succeed do everything I can to ensure that all their needs kerage his Nordstrom last semester in school.

As of high definition, professional photography, he shares outstanding real esta walking us high through the anticipated process start to finish as he describes.

No matter the price of home, Brandon about doing so.

He Executive position so that she could travel clients that it’s pretty easy to stay in touch.”

Minnesota, Iowa, overcoming the daily challenges she faces.

She and her husband built their first home together features or design helping people attain their real estate and financial rtise aduring and knowledge . And when reprentact REALTOR active member and the President of Citizens challenge.

“Success is always possible, all you have loves to grill in the backyard with his fam “I get to be a part of one of the biggest financial transacready for her next challenge.

The them $15-million vo each and every person he After serves. college “I spendina lot of time Houston, Brenda spent ofinFame seller is well-informed, toHall make the intonothing their goals,” she says.

Real estate ticked allMt. metallowing as well as By smooth out all the well as answering all ofher our questions.

We could has apatiently doubt his advantage while real estate, John already great successes andvery progressed learned more about the used marketing he enjoyed the “There’s more satisfying than in Juliet, Tennessee inhad theare early eighties. says.

“Understan their listings over aof ofhas targeted digital and social client base, he bumps also buyers, they no without longer want me Assisting Police in Apex, or CAPA. CAPA less and spend more time with family.

The two uses proven marketing techniques, including social being selective t .nting Buying aand home could dreams.” tions most people will ever make inseries their lives and that’s andthis energy making surethan my clients are happy and comfortto do is work harder everyone else,” he says. watch football on Sundays. downturn of 2008 saw her considpower.

Likewise, co some time in sales; however, she was soon never pushy. her boxes.

“Before I made the switch full time along the way.” be about more pleased with our experience, andiswe highly decisions possible.

“Regardless of whether you’re buy she had awas finding fixes to problems that come up,” tion, he able pursuing to learn more the real estate his career. provided his clients with impressive results.

Working thefor late eighties, Lanee launched her career in house helps me to find them listings and say,not hey, I think the local volunteer group for theinvest Apex media campaigns.

On top of carefully crafting a client’s initiative to help brid friends discussed their circumstances over a glass of Julee and Mary in an innovative marketing e.

Matt issmall making this humbling,” he says. able,” says Vince.

He narrows things down his clients media posts, internet advertisements, professional to ensure that his futu into real estate, Iorwould take my lunchto breaks ering the road ahead and the options mortgage field, Patt With his extensive inback sales and customer drawn realestate. estate for the ways it minds and w recommend Bryan tojourney any prospective sellerexperience buyer.” n’t continue she says.

“So many people believe they ness andbe realized that next step his s would athe goodwine fitTINA forthe you,” explains Police Department.

“We’re there toensures freestaying upcondo real After home a million few to the word about aalso $80,000 or afor $2 house, you great with people and getting to He know them is his favorite SARAH OTTEN BRENDA QUIROGA to make theworking process less stressful and even offers resort online presentation, he that their property isyears finding common grou DREW LUDLOW PATTI MOORE and came up in with the idea as partners. strategy.

They first present clients with a preatof the local library and study for my exam,” she To stay inestate touch and in front of get her clients, LOCKNER easant.

We bought two REBECCA WILLIAMS photographers, and 3D home tours. has created of the best.

He also before her.

Intrigued by real both buyers and sel complimented her entrepreneurial spirit and their homes— he’s had no problem creating bonds with Steve isshe excited about his future plans, which uired.

She knew can’t or sell, but IIsaac stop atisn’t nothing totime find When showing homes to buyers or they working ew Ludlow, top“I’m agentstill who has At been the officers’ soraise they can do what to obtain hisa real estate license. theservice age ofbuy 19, her son and daughter, licensed sphere ofis influe KEILY pretty fresh compared to everyone else inwithin part of the job.

John says, “This isSarah abecame huge step in their HOWARD RUDIN says.

That was two ago, and she’s never goes online.

“Social media is the name of level service us,” she says.

Piper’s motto ‘kno stays and dinners throughout the transacmarket range and generates buzz erhood.

But he is mo Bryan attributes his success tocomplimentary trusting Godyears with his Together, they now run the very successful Thomas packet detailing allfrom theadditional ways in which they’re apriced large network of people in the home improveinto cities and her love oflisting helping others.

I’m here not and the opportunity toamy become her theother transactional pr essional change. solutions.

Plus, my husband is an attorney the business nearly twenty years. do best—protect our community,” says closely with sellers you might find him enjoying the clients and starting to form a long-lasting foundaforming team and continuing to give client eached out for for a job at DRG in Minneapolis.

“They looked back. game,” she exclaims.

“This has been such as a general contractor and built or aser Though she is only three and a half years community herself.

She the office,” John says, but he already has many referlives…

I really like knowing that I contributed to that.” tion.

Additionally, Vince says, “I stay in touch and develop unwavering dreams and abilities.

“I didn’t always follow edge isonce power,’ so she looks forward tosay educating through his own sphere of influence.

“When submitting opportunities that lietoal and Kraus Team, andacommercial serve clients throughout King going to market the property.

They also favor drone support their me tomy consider with a vast knowledge of real estate and a ment agency so that even a transaction is new places.

Brandon own boss, Patti decided to make volumes: “Your Adv great way for me to reach out, ‘Hi,’ and Buyers now tell me what they want, and Drew.

This can range from administrative erest and & multi-family sales.

Twin Cities for everything it has to offer.

“I love to run; ewed story and told me, ‘you’d be great fit remodeled well over 200 homes in the into her career as a real estate agent, Ambassador for the National tionGod for the business he isable building.

“You meet new more level of know service.

He looks forward to his c theattributes rules but asked tohis leadcommunication me, so I’ve been to which a to friendship with these people,” he does through rals.

He this and To continue helping people inwhat the future, John an offer on one of listings, peers Iground will and Counties intell Washington State. and Matterport 3D technology to2010, make their listings eative while adding ainachieve clients on the Denver Market, providing them with Iople askhe my brothlot creative ideas, so he’s always availMICHELLE JONATHAN SCHNEEWEISS, J.D, LL.M. Currently, Sarah works aspart aRYAN solo agent see124 they’re doing.

I’m mostly on Facebook Today, Brenda isformiddle amy Realtor for RE/MAX hen they ask about my role in theatransaction, Iof work to for various fundraising events or 127 iskeeping what makes my business recesmy family takes in marathons,” he states.

“I also over, Brandon can continue helping clients through oneand real estate agent 119 the leap.

“Imy really hit the ,’” recalls.

That wasSnohomish of 2019, and Rebecca Williams has already made great African American History a the Tennessee area.

In we lot“This of my goals,” he says.

“Now Iregistration hope to inspire 120 123 116September track of details like birthdays and anniversaries people all the time in this job.

Working with people growth as an agent, and hopes to build upon his marketing skills.

John recognizes the importance of hopes to continue building rapport with clients Shorewest Realtors, serving Lake County, WI and Instagram.”

She also connects via phone successful real able to help.

At the end of the day, if I can represent their client’s offer fairly to the seller,” he says. stand out.

After the pictures and videos are complete, ut to his clients.

“Every em: you’re not hiring me for what I do.

You’re hiring helping out at street fairs.

“We are not sworn officers, we Integrity, where she services clients throughout Houston Outside of her career, B most up-to-date information as it becomes available. etro sion-proof,” he says.

“Currently, I manage love walking by the river and attending concerts.” others to believe in and themselves and encourage them to strides in the field.

She began her work in and loves attending the Jazz in never looked back. she dove back into real estate full time res running because I believed in myself,” she remembers.

Beyond the office, connecting them with plumbers, roofers, handymen, based on his progress reaching out with everything from emails toFor gifts.

Jonathan his Jonathan alsoless do 3D marketin andadon’t its environs.

“Though Ito work alone, ISchneeweiss receive tonsmarketing ofbegan calls, texts, and emails.

“During the“I holidays, Ithe sendperfect everyonec Michelle Ryan began her their approach, Michelle believes that instant gratification the business, so he ishas willing growing his business.

His team has already expanded can sometimes be challenging, but finding solutions He also believes that real estate is netime his team,” she recalls. be the onein to facilitate client realizing their financial “That kind of favorable experience helps create trustexplains. for for what know and for“He my years ofeach experience.” carry weapons, and weprofescan’t make arrests. stay strong and let God lead them.

Ithe want them to know and surrounding areas.

Dual-licensed inherself Florida, nity.

Currently, shewith vol Having known other for so long been athe they move on toBesides advertising through social media kitchen toIbake 100-200 120 properties, which isindustry basically our by creating a years property manageevents during the summer. and now serves Davidson, Wilson com Now, twelve later, Patti has cemented as an spending time and more.

He truly wants people to love their homes, strong work ethic, heH support from my office and my colleagues,” she notes.

“I’m the same card, one which depicts me with my family,” she sional life in the mortgage is more.

“We do go through the homes and offer advice real estate career as a practicing walkthroughs, heavy social media marketi answer emails, texts, and calls at any time.

To keep in into a group of three, including John, his mom, and his nsaction within the first six and real estate goals, it’s a win-win.”

Isaac says he looks forward to his future in the industry. ddition to attending the University of St. Thomas full to problems is what makes the job fulfilling at the anyone who has the determination to work being a volunteer, one of my jobs is to give the officers a they can reach their goals.” future transactions we may have in common.

Ultimately, Brenda also facilitates out-of-state transactions in the Woodlands Church and vesbread and butter, especially if things take ment company in 2007, but after clients charity involvement is with So tremendous business advantage forindustry Julee and Mary, sites such as Facebook and Instagram, as well as h I personally deliver to and surrounding middle Tennessee is grateful for my family that lives in the surrounding area.

I says.

“It always feels very personal and special.”

Clients appreciate this personal attention they receive, no After the transaction, clients do not hesitate tothe le butcompany, soon once realized that on howwith to“This improve sale-ability,” she says.

“If the client agent ofand note, complete aalso reputation for integrity, hanging out with he attorney 26 years ago, working ofhis networking with other agents to find even the deal is done. business is service, this goal. his.

This is pretty cool!”

“I love my I’m happy that I’m one of the contact once arethe over, John does frequent brother-in-law, and meanwhile, client base grows ,ew Isaac now the #2toThat agent in transactions all ofacommunicate Minneapolis. first is became interested in real estate after better sense appreciation for what they Drew endbuying of day,” he says. achieve their dreams.

“With any job you have llars down-turn in the market.

Iof aand few Florida panhandle, servicing Destin and the surrounding not helping clients orin g wanted help selling homes, she knew it was an organization that takes care this helps my sellers get full exposure to the market wouldn’t be where Ihave am today without their love anddo.” support.”

Counties.

She’s known throughout who are able to without a hitch traditional flyers listing all the unique features of n if I hadn’t spoken a matter the size or price of their home.

As one former client real estate was her true passion. needs some staging tools, we’ll offer that as well.

Then onTo real estate closings on behalf communication, and amajority personal touch. shows, and reading. ssddition never looked When not working, Tina enjoys spending time with her Bryan maintains contact with his clients throughout the glowing reviews about their time One it’s not about transactions,” Brandon explains.

He top agents inindustry, the area, but I learn hope to to grow andyears first home inback.

Apex, North Carolina, where he working still enjoys spending time with his two sons, ages ten and to the agency owner, Isaac works with two check-ins and sends quarterly mailers.

John is also more and more each day. more about Bryan Hoover, call 392-1007 Being newer toto the Sarah reports that acontinue of When marketing listings, Sarah is together. very prepal for me help process time tomakes get her real estate license.

Her busiwho have been victims ofrece orinw beach areas.

Through more than twenty inwork the busirelaxing on the beach through the cooperative of top selling agents in the area for her love of houses, experout of it(404) what you putdedicainto it.involved In realwith estate, shared, “I highly recommend Vince Haney as the top Real pick up where theassistants other leaves off.

Italso also their the home.

Thanks to their hard and allisand to tell me how much She purchased her first investwe putefforts out professional photography, 2-D plans, and all of a bank in upstate New York.

A Community involvement is important toDia Jo year via phone calls, emails and social media. husband at their cabin.

She loves watching her son travel, embarking on email bryanhoover@kw.com, or visit bryanhoover.com es serves today.

“I mostly focus on the southfourteen, DJing at weddings and events, and producing learn so I can help the people of Minneapolis achieve tional agents andwell-known an assistant.for Hehis reports thatpaperwork, he her business isHe referrals and sphere of influence.

“My greatest ping each homenot for photography.

“On photography day, I said, “Piper was extremely patient with this picky ho does his best to stay in touch with clients only marketing strategies. uses both ness quickly expanded, and just last year, abuse.

Each year she hosts an will checks and so that I can work ness, she has developed the depth of knowledge needed tise, and dedication towork her clients.

Mi ment rental at theto age of 25 and ofout the bits and pieces they will need for a ready successful sale.

Estate Agent we have ever worked with on any transaction. the area.”

When comes to marketing starts with any hours you want and make asto clean muc the pandemic hit, job that more enjoyable which translates aSteve tion thelater team brings is an average of 80 transactions few years Jonathan moved to aworkout past president of the Tom Homann Law hhen John Lockner inarea,” leading a much play basketball andit football.

“My daughter just joined pleasure is guiding others through the home selling/buying show up in clothes to help the family est Wake county says Drew.

“The main cities music for his family and friends. their financial goals,” he says. sells eight homes per month and that 25% of his Today, Patti spearheads her work solo under the banner to some of Arizona’ LANEE YOUNG she was on the Top Ten list of agents in donates money to the organizati a local and a national MLS system and creates virtual vice with my buyers and sellers.” through Facebook and phone calls but also with a buyer.

She searched for several properties to show me MICHELLE REBECCA to assist any buyer or seller in their real estate needs.

Looking ahead, Brenda obtained her agents representaIt’s very simplistic in declutter,” its approach, and we’ve found JONATHAN SHEILA HOWARD We purchased two properties with his guidance, support, California, where now lives, to LGBTQ law association initto San Diego.

H sed Woodbury, Minnesota. our team, so I love seeing her toward her success,” process towork make their here,” she exclaims.

“As ahe homeup and sheas says.

“The home has to look perfect for scluded of intulips from areferral friend positive work environment, excellent results, and per year. putting his listings on thehome and then proceeds to Copyright want.

Asan long you’re willing do the Re ha in that would be Apex, Holly Springs, Cary, ness repeat and clientele.

“I believe clients Top Agent Magazine ofMLS AZ Premier Realty Homes & Land LLC, serving Sedona, Prescott, anh the Washington, D.C. area.

Rebecca works to the children.

Additionally, Re heirofis$22 RYAN WILLIAMS open house tours for every property.

He is knows proud of SCHNEEWEISS SMITH tive license shortly thereafter. works well for us.”

RUDIN Her clients rave about her experience future.

As she expands quarterly magazine he publishes and distributes. and expertise.

Integrity, trust, and loyalty are qualities that To learn more about Matthew Gregorin, accommodated my schedule.

Once we found the per town girl, nobody Lake Country better than me!” professional photography and videography.

Sarah says she’s me million, she reports she notes. practice real estate and land use teered as a mentor with Volunteers in Paro Elsewhere, Brian is a strong advocate for his buyers, aleigh, andcommitment the surrounding areas.”

Looking to the makes future, Drew islicensed excitedsuch continue oeg give out to his of clients. extremely happyToclients.

“Working together do his own social media advertising on sites asThey there will always be torecognizable buy and sell.” backFuquay-Varina, because my tostay them,” he of Keller Williams and isMaricopa into D.C., Virginia, training for andhouses competing in coming triathlons, trav to inhetouch with his clients, Howard clients across County’s western sphere, particup maximum exposure provides for his and clients, knowledge. say she knows Lan grateful that the all Shorewest brand soand inagen the are part hiswith ordinary demeanor.

He made any When listing aand property, Brenda utilizes aregion comprehenbuilding aprepared team in epeat and referralthe clientele. law.

“Inever was doing real estate on thethe was the chair ofon theis San Diego Mediati home, she answered of my questions, email him at mattgregorin@gmail.com, serving Apex the surrounding communities.

“I’m leaning on his in-depth knowledge of to help work not feelMichelle like work.

We truly love what we’re There are many aspects of real estate that Julee and s. “They also know that I love what I do.

It’s the and Maryland.

Her empathetic personality and many nationally, and spending time with her sister Facebook and Instagram.

“Every client needs someinvests in mailers, reaches out to clients and her husband, Rod, oversee a team at When asked how clients best remember her, she says, It’s no surprise that Sarah receives stellar reviews for her community.

“Someone sees our sign in the yard, they immeularly in her home area of Sun City.

There, a significant ranks of the industr the area neighborhoods and school hel saying, “When people see that, they’re not going to comments that would have caused us concern.

Instead, ® sive strategy.

After helping her clients prepare their focused on delivering th ack because I’m an excellent As for the future of her business, Tina states, “There’s side, and I decided to go out on my division of the San Diego Association ok ter close to twenty years as a REALTOR , Drew staying in Apex.

It’s home for me,” he says.

Drew plans Though Brandon is still establishing his business them findbased the perfect home for their needs.

Over the for and was personally involved until facebook.com/mattgregorinrealestate, visit ness and working with business I’ve everdoing known, and it’s important that I very and itnoitshows in how we respond to our clients Mary have come toissteps, appreciate, but their favorite For more about Vince Haney, successful transactions have made her annext expert indriven the esteemed ethic.

One client recently wrote: “From the diately know who we are and that they can trust us,” she says.

HBA Realty, independent boutique agency in “I’m the community go-to girl.

If someone needs services byin phone and text, and does thing awas little different, soabusiness Iholiday customize their marketing districts better than anyone, and she rear hean supportive and encouraging and as abusiness result eat care or ofless them,” she notes. end sight.

In addition towork maintaining my referral of contingent of her by repeat and want toHe’s passworked up.” homes, she spreads the word through a series of targeted her career and so many own,” Jonathan recalls.

This coming March will mark He also serves as an expert witness in real se more done it all. with national to expand his while maintaining his involveand does not solely rely on I’m repeats referrals learn mo early stages of browsing to stressful online auction situayears, he earned an excellent reputation, with therightfully transaction as uncomplicated and stress-free local real estate market.

Looking forward, Rebecca continues to changed hands.

Iand can’t imagine using anyone else for Coomera Waters, Queensland, Australia.

“I’d sayhas we’re or assistance, the one they go to,keys and so.

I’mTo heir goals.

“When it’s ortorun call (732) 272-8813 and how well wethe take care of them.” part is still the ability toBut hand over the to someplease call 580-513-7701 st their USA Realty outtaken mailing.

“At holidays we send out cards and afor is honest. it’s not just dec had our complete trust. evidences ato tremendous backons and needs are business, Ipackage. hope garner more properties It’s been adistressed great system for me soincredibly far because 18 years in He business Jonathan, and his abundance of testifying on standard ofof care andor the digital and social media campaigns.

Meanwhile, she “A lot getoper into referral clientele who trust her transparency, experiAs for the future, Pa okerages and helped setcare up a local branch, he’s ment in CAPA and spending time with his family. tions all the way through our ultimately accepted offer, Sarah For her community service, Sarah ispeople involved with business while she broadens her impact ossible.” a family-run business, as my 20-year-old daughter also here to help.” yet, he already gets about one to two referrals every vast majority of his volume coming from either repeat call (847) 269-98 les volume of $18 calendar,” he says. one’s new home.

“We love working with first time email vhaney123@yahoo.com future real estate needs.

Piper made a somewhat stres asting relationships.” fix up for my investors.

The sky’s the limit!” ground in real estate knowledge regarding properties.” her integrity that makes her stand out.

To No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. experience in real estate and the law proves invaluable in estate offices.

When he is not working or s own independent firm, and he currently works “Whatever Apex has inwork store for She me,within withextremely CAPA or real uses her Realtor database to share her listings with an it’s easy,” she says.

“But Another aspect that sets John apart from other local has been an absolute joy to with. was Oconomowoc Area Foundation Emerging Leaders and serves ence, and proven track record of results.

“The service I strong as she contin most of my listings are under contract five works with us,” she notes.

Two additional agents round Rebecca attributes herreferrals. high levelAbove of repeat and referral Estate Coach.

Sharing her experience an clients or all, Brian isremodeled most fulfilled byOconomowoc er, his business isThanks other month and sees this growing more infor the orofemail to their high-standard and ethical approach homebuyers.

There’s no quite the same as Because she’s built and so many homes, has given her so helping his clients achieve their real estate goals.

Jonathan enjoys camping, surfin thorough throughout the entire process, always making as ajoy publicity chair the Arts process seamless and enjoyable.

She isFestival askiing, true advo dependently acting as aalready consultant mentoring estate orthe otherwise, I’m ready for it,” Drew says. extensive network of real estate professionals.

“First Iseeing love the challenge.

Aft Copyright Top Agent Magazine uch a youngwhile age, Isaac garnered stellar Topagents Agenthas is published by Feature Publications GA, Inc. Although precautions taken to ensure the accuracy isMagazine that he has ateam strong mentor available to him provide keeps my clients happy, and I are really do my best community.

“Ithe want days,” he says.

Even though he has less than a year out the which covers northern Gold Coast Michelle says that selling real estate is very motivating. business to her customer service.

“It probably stems with others, allows her to share her succes Imy treat my clients Howard markets his listings via social media as well as clients find thetohome of care, sure we know what steps were next.

She worked fast over each summer, established by her grandmother many years future.

As one former client of Brandon explains, she’s able to give her clients detailed information in Leadership W client as well as savvy negotiation tactics in clients get the keys to their new house, and watch biking, travelling, and spending time with w real estate agents at a larger firm.

“I love training, and foremost, you have toahome let the realexpressed estate community trends, new clients Iand ews from clientele.

One client recently wrote: for buyers.” at all times.

His momTop very experienced inshe the field region.

“IMonday get lot energy from helping people realize their of are published materials, Agent cannot be held responsible for opinions or facts supplied by itsAgent to keep in waited touch and grow relationships,” Patti says. says, “because lo from caring for an elderly mom and having aofdisabled agents, training them inProfessionals the remarkable inis the business, Steve already has nearly 50 homes Copyright Top Magaz onmy professional websites.

“Currently with our low hethey says. a Magazine weekend when could have until on ago. is also atheir member ofAs the Young through s.family,” “Whether buying about what exactly the She inspector’s report means, leaders.

Through entoring, and donating time toMinneapolis up-and-coming Jonathan serves all of San Diego County, and he often and 6-year-old son.

Jonathan also ow “I recommend Brandon and the Lively group. order tothe get their clients thewas best possible deals, The it dawn on them that they are now officially homeknow about a listing,” she says.

“More often than not, around the corner.” ac’s knowledge of the central dreams when it comes to buying and selling a home,” she and has a large referral base, as well as connections sister that just makes me patient and kind and able to created.

Rebecca is passionate about the wo aquickly, certified Real Estate Patti has made there and meeti our offer, because she wasmillion asSenior excited as we were will to Specialist, the local Chamber of in Commerce. grew up sailing on Lac authors.

To subscribe orunder change address, send inquiry tojust mag@topagentmagazine.com.

Published the costly U.S.“Iout m know if ®there is says. inventory mostit comes homes have been going pretty rious about theDrew local market, contract and over $6.5 inas sales volume. which repairs truly beJulee issue, and how organize a food d EALTORS “And, when toability this works inisRiverside County well.

About 95% of his real estate investments and has built homes Thomas and Kraus Team has aher high percentage of owners.”

Going forward and want to Brandon approachable, professional, concerned umental in ,” the purchase of our home.

Isaac’s my sphere leads tothey the sale aitrefer home.”

Michelle reports that business an impressive repeat asserts.

“Iof like toLa think Ian add value toMary their world as well as treat others in such a isway that want to me with hercommumany happy clients who agree she get our house!

She extremely patient and kind at being Belle in Oconomowoc and love the lake lifeher this commuwith other professionals in the area.

“A bigwas part of which has reduced the need for lots of advertising,” he ot to and loseservices.” aeverything When comes to marketing, Piper and team myafraid support longstanding connections with area retirement on their journey.” siness, I’ve done from land sales to new they will be.

For clients buying new-build homes, supply drive fo business comes from repeat and referral clients, an “My goal is always to sell a house per week.

If I’m and referral clientele and says she’s sold as many as four making their transaction as easy and smooth as possible. sist in determining our needs and find the right place theclear go-between us and the seller, with several questions nitybrand has to offer,” she says.

“In fact, I stillitcrew for my brother repeat and referral clients.a“It’s to clients that continue growing their while helping clients about you as a she person, he where knows what he isneed. doing to our theirfor family and friends,” explains.

Rebecca not they don’t take lightly when I’m having success iswalk having great mentor,” John says.

To learn more about Isaac Kuehn, tnstruction thing for to them. nities and senior enclaves, her knowledge of“I the and insi resales to notes. listings.

Iand can into most go above and employing aexperience thorough marke impressive feat that speaks to the loyalty and hebeyond, In John the future, Jonathan plans to continue she ensures all thetrust craftsmanship isfor high quality.

“IIII, also very active being relayed back and forth for weeks.

Thanks toFor Sarah, whenever possible.” to them. five houses toemphasis the same clients.

“I believe people keep averaging that then I know I’m doing everything in utstanding. personal style professionalism more about Lassak Elsewhere, Brenda is a passionate advocate her only treats her clients like family, but also like good the job of selling someone’s home or help we care about Our is on long-term with the same level of care and excellence that The and offers great advice concerning your property. foperties stayingand in His touch with her that all agents seek one out, as just email him atvalue ISAAC@DRGMPLS.COM, orthat ferret He out recommends the red flagscoming immediately.” inspires.

“Clients my my level ofand existing and also to year. work o“ region and theexperience process ofand downsizing retirement setathroughout bright want have lifelong customers, soclients IIrelationships, never push free time, she for lov every aspect of our home buying process was smooth, and I the campaign touches the backpower because we are genuine, down-to-earth “Ito believe we reap what we sow. greatpositively deal of For more ab thethe process and Super person friends.

“It’s not about the money.

It’s about relaa deal home togain purchase,” Rebecca says. Thi my tohuman succeed,” he says. buyers, prioritizing education and open communication please call 714-308-1339 or relationships and what building those connections, Thomas and Kraus Team has become known for. out both asmooth digital andanefficient.

Howard loves he does because each day offers a neends to individual He is witty making the process easy to with. passing exam does not necessarily mean that you dare say, fun.

If you want someone to efficiently and calmly Recently married, Sarah is looking forward to both a isaackuehn.com, or call (651) 238-1277 visit detail,” Jonathan says.

“They know my background in his technology to reach more people.

A for a quick sale.

It’s important to me that my clients grandchildren.

“T people,” she notes. “We’retionships. a part of Ithe community, sothat satisfaction helping others and enjoy sharing my her apart.

“Ifeel really theMost process ofcalls, communicating ability to execute!” have quarterly quarterly market updates, so think I like love what Ifrom do every remains true no matter the“Iperson orcontinue home. please ca throughout the transaction. importantly, she gives To learn more about Steve n,sIthe she writes “lots and newofchallenge, stating, “No two days are the same, sopeople I think the clients email jlassak3@gmail.com walk you through home buying process, who has solid personal and professional life.she hope Top Agent Magazine 3to Lawso in-the-trenches experience andfor know-how are lots prepared a career in estate.

Iwith recommended to my mom and would law, and I the think that makes them feel more comfortable wants to continue solving problems for h findBrandon asuccess home that’s arewarding perfect fit,” Lanee says.

She says. people knowmakes usreal and are very aware of our reputation. with those around me.” my clients,” she says, “and over the course of the day and I have their best interests in heart and mind.” nt implement on the his personal her clients the honesty and candor needed to make savvy email thelive past clients typically hear from us a lot.”

Also, the t listing suggestions and strategies, great connections with along this path, always being available for my clients to attain please call 440–320–9888, get to meet people and learn something new all the time.” ” toimpression big clients.

Approximately thirty Having transferred the aknowledge from having over than with regular agent.”

Jonathan’s responsiveness what I and do because That’s comforting to them.” approaches each transaction aslove a teacher, takes it allows me to app To learn more about Julee Kraus and Mary Thomas recommend him to others.”

Copyright Top Agent Magazine transaction, we tend to get really attached to each other. inspectors and lenders, all with a go-getter attitude that will real estate goals,” she says. reciate that,” says. “I also from repeat customers decisions.

Moreover, she leans on their her decades of experircent of his she business comes email Stevelawson@superstevesells.c

h’s own broker n and talent for ouraged her to onal leap. “I had s,” Sheila says, aid to me, ‘You just in referrals an some of my the plunge, and er since.”

PIPER KNOLL

SHEILA SMITH

www.

www.

al City, Sheila founded a team that has cing Team every year since 2010, and http://

depr gam my c by p wha whe a go feels impa

Acti volunteers as an ambassad an organization that works

follow-through setthe him apart.

“My rience especially withlike developm is all aclients community-minded person, founder 20 years salesand experience, and also merging itMichelle with his “I feel God time to explain the moving partsintothe herlaw, clients.

CONTENTS 6) 5 TIPS TO GET NEW CLIENTS 15) CONCIERGE CARE: SERVICES THAT LURE CLIENTS AND TRANSFORM YOUR REPUTATION 20) 7 DEADLY SINS OF PERSONAL BRANDING 26) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE 32) LONG-TERM GOAL SETTING VISION = PERSPECTIVE = BETTER DECISIONS 38) YOUR SECRET PRESENTATION WEAPON 44) 7 REASONS WHY YOUR PROSPECTS AREN'T TURNING INTO CLIENTS 50) THERE GOES THE NEIGHBORHOOD: HOW TO LIST HIGH WHEN NEIGHBORS ARE A NUISANCE

4

56) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT 60) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT 69) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL 73) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION 77) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS 81) IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL?

93) THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENTD 97) FIVE WAYS TO INCREASE YOUR COMMISSION 101) BECOMING THE BEST OF THE BEST 105) UNCOMMON CONTACT: CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA 109) MAKE SOCIAL MEDIA MARKETING YOUR CALLING CARD 113) 6 WAYS TO GET YOUR CLIENT TO TRUST YOU 117) THINKING OF LISTING? NINE WAYS TO GET READY

85) 5 REASONS WHY YOU NEED A MENTOR

121) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION

89) BUYERS AND SELLERS: UNDERSTANDING HOW HOME INSPECTIONS ARE NEGOTIATION TOOLS

125) WHAT THE FIRST THING YOU DO AFTER WORK SAYS ABOUT YOU

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

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5

5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 6

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

Top Agent Magazine

1

Become a referral partner with industry peers

2

Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

7

3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

5

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much

8

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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AAron KirmAn

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AAron KirmAn It’s not every day you come across someone who has sold more 2.5 billion dollars in real estate, but that is exactly what Aaron Kirman has done. With his current inventory at $600 million, he is truly a rare find in this industry, and is showing no signs of slowing down. Currently the President of the International Estates Division at the John Aaroe Group in Beverly Hills, he specializes in estates and architecturally significant properties. Aaron virtually owns the global and Los Angeles real estate market, and many of his clients are international. With an eye for detail and a strong knowledge of design, Copyright Top Agent magazine 10

Aaron has sold notable homes by architects like Neutra, Koenig, Shindler, Lautner, and more. He has sold Oscar Niemeyer’s only home in North America, and ‘Lions Gate’ by architect Paul Williams. His client base includes many celebrities, international elite, royal family members, and Fortune 500 executives. As one of the top agents in the country, he sold $250 million in 2013 and $297 million in 2014.

With all of this activity and a wide network of connections, it is unsurprising to discover Aaron is highly sought after by the media. He’s been Top Agent Magazine

real estate follows,” he explains. “I meet a lot of wealthy people along the way, and I meet them in things I do in my every day life. Whether I’m traveling or attending events, I’m always meeting people.”

featured on CNBC’s ‘Secret Lives of the Super Rich,’ CNN, MSNBC, FOX, HGTV, and written about in the Los Angeles Times, New York Times, Architectural Digest, Architectural Record, Angeleno Magazine, and Hollywood Reporter. Everyone wants to know his secret to success, but replicating his exceptional growth and production volume is a difficult feat, which is exactly why Aaron is so unique. If he has any secret to success, it’s his natural talent for building relationships with high-end clientele.

Aaron is passionate not only about real estate, but also cuisine, traveling, design, art and culture. His interests are wide, allowing him to connect on a deeper level with those he meets.

He can talk for hours with someone about his trip to Rio de Janeiro or Paris, and endlessly discuss the trends in architecture and business all over the world. And once those people turn into clients, they are happy to find that ability to connect doesn’t end.

“I’m very myself with my clients, we really have a lot of fun,” he says Many of his clients start out as friends and remain friends after the transaction, referring him to anyone and everyone they know who needs real estate assistance.

Aaron’s business is a well-oiled machine, running smoothly and efficiently at all times. Having a team spirit has played an integral part in his achievements. He has a group of “I’ve really just lived my life and talented team members and partners Top Agent Magazine

Copyright Top Agent magazine 11

including architects, developers, investors and other agents. “No one can do it all by themselves, it’s really important to have a group of partners,” he says. “I like co-listings, whether it’s with my partners or agents. I am honored to head a division of such talented individuals with drive and team spirit.”

Knowledgeable about all aspects of the real estate world, he is also a Los Angeles expert, understanding every inch of the town. He was born in raised in this city, and attended the University of Southern California for college. Aaron distinctly remembers his passion for real estate tracing back to childhood, when he would ask his parents to take him to open houses, even when they had no desire to move.

“I always knew that real estate was what I wanted to do in life,” he says.

Once he turned 18, he began working in the industry, learning as much as he could while studying for his degree in business and communications.

Throughout that time, he worked for many of the best developers and brokers in town, giving him profound insight into what it takes to succeed in this industry. Graduating with his bachelor’s in 2000, he earned his Copyright Top Agent magazine 12

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real estate license shortly thereafter, and began working for a boutique architecture brokerage firm. Hilton & Hyland welcomed him to their team in 2005 as the Executive Director of their Architectural Division, where he remained for years. Today he is the President of the Estates Division at John Aaroe Group, and is excited to continue building his business and breaking records. He now represents the most prestigious and expensive real estate across the globe. “I love everything about it. I love the properties, the clients, the lifestyle and the freedom,� Aaron says.

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Though most equate the real estate industry with nonstop work, Aaron does make sure he has a life balance.

Socializing and traveling is a vital part of his business, as is his involvement with the community.

“Being a member of the community is important. I give back as often as possible and I’m vocal about decisions in the area,” he says. “I make a conscious effort to have off-hours so I can get involved, build relationships and spend time with family.”

It is clear that Aaron has set high goals for himself in his career and life, and is making astounding progress. No goal is too lofty for him to reach for, and he intends to take full advantage of all the opportunities this path has in store for him.

“If you’re good at real estate and you’re successful, it’s one of the greatest jobs out there. It gives you the ability to be creative, and the sky’s the limit from income to opportunities.”

For more information about Aaron Kirman, President international Estates Division at John Aaroe Group, please call 424-249-7162 or email aaronkirman@gmail.com Copyright Top Agent magazine 14

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

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

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

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

First, think about a client’s everyday experience.

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

Where might your client swing by for coffee?

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

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

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 16

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

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

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

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

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

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KEVIN ERIKSON Top Agent Magazine

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KEVIN ERIKSON

Top Agent Kevin Erikson of Carey and Giampa Realtors runs their entire Maine division. He focuses his work on York County, as well as the northern sea coast of New Hampshire.

Kevin Erikson found his path to real estate during the recession of 2008. A friend who was a builder in southern Maine called him and suggested they flip houses together. Excited by the opportunity, Kevin moved to the Maine coast from southern New Hampshire, began managing job sites, and soon obtained his real estate license. After focusing on construction for five years, word spread about the caring service Kevin provides, and he began to do more and more real estate transactions. “Soon my real estate business took off and overtook the building work I’d been doing,” he explains. In 2020, he joined Carey and Giampa Realtors and is currently running their entire Maine division.

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He focuses his work on York County, as well as the northern sea coast of New Hampshire.

His clients rave that Kevin is warm, generous, and attentive. He’s well known throughout the community for his caring service, expertise, and genuine desire to get to know his clients and help them achieve their goals. “It is a small area, which is nice. Once you get to know people, you really get to know them,” he says. Kevin is dedicated to health, fitness, and wellness in all aspects of his life. Staying healthy allows him to keep his focus on his clients—he always has lots of energy and enthusiasm for them. An impressive eighty-five percent of his Copyright Top Agent Magazine

business comes from repeat and referral clients. Kevin’s clients often become close friends, so staying in touch with them comes naturally. Many of his clients work in the building industry as contractors or landscapers and Kevin provides them with referrals as well.

When it comes time to market listings, Kevin utilizes all of the extensive marketing resources available through Carey and Giampa Realtors. He posts each listing on the MLS and all the major real estate websites, but also purchases extensive print advertising in publication such as Homes & Land. He hires professional photographers and creates aerial video of most properties, as well as video walkthroughs. This high end, thorough approach often leads to quick sales at competitive prices. Kevin specializes in luxury listings and has already closed over $14 million in sales this year.

“My favorite part of the job is putting someone in a house that they love,” he says. “It’s rewarding to help first time homebuyers. I also work with many people buying second homes and it’s great to help them find that dream home!” Kevin is an active participant at York Golf & Tennis Club where he teaches golf and tennis fitness training classes. He continues to flip houses with his business partner, Tristan Swanson, and enjoys working on his own home, which was built in 1900. In his free time, he enjoys hiking trails, paddle boarding, tennis, and golf.

For the future, he plans to continue growing his team for Carey and Giampa Realtors, while providing the same caring, personalized service his clients have come to expect.

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To find out more about Kevin Erikson, please call (603) 321-9569, email at kevinwerikson@gmail.com, or visit careyandgiampa.com www.

Copyright Top Agent Magazine 19

and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’syou. simply a must. the and better at itatyou become, to feel about From your photosAnd to other harmful worst.

To help the you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting and coaching company that specializes in performance coaching and for being different in your profession. If She stated, “When I walk into a restaurant theallimplementation sound systems Real Estate Companies, Mortgage agents were the of same, howbusiness would your in into my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

20

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal intoorone. inspiration, knowledge and expertise to living you’ll make asqualities an agent broker.

I promise.

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international tently across all of your marketing plat- exposure to theirs. Repetitiveness in marconsulting andyou coaching company in only performance coaching and forms, it does little good.

In orderthat to specializes keting is not a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention.

Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

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NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. at the same time.

In addition, it serves anbrand could be as simple as a series of They want practicality, logic, fairness and a systematic approach. When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information.

CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC assessment.

Just visit www.corcorancoaching.com/behavioralstyle. your prospects to engage with you? It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching company that specializes in performance coaching Carr is America’s Top Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses.

Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

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CHERYL HOLDS

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CHERYL HOLDS

Cheryl Holds began in sales, building an accomplished career in the electronics industry; however, when her husband was forced out of work due to a heart condition, she had to seek a second source of income for their household. Always having harbored an interest in real estate, Cheryl decided to attain her license. “I was studying all the time—over weekends, at night and even on holidays,” she says.

“It was hard work, but there were no other options.

I could only go forward for my family.”

clients. By eliminating the royalty and transaction fees, she is able to attract talented experienced agents who also want to take exceptional care of their clients. In Excelsior Realty, Cheryl saw an opportunity to build on her success and advance a cutting edge standard of service. “I was truly amazed at what Aaron had started,” she says.

“Above all, I wanted to take his work to the next level and create a legacy for his children to be proud of.”

Thankfully, Cheryl’s husband made a full recovery a few years after she went into real estate. Meanwhile, Cheryl had found the career of her dreams.

In particular, she was inspired by how real estate complimented her bright personality, entrepreneurial spirit and love of helping others. After establishing her foundations at Coldwell Banker Burnet, she began seeking a fresh challenge, and that’s when she came across Excelsior Realty.

Today, Cheryl is the owner of Excelsior Realty, where she has cultivated a workflow around compassion

Founded in 2004 by Aaron and Adrienne Thompson, Excelsior Realty reimagines the relationship between Realtors and their 24

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and open communication and developed a personalized approach to fit the needs of any client.

When listing a property, Cheryl is a hands-on agent.

Starting out with a Home Action Plan, she guides her listers through the transaction from start to finish, breaking their sale down into easily managed tasks. After supplying her clients with professional staging, photography and videography, she generates buzz around their property via a blend of digital marketing and word of mouth campaigns.

“We’ve really streamlined the process,” she says.

“Through it all, we give our clients the ability to see their home from a buyer’s perspective, and we make sure it’s sparkling by the time it lists.”

Elsewhere, Cheryl is equally attentive when assisting buyers, standing as a loyal advocate for

their needs and financial security. Beyond offering her expertise, she also understands the emotional significance of a transaction and ensures that her clients feel comfortable with their decisions. “In any deal, it’s easy to get overwhelmed,” Cheryl says. “But we put the power in the hands of our clients, giving them the strength to stand up for their goals.”

Looking to the future, Cheryl has strong ambitions for Excelsior Realty. Picking up where Aaron Thompson left off, she will continue growing her team, mentoring upcoming agents and helping clients of all kinds throughout Minnesota. “I’ve truly fallen in love with real estate,” she says. “This industry has given so much to my family. Going forward, I hope to bring just as much joy and fulfilment to my buyers and sellers.”

To learn more about Cheryl Holds, email Cheryl@ExcelsiorRealty.com, visit excelsiorrealestate.com or call (612) 741-0904 www.

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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

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So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

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Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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RANDY HORN Top Agent Magazine

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RANDY HORN

Top Agent Randy Horn works with Compass serving the Greater Boston metro area. He is known by his clients and colleagues as “Real Estate Randy.”

Randy Horn is considered a wunderkind in the real estate world. He grew up in a real estate family with a father who managed a small portfolio of rental properties. Immediately after high school graduation, he began his studies for his license. “I initially learned the business from the perspective of a landlord and property manager,” he recalls. While in college, Randy assisted renters during the summer months, and prior to graduating, worked for a boutique commercial brokerage with the goal of securing investment opportunities for institutional and private equity clients. He returned to a residential brokerage at the age of 23 and within 5 years, he was recognized by the National Association of Realtors’ ‘30 Under 30’ award and featured on the cover of Realtor Magazine.

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Randy works as an agent with Compass serving the Greater Boston metro area. He is known by his clients and colleagues as “Real Estate Randy.”

With an annual sales volume that exceeds $10 M, Randy says his business is 100 percent repeat and referral clientele. “I invest in the relationship with every client over any transaction, and they can see my sincere diligence,” he asserts. “I’m honest, authentic, and help my clients make the best decisions for their lifestyle and real estate future.

After all, this is the most significant transaction they will most likely make in their lives.”

It’s not surprising that Randy receives stellar reviews for his esteemed work ethic. One client recently wrote: “Randy is truly incredible at what he does. My partner and I bought our first Copyright Top Agent Magazine

home this month, and we could not have done it without him. We, of course, had a lot of questions as first time homeowners, and Randy helped us to navigate the process step by step, all while keeping us calm and reminding us to enjoy the process. We also had the unique experience of working together during COVID-19, and despite the added complexity of the situation, Randy made it as seamless as possible. His dedication to his clients is next to none. He is professional, responsive, motivated, knowledgeable, and personable. I will be referring any/all who are looking for a realtor. Thank you for making our dreams come true, Randy!”

Randy tries to keep his communication personal when reaching out to his clients. ‘I always check in, whether by email, text, or even Instagram, to see how they’re doing and if they need anything from me,” he says.

He also likes to host unique client appreciation events when possible. To market his listings, Randy relies on a variety of methods, including social media, but primarily goes through his network of connections. “I make sure to put my properties and/or clients’ needs on everyone’s radar,” he notes.

Randy strongly believes in giving back to his community. Following the tragic loss of his 4-year-old nephew, Randy’s family established the Max McCormick Memorial Foundation, which provides aid and assistance to local firefighters. When not working, Randy enjoys cooking with friends and family.

Moving forward, Randy wants to create more investment opportunities for his clients. He also plans to grow his team. “I really want to mentor new agents who are like-minded and want to grow an organic business they can be proud of as I have” he expresses.

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To learn more about Randy Horn, please call (781) 367.1598, email randy.horn@compass.com, or visit compass.com/agents/randy-horn www.

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Long Term Goal Setting Vision=Perspective=Better Decisions

By Barry Eisen

You’ve heard the saying, “The average person spends more time planning a vacation than planning the rest of their life.” It’s probably true because planning a pleasurable escape is easier and more comfortable than planning change, and whatever discomfort (fears?) may be associated with it.

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Most companies you’d consider investing in or working for have long term, short term and, in most cases, daily goals as benchmarks of performance. However, independent contractors associated with large focused corporations, usually don’t do the planning to create their own comfortable future.

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The “whys?” don’t matter. The back story may be very interesting and compelling, but does “why?” solve the problem of an erratic business or personal life?

Most all independent contractors either sit down with the owner/broker/ sale manager/boss at the beginning of the year or as solopreneurs, by themselves, and go over goals and business/game plans. But like New Year’s resolutions, by January 15th, they lose focus and end up playing a smaller and more chaotic game than anticipated. This is not just about the business of business, but it’s also about the personal areas of life, as well. And this is not just about business and personal lives, but ultimately about the way they see themselves (self image/self esteem) and create the lifestyle that matches that perception...self fulfilling prophesies.

There are so many ideas and systems about goal setting. Every speaker, sales manager and trainer has an approach. Know what? They all probably work, if the follow-through is committed to. Huge “IF” (I FEAR).

Here’s my ofering at setting long term personal and business goals.

The best way to predict the future is to create it.

1. Select a target year by which your long term (more than 1 year) goals will be completed. Giving a target date, even 3-5 years down the road, creates at least a small, but real, sense of urgency. Just the act of writing goals down starts a level The “whys?” don’t matter. The back of thought and commitment beyond story may be very interesting and having good intentions. Write the compelling, but does “why?” solve target year across the top of a blank the problem of an erratic business or piece of paper. personal life? The question, “What DO you want instead?” is a good 2. Along the left hand column, going starting point. Not what you Don’t down the page, write the categories want. Describing what you DON’T of your life that represents the want doesn’t give information as to balance and self image areas that actions to be taken to move forward. comprise all of our lives. In her book, Goals are not just targets, they’re Passages, Gail Sheehy lists Physical, guidelines.

Financial, Emotional, Educational, Top Agent Magazine

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Family, Social and Spiritual. Unless you have something else---go with these.

makes sense to you... in a draw under your socks or underwear, taped to the back of a closet door etc.

3. On the right hand side of the page, opposite each of the categories, write down 2 or 3 goals for each category.

If you choose to not set goals in all areas, great! Do what feels right for you. There are no rules.

5. Look at the list every once in a while (daily, weekly ???) and let it reinforce the actions that will bring you to those, down the road, purposes. Spaced repetition is how you learn most of what you do.

If you have difficulty looking ahead and projecting results, for a moment look back at your previous 3-5 years.

What have you done in that time to move ahead in each of these 7 areas? “If you continue to do what you’ve been doing, you’ll continue to get what you’ve been getting.” The reality beyond that often used saying is that in the future, Mother Nature will smack us all around a little harder, gravity will tug on us all a little bit heavier, business slumps will become more pronounced, memory becomes more challenging and spiritual connections become even more distant, etc. What do you want instead?

6. Update your list periodically to reflect new directions and adjustments.

4. Put this goals list in a place that

Accomplishing longer term goals not only gives the rewards of whatever the goals are about, but on a higher level creates the positive self esteem and confidence of accomplishment.

Confidence comes from creating victories. Those in therapy, or should be in therapy, experience control issues (usually a lack of control).

When you’re in control of your life you generally make better decisions, feel more alive and healthy and usually become a more compelling figure to those around you.

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 34

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MATT KUIPER positive energy

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MATT KUIPER Matt Kuiper admits that he had a hard time finding the right profession to fit his outgoing personality, high amounts of energy, and competitive spirit. “I was searching for a career that had a variety of outlets for productivity, since I burned out quickly when focusing on the same task for too long,” he recalls.

Diagnosed with ADHD in middle school, he eventually accepted that success as a student would require non-traditional methods. “I didn’t learn the same way as others in my class, which was frustrating. I took frequent breaks to burn off excess energy that made focusing nearly impossible.

Those breaks were spent on the basketball court, where I found sanctuary from an over-active mind. I could think clearly when I had a ball in my hand.”

Matt found the right fit for his spirited skill set at breakfast with his cousin. A top-producing realtor in Michigan, “he showed me how real estate could be a successful vehicle for a mind like mine, and all the puzzle pieces finally fell into place.” Matt took the state exam two weeks later, and hasn’t looked back since. The excess energy that used to frustrate him in a classroom setting is now the springboard for his success as a realtor, and his clients greatly appreciate that he is always moving on their behalf.

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Matt now works as a solo agent for RE/MAX Sunquest serving the Grand Rapids, Michigan area. With an attitude of “no client’s budget too small,” he reports an annual volume of $9 million with a business that’s 40% repeat and referral clientele.

Service comes easy when you love what you do. “I’m in love with real estate and my clients recognize it,” he says.

“There’s a rush I get when I’m taking a client through a home that is perfect for them.

You can see it on their faces – they’re excited, relieved, and they’ve already begun to argue over where the furniture is going,” he says with a laugh. “It gives me chills every time, and it doesn’t matter what their budget is.”

Matt connects with all his clients on Facebook, where he can learn more about them as individuals, and not simply as clients. He calls when he sees milestones in their lives, sends cards on birthdays and anniversaries, and offers support and encouragement when clients share challenges they are up against.

He also utilizes Facebook as a marketing tool, with over 4,400 connections that he screens to keep centralized in his area of influence. “It’s the biggest sword in my marketing armory, because so many people view what I’m posting, and I track analytics through the free tools that Facebook Copyright Top Top Agent Agent Magazine Magazine

“For me, it’s about doing the right things: Connecting with the right amount of people, having a good balance between business and personal life, having a healthy family and striving to achieve growth every day. I work hard to get enjoyment out of every day, and help people along the way.” offers,” he says. “Each listing gets featured on my personal and business page, and of course we celebrate each sale with a ‘just sold’ post!” Matt also sends postcards to neighborhoods where he has listed and sold homes, highlighting the new listing and sales in their market.

You’ll still find Matt on the basketball court on days when he needs a mental boost. “My best business ideas have come from playing ball, and I’ve run right off the court to write down creative solutions that come to me during a game,” he says with a smile.

Matt is very active in community service and is most proud of an organization he’s involved with named CLEAR, sponsored by the Kent County Correctional Facility. “It’s a program that helps recently-released prisoners get their feet back on the ground,” he explains. “It gives me tremendous satisfaction helping them find a place they can call home as they start their lives over again, and these men and woman are among the most grateful clients I have ever served.”

He and his wife, Ashlie, who own two chocolate labs together, are also involved with the Bissell Pet Foundation’s “Empty The Shelters” program, which clears out animal shelters and finds loving homes for each cat and dog. Matt donates a percentage of each commission to the program. He also donates to the “Children’s Miracle Network,” a foundation that finances treatment for children fighting various forms of cancer.

A man of faith, he serves as an usher at his church and leads the church in song services every few months.

When not working or giving of his time, he enjoys basketball, hunting, camping, backpacking, weekend trips with Ashlie and the pups, and entertaining friends with bonfires and pool gatherings at his home in Hudsonville.

The future of his business is team-oriented, borrowing from his days playing basketball. Matt will be creating his own real estate team in 2021, and will be interviewing potential team members this fall.

TO CONTACT MATT KUIPER, please call (616) 260-3314 or email matthewkuiperhomes@gmail.com Top Agent Magazine

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Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have Top Agent Magazine

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only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

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CHRISTINE LIBARDI Top Agent Magazine

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CHRISTINE LIBARDI

Christine Libardi first entered real estate because she was looking for a career that complemented her entrepreneurial ambitions while allowing her to be there for her children. Starting out as a single mother with two young children, she worked hard to build a career around compassion and tireless service.

And along the way, with help from her family, her kids didn’t spend a single day in daycare.

Today, Christine is the CEO and Team Leader of The Libardi Team at Keller Williams, where she services clients throughout the Pioneer Valley, Western Massachusetts and Northern Connecticut. By applying her 27 years of professional experience, she has developed a personalized workflow to suit the needs of her clients.

technology at Keller Williams gives her sellers a leg up in the marketplace. Through it all, Christine strives to remain at the forefront of her industry. “Education is key for me. I’m always taking classes and researching the latest technology— whatever it takes to stay at the top of my game.”

Christine is equally focused when assisting her buyers. From the beginning to the end of the transaction, she is there for them as a guide and advocate. “I can be a bulldog negotiator if the deal requires it,” she says. “Even when I’m on

When listing a home, Christine offers a wealth of resources. On top of providing targeted social media campaigns and being a Zillow Premier Agent, she also utilizes her extensive network of past clients and her “sphere” to better connect a home with its future buyer. Moreover, the cutting-edge 42

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vacation, I’m working and making sure that the process is running smoothly.”

For her unmatched work ethic, Christine has won an outstanding reputation in her community, with the majority of her transactions coming from either repeat clients or referrals. The secret to her success? Passion.

“I still remember the pure elation I felt when I closed on my first deal. I was shaking with joy when I went to call my clients and tell them they had secured their dream home— it was the best phone call I’ve ever made.

I’ve been a lifer ever since.”

Outside of her career, Christine remains active in her community. On top of having served on the Realtor Association of Pioneer Valley, Community Service Committee and Scholarship Committee, she has also assisted in food drives for the homeless and is a regular at Keller Williams’ annual Red Day. Elsewhere, Christine and her husband, an environmental engineer, recently joined the Noble View Volunteer Committee, where they work to promote and improve Noble View. They also volunteer for the Acid Rain Monitoring Project through UMass Amherst.

Looking ahead, Christine envisions a bright future for her business, as her daughter will be joining the team in the coming months.

“I can’t wait to get her up and running,” Christine says. “She’s such a hard worker. I know real estate will be a perfect fit for her, just as it was for me.”

But most of all, Christine is excited for the new clients and connections that await. “I simply love helping people. From when I wake up to when I go to bed, I’m fighting for my clients, and I won’t stop until the deal is done.”

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To learn more about Christine Libardi please call (413) 537-0200, email realtorchristine1@gmail.com or visit christinelibardi.kwrealty.com Copyright Top Agent Magazine 43

7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the

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other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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CHRISTINA SWYERS

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CHRISTINA SWYERS

Top Agent Christina Swyers has been working as a Realtor ® for over five years and serves clients in St. Louis, Missouri, and the surrounding counties.

When Christina Swyers was ready to start working again after being a stay-at-home mom, she decided to shift gears and go into real estate. “I wanted more control and flexibility over my schedule as a mom, going back to my corporate job didn’t feel right,” she says. “So I decided to get my real estate license when my second child turned one.” Christina has now been working as a Realtor® for over five years and serves clients in St. Louis, Missouri, and the surrounding counties. She works for EXP Realty, a cloud-based brokerage, which serves all 50 states and is in 5 countries. “I just hit a large milestone in the company called ICON. Only 1-2% of Realtors in my company hit this. It happens when you sell 20 houses or $5,000 GCI over your cap. You then get the entire $16,000 cap given back to you in company stock.”

This brokerage truly allows her to grow, and she is grateful for all the opportunities it provides her.

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All of Christina’s clients come from referrals and social media, so she clearly does a good job of balancing

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building relationships and marketing her services.

She says, “I want that personal connection with my clients and I want to be more in control of the process for them from start to finish.” As her business grows, rather than handing off clients to other team members, Christina plans to continue this high level of involvement and dedication. Christina also says, “I’m a big believer in doing things outside of my comfort zone,” which has allowed her to become a trailblazer when it comes to using social media. Her husband owns a social media advertising agency, so they frequently collaborate on promoting her listings.

Clients can easily tell that Christina is an expert in the field, and they appreciate the high level of involvement she offers. One recent client shared in a review, “Christina did an amazing job for us. We had to relocate for work and only had a short window to find a home. She went above and beyond for us with her time and generosity. Whenever we decide to move again (hopefully not for a long time) we will definitely be calling her!” Even once the transaction is closed, Christina enjoys staying in touch with clients through mailing cards, calling them, taking them out to lunch, and sending voice messages through social media. “I’m very, very much a people-person and I love being around them,” she explains.

For more information about Christina Swyers, please call 314-629-5867 or email christina.swyers@exprealty.com.

When she isn’t working, Christina loves immersing herself in the St. Louis community. She is especially involved with the organization Connections to Success, which helps people build networks and end the cycle of poverty. In her free time, Christina loves to spend time with her family, especially her three boys, and travel to new places.

Regarding the future of her business, Christina says, “Obviously I’m going to continue to grow my real estate business here locally,” and she also hopes to expand into other regions and countries as well. She also looks forward to mentoring new agents, developing a course to teach agents about how to use social media, and writing a piece in a book about the resilience of women in real estate. “I love that no two days are ever alike,” Christina says. Her advice to all real estate agents is to understand that they will experience both wins and failures, as “It’s all part of the process of you becoming successful.”

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For more information about Christina Swyers, please call 314-629-5867 or email christina.swyers@exprealty.com Copyright Top Agent Magazine 49 49

There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

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First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

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How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn Top Agent Magazine

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

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squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 52

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

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PAUL YANCEY

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PAUL YANCEY

Paul Yancey began his professional career as a superstar in network marketing and became one of the top income earners at one company with a sale organization of over 10,000 people. When he moved to North Carolina, he decided to use his sales skills to pursue a career in real estate. “It seemed like a natural transition, and I have always been enamored by real estate and luxury homes,” he recalls. “My grandmother was a successful realtor and sold homes until she was 89 years old”.

He now works as a broker agent for Southern Homes of the Carolinas in Cornelius, North Carolina, serving the Charlotte metro and Lake Norman region. Paul reports that his business is 100% repeat and referral clientele. “It’s all about customer service, honesty and performance,” he says.

“I’m there for my clients to guide them into making the best decisions, so they can attain their real estate goals. I consider myself a relational agent and I try to make each transaction seem smooth and effortless.”

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Paul prides himself in his ability to negotiate the best deals for his clients. His 89-point marketing plan sells homes for the most amount of money in the least amount of time. His clients call him a “home selling beast,” which sets himself apart from his competitors.

Paul has sold over 200 homes in his career and is a 10-time 5-STAR award winner of Charlotte Magazine’s recognition for over-all customer service and client satisfaction for 2011-2020. His philosophy is simple: “Do the right thing and clients will always

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be happy and recommend me and my team to their friends.”

As a “relational” agent, Paul always adds a personal touch when reaching out to his clients. “I do frequent pop-byes to drop off little treats and gifts,” he says. “I also make phone calls, send out a monthly newsletter that offers pertinent market and community information, and hold client appreciation events, like bowling nights or a pie party for Thanksgiving.”

Paul says he spends more money advertising his listings than most agents. “It’s about investing in my client and in my product,” he notes. “I bring in the best photographers, the best videographers. I feature drone photography, virtual and 3D walkthroughs, whatever it takes to feature a property and put it on the map. After all, you don’t get a second chance at a first impression.”

What Paul loves most about his job is the joy and fulfillment he brings to his clients at the end of the day. “This is probably the biggest financial transaction they will ever make in their lives, and I get to orchestrate that journey,” he asserts. “And I’m always there for them many years after the closing.”

Paul is a big believer in giving back. He is a strong supporter of his churches community house where they educate children in need with real life skills. He is also major contributor for their international outreach programs.

A resident of Lake Norman, he enjoys spending his free time outdoors. “I love the lake! I live on the lake; I play on the lake. I live here because of the lake!” he exclaims.

Moving forward, Paul wants to continue along his current successful path. “Eventually, I will bring on new agents, which will afford me more time to enjoy my active lifestyle,” he says. “But until then, I enjoy helping people reach their real estate dreams.

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To learn more about Paul Yancey, please call (704) 287-4696, email paulyanceyrealtor@gmail.com, or visit paulyanceyre.com www.

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

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thought56

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

Teaching lessons to others reinforces your own professional values.

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

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

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

Mentorships allows you to see the big picture.

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

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

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

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

Mentoring young agents makes you a better leader.

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

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

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DAWN GEORGE

Top Agent Dawn George has worked on a team with her husband.

They service Knoxville and the surrounding areas in Tennessee.

Dawn George planned to head to college after she graduated from high school, but fate had other plans. “My boyfriend at the time’s mother was an agent, and she needed an assistant for the summer. I loved it, so I asked my parents if I could take a year off and do real estate, see how it goes,” Dawn says. That year turned into a slightly longer detour than planned. “Here we are twenty-six years later!”

member of family. I treat them the way I would want my family to be treated.”

This pays off. Almost all of Dawn’s business comes from repeat clients and word-of-mouth referrals.

“I truly take their priorities and what they want to heart,” says Dawn. “When I’m finding them a

For the past two years, though, Dawn has worked on a team with her husband. They service Knoxville and the surrounding areas in the beautiful state of Tennessee. Dawn prides herself on her hard work and honest connection with her clients. “I care about my customers first and foremost,” Dawn explains. “I treat every client like they’re a 58

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place, I want it to be their home. I want them to be excited about it.” She uses her knowledge and experience to get her clients the best deal possible, marketing listings with high-quality photography and internet marketing. “Almost 100% of customers won’t look at a listing if they can’t see pictures first,” Dawn says.

“Without those, they’ll go right by it.”

Dawn and her family give widely to various charities. They’re particularly interested in supporting veterans and the elderly. A particular favorite of Dawn’s is a program called Grandparents as Parents. This program gives support and assistance to grandparents in Knox county who are raising grandchildren.

When she isn’t hard at work in real estate or supporting her community, Dawn loves nothing more than spending time with her family. “We have two children, a thirteen-year-old and a seventeen-year-old,” Dawn says. “They’re heavy into sports, so that’s where a lot of our time goes.” She also loves traveling and hanging out with friends.

Looking to the future, Dawn has some ideas. “I like to mentor young agents just getting into real estate,” she says. “I’m looking into if that’s something I could incorporate into my business. I want to help them with problems like how to write a first contract or what to look for in deals. That’s not really taught a lot.”

But more than anything, Dawn is excited to continue her gold-standard work in the Knoxville Market. “My plan is to keep doing what I’m doing. I’ll continue to sell real estate until I can’t walk up to the houses anymore. I love this job, I honestly do.”

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To learn more about Dawn George, call 865-300-4356, email dawncgeorge@gmail.com, or vist her website here www.remax.com/real-estate-agents/dawn-george-knoxville-tn-100012227 Copyright Top Agent Magazine 59

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.

2

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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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.

4

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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KEREN GONEN

Inspired to help others and provide exemplary customer service, Keren Gonen entered the real estate industry. She had previously experienced disappointment when working with agents herself. When her partner also found it difficult to contact agents, he asked Keren, “Why don’t you just become an agent?” She signed up for real estate classes the next day. Now in her fourth year of working as a solo agent, she serves seven different counties across the state of New Jersey.

the process, I’m constantly there.” She is available to answer calls no matter the time of day and says, “I treat them the way I would want to be treated if I were selling or buying.”

It is no surprise that clients have great things to say about Keren’s real estate services. One former client shared, “From day one Keren Gonen

With referrals accounting for about 65 percent of her business, Keren clearly impresses her clients. She attributes this success to the way she handles her business. One of Keren’s main focuses is on educating her clients and teaching them how to make an informed decision about purchasing a home. This has earned her the hashtag #TeachingAgent.

Additionally, Keren shares, “Throughout 62

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worked above and beyond in every aspect, not only the showing and the final sale. She was there for every bump in the purchase of our home. She was outstanding, she always responded to questions quickly and even in the late, late evenings and early, early mornings.

She is super honest and felt more like a family member or a friend was helping us.” Even once the transaction is complete, Keren loves keeping in contact with her clients. “Three years later, we’re still talking, we’re still hanging out,” she says, as so many clients have become her good friends.

In addition to forming close friendships and connections with her clients, Keren tries to do so with other members of the community. She frequently helps with the local senior center, and she is also on the board and part of the fundraising committee for the Sussex branch of the National Alliance for Mental Illness (NAMI).

Keren’s broker recently started the Team Up for Hope organization, so Keren has become involved with the fundraising for several other local organizations as well. When she isn’t working or helping the community, Keren says that her favorite things to do are to spend time with her kids and partner and explore Sussex County. “I love where I live,” she says.

As far as the future of her business goes, “My plan is just to help people one house at a time,” Keren says. She prides herself on being there for people and helping make the process feel less stressful, so it makes sense that Keren’s favorite part of her job is the connection she makes with her clients. Keren would like to recommend that all readers, agents and clients alike, put effort into being kinder to one another. She says, “You never know what someone else is dealing with,” and stresses that the world would be a much better place if it were full of kindness.

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For more information about Keren Gonen, please call 551-262-4062 or email gonen.keren1@gmail.com Copyright Top Agent Magazine 63

LIZ KAPP

Liz Kapp began her professional career in the corporate world. “I loved my career, but the work required quite a bit of traveling,” she recalls. “I had a young son at the time and wanted to spend more time with him.” Looking for something she could do closer to her home in Georgia, Liz decided on real estate. That was 21 years ago, and she’s never looked back.

Liz moved to Delaware and began her career there in 2015. She is a solo agent with Long & Foster Real Estate in Bethany Beach. “I serve the beach communities and surrounding areas in Delaware and Maryland,” she says. Starting her business from scratch again was not easy, but this year will reach more than $20 Million in annual sales. Liz reports that her business is primarily repeat and referral clientele. “I’d like to think my clients keep coming back because I provide excellent customer service,” she says. “I’m very responsive to their needs and questions.”

It’s not surprising that Liz receives stellar reviews for her esteemed work ethic. One client wrote:“My wife and I recently used Liz for a single-family home search along the Delaware and Maryland beach. Her being licensed in both Maryland and Delaware was 64

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very important for our search. We were out of town buyers. Her use of technology to preview homes and sort them into ‘favorites,’ ‘maybe,’ and ‘no’ enabled us to effectively use our time in town to view homes. After selecting our preferred home, Liz’s guidance on how to approach the negotiation and the deal we achieved far exceeded our expectations.

Liz understands the process with expertise to optimize the deal for those she represents. In addition, her communication and responsiveness were outstanding. My wife and I highly recommend Liz and would strongly suggest to anyone we encounter to utilize her services.”

To reach out to her clients, Liz releases a custom-tailored quarterly magazine. She also sends out a monthly newsletter and postcards.

She markets her listings through a combination of Long & Foster’s marketing platform and social media.

What does she like most about her job? “I know this sounds cliché, but I love making people happy,” she exclaims. “I primarily deal with second homes, and so many of my clients have saved for years to get here. That moment when I get to hand over the keys is so rewarding. I love fulfilling their dreams.”

Liz strongly believes in giving back to the community that’s been so good to her. “I’m very active in sponsoring and donating to our local sports teams,” she says. “My sons play for Lower Sussex Little League, so that’s a big one for me. I also sponsor a local Travel Ball Team, as well as the Sports Programs at the local schools.” She also participates in Long & Foster fundraisers as often as possible. When not working, Liz loves spending quality time with her family.

Moving forward, Liz hopes to increase her volume. “I have to say that I’ve been very fortunate, especially this year during Covid,” she says. “I just want to continue along this successful path, helping my clients achieve their real estate goals.”

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For more information about Liz Kapp, email Liz.Kapp@LNF.com, visit lizkapprealtor.com, call c: 302-569-0012 or o: 302-539-9040 www.

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ERIK MCINTOSH

San Francisco-based Top Agent Erik McIntosh – of Berkshire Hathaway HomeServices’ Franciscan Properties – is the kind of real estate agent any buyer or seller would want on their side. Honest, hardworking and straight shooting, Erik has built a stellar reputation as a trusted advocate and advisor for his many clients in the San Francisco bay area to the way down to Hollister, CA markets. Having created his business on a foundation of integrity and solid industry knowledge, there are few better suited to helping his buyers achieve the American dream of home ownership and his sellers to reach – and often exceed – their financial goals.

try, selling residential properties in The City, and in neighboring rural areas selling horse properties, one of his specialties. “I grew up on a horse property, so I’ll step out of San Francisco for those types of properties,” he explains.

Currently, Erik – a two-time Five Star Award Winner based on his excellent customer service and client and peer reviews – can claim that almost the entirety of his considerable business is based upon referrals and positive word of mouth, an impressive statistic

Erik, whose mother has been a Realtor for over forty years, essentially grew up immersed in the real estate industry. “Prior to becoming an agent,” says Erik, “I was the director of finance at casino in Reno, Nv, but wanted to move back to California.

I was wondering what I would do for work, and then I talked to my mom and she convinced me to give real estate a try.” That was in 2005, and since then, Erik has enjoyed a rapid ascendency to the top of his indus66

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by any measure, but more so in the highly competitive world of real estate. “I’m just an honest person,” says Erik, when asked how he manages to inspire such impressive levels of trust and loyalty amongst his clients. “I play devil’s advocate for clients. If they’re looking at a property, I’m going to tell them the truth the entire time about possible issues with the home.” Erik is also well-known and connected to a wide network of other Bay Area Realtors.

Other factors that come into play when assessing Erik’s success story would be his expert negotiation skills, and a thorough, intelligent, leave-no-stone-unturned marketing strategy. Combined, these strengths translate into fast sales for top dollar, not to mention happy – and returning and referring – clients.

“I love helping people,” says Erik. “It’s the reason I got into the casino industry. I wanted to make people feel comfortable and valued. It’s the same with real estate. I don’t work just to make money, I work to make my clients happy. If they are, the money follows,” says Erik.

When he’s not working, Erik enjoys attending concerts, particularly in Las Vegas, where he still maintains many professional connections. He is also loves to ride his bike, and is a former surfer. He also has a philanthropic heart, and during the COVID-19 crisis has donated his time delivering food to those affected the most seriously.

Erik has many plans for the future of his business, the most notable being his desire to obtain his real estate license in Nevada.

He also plans on growing his business, and to hopefully retire in five to ten years. Above all, however, is his primary goal: to continue providing his many Bay Area clients with the unparalleled customer service that has become his stock-in-trade.

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For more information about Erik McIntosh, please call 415-672-5646 or email RealtorSF.erik@gmail.com Copyright Top Agent Magazine 67

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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 69

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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MARILYN BRENNAN “It’s our honesty,” says Marilyn Brennan, explaining what sets her apart as a real estate agent. “It’s the understanding we have of our clients’ needs and goals. We put ourselves in their shoes. We believe in building and nurturing that relationship. Some teams get so large that the personal touch gets lost, and we make sure that doesn’t happen. We believe in building the relationship. Our business is run like a family with complete confidentiality, utmost respect, and a strict code of conduct.”

spent years acting as foster parents for a private adoption agency. The Brennans exclusively took in infants waiting for adoption. “It was a challenge,” she says, “but we wanted to give back to the community. It took a lot of time and commitment and love. A lot of those little ones went to our open houses, settlements, and home inspections! It will be a good resume builder for them later in life! We still keep in contact with many of those babies and their families from years ago. The first little one we had in our care is now eighteen years old.”

Marilyn works with her husband, Chris Brennan. “He’s my business partner and best friend. We work together as a team,” says Marilyn. “It’s hard to pinpoint a geographic area because we work a lot in relocation.” As the preferred realtors for the Ritz-Carlton and Marriott Corporations for the past 28 years, Marilyn and Chris service a large swath of the northern Virginia area. “We work in Prince William, Fairfax, Loudoun, Alexandria, and Arlington counties, pretty much anywhere they have the opportunity to move an employee in or out of the area,” Marilyn says.

Outside of work, Chris and Marilyn love getting down to their South Carolina beach house to catch up with their two grown children and five grandchildren, all of whom live in the North and South Carolina areas. They love getting outside, playing golf, and adore traveling. “We love to get in the car and just drive with no destination in mind,” says Marilyn. “It relaxes us.”

Somewhere between seventy-five and eighty percent of The Brennan Team’s business comes from repeat customers and referrals. “At this point in my career, I’ve sold a lot of homes, and we nurture those previous clients. They are important,” says Marilyn. They average around thirty million in closings a year. “We are honored to be in the Elite Long and Foster Top 100 Club, a recognition we are very proud of and a company we are proud to be associated with!” Marilyn says.

Chris and Marilyn are both active members of their community, giving back whenever possible. They

Looking to the future, Marilyn is committed to continuing to give personalized service but realizes that to increase their yearly volume, they are going to need some help. “We’re looking to find a few highly qualified people to assist us both with administration and as a buyers’ agent. “To do that, I have to let go of my need to “control” and let some other people come on board to help us reach that next level.”

Most of all, Marilyn looks forward to continuing the work that she loves. “I can’t imagine doing anything else,” she says. “I’ve never once questioned being in real estate. I’ve always been passionate about what I’m doing, and I treasure the friends I have made over the past thirty-three years!”

For more about Marilyn Brennan and The Brennan Team, call 703-927-1319, email Marilyn@BrennanTeam.com, or visit www.BrennanTeam.com

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LAUREN COULTER How does Lauren Coulter achieve consistent success as a nationally ranked realtor in the Pittsburgh region? “My passion and endless desire to help my clients both find their perfect home and find their home the perfect new owners,” Lauren says.

Lauren discovered her passion for real estate after transitioning from her successful career in Human Resources six and a half years ago.

As Lauren was considering her next professional step, she helped friends purchase a house in Deep Creek, Maryland, where she and her husband own a lake home. “I absolutely loved it,” Lauren says of that first experience. Lauren found not only joy in the real estate process, but also a talent for it. In her first year as a realtor, Lauren did over eight million in sales.

“And it just went up from there,” she says. “Every year, I would do more and more. It was addicting. It was fun. It was entirely different from what I was doing before.”

This past year, Lauren moved her business to Piatt Sotheby’s International Realty. “It’s been amazing,” Lauren says of her experience at Sotheby’s so far. “Joining Piatt Sotheby’s International Realty has allowed me to expand my business by bringing unparalleled, world class marketing and technology with a global reach to my clients.” Above all, Lauren holds her clients’ experience at the heart of what she does. “I love all of the people I get to meet and the friendships that I’ve made. I really feel like I am helping people accomplish a goal,” she says. “And that is truly wonderful.”

Lauren lives with her husband and children in Mt. Lebanon, a suburb of Pittsburgh, Pennsylvania. She works throughout the region, with a specialty in the South Hills area. Lauren brings her on-the-ground knowledge to help market her clients’ properties through custom websites, “sneak peak” virtual tours, and comprehensive social media campaigns. “We’re a walking community,” Lauren says. “It’s really amazing to be able to go up to the For

Sale sign, click on the QR code and go directly to the property’s custom website with a virtual video tour and additional photography not found on the multi-list.” Using innovative marketing tools and technologies to provide optimal exposure is a hallmark of Lauren’s client-centered approach.

“I like to be able to provide as many services as I can for my clients to make the home buying and selling process as smooth as possible,” Lauren says. She works with team of professionals to ensure that from start to finish her clients experience first class service for every price point.

Lauren’s team includes professional stagers, photographers and videographers, professional drone racers for dronevideo virtual tours and various other general contractors for property prep and repair. “I am always handing out my contractors names and information. When prepping a home to sell or after my clients have moved into their new home, they always ask me for some good people and my Italian side kicks in with my “Hey, I’ve got a guy!” response.”

Lauren maintains as strong a passion for her work as when she first started. When she is not helping clients, Lauren loves spending time with her husband and two children, and cheering for her alma mater’s football team, the Penn State Nittany Lions. An engaged member of the community, Lauren works with the Women’s Club of Mt. Lebanon, which hosts a variety of charity events and fundraisers. For the past ten years, she and her husband have also been actively involved with McGuire Memorial, an organization that houses, educates and supports people with special abilities. “It’s an incredible organization,” Lauren says.

With an understanding that buying and selling is one of the biggest decisions in a client’s life, Lauren believes representation and guidance through the process is a true privilege. Her goals for her business? “To keep growing.

To reach higher numbers, and to help more people.”

For more information about Lauren Coulter, Agent at Piatt Sotheby’s International Realty in Pittsburgh, PA, call 412-822-6700 or email lcoulter@piattsir.com 72

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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 74

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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BRANDY DeLOACH Brandy DeLoach graduated college in 2015. Seeking a career path that complimented her entrepreneurial spirit and passion for helping others, she decided to attain her real estate license. “Once I began selling real estate, I fell in love right away,” she says. “I haven’t stopped since I started.”

In 2019, Brandy continued her education and became an Executive Broker at RE/MAX Edge Realty, where she currently services clients throughout Izard County, Stone County and all of North Central Arkansas.

Throughout her career, she has always put her clients first. “At RE/MAX, we go above and beyond,” she says.

“I always make it a point to let my clients know that what’s important to them is important to me.”

When listing a home, Brandy offers her clients a comprehensive approach. From the home staging to the photography and marketing materials, she is there with a personal touch, making sure the preparation runs smoothly. On top of targeted social media campaigns, she also harnesses the resources at RE/MAX along with MLS listing sites to provide a unique nationwide reach.

For her personalized service and workflow, Brandy has earned a terrific reputation around Arkansas, with the vast majority of her volume coming from either repeat clients or referrals. Better yet, she has found the perfect outlet for her compassionate personality. “I love working with first-time homebuyers,” she says. “There’s nothing better than watching a family walk into their own home for the very first time.”

Outside of her career, Brandy is active within her community, sponsoring local schools and sporting events, and helping out wherever she can. When she’s not helping clients or serving her community, she can be found relaxing on the White River or spending quality time with her husband.

Looking to the future, Brandy has strong ambitions for her career. In the months ahead, she will be continuing to build on the unmatched service that has won her so much success and fulfillment in Melbourne. “At RE/MAX, we’ve got lots of growing to do,” she says.

“Real estate brings new and exciting opportunities each day, and those ultimately filter down to our growing town. I never want to stop improving—as an individual or as a Realtor—so I can best serve my business and my community.”

Brandy is equally as hands-on when it comes to assisting her buyers. Every step of the way, she is focused on open communication and tireless advocacy—all to help them make sound decisions and meet their needs in the market. She also continues serving clients long after the transaction has finished, making sure that they love life in their new homes. “I become close friends with my clients,” she says. “In real estate, my work isn’t finished at the closing table; I’m their Realtor for life.”

Through it all, Brandy emphasizes the importance of education in every transaction. “I make sure my clients are aware of everything going on and that they fully understand the deal. Most importantly, I want my buyers and sellers to get exactly what they want.”

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To learn more about Brandy DeLoach please call (870) 373-4009, email brandy.deloach14@gmail.com, or visit brandydeloach.remaxarkansas.com 75 Copyright Top Agent Magazine

ANTHONY DENTE Anthony Dente is living proof that appearances can be deceiving. At 21 years old, he stands out as one of the youngest agents in the Ohio real estate market; however, he actually possesses a lifetime of professional experience that has prepared him for success. He grew up around the industry, with his father managing various rental and investment properties. An entrepreneur by nature, Anthony decided to join the family business after graduating high school.

Today, Anthony is a Realtor for EXP Realty, LLC, where he services clients throughout Akron, Cleveland and the surrounding areas. On top of offering a strong background in realty, he also possesses an expertise in both on and off market transactions. “In my life, I’ve been through almost everything,” he says. “Whether I’m keeping a deal afloat or personally seeing to a repair on a property, I’m always providing the utmost support to my clients.”

When listing a home, Anthony lends his clients a cutting edge strategy. After helping his sellers ready their property for the market, he shares it over a variety of targeted digital and social media campaigns. A natural with tools like Facebook Ads and Instagram, he can ensure that each listing has a nationwide reach.

Elsewhere, Anthony places an emphasis on integrity when assisting his buyers. From the beginning to the end of the process, he keeps them educated and guides them to strong decisions. And no matter what, he puts his clients ahead of the transaction. “My Dad always taught me that you would rather find the right deal for your client than try to hit a home run,” he says. “My clients know that I’m going to give them honest advice and not just tell them what they want to hear.”

Anthony has already set himself apart in the real estate scene, as evidenced by his established rate of repeat clients and referrals, as well as his rapidly growing 76

volume. As a matter of fact, he sold over 75 homes in his first year alone. The key to his success? “I genuinely love what I do. From an early age, I knew I wanted a dynamic career that went beyond the confines of an office setting. In real estate, every day is different, and every transaction is an opportunity to grow.”

Outside of his career, Anthony is active in his community. Currently, he is a sponsor for Copley Youth Football. He has also contributed as a sponsor for the Copley Youth football golf outing. When he’s not assisting clients or giving back, he can be found shooting hoops, spending time with friends or relaxing at his lake house.

Going forward, Anthony has strong plans for his future. In the coming months, he will be attaining his license in Indiana, which will allow him to facilitate deals across state lines. Meanwhile, he will also build on his client base and streamline the process that has already won him so many accolades around Ohio.

“When I first started out, people thought I might be too young,” he says with a laugh. “But I’ve been able to prove myself time and time again. In real estate, it’s never about age; it’s about who will work the hardest, tell the truth and get the deal done.”

To learn more about Anthony Dente please call (330) 608-2220, email adentehomes@gmail.com, visit facebook.com/anthonydenterealestate www.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

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

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

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

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

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

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

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

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

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

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

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

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

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 78

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PRIYA DUA Top Agent Priya Dua – Lead of Keller Williams Realty’s Dua Team in Studio City, California – is a dynamic, hardworking real estate professional who has truly committed herself to providing superior customer service to her many clients in Los Angeles’ San Fernando Valley and surrounding neighborhoods. Priya’s fierce work ethic and empathetic approach to working with clients has earned her a reputation as a trustworthy, honest and deeply knowledgeable real estate advocate.

Priya, who graduated from UCLA with double degrees in Mathematics and Psychology, began her real estate career in 2006, following an unsatisfying stint as a consultant in corporate America. “I really struggled in that world because I just didn’t enjoy it,” recalls Priya.

“One of the reasons I chose real estate is because my mother was a Realtor, and I grew up around the business. I’d resisted getting my license in part because I wanted to forge my own path, but finally I got so fed up I decided to get licensed, and I ended up closing my first deal in less than two months.” Additionally, Priya was named Rookie of the Year by her brokerage, in recognition of her exceptional sales volume.

Since then, Priya – who specializes in condos and townhomes - has built a thriving business on a foundation of integrity, top-notch customer service, and an indefatigable desire to protect her clients during the transaction process- an ethos that has translated into a customer base that is comprised significantly of repeat and referred clients. “I think it’s because my clients trust me,” Priya replies, when asked how she manages to inspire so much loyalty and positive word of mouth.

“I also think that what sets me apart from many other agents is that I put myself in my clients’ shoes, whether they are buying or selling.”

The truth of this statement is borne out by the scores of glowing testimonials she has received on Zillow.com, on which site she is a Premier Agent. Just one of her Top Agent Magazine

many glowing reviews reads: “My wife and I recently worked with Priya and with her excellent effort and expertise we sold at the price we were targeting. She was very easy to communicate with; for us she was the right balance of personable and professional. Her diligence and incredible work ethic really shined. We will happily recommend her and would not hesitate to work with her again.”

There are many other factors that have contributed to Priya’s continuing and evergrowing success story, chief among them her fierce negotiation skills, and her leave-no-stone-unturned approach to marketing her listings. The result is almost always a fast sale for top dollar, not to mention happy – and returning and referring – clients.

When she’s not working, Priya enjoys nothing more than spending time with her family and friends, taking day trips and exploring new restaurants.

Priya’s future goals including continuing to grow her business, and to keep abreast of the ever-changing real estate industry. Above all, however, is her overarching objective: to continue providing her buyers and sellers with the unparalleled customer service that has become synonymous with her name.

For more about Priya Dua please call (818) 900-8074 or email priya@duateam.com 79 Copyright Top Agent Magazine

MISSY FRIEDE Missy Friede, along with her husband, was working 80-hour weeks running a restaurant while caring for a newborn daughter when she decided she needed to do something else.

“It just became too much,” she recalls. “So, I spoke with my sister, who was a Realtor, and other friends who thought I should look into real estate as a full-time career. Since I had already built a base of customers through the restaurant, I thought that was a good place to start.” This was 18 years ago, and she’s never looked back.

Missy now works as a solo agent for Century 21 Thacker & Associates in Oxford, servicing all areas in Butler County, Ohio. She is currently ranked #1 in Ohio for Century 21, having reached $18 million this year. She reports that her business is 70% repeat and referral clientele. “I make each client a priority,” she says. “I believe that my job is more than just a sales transaction. It’s about the people and their real estate needs, so I put them above everything else. I take my code of ethics very seriously.”

It’s not surprising that Missy receives stellar reviews for her esteemed work ethic. One client recently wrote: “We appreciate Missy’s professionalism and her timeliness and attention to detail. We are purchasing this house from a distance and relied on Missy to be our eyes on many of the issues. We feel that she was honest and represented our interests fairly.”

to other agents. “This is the time when it’s so important to contact other agents that may have a buyer that would be interested in my listing,” she notes. “It’s like playing matchmaker.”

What Missy loves most about her work is helping clients attain their real estate goals.

“Matching someone with the home of their dreams is so rewarding for me,” she asserts.

“That’s what I love the most, giving them what they want and what they need.”

Missy is active with the Oxford Coalition for a Healthy Community, which promotes getting kids outside and either walking or biking to school. Additionally, she and her broker bought a condo for the Talawanda High School Grade 23 Program. Students with disabilities can use the condo during the week to learn and practice life skills like cooking, laundry, cleaning and household budgeting. It’s an exciting opportunity to give back to the community by combining real estate with local needs.

As for the future, Missy hopes to expand her team, perhaps adding an administrative assistant so she can spend more interactive time with her clients. “I have a lot on my plate, so it’s probably time I delegate certain responsibilities,” she says. She also may bring on more agents that she can mentor. “This is how I can give back to others, helping them succeed, which in turn, helps our clients realize their dreams of home ownership,” she says.

Missy believes that real estate agents shouldn’t be in competition with one another but rather working with each other instead. “In the end it’s about serving the client, helping them reach their real estate goals. I love working with other agents, helping them do better, which in turn, helps my client,” she says.

Missy takes a personal approach when touching base with her clients. “I check in with phone calls and personal note cards, which I can sign,” she says.

Missy utilizes a variety of methods to market her listings.

In addition to promoting professional photography, drone videography, and virtual tours, Missy also reaches out 80

To learn more about Missy Friede, please call (513) 255-0193, email missysellsohio@gmail.com, or visit missyfriede.com www.

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Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 81

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 82

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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DEBRA GRECO Debra Greco has built her business with worldly knowledge, classic style, and integrity, focusing on personalized client services. Buyers and sellers working with Debra know they are highly regarded due to the effort she puts forth to formulate a strong relationship. Even after a client closing, individuals will continue to receive insightful real estate information and access to Debra’s trusted network of service providers. A DG client is a “lifelong client.”

As a specialist in her field, Debra knows how to make your transaction stand out amongst the crowd, considering aspects of your deal that may be overlooked.

Debra has a deep network of valuable relationships with agents from LA to OC and offers a marketing package using cutting edge technology at no expense to the consumer. “Virtual advertising and showings are integral to our current real estate situation,” she says.

To market her listings, Debra utilizes state of the art digital technology. “I was using Mataport long before the pandemic hit,” she says. She also has a Facebook Live channel and works with a graphic artist to maintain her branding.

It’s not surprising that Debra receives stellar reviews for her esteemed work ethic. One client recently wrote: “Debra was easy to work with, pleasant and professional and right on top of the transaction. She was easy to get in touch with when I needed her or her input.

She also surrounded herself with a professional TC and lenders.

Prior to becoming an agent, Debra performed with the Rockettes and toured internationally with the production of 42nd Street. “It was here that I developed my strong work ethic and ability to partner with a bevy of demanding personalities as well as gain an appreciation for a multitude of cultures,” she says.

Whether it is through her in-person representation,

developing cutting edge marketing strategies, or her ‘dancer’s work ethic,’ Debra has developed a reputation for garnering satisfied clients across Southern California.

Debra respects and understands the real estate market and as an investor herself, believes that real estate should be a key component of any diverse portfolio.

Being a part of her community is integral to who Debra is. She is an active volunteer for LB Memorial Hospital’s “Dancing For Our Stars,” the Cystic Fibrosis Foundation, and the Culture committee at KW. Debra has been married for over 25 years and has two adult children who she adores.

When not working, Debra believes in staying physically active. “I love to paddle board, bike, ski, and take walks in my neighborhood,” she says.

As for the future, Debra hopes to maintain her current trajectory of success. “People are taking stock of their lives and doing more real estate investing,” she notes.

“I put all of my collective experiences to work for my clients and look forward to assisting them reach their Real Estate dreams.”

To learn more about Debra Greco, please call (562) 508-7000, email dgrecohomes@gmail.com, or visit debragrecohomes.com www.

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RUSSELL GELLMAN After graduating at the top of his class with a Finance degree from the University of Texas at Austin, Russell Gellman began his career at Dell Technologies; however, he soon became interested in real estate. Once he had built a small real estate portfolio himself, he decided to dive into the industry full time, applying his previous investing experience to reveal a niche in the market. “I know firsthand how homeownership can change your life,” he says. “Above all, I wanted to make a similar impact on those around me.”

Today, Russell is a Realtor at BSW Real Estate, where he services clients throughout the Denver Metro area. There, he combines his specialization in finance and genuine sense of compassion to place buyers and sellers at the forefront of any transaction.

When listing a home, Russell takes a unique approach. “My process is anchored by a simple philosophy: You want to drive as many people to a property as possible. Then, make them fall in love with the property by helping the buyer picture themselves living there.” During an ever-changing Covid environment, Russell’s strategy may be altered.

In addition to the complimentary professional cleaning, staging, and photography, Russell may also provide a 3D tour to his sellers. However, the general concept remains the same: “Everything—from a house’s listing description to its pictures—needs to make it stand apart from its peers.

You highlight everything from the deck where a buyer can sip wine and watch the sunset to the farmer’s market three blocks away where they can pick up fresh vegetables on Saturdays. The buyers have no choice but to fall in love with the story and pay top dollar for the home!”

Russell provides an equally detailed approach when assisting his buyers. Because of his background in finance, he can lend an economist’s eye to his transactions and educate clients on the best deals for their needs. “Clients tell me what they like,” he says, “and I give them the resources needed to make a sound investment.”

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Having fashioned his business model around client advocacy, Russell has developed an outstanding reputation around Colorado, with the entirety of his volume coming from either repeat clients or referrals. “I don’t invest in things like marketing or Zillow leads,” he says. “Instead, I deliver the best experience that I can to my clients. When their friends or family are interested in real estate, they share my contact information as they inevitably want their loved ones to have a similar experience.”

Outside of his career, Russell remains active in his community, participating in Charity of the Quarter events at BSW and volunteer coaching youth soccer teams in the area when the opportunity arises. Meanwhile, he currently owns and manages several properties around Denver, a side passion that informs his investor’s perspective on real estate. When he’s not giving back or assisting clients, he can be found spending time outside with his fiancé and their puppies.

Looking to the future, Russell is focused on expanding his business while scaling his own lofty standards of client service. “My career is founded around helping people realize their goals,” he says. “You have to do the right thing for your clients and be honest, no matter what. These values have taken me far in real estate—and in life.”

To learn more about Russell Gellman please call (469) 471-3589, email russ@bswrealestate.com, or visit bswrealestate.com/russell-gellman www.

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 86

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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MATTHEW GREGORIN Matthew Gregorin began his professional career as a school teacher and basketball coach. “I hadn’t thought about real estate until I began talking with an assistant coach who happened to own his own agency,” he recalls. “He thought I’d do really well in the business, so I took the course during my summer break and passed.” That was 15 years ago, and he’s never looked back.

Matthew now works as a solo agent for Coldwell Banker Residential Brokerage in East Brunswick serving Central and South Jersey. On his way to surpassing his $7.5 million sales volume this year, Matthew says that his business is 95% repeat and referral clientele. “I make myself available to my clients through every step of the process,” he notes.

“With my sports background, I believe in ‘coaching’ my clients to prepare them with every possible scenario they could face until the close of escrow, so there are no surprises. I stay positive but honest.”

It’s not surprising that Matthew receives stellar reviews for his esteemed work ethic. Once client recently wrote:“Matt Gregorin’s expertise and knowledge about real estate is impressive. Buying a home could be an overwhelming experience. Matt is making this transaction very smooth and pleasant. We bought two homes through him.”

Matthew believes in being creative while adding a personal touch when reaching out to his clients. “Every Christmas, I lock myself in my kitchen to bake 100-200 loaves of pumpkin bread, which I personally deliver to my clients,” he expresses. “Even if I hadn’t spoken to a client in a while, many of them call to tell me how much they appreciate my effort.” When the pandemic hit, Matthew purchased 200 bushels of tulips from a friend whose business was struggling to give out to his clients.

Matthew takes pride in his business and working with people to help them achieve their goals. “When it’s Top Agent Magazine

all said and done, real estate is the largest investment most people will have,” he observes. “Helping clients realize their goals and achieve their dreams makes me feel like I have done my job well.”

Matthew is a huge proponent of breast cancer awareness and donates funds as well as his time to a variety of charities. “My sister passed away from the disease several years ago, so I do whatever I can to help,” he says. “For example, for the last nine years, I’ve been working with the Mama Mare Foundation, sponsoring the giveaway bags for an annual 10K.” He also raises money through the schools for special needs and autism charities. When not working or giving of his time, Matthew enjoys being with his family, travelling, and playing lots of golf.

Matthew says that he hopes to stay the course on his current path to success but may make some changes down the road. “Perhaps in 5-7 years, I will open my own brokerage with a few guys I’m talking with,” he speculates. “Right now, I love continuing my work, helping people attain their real estate and financial dreams.”

To learn more about Matthew Gregorin, email him at mattgregorin@gmail.com, visit facebook.com/mattgregorinrealestate, or call (732) 272-8813 www.

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VINCE HANEY Twelve years ago, a friend recommended that Vince Haney start working in real estate, seeing the potential in him. Vince grew up with his family working in the lumber industry, so he was knowledgeable about architecture and property improvement. Eventually Vince took his friend’s advice and entered the real estate industry. It ended up being one of his best decisions, as he has now created a name for himself as a top producing agent. His broker is also the same friend who originally encouraged him to start working in the business. “He’s gotten me to where I am, and I am not disappointed with where I’m at,” Vince says. Vince serves most of the state of Oklahoma and works alongside a small team that helps with the leg work. “I live and breathe it, 24/7,” he explains.

Because Vince has become such a successful and well-known agent, he frequently mentors younger, less-experienced agents who reach out to him. He has been so blessed throughout his career, so he says, “I will help anyone get involved with real estate.” Additionally, Vince has three teenage boys and a wife, so when he is not working, his favorite thing to do is relax and spend quality time with his family.

Looking ahead, Vince’s future looks bright. He’s been approached to do consulting work in the future, but will always continue real estate as his main job. He’s also set to be featured again in an upcoming episode of HGTV’s House Hunters. No matter where the coming years lead him, he will no doubt enjoy every minute of it. Real estate truly is a dream career for Vince, and he can’t imagine himself anywhere else.

Vince says “I’m just a people-person,” and his clients appreciate his high involvement and positive attitude throughout the transaction. All of Vince’s business is based on referrals and repeat clients, which he credits to his focus on building strong relationships and caring for each and every person he serves. “I spend a lot of time and energy making sure my clients are happy and comfortable,” says Vince. He narrows things down for his clients to make the process less stressful and even offers resort stays and complimentary dinners throughout the transaction. Additionally, Vince says, “I stay in touch and develop a friendship with these people,” which he does through keeping track of details like birthdays and anniversaries and reaching out with everything from emails to gifts.

Clients appreciate this personal attention they receive, no matter the size or price of their home. As one former client shared, “I highly recommend Vince Haney as the top Real Estate Agent we have ever worked with on any transaction.

We purchased two properties with his guidance, support, and expertise. Integrity, trust, and loyalty are qualities that are part of his ordinary demeanor. He never made any comments that would have caused us concern. Instead, he was very supportive and encouraging and as a result had our complete trust. He evidences a tremendous background in real estate knowledge regarding properties.”

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For more about Vince Haney, please call 580-513-7701 or email vhaney123@yahoo.com Copyright Top Agent Magazine

Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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BRYAN HOOVER Bryan Hoover had a wide and varied career before launching into real estate, including 20 years in ministry, music and community service; and three years playing professional baseball. He was an appraiser for 10 years when his wife encouraged him to pursue the industry full time. “I loved the flexibility and the fact that I could weave my ministry involvement into my daily work,” he says. So in January of 2018, he began taking classes and in June of that year, he got his license.

He’s never looked back.

He now runs the Hoover Group with Keller Williams with a part-time assistant and covers the suburbs east of Atlanta, Georgia. In his first year as a fulltime Realtor, Bryan sold $3.8 million in volume by selling 17 homes.

He reports that his business is already almost all referral clientele. “I’m trustworthy and honest, and my clients appreciate that,” he says. “I’m also a good listener and try to offer my clients the best advice possible so they make educated decisions.”

It’s not surprising that Bryan receives stellar reviews for his esteemed work ethic. One client recently wrote: “Bryan has been such an asset during the process of selling our home! He is not only extremely knowledgeable, but he is professional, friendly, and always accessible. He met with us prior to listing and spent a significant amount of time walking us through the anticipated process start to finish as well as patiently answering all of our questions. We could not be more pleased with our experience, and we highly recommend Bryan to any prospective seller or buyer.”

With regards to marketing his listings, Bryan is a believer in utilizing social media to the fullest extent. “I have a strong online presence, and this really is the way to stay in front of everyone, all of the time,” he notes.

He also promotes through the MLS as well as on professional real estate websites. He also drives a BIG RED JEEP with his company logo on it!

In addition to the flexibility his job affords, Bryan loves the people he meets and the relationships he forges on a daily basis. “It’s a great feeling to connect them with their goals,” he exclaims.

Bryan is still involved with his church and gives back to the community through ministry. He also volunteers time to the local schools.

“When I’m not working, I’m home making memories with my family,” he says of his free time. “I used to play a lot of baseball, but my girls are getting older and I want to be as involved in their lives as I can.”

As for the future, Bryan wants to continue along his path to success, perhaps expand his team with additional agents.

“My goal is to be the go-to agency in the community, leading you home” he says. “Wanna move…call the Hoov!”

Bryan attributes his success to trusting God with his unwavering dreams and abilities. “I didn’t always follow the rules but asked God to lead me, so I’ve been able to achieve a lot of my goals,” he says. “Now I hope to inspire others to believe in themselves and encourage them to stay strong and let God lead them. I want them to know they can reach their goals.”

Bryan maintains contact with his clients throughout the year via phone calls, emails and social media.

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To learn more about Bryan Hoover, call (404) 392-1007 email bryanhoover@kw.com, or visit bryanhoover.com www.

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PIPER KNOLL After spending some time in the insurance industry, Piper Knoll began to realize that selling homes, rather than just insuring them, was more up her alley, so she made the break into real estate in 2005. She went on to join The Knoll Team in 2011, servicing clients across the entire Denver Metro area. Their team sets a very high standard for following up with repeat and referral clients, utilizing a systematic process that truly helps Piper stay in touch with her clients even years after transactions have taken place. This approach combined with Piper’s dedication to guiding clients through the transaction has led to immense growth over the years.

With a focus on providing a high-level of customer service, Piper and her team make sure each buyer and seller is well-informed, allowing them to make the best decisions possible. “Regardless of whether you’re buying a $80,000 condo or a $2 million house, you get great top level service from us,” she says. Piper’s motto is ‘knowledge is power,’ so she looks forward to educating her clients on the Denver Market, providing them with the most up-to-date information as it becomes available.

After the transaction, clients do not hesitate to leave glowing reviews about their time together. One recently said, “Piper was extremely patient with this picky home buyer. She searched for several properties to show me and accommodated my schedule. Once we found the perfect home, she answered all of my questions, prepared me for next steps, and was personally involved until keys changed hands. I can’t imagine using anyone else for my future real estate needs. Piper made a somewhat stressful process seamless and enjoyable. She is a true advocate for home buyers.”

When it comes to marketing, Piper and her team also go above and beyond, employing a thorough marketing campaign that touches clients throughout the year. “We have quarterly calls, quarterly market updates, so our past clients typically hear from us a lot.” Also, the team 92 92

focuses on running full online campaigns for new listings, as well as print marketing and door knocking to nearby neighbors. Piper enjoys using certain holidays, like Christmas, as an opportunity to give gifts or marketing pieces to her network of past clients.

Piper is heavily involved in numerous Leadership roles, the most exciting being part of the National Association of Realtors Young Professional Advisory Board. She loves connecting with industry leaders across the country and sharing her experiences, while gaining useful information from peers in the industry at the same time. In the local community, The Knoll Team participates in various charity networking events and loves giving back to A Precious Child Charity in Colorado, which helps provide children with the opportunities and resources needed to reach their full potential. When Piper is not working or volunteering, you can find her relaxing with her two teen girls, watching a game of baseball or cooking up a new delicious recipe!

Looking ahead, Piper has her sights set on continuous growth while still maintaining a high level of service. No matter where this path leads, she will undoubtedly enjoy the journey.

“I love being able to connect with people and help them.

For us, it’s all about those relationships and educating them, making the process easier.”

For more information about Piper Knoll, please call 720-935-0895 or email piper@theknollteam.com Copyright Top Agent Magazine

The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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BRIAN KNOTT Brian Knott started out working in construction; however, he soon took an interest in real estate for the ways it complimented his love of working with others. Inspired, he went to work at a successful brokerage in Elgin, where he learned the business from the ground up under the mentorship of real estate stalwarts Jerry Hoover and Roger Burnidge.

In the years since, he has truly seen it all.

Today, Brian is the Lead of Knott’s Real Estate Team through RE/MAX Horizon, where he assists clients throughout Elgin and the surrounding areas. Across his thirty years of professional experience, he has achieved the RE/MAX 100% and Platinum Clubs multiple times and even earned the RE/MAX Lifetime Achievement Award. “I treat people the way I’d want to be treated,” he says. “No matter who my client is, I do my utmost to represent them with honesty and integrity, and to support them throughout the transaction.”

When listing a home, Brian offers his clients a comprehensive approach. After supplying them with a suite of high definition, professional photography, he shares their listings over a series of targeted digital and social media campaigns. On top of carefully crafting a client’s online presentation, he also ensures that their property is priced within market range and generates additional buzz through his own sphere of influence. “When submitting an offer on one of my listings, my peers know I will represent their client’s offer fairly to the seller,” he says.

“That kind of favorable experience helps create trust for future transactions we may have in common. Ultimately, this helps my sellers get full exposure to the market through the cooperative efforts of top selling agents in the area.”

Elsewhere, Brian is a strong advocate for his buyers, leaning on his in-depth knowledge of the region to help them find the perfect home for their needs. Over the years, he has earned an excellent reputation, with the vast majority of his volume coming from either repeat clients or referrals. Above all, Brian is most fulfilled by Top Agent Magazine

the impact his business has allowed him to make on his community—especially amid changing times. “In my career, you get to encounter people from all different backgrounds, and you have an opportunity to break down racial and cultural barriers. The most uplifting aspect of my business is when I’m able to help someone of limited means achieve their goal of finding and securing a quality home. The joy that emanates from that is priceless!”

Outside his career, Brian is active in his community.

Having been involved with his local Kiwanis Club for a number of years, he has more recently served on the St. Edward Booster Club Board and in St. Thomas More’s Religious Education program. Moreover, he enjoys drawing attention to people and initiatives that promote racial harmony and donating to outreach organizations like My Block, My Hood, My City.

Going forward, Brian has a straightforward plan for the future: “Continue to provide buyers and sellers with outstanding real estate service.” As he builds on his client base, he also intends on spearheading a future initiative to help bridge the racial divide in the U.S. by finding common ground and fostering a spirit of brotherhood. But he is most excited for the new clients and opportunities that lie ahead in the hometown he loves.

To learn more about Brian Knott call (847) 269-9870, visit briank1.remax.com or email briank1@remax.net 95 Copyright Top Agent Magazine

JULEE KRAUS & MARY THOMAS Best friends since they were 13-years-old, Julee Kraus and Mary Thomas couldn’t pass up on the opportunity to team up when both of them decided to make a career change. Mary started out in commercial real estate where she worked for 10 years, before deciding that she wanted to make a switch. At the same time Julee, who had always been passionate about architecture, decided to leave her Nordstrom Executive position so that she could travel less and spend more time with her family. The two friends discussed their circumstances over a glass of wine and came up with the idea of working as partners.

Together, they now run the very successful Thomas and Kraus Team, and serve clients throughout King and Snohomish Counties in Washington State.

Having known each other for so long has been a tremendous business advantage for Julee and Mary, who are able to communicate without a hitch and pick up where the other leaves off. It also makes their job that much more enjoyable which translates to a positive work environment, excellent results, and extremely happy clients. “Working together makes work not feel like work. We truly love what we’re doing and it shows in how we respond to our clients and how well we take care of them.”

Thanks to their high-standard and ethical approach to client care, as well as savvy negotiation tactics in order to get their clients the best possible deals, The Thomas and Kraus Team has a high percentage of repeat and referral clients. “It’s clear to our clients that we care about them. Our emphasis is on long-term relationships and building those human connections,

not getting the highest amount of transactions and making the most money. We’re not going to leave clients behind just because we’ve closed a deal.

They know we’re still there for them long past the end of the transaction.” In order to show customers their appreciation, Julee and Mary put on client events and drop off little gifts throughout the year. “We become good friends with so many of our clients that it’s pretty easy to stay in touch.”

Julee and Mary invest in an innovative marketing strategy. They first present their clients with a prelisting packet detailing all the ways in which they’re going to market the property. They also favor drone and Matterport 3D technology to make their listings stand out. After the pictures and videos are complete, they move on to advertising through social media sites such as Facebook and Instagram, as well as traditional flyers listing all the unique features of the home. Thanks to their hard work and dedication the team brings is an average of 80 transactions per year.

There are many aspects of real estate that Julee and Mary have come to appreciate, but their favorite part is still the ability to hand over the keys to someone’s new home. “We love working with first time homebuyers. There’s no joy quite the same as seeing clients get the keys to their new house, and watch it dawn on them that they are now officially homeowners.” Going forward Julee and Mary want to continue growing their brand while helping clients with the same level of care and excellence that The Thomas and Kraus Team has become known for.

To learn more about Julee Kraus and Mary Thomas email info@thomasandkraus.com, visit Thomasandkraus.com, or call (206) 356–8402 http://

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Five Ways To Increase Your Commission

By Walter Sanford

Sanford Systems has the best systems for making money in real estate.

Sometimes, our clients forget how to stop discounting and to instead raise their “fee.”

This month, we’ll cover five ideas. Here we go:

1

Raise it.

Before the listing appointment, fill out all paperwork with the new rate and make it business as usual. Scared? Well, make a great listing presentation.

Don’t leave until you get the objection. Learn how to overcome the objection.

If you have to, drop it back down to your old retail rate but only after much hesitation.

2

Email new listings.

Send new listings to your database immediately, hours before it hits the MLS. This is a two-fer: #1 - Keep your database informed with secret, prelisting information that they are reluctant to spam and in the email tell them to forward this hot info to their sphere. #2 - You make more double ends with new people.

3

Institute a cancellation fee.

Many agents allow sellers to cancel listings with a guarantee stating

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they can cancel if they are not happy with the process. If you offer this guarantee, you will always be worried about offending sellers who are serial cement heads with a bent toward overpricing. You won’t try hard enough to get the price reduction, thinking they are going to cancel the listing.

On the other hand, sometimes sellers have a legitimate reason for needing to cancel, and, as upsetting as that is, you can’t sell a property that the seller does not want sold. Offer them an out and you get paid for your time, while working with a chance to get the listing back. “I offer an ‘any reason to cancel’ clause. It is $1000 in the first month and goes up an additional $500 a month after that. (Adjust for your price range.) It is fully refundable should you ever re-list the property with me and I am successful in contributing to its close.”

4

Gain limited partnership as commission.

I carried many of my commissions due from builders as a limited partnership interest in their next project, rather than giving them discounts.

5

Skip the discounts.

Instead of discounts, carry your commission as part of any seller carry back. It is better than taking a beating on the amount.

I coach top agents on a limited basis. If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837. Be sure to ask about the half-off sale on our already discounted internet prices for training systems.

Don’t re-invent the wheel. Use 30 years of real estate wisdom and experience to your benefit!

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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ISAAC KUEHN Isaac Kuehn, 21, can truly be considered a “wunderkind” of real estate, but his road to success was not easy. “I was a special education student, couldn’t read or write until middle school,” he relates. “Then a doctor recommended that I read ‘How to Win Friends and Influence People,’ which is filled with real estate references. Since I couldn’t read, I listened to an audio book and it transformed my whole life.” Thanks to his passion for the industry, Isaac got himself out of special education by training himself to read books about real estate. At 17, he started his journey into the world of business and real estate as a marketing intern at a real estate brokerage during his last semester in high school. As he progressed and learned more about the marketing position, he was able to learn more about the real estate business and realized that the next step in his journey was to obtain his real estate license. At the age of 19, he reached out for a job at DRG in Minneapolis. “They reviewed my story and told me, ‘you’d be a great fit here,’” he recalls. That was in September of 2019, and he’s never looked back.

In addition to attending the University of St. Thomas full time, Isaac is now the #2 agent in all of Minneapolis.

In addition to the agency owner, Isaac works with two additional agents and an assistant. He reports that he now sells eight homes per month and that 25% of his business is repeat and referral clientele. “I believe clients come back because of my commitment to them,” he notes. “They also know that I love what I do. It’s the only business I’ve ever known, and it’s important that I make their transaction as uncomplicated and stress-free as possible.”

At such a young age, Isaac has already garnered stellar reviews from clientele. One client recently wrote: “Isaac’s knowledge of the central Minneapolis was instrumental in the purchase of our home. Isaac’s ability to assist in determining our needs and find the right place is outstanding. His personal style and professionalism made the process smooth and efficient. Super person with the ability to execute!”

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Isaac says he checks in with his clients on a quarterly basis as part of his outreach program. “Before the pandemic, we used to hold monthly client-only Happy Hours and a big annual event,” he says.

To promote listings, Isaac says DRG offers a comprehensive marketing package that includes professional photography, videography, virtual tours and 2-D floor plans.

“We also do open houses and send out a newsletter to 44,000 subscribers every week,” he says.

Though Isaac loves everything about the business, what he appreciates most are the people he meets and helps.

“I get to be a part of one of the biggest financial transactions most people will ever make in their lives and that’s humbling,” he says.

When Isaac isn’t showing homes to buyers or working closely with sellers you might find him enjoying the Twin Cities for everything it has to offer. “I love to run; my family takes part in marathons,” he states. “I also love walking by the river and attending concerts.”

Isaac says he looks forward to his future in the industry.

“I love my company, and I’m happy that I’m one of the top agents in the area, but I hope to continue to grow and learn so I can help the people of Minneapolis achieve their financial goals,” he says.

To learn more about Isaac Kuehn, email him at ISAAC@DRGMPLS.COM, or visit isaackuehn.com, or call (651) 238-1277 http://

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JOHN LASSAK III Growing up in southern California, John Lassak III has always had a connection with the area, so it felt natural for him to transition into real estate. His mom had already been working as an agent in his hometown of Running Springs, so when he thought about moving back from Orange County, he had a talk with her. “We sat down and had a serious conversation… about moving back to the mountains and getting this going.”

He decided that was the perfect option, and for the last four years, he has been excelling as a local real estate agent. “We live in a unique area,” says John, and he has without a doubt used this to his advantage while pursuing his career.

“I’m still pretty fresh compared to everyone else in the office,” John says, but he already has many referrals. He attributes this to his communication and marketing skills. John recognizes the importance of instant gratification in the business, so he is willing to answer emails, texts, and calls at any time. To keep in contact once transactions are over, John does frequent check-ins and sends quarterly mailers. John is also well-known for his marketing strategies. He uses both a local and a national MLS system and creates virtual open house tours for every property. He is proud of the maximum exposure he provides for his clients, saying, “When people see that, they’re not going to want to pass it up.”

Another aspect that sets John apart from other local agents is that he has a strong mentor available to him at all times. His mom is very experienced in the field and has a large referral base, as well as connections with other professionals in the area. “A big part of having success is having a great mentor,” John says.

He recommends that all agents seek one out, as just passing an exam does not necessarily mean that you are prepared for a career in real estate.

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Because John is a native to his community, he likes to stay involved as much as possible. He works with the local MLS system and is a part of the Activities Committee. John is also involved with the local Rotary Club, which conducts a variety of service projects for different charities and organizations in the area.

When he has free time, John loves to drive around the area, go biking and fishing, and just take a walk through the woods. “I grew up doing that,” he says.

“It was an all-natural jungle gym.”

Within just a few years of working in real estate, John has already had great successes and provided his clients with impressive results. Working with people and getting to know them is his favorite part of the job. John says, “This is a huge step in their lives… I really like knowing that I contributed to that.”

To continue helping more people in the future, John hopes to continue building rapport with clients and growing his business. His team has already expanded into a group of three, including John, his mom, and his brother-in-law, and meanwhile, his client base grows more and more each day.

For more about John Lassak III, please call 714-308-1339 or email jlassak3@gmail.com Copyright Top Agent Magazine Top Agent Magazine

Becoming the Best of the Best

By Verl Workman

Becoming one of the best agents in your market requires hard work, time, and dedication. One of the most important things you can bring to the table is your real life market knowledge and expertise. As you increase your market knowledge IQ, your confidence will grow and you’ll win the trust of your clients.

• Preview all the homes that come on the market in that area. By attending all the open houses and tracking price reductions on properties in your area, you’ll know the nuances that pictures cannot convey…but be careful with your time.

• Track closings and sold prices in your target area so you become To do that, you need to know more familiar with list-to-sell ratios about your market than the average consumer. That’s more of a challenge • Become familiar with vacant land than it used to be since consumers in your target area can easily find market statistics online, quickly and easily preview • Get active in the community by listings on the web, and access public doing things like attending county meetings where changes in zoning records without many barriers. and housing are to be voted on, and Clearly, becoming an expert offer your input requires effort, more now than ever before. Here are a few things you • Write articles and offer your can do to establish yourself as an expertise to newspapers and radio stations on trends and happenings in expert in your area. your area • Select the area you want to become • Start a community blog where you an expert in

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post information and articles that affect those homeowners • Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information.

• Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country.

Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge 102

through public sources like blogs, print media, emails, and unique approaches like Podcasts, and public videos, your customers will increasingly look to you as the definitive source. Data is everywhere, so think in terms of how to educate your customers and make them experts so they don’t have to do all the legwork. By doing so you’ll win their respect and loyalty.

Bottom line: get fully committed to becoming an expert in your chosen career and you’ll reap the rewards.

Verl Workman is the national technology speaker/trainer that stands out as #1 when it comes to showing companies and their sales associates how to make money using today’s technology. © Verl Workman. All rights reserved.

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STEVE LAWSON After working in sales for many years Steve Lawson decided to make a career change. Having known a few successful REALTORS® personally, he was inspired to give real estate a try. He obtained his license just this year and currently works at Russell Real Estate Services, serving clients throughout Cuyahoga, Lorain and Summit Counties in Ohio.

Starting a new career path in the midst of a pandemic might have deterred others from continuing, but Steve has taken it on as a challenge. “Success is always possible, all you have to do is work harder than everyone else,” he says.

With his extensive experience in sales and customer service he’s had no problem creating bonds with clients and starting to form a long-lasting foundation for the business he is building. “You meet new people all the time in this job. Working with people can sometimes be challenging, but finding solutions to problems is what makes the job fulfilling at the end of the day,” he says.

When it comes to marketing Steve starts out with putting his listings on the MLS and then proceeds to do his own social media advertising on sites such as Facebook and Instagram. “Every client needs something a little different, so I customize their marketing package. It’s been a great system for me so far because most of my listings are under contract within five days,” he says. Even though he has less than a year in the business, Steve already has nearly 50 homes under contract and over $6.5 million in sales volume.

“My goal is always to sell a house per week. If I’m averaging that then I know I’m doing everything in my power to succeed,” he says.

Having transferred the knowledge from having over 20 years sales experience, and merging it with his passion for homes, has given Steve a newfound drive Top Agent Magazine

and passion for his work. “I’ve always enjoyed everything about homes, and now that I get to see other people’s houses and their unique ideas for design and remodeling, so I am constantly inspired,” he says.

Outside of his real estate work Steve is closely involved with his community.

He donates to multiple local charities and participates in the Adopt-A-Family program. In his time off he stays busy doing home improvements on his own house, and the rental properties he owns. He also loves to grill in the backyard with his family, and watch football on Sundays.

Steve is excited about his future plans, which include forming a team and continuing to give clients an elite level of service. He looks forward to his continued growth as an agent, and hopes to build upon his success.

He also believes that real estate is the perfect career for anyone who has the determination to work hard and achieve their dreams. “With any job you have, you get out of it what you put into it. In real estate, you can work any hours you want and make as much as you want. As long as you’re willing to do the hard work, there will always be houses to buy and sell.”

To learn more about Steve Lawson please call 440–320–9888, email Stevelawson@superstevesells.com, or visit stevelawson.russellrealty.com www.

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BRANDON LIVELY After working in the restaurant business for years, Brandon Lively was ready for a change of pace. This led him to the real estate business, and he has loved his job ever since making this career shift. He became licensed as a real estate agent in 2017. “I’m just honing my skills at this point,” he explains, as he continues to take on new transactions and grow in the Baton Rouge, LA region.

Brandon provides his clients with great customer service and even aims to be “the all-around agent,” as he describes. No matter the price of a home, Brandon uses proven marketing techniques, including social media posts, internet advertisements, professional photographers, and 3D home tours. He has created a large network of people in the home improvement agency so that even once a transaction is over, Brandon can continue helping clients through connecting them with plumbers, roofers, handymen, and more. He truly wants people to love their homes, even once the deal is done. “This business is service, it’s not about transactions,” Brandon explains. He does his best to stay in touch with clients not only through Facebook and phone calls but also with a quarterly magazine he publishes and distributes.

Though Brandon is still establishing his business and does not solely rely on repeats and referrals yet, he already gets about one to two referrals every other month and sees this growing more in the future. As one former client of Brandon explains, “I recommend Brandon and the Lively group.

Brandon is approachable, professional, concerned about you as a person, he knows what he is doing and offers great advice concerning your property.

He is witty making the process easy to deal with.

I recommended Brandon to my mom and would recommend him to others.”

Outside of real estate, Brandon stays very active in the Baton Rouge community.

He belongs to the Blue Lodge and the Grotto, and he is committed to helping veterans and children through other local charities as well. “It’s just a good thing to do, but it’s also fun,” he says. Brandon is also the father of four kids, so spending time with his wife and children keeps him busy as well.

In the future, Brandon wants to continue growing his real estate business, but he is being very careful about doing so. He is currently a solo agent and being very selective throughout this growth process to ensure that his future team members are the best of the best. He also wants to expand his business into other cities and states to help new people in new places. Brandon’s dream is to be the number one real estate agent in the state of Louisiana and based on his progress over the last four years and his strong work ethic, he is well on his way to meeting this goal.

More about Brandon Lively and Smart Move Real Estate, Call O: (225) 448-2850 / C: (225) 636-3687 email BLively@Smartmove225.com or visit Blively.Smartmove225.com License #: 0995694870 / Company: 0995685926 www.

Copyright Top Agent Magazine

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, 106

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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TINA LOCKNER Before taking the leap into real estate, Tina Lockner worked at various positions involving retail management and merchandising, with the last one being a district manager for a 17-store chain of women’s clothing stores covering Minnesota, Iowa, and Nebraska. Though she enjoyed the work and was good at it, she had a small child at home and couldn’t continue the constant travel the job required. She knew it was time to make a professional change.

“My husband encouraged me to consider real estate and suggested I ask my brother-in-law, John Lockner, a successful real estate agent, if I could join his team,” she recalls. “He agreed. I had my first transaction within the first six weeks and thought, ‘I like this. This is pretty cool!” That was 20 years ago, and she’s never looked back.

Tina is now partnered with John Lockner in leading a team for Re/Max Results based in Woodbury, Minnesota.

With a personal annual volume of $22 million, she reports that her business is 99% repeat and referral clientele.

“My clients keep coming back because I’m an excellent communicator and take great care of them,” she notes.

“I ensure all of their questions and needs are taken care of. In the end, I form long-lasting relationships.”

game when it comes to online marketing, promotion, and social media support,” she exclaims.

What Tina loves most about her work is overcoming the daily challenges she faces.

“There’s nothing more satisfying than finding fixes to problems that come up,” she says. “So many people believe they can’t buy or sell, but I stop at nothing to find solutions. Plus, my husband is an attorney with a vast knowledge of real estate and a lot of creative ideas, so he’s always available to help. At the end of the day, if I can be the one to facilitate a client realizing their financial and real estate goals, it’s a win-win.”

When not working, Tina enjoys spending time with her husband at their cabin. She also loves watching her son play basketball and football. “My daughter just joined our team, so I love seeing her work toward her success,” she notes.

As for the future of her business, Tina states, “There’s no end in sight. In addition to maintaining my referral business, I hope to garner more distressed properties to fix up for my investors. The sky’s the limit!”

“I’m dedicated to helping my clients find the home of their dreams,” she exclaims. “Whether they are buying or selling a home or just curious about the local market, I am always happy to offer my support and services.”

Tina has three methods of staying in touch with her clients. Each month, she sends out both a digital and print newsletter. In addition, she writes “lots and lots of note cards. It’s so important to implement the personal touch, and I know they appreciate that,” she says. “I also make a lot of phone calls to check in, especially during this time of COVID.” To market her listings, Tina relies on Re/Max’s superior promotional campaigns. “RE/Max is at the top of their Top Agent Magazine

To learn more about Tina Lockner, email Tina.Lockner@results.net, visit tinalockner.com, or call (651) 398-6904 www.

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DREW LUDLOW “As a Sellers’Agent, it is no longer adequate enough to say that because I’ve put a sign in a yard, I’ve advertised a property properly.

Nowadays, over ninety percent of buyers find their house online before they even contact a REALTOR®. And when representing buyers, they no longer want me to find them listings and say, hey, I think this would be a good fit for you,” explains Drew Ludlow, a top agent who has been in the business for nearly twenty years.

“Buyers now tell me what they want, and when they ask about my role in the transaction, I tell them: you’re not hiring me for what I do. You’re hiring me for what I know and for my years of experience.”

Drew first became interested in real estate after buying his first home in Apex, North Carolina, where he still lives and serves today. “I mostly focus on the southwest Wake county area,” says Drew. “The main cities included in that would be Apex, Holly Springs, Cary, Raleigh, Fuquay-Varina, and the surrounding areas.”

After close to twenty years as a REALTOR®, Drew has more or less done it all. He’s worked with national brokerages and helped set up a local branch, he’s run his own independent firm, and he currently works independently while acting as a consultant mentoring new real estate agents at a larger firm. “I love training, mentoring, and donating my time to up-and-coming REALTORS®,” Drew says. “And, when it comes to this business, I’ve done everything from land sales to new construction to resales to listings. I can walk into most properties and ferret out the red flags immediately.”

His in-the-trenches experience and know-how makes a big impression on his clients. Approximately thirty percent of his business comes from repeat customers and an additional thirty percent comes from referrals.

“The rest comes from the internet,” Drew says. He’s a big advocate of utilizing technology to further his reach.

“I’ve built my website so it appears high on Google searches. People research from out of town via Google 108

or Zillow and read all my positive reviews, then they come to me unsolicited.”

When he isn’t hard at work in the real estate world, Drew keeps himself busy. He is an active member and the President of Citizens Assisting Police in Apex, or CAPA. CAPA is the local volunteer group for the Apex Police Department. “We’re there to free up the officers’ time so they can do what they do best—protect our community,” says Drew. This can range from administrative work to registration for various fundraising events or helping out at street fairs. “We are not sworn officers, we don’t carry weapons, and we can’t make arrests. Besides being a volunteer, one of my jobs is to give the officers a better sense of appreciation for what they do.” Drew also enjoys spending time with his two sons, ages ten and fourteen, DJing at weddings and events, and producing music for his family and friends.

Looking to the future, Drew is excited to continue serving Apex and the surrounding communities. “I’m staying in Apex. It’s home for me,” he says. Drew plans to expand his business while maintaining his involvement in CAPA and spending time with his family.

“Whatever Apex has in store for me, with CAPA or real estate or otherwise, I’m ready for it,” Drew says.

For more about Drew Ludlow, call 919-818-8998, email drew@drewludlow.com, or visit DrewLudlow.com www.

Top Agent Magazine Copyright Top Agent Magazine

Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 110

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

Top Agent Magazine ®

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PATTI MOORE After a career in mortgages spanning back to 2001, Patti Moore was ready for her next challenge. The downturn of 2008 saw her considering the road ahead and the options before her. Intrigued by real estate and the opportunity to become her own boss, Patti decided to make the leap. “I really hit the ground running because I believed in myself,” she remembers.

Now, twelve years later, Patti has cemented herself as an agent of note, complete with a reputation for integrity, communication, and a personal touch.

Today, Patti spearheads her work solo under the banner of AZ Premier Realty Homes & Land LLC, serving clients across Maricopa County’s western sphere, particularly in her home area of Sun City. There, a significant of contingent of her business is driven by repeat and referral clientele who trust her transparency, experience, and proven track record of results. “The service I provide keeps my clients happy, and I really do my best to keep in touch and grow relationships,” Patti says. As a certified Senior Real Estate Specialist, Patti has made longstanding connections with area retirement communities and senior enclaves, where her knowledge of the region and the process of downsizing and retirement set her apart. “I really like the process of communicating with my clients,” she says, “and over the course of the transaction, we tend to get really attached to each other.

That’s why I love working with people. I enjoy working hard and communicating, which is why real estate is the perfect job for me.”

Listings comprise a majority of Patti’s real estate work.

Accordingly, she ensures all listing campaigns are fully maximized, beginning with creative staging, professional photography, virtual tours, aerial footage for specialty properties, and twilight shoots to showcase the desert’s natural splendor. From there, listings are leveraged across a range of online listing platforms and social media outlets, while also benefitting from neighborhood-level buzz through open houses. In fact, it’s through Top Agent Magazine

these in-person meet-and-greets that Patti has met many buyers and future clients. Last year, she closed roughly $15-million in volume—a testament to her staying power. Likewise, considering her past experience in the mortgage field, Patti serves as a trove of knowledge for both buyers and sellers alike, offering a holistic view of the transactional process. All in all, her tagline speaks volumes: “Your Advisor. Your Friend. Your Realtor.”

Beyond the office, Patti stays busy in her free hours by spending time with her family and loved ones, golfing, hanging out with her two dogs, exploring arts and crafts shows, and reading. She also relishes the opportunity for travel, embarking on cruises as well as weekend getaways to some of Arizona’s most idyllic destinations, including Sedona, Prescott, and Jerome. She also enjoys mentoring up and coming agents within her office as they climb the ranks of the industry she knows well.

As for the future, Patti intends to keep momentum going strong as she continues to grow her business and build community. “I want to keep doing what I’m doing,” she says, “because I love what I do. I really enjoy getting out there and meeting new people, helping them along on their journey.” Now, with more than a decade of experience and insight behind her, the road ahead looks positively bright for Patti Moore.

To learn more about Patti Moore email pattimoore.realestate@gmail.com or call (623) 512–2467 111 Copyright Top Agent Magazine

SARAH OTTEN KEILY Sarah Otten Keily began her professional career in customer service for a bicycle company in Waterloo, WI. but realized that she wanted something more. “Through my time at the bike company, I discovered I’m definitely a ‘people person’ and truly enjoy helping others succeed in their goals,” she says. Real estate ticked all of her boxes. “Before I made the switch full time into real estate, I would take my lunch breaks at the local library and study for my exam,” she says. That was two years ago, and she’s never looked back.

Currently, Sarah works as a solo agent for Shorewest Realtors, serving Lake County, WI and its environs. “Though I work alone, I receive tons of support from my office and my colleagues,” she notes. “I’m grateful for my family that lives in the surrounding area. I wouldn’t be where I am today without their love and support.”

Being newer to the industry, Sarah reports that a majority of her business is referrals and sphere of influence. “My greatest pleasure is guiding others through the home selling/buying process to make their home here,” she exclaims. “As a hometown girl, nobody knows Lake Country better than me!”

It’s no surprise that Sarah receives stellar reviews for her esteemed work ethic. One client recently wrote: “From the early stages of browsing to stressful online auction situations all the way through our ultimately accepted offer, Sarah has been an absolute joy to work with. She was extremely thorough throughout the entire process, always making sure we know what steps were next. She worked fast over a weekend when she could have waited until Monday on our offer, because she was just as excited as we were to get our house! She was extremely patient and kind at being the go-between for us and the seller, with several questions being relayed back and forth for weeks. Thanks to Sarah, every aspect of our home buying process was smooth, and I dare say, fun. If you want someone to efficiently and calmly walk you through the home buying process, who has solid listing suggestions and strategies, great connections with inspectors and lenders, all with a go-getter attitude that will

close your deal with no issues, you want Sarah on your team.”

“I am so honored to be a part of such a significant event in my clients’ lives,” Sarah notes. “I do everything I can to ensure that all their needs are met as well as smooth out all the bumps along the way.”

To stay in touch and in front of her clients, Sarah goes online. “Social media is the name of my game,” she exclaims. “This has been such a great way for me to reach out, say ‘Hi,’ and to see what they’re doing. I’m mostly on Facebook and Instagram.” She also connects via phone calls, texts, and emails. “During the holidays, I send everyone the same card, one which depicts me with my family,” she says. “It always feels very personal and special.”

When marketing listings, Sarah is very involved with prepping each home for photography. “On photography day, I show up in workout clothes ready to help the family to clean up and declutter,” she says. “The home has to look perfect for professional photography and videography. Sarah says she’s grateful that the Shorewest brand is so recognizable in the community. “Someone sees our sign in the yard, they immediately know who we are and that they can trust us,” she says.

For her community service, Sarah is involved with Oconomowoc Area Foundation Emerging Leaders and serves as a publicity chair for the Oconomowoc Festival of the Arts each summer, established by her grandmother many years ago. She is also a member of the Young Professionals through the local Chamber of Commerce. “I grew up sailing on Lac La Belle in Oconomowoc and love the lake life this community has to offer,” she says. “In fact, I still crew for my brother whenever possible.”

Recently married, Sarah is looking forward to both a rewarding personal and professional life. “I hope to continue along this path, always being available for my clients to attain their real estate goals,” she says.

To learn more about Sarah Otten Keily, email skeily@shorewest.com, visit sarahotten.shorewest.com or call (612) 961-7073 https://

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

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

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

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1

Put Testimonials or Case Studies on Your Website

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

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

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

2

Be Responsive and Accessible

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

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

3

Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

5

Put Yourself in Your Client’s Shoes

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

6

Be Consistent

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

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

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

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

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BRENDA QUIROGA Brenda Quiroga has always been around real estate. Growing up, she observed the ins-and-outs of the industry while working for her aunt and uncle, who owned a successful brokerage in Corpus Christi.

After college in Houston, Brenda spent some time in sales; however, she was soon drawn back to real estate for the ways it complimented her entrepreneurial spirit and her love of helping others.

Today, Brenda is a Realtor for RE/MAX Integrity, where she services clients throughout Houston and the surrounding areas. Dual-licensed in Florida, Brenda also facilitates out-of-state transactions in the Florida panhandle, servicing Destin and the surrounding beach areas. Through more than twenty years in the business, she has developed the depth of knowledge needed to assist any buyer or seller in their real estate needs.

When listing a property, Brenda utilizes a comprehensive strategy. After helping her clients prepare their homes, she spreads the word through a series of targeted digital and social media campaigns. Meanwhile, she uses her Realtor database to share her listings with an extensive network of real estate professionals. “First and foremost, you have to let the real estate community know about a listing,” she says. “More often than not, my sphere leads to the sale of a home.”

Elsewhere, Brenda is a passionate advocate for her buyers, prioritizing education and open communication throughout the transaction. Most importantly, she gives her clients the honesty and candor needed to make savvy decisions. Moreover, she leans on her decades of experience to provide a deep understanding of both the Texas and Florida marketplaces. “My philosophy is straightforward: People do business with people they like,” she says. “I don’t see my clients as transactions; instead, I treat them the way I would want to be treated.”

Because of her outgoing personality and tireless commitment to her clients, Brenda has earned a fantastic Top Agent Magazine

reputation around Texas, with the vast majority of her volume coming from either repeat clients or referrals. A top-producing agent in her brokerage and region, she has recently been inducted into the RE/MAX Hall of Fame. The key to her success? “I’m never pushy. I’ve had clients change their minds and walk away from deals or listing their homes—and that’s okay. They know I’m here not to pressure them, but rather to support their decisions.”

Outside of her career, Brenda is active in her community. Currently, she volunteers and contributes to the Woodlands Church and local food drives. When she’s not helping clients or giving back, she can be found relaxing on the beach in Florida.

Looking ahead, Brenda has a strong vision for her future. As she expands her work in Florida, she intends on building a team in both places. But she is most focused on delivering the elite service that has fostered her career and so many relationships throughout Texas.

“A lot of people get into real estate because they think it’s easy,” she says. “But it’s never easy. I do this because I love the challenge. After all, there will always be new trends, new clients and new possibilities waiting just around the corner.”

For more about Brenda Quiroga please call (832)428-8269, email brendaq@remax.net, or visit brendaq.remax.com http://

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HOWARD RUDIN Howard Rudin has always had an interest in real estate and has been helping people with residential real estate in the Metro Phoenix area since 2001. “I work full-time with all levels of buyers, sellers and investors and strive to maximize their dollars in each transaction,” he says. “My goal is that each and every one of my clients will be completely satisfied with my service and that they in turn will refer me to their friends, family, and associates looking to buy or sell real estate in Arizona.”

Howard works as a solo agent for West USA Realty out of Scottsdale, Arizona; he reports a sales volume of $18 million/year. At this point in his career, his business is 90% repeat and referral clientele. “I treat my clients as if they were members of my own family,” he says.

“I will always be honest and let them know if there is something wrong with a deal. I’m not afraid to lose a transaction if it means doing the right thing for them.

and commercial & multi-family sales.

“This is what makes my business recession-proof,” he says. “Currently, I manage 120 properties, which is basically our bread and butter, especially if things take a down-turn in the market. I have a few assistants working for me to help process checks and paperwork, so that I can work with my buyers and sellers.”

To stay in touch with his clients, Howard invests in mailers, reaches out to clients by phone and text, and does a holiday mailing. “At the holidays we send out cards and a calendar,” he says.

Howard markets his listings via social media as well as on the professional websites. “Currently with our low inventory most homes have been going pretty quickly, which has reduced the need for lots of advertising,” he notes.

“I believe in tailoring each transaction to the individual client, because no two are the same. I think the clients appreciate my attention to such detail.”

Howard loves what he does because each day offers a new challenge, stating, “No two days are the same, so I get to meet people and learn something new all the time.”

It’s no wonder Howard receives stellar reviews. One client recently wrote: “Four generations of our family have been absolutely delighted with his handling of every aspect of our purchase and sale transactions. With his up-to-date market knowledge, he recently coached us through every aspect of a major remodel enabling a very rapid sale of our investment property at our asking price.”

Howard is a former board member for Save the Family, a local organization that provides affordable housing to victims of domestic violence. “Though I’m no longer on the board, I’m still very active with the charity,” he says.

“I bring practical advice and creative solutions to just about any real estate situation,” he asserts. “My team of lenders, inspectors, title companies, repair people, and I can handle your transaction from start to finish.”

In addition to residential sales, Howard has added two other facets to his business: property management,

When not working, Howard enjoys spending time with his family, which includes his wife Erika and his two kids, Lilly, 6, and Sam, 8. “We are definitely spending a lot more family time in the pool this year and having movie nights due to the pandemic,” he exclaims.

As for his future plans, Howard wants to expand the breadth of his three businesses. “I’m looking forward to adding more properties to manage as well as selling more multi-family dwellings.”

To learn more about Howard Rudin, email him at howardrudin@gmail.com, visit him at howardrudin.com, or call (602) 390-8088 www.

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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MICHELLE RYAN Michelle Ryan began her professional life in the mortgage industry but soon realized that real estate was her true passion.

She purchased her first investment rental at the age of 25 and obtained her agents representative license shortly thereafter.

For their marketing approach, Michelle believes that less is more. “We do go through the homes and offer advice on how to improve sale-ability,” she says. “If the client needs some staging tools, we’ll offer that as well. Then we put out professional photography, 2-D plans, and all of the bits and pieces they will need for a successful sale.

It’s very simplistic in its approach, and we’ve found it works well for us.”

Michelle and her husband, Rod, oversee a team at HBA Realty, an independent boutique agency based in Coomera Waters, Queensland, Australia. “I’d say we’re a family-run business, as my 20-year-old daughter also works with us,” she notes. Two additional agents round out the team which covers the northern Gold Coast region.

When asked how clients best remember her, she says, “I’m the community go-to girl. If someone needs services or assistance, I’m the one they go to, and rightfully so. I’m here to help.”

Michelle reports that her business is an impressive repeat and referral clientele and says she’s sold as many as four to five houses to the same clients. “I believe people keep coming back because we are genuine, down-to-earth people,” she notes. “We’re a part of the community, so people know us and are very aware of our reputation.

That’s comforting to them.”

It is no surprise that Michelle and Rod receive stellar reviews for their esteemed work ethic. Tiana, a recent client, wrote: “We recently purchased our home through Michelle who was friendly, down to earth and easy to deal with. She was helpful with everything we wanted to know and proactive with what we needed to get done for settlement. Personal touches like her local knowledge and advice for the area were also very much appreciated!”

Michelle says it’s easy to stay in touch with her clients, as she interacts with them practically on a daily basis within her community. “We do have all the normal tools for outreach to our clients, our branding is so well-known in the community, and we are often out and about, that our local visibility is strong,” she states.

Michelle says that selling real estate is very motivating.

“I get a lot of energy from helping people realize their dreams when it comes to buying and selling a home,” she asserts. “I like to think I add value to their world as well as making their transaction as easy and smooth as possible.

“I believe we reap what we sow. I gain a great deal of satisfaction from helping others and enjoy sharing my success with those around me.”

Michelle is a community-minded person, founder and administrator of the Coomera Waters Social and Community Group, Founding and Current President of the Rotary Club Of Coomera Waters.

When not working, Michelle enjoys cooking and tending her garden and forward planning.

As for future plans, Michelle would like to add some younger agents to the flock but primarily, she wants to continue on the successful path of doing her best to work in a win-win or walk away approach. “I do have to say that the pandemic has not affected us like I thought it would,” she notes. “I feel very lucky to be where we are, and I look forward to helping people achieve their dreams for many years to come.”

To learn more about Michelle Ryan, email michelle@hbarealty.com.au, visit hbarealty.com.au/Michelle-Ryan or call +61-419-884-822 www.

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JONATHAN SCHNEEWEISS, J.D, LL.M. Jonathan Schneeweiss began his real estate career as a practicing attorney 26 years ago, working on real estate closings on behalf of a bank in upstate New York. A few years later Jonathan moved to California, where he now lives, to practice real estate and land use law. “I was doing real estate on the side, and I decided to go out on my own,” Jonathan recalls. This coming March will mark 18 years in business for Jonathan, and his abundance of experience in real estate and the law proves invaluable in helping his clients achieve their real estate goals.

Jonathan serves all of San Diego County, and he often works in Riverside County as well. About 95% of his business comes from repeat and referral clients, an impressive feat that speaks to the loyalty and trust he inspires. “Clients value my experience and my level of detail,” Jonathan says. “They know my background in law, and I think that makes them feel more comfortable than with a regular agent.” Jonathan’s responsiveness and follow-through also set him apart. “My clients know they can always talk to me,” he says. “They know that when they call, they’ll be talking to me, not someone else from my office. And that’s what my clients like, 24/7.”

Jonathan explains. “I also do 3D marketing and virtual walkthroughs, heavy social media marketing, and a lot of networking with other agents to find the right buyer.”

Community involvement is important to Jonathan. He is a past president of the Tom Homann Law Association, an LGBTQ law association in San Diego. He also volunteered as a mentor with Volunteers in Parole. Jonathan was the chair of the San Diego Mediation Center, a division of the San Diego Association of Realtors®.

He also serves as an expert witness in real estate cases, testifying on standard of care and the operations of real estate offices. When he is not working or giving back, Jonathan enjoys camping, skiing, surfing, mountain biking, travelling, and spending time with his husband and their 6-year-old son. Jonathan also owns multiple real estate investments and has built homes too.

In the future, Jonathan plans to continue cultivate his existing relationships, and also to work on improving his technology to reach more people. Above all, he wants to continue solving problems for his clients. “I love what I do because it allows me to apply my experience in the law, especially with development and land use,” Jonathan says. “I’m always learning something new, and solving something I hadn’t run into before. It keeps me on my toes and keeps me creative.”

His deep connections to his community, through both real estate and the law, also provide priceless resources to Jonathan’s clients. Through teaching seminars for attorneys and real estate agents and brokers on real estate issues, as well as his mediation work, Jonathan has “the contacts to put my clients together with the right people,” he says. “I love problem solving, and when I run into issues I can overcome those hurdles.”

When it comes to marketing his listings, Jonathan has always liked to stay on top of new developments in the industry, especially with regard to technology.

Depending on the listing, he employs a variety of resources to help a home stand out and gain exposure.

“Professional photography is the #1 biggest part,” 120

For more about Jonathan Schneeweiss, please call 619-279-3333, email jonathan.schneeweiss@gmail.com, or visit sdhomepro.com www.

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 122

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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SHEILA SMITH When Sheila Smith’s own broker noticed her passion and talent for real estate, he encouraged her to make the professional leap. “I had never been in sales,” Sheila says, “but my broker said to me, ‘You sell more houses just in referrals you give to me than some of my agents.’ So I took the plunge, and I have loved it ever since.”

At Re/Max Capital City, Sheila founded a team that has been a Top Producing Team every year since 2010, and that has been recognized for numerous awards for their customer service. “We are cohesive,” Sheila says, “which makes us different from a lot of other teams. We’ve grown through success, not because my intent was to be big. I’ve been able to attract folks to my team who have a similar mentality, people who work just as hard for $1000 as $100,000 because they’re in it to care for the clients. For being one of the biggest teams in Boise, we operate differently. Clients sense the difference.”

Because of a big influx of out-of-state buyers, Sheila finds herself these days with many new clients, though the majority of her business still comes from repeat clients and referrals. What keeps clients coming back is Sheila’s focus on each client’s needs and keeping transactions smooth and transparent. “I focus on education with my agents,” Sheila says. “We’re very hands-on.

We’re skilled. We work for our clients. We’re not in it for the paycheck.”

For Sheila, success is defined by her clients’ satisfaction. “As long as the clients are happy, the business will come,” she says. Sheila is passionate about staging and design. “The best way to market a home is to make it look outstanding on MLS,” she says. Sheila’s team photographer uses meticulous techniques and a specialized camera to capture a virtual tour of each property.

Sheila sees real estate as a means for people to transform their lives. “I love looking at houses and seeing the potential,” Sheila says. “I could never sell cars, because they Top Agent Magazine

depreciate. Homes have been game-changers for so many of my clients by providing stability, by providing equity. Real estate is what catapulted me forward, and when I find places that I know are a good investment for people, it feels like I’m really making an impact in their lives.”

Active in the community, Sheila volunteers as an ambassador with Family Advocates, an organization that works with children and families navigating the foster care system. Sheila is also engaged with Boise Bike Project, which provides bikes and bike maintenance education to those in need. In her free time, Sheila loves to spend time with her family doing all of the things that make Boise a special place to live, including hiking in the foothills, skiing in the winter, and river rafting in the summer.

For the future, Sheila looks forward to growing her leadership capacities. “I love watching agents learn and grow,” she says. “I love that we’re a cooperative group. I want to focus on facilitation and mentorship, to help our crew grow in our capacities.” As for the growth of her business, Sheila is not worried. “We will grow if we continue doing what we do best, which is to focus on our clients.”

To find out more about Sheila Smith, please call 208-631-2248, email sheila@sheilasmithrealestate.com, or visit sheilasmithrealestate.com http://

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REBECCA WILLIAMS Though she is only three and a half years into her career as a real estate agent, Rebecca Williams has already made great strides in the field. She began her work in the industry by creating a property management company in 2007, but after clients wanted help selling homes, she knew it was time to get her real estate license. Her business quickly expanded, and just last year, she was on the Top Ten list of agents in the Washington, D.C. area. Rebecca works with Keller Williams and is licensed in D.C., Virginia, and Maryland. Her empathetic personality and many successful transactions have made her an expert in the local real estate market.

Rebecca attributes her high level of repeat and referral business to her customer service. “It probably stems from caring for an elderly mom and having a disabled sister that just makes me patient and kind and able to treat others in such a way that they want to refer me to their family and friends,” she explains. Rebecca not only treats her clients like family, but also like good friends. “It’s not about the money. It’s about the relationships. I think people feel that I love what I do every day and I have their best interests in heart and mind.”

In order to give clients the best results, whether that means earning top dollar for a sale or getting a great deal for a purchase, Rebecca uses a variety of marketing strategies. She has a personal social media assistant, who not only shares information to traditional platforms like Facebook and Instagram, but also to LinkedIn which is very popular in the area. Additionally, Rebecca uses online ads and print ads, such as postcards, to help spread the word about new properties. She has quickly learned what does and does not work which has significantly increased her volume. “I did more business during COVID than I did during the second half of last year,” Rebecca explains.

One way Rebecca stays so connected to the Washington, D.C. market is through being an integral part of the 124

community herself. She serves as an Ambassador for the National Museum of African American History and Culture and loves attending the Jazz in the Garden events during the summer. Her favorite charity involvement is with Safe Shores, an organization that takes care of children who have been victims of or witnesses to abuse. Each year she hosts an event that donates money to the organization and gifts to the children. Additionally, Rebecca loves training for and competing in triathlons, traveling internationally, and spending time with her sister and friends.

Looking forward, Rebecca continues to expand her business while she broadens her impact as a Real Estate Coach. Sharing her experience and expertise with others, allows her to share her success with other agents, training them in the remarkable process she created. Rebecca is passionate about the work she does with her many happy clients who agree she is the expert they need. “I don’t take it lightly when I’m hired to do the job of selling someone’s home or helping to find a home to purchase,” Rebecca says. This sentiment remains true no matter the person or home.

For more about Rebecca Williams, please call 301-305-1113 or email Rebecca.Williams@kw.com Copyright Top Top Agent Agent Magazine Magazine

What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 126

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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LANEE YOUNG No one knows Tennessee homes like Lanee Young.

She and her husband built their first home together in Mt. Juliet, Tennessee in the early eighties. By the late eighties, Lanee launched her career in real estate. After staying home for a few years to raise her son and daughter, she became licensed as a general contractor and built or remodeled well over 200 homes in the middle Tennessee area. In 2010, she dove back into real estate full time and now serves Davidson, Wilson and surrounding middle Tennessee Counties. She’s known throughout the area for her love of houses, expertise, and dedication to her clients.

Her clients rave about her experience and knowledge. They say she knows the area neighborhoods and school districts better than anyone, and she is incredibly honest. But it’s not just her integrity that makes her stand out.

Because she’s built and remodeled so many homes, she’s able to give her clients detailed information about what exactly the inspector’s report means, which repairs will truly be an issue, and how costly they will be. For clients buying new-build homes, she ensures all the craftsmanship is high quality. “I want to have lifelong customers, so I never push for a quick sale. It’s important to me that my clients find a home that’s a perfect fit,” Lanee says. She approaches each transaction as a teacher, and takes the time to explain all the moving parts to her clients.

When it comes time to marketing listings, Lanee again relies on her knowledge of every feature of a

home. “I can go into a house and see which custom features or design elements are noteworthy,” she says. “Understanding all the builder put into the house helps me to better market it.” Lanee spreads the word about each listing through her broad sphere of influence, which she’s built during a lifetime in the area. She posts the listing on over 900 real estate websites and on social media. The result is often a quick sale at a very competitive price. This year Lanee is on track to close over $15 million in transactions, landing her in the Diamond Status of the Eastern Middle Tennessee Association of Realtors.

Lanee’s favorite part of her job is helping her clients to achieve their real estate goals and make great decisions for their financial futures.

To give back to the community that has given her so much, Lanee has participated in Leadership Wilson, which trains community leaders. Through that organization she helped to organize a food drive and a “Stuff the Bus” school supply drive for underserved children. She’s also very active in her church. In her cherished free time, she loves to spend time with her five grandchildren. “They are the joy of my life,” she says.

“I feel like God has blessed my business. I love what I do,” Lanee says with a smile. For the future, she plans to continue providing her clients with high quality, boutique, caring service!

To find out more about Lanee Young, call (615) 758-1311 email laneeyoung@gmail.com or visit Laneeyoung.com www.

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