NATIONWIDE & INTERNATIONAL 2-22-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

FEATURED AGENTS

ADAM BACHNER SHERRI BRYANT DAVID CARY JOSEPH CHOINIERE II GABE COLE EDNA CORONA SASCHA DAVIS DANIA DIAZ RYAN FELLER BRENDA FOSCO DENISE FREE SOLOMON GANZ CHRISTINA GOTTLIEB ANDREW & JILL HASMAN JEREMY HOOVER BOBBY HULMES FEDER JOSEPH STEPHANIE KING JENNIFER KJELLGREN GERI KNIGHTON KRISTA LAPP NICHOLE LAVIGNE NATHAN LEPRE KASIDY LOWE

ANGELA MAE SCHLAGEL DEBORAH MARA JENNIFER MARSH KAYLA MEISNER JENNIFER MORETTY PATRICK MULLARKEY PEACE NGUYEN JERRY PENNER TINA PILOT BILLY RABBITT STEVE ROBE PAIGE SLOCUM DAVID ST. CLAIR SUSAN STANFORD CASSANDRA TOLLENS ERICA TIMKO NICK VAN DER GAAST ANDREA VISCUSO BRUCE WEBB REBECCA WILLIAMS MICHELLE WILSON CYNTHIA YOSHA-SNYDER

COVER STORY

JACQUELINE PENNINGTON

NATIONWIDE & INTERNATIONAL EDITION

David Neisch is proud David to congratulate C. Minicozzi is proud to congratulate

Kevin M. Stegena is proud to congratulate

Bridgett Gauthreaux is proud to congratulate

FEDER JOSEPH PAIGE SLOCUM DAVID CARY MICHELLE WILSON 15

9

DAVID CARY

FEDER JOSEPH

21

PAIGE SLOCUM

27

MICHELLE WILSON

33

JACQUELINE PENNINGTON

on being featured for the State of Louisiana on being featured for the State of on being featuredon forbeing the State of in Top Agent Magazine! featured Pennsylvania 41 in Top Agent Magazine! 47 53 for the State of Connecticut 59 65 Georgia in Top Agent Magazine! in Top Agent Magazine!

KEVIN M. STEGENA | LOAN OFFICER/OWNER | NMLS# 1558801

SOLOMON GAN

LENDING CAPITAL MORTGAGE, LLC

Bridgett D. Gauthreaux | Loan Specialist | NMLS #113427

Primary: 215-776-8980 | Office: 267-756-7035

office: (985) 956-7816 | mobile: (985) 320-6755

Kstegena@outlook.com

bridgett@thercm.net | www.thercm.net

71

GABEGABEDAVID JOSEPHJOSEPH CHOINIERE II COLENEISCH | DENISE KRISTA 14444 LAPP JENNIFER ANGELA MAE Branch FREE Manager University Ave., Hammond, LA 70401 |MORETTY NMLS #1645778 CHOINIERE II COLE SCHLAGEL 678-859-5410 Office SASCHA DAVIS ANGELA MAE PATRICK MULLARKEY Phone (203) 483-7069 | attyminicozzi@gmail.com 833-949-1126 Fax

Lending Capital Mortgage, LLC | NMLS# 1845226 | 12 Penns Trail, Newtown, Pa, 18940

77

ERICA TIMKO

250 West Main Street, Suite 200, Branford, CT 06405 3725 Lawrenceville-Suwanee Road, Suite A2, Suwanee, GA 30024

83

BRUCE WEBB

88

SASCHA DAVIS

SUSAN STANFORD ADAM BACHNER BRUCE

WEBB

90

SCHLAGEL JACQUELINE 92 94 PENNINGTON

SOLOMON GANZ PATRICK MULLARKEY

BILLY RABBITT

DANIA MORETTY DIAZ RYAN FELLER JENNIFER Patrick Mullarkey – of Keller Williams Select Realtors in Annapolis, Maryland – is a knowledgeable, hardworking and truly dedicated real estate professional who is consummately to ensuring positive outcomes for his It’s not surprisingcommitted that she receives stellar reviews many buyers and sellers. As CEO and Lead of for her esteemed the work ethic.

OneTeam, client recently Capital Home Patrick has gathered some of the best and brightest wrote of their experience: “Sascha is theagents best.and If support personnel in his market, all of whom you want a stress free and clear-cut experience,share his client-first business ethos.

his willingness to go above and beyond for his many grateful clients.

A significant portion of Patrick’s businesssy is Ryan Feller Bachner was interviewing for a great when I was looking for has been involved in real Atwas just 16 asset years old, Dania Diaz One client shared, “H based on referrals and returning clients, perhaps In the early 2000’s. Sascha Davis was helping a the most accurate barometer of a job well done ERICA TIMKO estate for about 20 years, having gained w 99 began 103 100 96 104 107 er college, he came across an my new home.

I was in talks with two friend flipher houses.

“After doing for aestate. while, work in this real Her sale of our house to an I decidedbrokers, I wanted tobut be on theresponsiveness other side ofexperience the unt for a real estate licensing other his and in buying and selling family had a house on the market that been one of the beston transaction,” she recalls. “I loved marketinghis and own homes during his career as When she moved bottles instead of business cards, and sh Y. “I thought it would be a honesty was whatsosold me on him.

It’s a to Indianapolis interactingselling, with people,and becoming a Realtor you won’t becombat disappointed.

She isinalways quick Top Agent Billy Edna medic Corona her real isRabb activ wasn’t when their agent made inEdna my life. anwas active-duty thebegan in o have in my back pocket, so good I went withsix him, asSascha he years ago, Sherri Bryant lottery tickets for birthdays, pies forFro Th toable respond and will answer any and all questions seemed thing like a natural transition for me.”

Patrick – was a military veteran who formerly two Army.

“I was interested in real estate G decades owning his ownin fitness companyWorking – estate career 1998. organizations. received her license in 2004.

“And I’m 100 percould not make it to a showing, Dania we spoke I knew tha for Towne Re ” he says. It didn’t take long to bring down the asking price toina real point involved but was seasonal gifts forHome home purchase anniv was officially licensed in 2010 as an agent so even beforeestate joining the Army,” Ryan ph cent glad I did,” she asserts. ® he could fully understand the process of real homeprimarily with first-time Realtors , and was one do it.I also The loved what she does a it the ground running as an thatthe wasonly right in mythere comfort zone. still to working Shemedicine estate when he was flipping his explains.another “I like tojob. sayinvestment that hi serving own home, and to understand the insher and outs After practicing in West Virginia for 14 years, buyers throughout years in Advisory in g clients in New York City never had to wait long to hear back from people touring were explains, decidingis“My between toinvolved me butlointI Sherri and her important team also get business just started my love, but real has always of estate renting or leasing commercial spaces for his Sascha moved to Florida where she received that business.

“Those are theEdna two main has reasons continuI Once he and his wife had their him, which was an issue I’d had with other ADAM BACHNER this EDNA CORONA SUSAN STANFORD SHERRI BRYANT the industry, working ororg DANIA DIAZ RYAN FELLER myup, passion.” when Ryan was ing by charities and other really and ISo decided house as Dania that she would exceed state’s license inand 2018. another, She now worksand asramping a been solo became an agent,” he recalls.

Insupporting 2018, he began Billy Rabbitt has lived and worked all 2018, they decided to make brokers. was patient in helping me selling homes full time, and has found success agent for eXpHe Realty in Kanawha Valley and still preparing to retire from the military, ho ally formed strong relationships painting and tr company, Real Estate, regu toof jump real estate full-time.” explains, “Because myinto HerMaryland, professionalism, quickly due to having built his business onHighgarden a country, from to Texas, to Nh has clients in West Virginia. reports that energy, Real-estate agent Solomon Ganz quickly atfiremen, As a suc o Englewood, New Jersey. find a building withSascha the amenities that Ino question there was what he would to foundation of honesty and integrity, and glances also based on her hard work, valuable drives and supports military, Since then, Sherri has created her business is 95% repeat and referral clientele. and Pennsylvania.

“We were lucky they decided to go with ours.” her knowledge are enoug the his as an opportunity to break considered important, which it Their clear dohe next.

“I got my license, and lunch now fow “I think communication the most made his asten wraps up aagents client atopportunity thetion Bevor even the to move tofuture, Southern They stay aware ofhelp the needs of the “Team Bryant,” aiswatch group ofimportdiverse female experience, and also the personal Inback the agent recommended to clients mdE ant me skillimmediately that anhe agent can provide to a client,” I’m ablethat to help other people buy and just in time w Jersey real estate market to that cared that I felt comfortable to welcome our second to support whenever anddau how who always goerly above and toWith make their clients she she notes.

“I always answer phone.beyond If sell you their attention gives each and true.” ness.

Her Hills Hotel.

10 minutes totryspare, he people orders around t homes,” he says. pleted his first full year as a licensed NJ throughoutshe the buying process.

Imywould (and have) look into This come he recalls.

“My experience of buying Co an don’t pick up yourreal phone,estate. someone else will,was the need.

In her free time, Sherri loves pla happy.

“I think what’s really great about our team is Award-winning, top-producing agent Susan Currently, almost the entirety of Susan’s business every one of her clients. years ago, and to homes throughout the United States gr He even finished the year in the top 3 recommend him.” and they’ll likely get the job.

I know my clients aaDania. dish of fresh and dessert and sets it aside for In going a fairl beginning forreferrals She hasfruit nowSherri ® Stanford – of Atlanta Communities Real Estate in is based solelynot upon and returning her neighborhood, gardening, on we’re only team, we’re aAsfamily,” a Realtor withexplains.

Coldwell Banker is appreciate my responsiveness and prompt attenpassion.” Additionally, his family began into somethin ents for dollar sales volume in310-734-1440 his office, Phone | been Fax 310-734-1440 Marietta, Georgia – is a truly dedicated Realtor® clients, a significant achievement that illustrates licensed for 15 years and has been working Dania has a leadership position w tion to their needs.” his next meeting — a poolside chat with a Hollyto build in properties, which was even more m as AUSA and the V Southern Coast, Ryan serves the coastal Southeast spending time with her grandchildren, While everyone on the team has a similar values system ng no who signsis of slowingtodown.

Hisherbiggest Whenperfectly Adam isn’t working, he’s service staying in As the Broker/Owner of Delcor International Realty, I’m doing very committed providing many grateful the above-and-beyond sheinvolved profor Billy to obtain his real estate license. full-time with RE/MAX for the last seven years.

Association of Realtors.

She has ser Georgia area, including Hinesville, Savannah, Pooler, boards of Realtors and work ethic, Sherri stresses that individuality is key. s yearclients is having Ward Avenue, through professional music producer.

Solomon knows thing orevents my clien with closed the very27best service availablethe in community vides her buyers andlocal sellers.

Though shenetworking has mag@topagentmagazine.com | wood www.topagentmagazine.com Edna serves Houston and theTop surrounding areas. level solooked thathis twoaGlenville, years ago, and he’s never baw Agent Magazine Richmond Hill, Townsend, Darien, Ludowici, through Dania works as a solo agent with anand assistant inCopyright the of the Young Professional Network the highly-competitive Atlanta market. Susan’s accomplished thisfree as atime, hardworking soloempower agent, “I love what I do,” Sherri says, and be She any has done her bestAbout to cultivate her riced sale in all of NJ for 2020 according groups.

During he’s hanging out with can get m 99% her business from repeat and or she two client service, asworks hecomes spent hisclients early very sam and Portof Wentworth.

He with many whoyears are giving back, Rya focus on building relationships with her clientshis is family. she looks forward to her husband –about a woodworking South Florida area.

Through her efforts the YPN lead ersey MLS. can be Billy a difficult and stressful job, she team members as well as theirinclients. now leads a on team of three agents the military, and his referral base is growing quickly. as well as hiking,

SHERRI BRYANT EDNA CORONA

KRISTA LAPP

Copyright Top Agent Magazin

clients, an impressive feat thatTowne speaks to inthe same valu far more important to her than simply closing a contractor – becoming licensed soonreferral and joining Real Estate Southern Maryland toalways only work into the industry they has been able grow as anifwhat agent “I’m very hardworking and I’m available,” hisfinding family. transaction, and this is just one of many reasons y the loyalty and trust she inspires.

“I don’t have to ajorityfor of her hisstellar business is referral based, Looking ahead, Adam has his sights set continuing passion for better it. Sherri enjoys Dania many asp Sherri believes that sheonisrate soof successful in isand real Ryan says. motto ‘Trusted, caring, be professional reputation as a trusted real estate Dania’s repeat and referral 90“My percent, others realtors. h do much marketing,” Edna says, “because I market like work.” ributesprofessional. to his high level of service. “This to grow. He estate hopes tobecause establishshe more connections the service,’ and very hard to make people and relationships In future, Ryan including building with truly puts theinto client’s needs first. consistent 5 star reviews attests herI work work ethic year’s Tophappy 20 under 40the YPN award.

wining and dining, and crafting $100,000,000+ have pro global advertising campaigns for some of the most says Sol recognized brands inclients. the world. trulychang beli everything to my I know that once you movethatcommercial me job, it’s2not a hobby,” he says. “I love area and looks forward to helping everyone their towith do the bestare forthe my clients.” est in an environment is always real Communication andreal customer service cornerTop Agent Magazine expertise inthat the estate industry.

“I’m really Susan while began her illustrious in real estate it seriously trying to pushcareer the limits real estateand needs.

“The fact I get to interact with into a home, there are still more questions and more More than any base among investo tise sets her clients meet their goals. In the fu stones of Sherri’s business. She is responsive at all uponThis becoming in 2007, and she sold good at telling thethat’s story every property sell”effort Dania’s favorite ofher herclients job rea The of have, timeI and that it Ryan invests inpart website he in design clients.” mainlylicensed includes constantly and help other people every day, myoffavorite doubts youamount might clear tomerge my wi to continue adding at least times, understanding that transactions can be fastarea.”

Th “After around apart decade or so so,I Imake decided togrowing, actively until 2010. “Of course,” she recalls, “that

JENNIFER KJELLGREN

BRENDA FOSCO CHRISTINA GOTTLIEB

STEPHANIE KING JEREMY HOOVERBOBBY HULMES If you’ve ever shopped for a home in the

Jennif

client interaction is different,” sheget asserts. nal ar back as she can remember when they hire beautiful Intown area of Atlanta,concerned you’ve with all ofwt Always what’s best isn’t When hishouses career as clients an English ForWhat Stephanie King, real estate was When Stephanie Facebook, Instagram and other social media Jeremy Hoover started out building 119 things “You never know what each day will bring, “I 116 stina Gottlieb had always wanted 108 Christina is an agent who doesn’t 112 115 111 probably heard of Jennifer Kjellgren.

She’s outlets.

The goal is to always reach as many in 1995.

He has alwaysteacher loved anything to for his clients, Bobbying offers menu local gr at an always inner city high school a dream career. “My dad’s wife busya with eeda real estate agent. made andand mind going the extra mile to help.

“I her career that’s It’s also rewarding to viewers as possible!”

The results speak for do She with homes, his dad was aexciting. real estate left devoted to this offor origofcollection services marketing so that theySheespeci in Philadelphia him feeling burnt was in real estate when I was growing engagements. is p ream come true andagent, has been frequently above beyond themselves: Jeremy has consistently aver- of the city so heingrewmeet up learning about he people as real strangers andgoend upand inalmy neighborhoods at the canheart pick what’s most ferent comfortable for and c out, Bobby Hulmes decided on aofas up, so I went to a lot open houses, and task forces aged $5 million in production per estate.

Jeremy business for 16 years now.

She earned his real estate license call of duty, to make sure myabout clients she loves.

“I started doing thebudget. hyper-local eal friends by the of the transaction.” their “I like to customize the Her i change of close surroundings and moved year and thisoryear is on track to hit about in 2000, and after a break of a few years, ed a small team that serves clients are it,” a 100% happy whenAlthough they thing buy loved she explains. shehewas the Toronto Regional before it was a thing,” she explains. e.” marketing for each client. For example, comm to Costa Rica.

Needing supplemental $8 something million with a team total of about $20 decided 5 years ago to get back into the purchase, even if it may be ughout Twin Cities,heMinnesota, previously working in event planning, “Typically, 2000, when I decided toit’sniche in thisdon’t (TRREB). million“In business full time. Brenda Now income Jeremybelieves is ahe member some properties require an open board rented the nd in out giving backpart to ofthe e she was born and raised. that theyupper cannot physically see plus. that IBut, Jeremy emphasizes, Stephanie knew that real estate was her host speaking engagem area, people thought I was crazy for being with v really not about the money; it’s about the Allowing the clients to choose of The Merrie Johnsonhis Realrainforest Estate Team house. and thus community that’sduplex, been good to began her and amso doing.”

This vigorous approach KASIDY LOWE JENNIFER KJELLGREN STEPHANIE KING JEREMY HOOVER BOBBY HULMES BRENDA people.

“I love working with people,” he at FOSCO Berkshire CHRISTINA Hathaway HomeServices so exclusive.”

But that decision proved key, Housea GOTTLIEB true “So I took courses in the be a enables part of and NICHOLE LAVIGNE what works best for them me speak thewith start of brokerage his journey inseveral real estate. rge portion of Christina’s tocalling. business earns her an average DEBORAH MARA works her on initiaGERI KNIGHTON says.

“I’m aofvery sociable person.

I’m an MichiganbusiReal Estate of Grand Blanc.

His NATHAN LEPRE as Jennifer got to know every nuance of her from d evenings forback myfinished real estate license, our members to give the perfect package at thefeel invo When he eventually came home comes from repeat clients and referral 40-50 transactions per year. extrovert to the core,and and I“Clients love being able them value his genuine compassion and up tives throughout the year.

“We just neighborhoods. really want that Kitche local neighbors to promote her seller's listmoved to Las Vegas fourteen Top Agent Kasidy Lowe – oflooked Compass Other reasons wouldupdated. include her expert ntswhich whoReal transactions, upinterests from last year, and next ts, she credits tois herliterally dedinever Stephanie hit relationships, thepart of and month best price.” to he obtained his license Deborah Mara began her career as favorite abuild successful “The Last knowledge Ib to back.” go out and meet people, make way he always puts theirAmerica, best first. estatethe in Nathan Lepre’s Nathan’s the job is helping success? ng donating turkey dinners for those in need for deep level of community knowledge.” workers in the fo ings and find inventory for her buyers to Nichole LaVigne decided to yearin she projects shetowill close around 80.

Nashville, Tennessee – is negotiation skills and her thorough, intel128 131 people smile with what I do.”

127 nved andreal hard work. “I think 120 people RE What Christina enjoys the most about and chose pursue real estate fullbusiness analyst in New York’s financial action isn’t just from a textb JEN 123 124 away ground running right as a solo agent, (Young Professional blood. She HisJeremy grandfather was aemphasizes, broker, and people.

“I love it when people first come to purchase. ned entrepreneur. left behind Atlanta, just toNe na Thanksgiving,” she says.

“For Christmas, serves the Flint and South Eastern part ofthe and she But she “It’s really about appreciate my east workcoast ethic,and andathey know her work is theknows variety ofthe people she encounters. hardworking, dedicated Affiliate ligent approach to marketing.

“Primarily, Although his work has given himwhich drive, time.

Bobby isand currently leader of industry.

Previously, she had served asbegan a techlife experience.

There’s noth ul careerwhen on the this is where she is meant to Session, I spoke Jennifer her career as a real estate investor in Nathan was in high school he managed the office to meet with me and I’m able to Through his team, Jeremy likes to stay involved in his Michigan.

The majority of his business comes from his we hold wrapping parties, donating toys to Realtor® client.

My goals are about how many famcan trust to getinthings done Broker and always “I love Hulmes meeting people from allHulmes walks ofTeam and agents Jenni purpose, success, Bobby wants young to found nology consultant for real estate in and Home Sweet - The ablerealtors, than wisdom th whoimpressive consistently goes above we internet marketing, reverse InServing addition toBobby her work running alife successful utilize her me degree Business be. the Greater Toronto Area, aparticipated covering ques community.

He and the in team have in theutilize referrals and repeat clients, feat that speaks 1997 before moving into anxiety sales.

“I about realized quickly that theagents How does Jennif several ofinhis grandfather’s properties. wipe away so much of their the business ilies Irental cananhelp and serve inhelp the year. is andbest the Massachusetts Department of Children their interest mind.

Having been born being ablePennsylvania. toreal themI’m find their dream homes. estate team, Nichole spends time nt Entrepreneurship from Team Staten Island, and she was always interested in know that real estate has its ups and downs, just like hard work.”

Downingtown, beyond for every one her marketing, and pretty much every Voices for ChildrenI consists fundraiser to abused chil- with to the trust andand confidence he inspires. dadwhere taughtof could combine mybe sales skills my for gotand a rescue me her helping people find a“My place they’ll large portion of business ofbenefit repeat clients rentand real estate market how dog to a “He showed me the ropes ofmy the industry,” process.

Real estate can intimidating, Ipassion raised in Minnesota also helps, because is holding looking for aher dream home.

Not working with local charities.

One organizamed Hopkins University. ®and “ItoJohn always go me and we’re currently adren, Christmas Intern Hurley Cure Kids Cancer Radio Thon, Toys for that Families, as a Realtor , if grateful you areEverybody going to dothe something, business.

But Deborah, thethe mother of three any other career.

“In my office Itohave aa picture of a toshe many buyers and sellers. avenue available get home sold,” city.”

She’s come full circle, having begun as an also like travel centered be making lifetime memories, and I want and abreadwinner testament her superior service and ts know I have knowledge thethearea everyone hastion areferrals, massive you can find close to budget, her heart is help the Firefighter’s hole is one of the topyou’ve real estate Nathan said.

On his vacation from my clients seetheall they can achieve.”

His and Tots andbut they alsoto volunteer with local food bank. got totwo-week doof it in most honest and compassionate she asserts.

“Iexpert tree giveaway.” kids and solein of her household, Outside her ‘Smooth career, Deborah ship sailing through theand ocean, says, Currently on his seventh year business, Bobby hasThis on in to make sure it’s the right fit for them.” independent agent, become broker owner ofit two rapher, and Arizo enjoyi Kasidy, who solidly committed to explains.

This almost always results in of Southern Burn Foundation. essionals market and Iocus serve,” sheher says.

And she is thrilled when aisto home that needs a bit Nevada ofWhen work and make it rave into he is not working or giving back, Jeremy loves to way possible,” Jeremy says.

“I try focus on my buyers’ communication skills.

Looking ahead, Stephanie hopes to college his freshman year, Nathan studied clients that he’s dedicated to educating t highly ever let them was mostly focused on providing for her chilactive in her community.

On seas never made a skilled sailor.’

And that’s been accumulated an impressive network of repeat and her s explains. brokerages, and scaled back again to for her first love as notneighborhood jus group helps children affected by fire attend productive real sellers’ estate providing clients with the very a fast sale topJENNIFER dollar, to on mention gets to to work with different generations a her your home.

I enjoy helping my clients see spend time with his family, especially his kids.

He also and wants and of needs and notdream worry too much MARSH DEBORAH MARA become an agent.

After receiving his them about each step of the process.

KASIDY LOWE own brokerage and be the Boa GERI KNIGHTON NICHOLE LAVIGNE NATHAN LEPRE dren.

She moved to Manalapan, New Jersey, uting to the Children’s Net ood one, Community involvement is important to my motto throughout my professional career.

Once referral clients through hard work and dedication to hem.”

Brenda was born and raised in Melrose and moved real seasonal burn camps, receive counseling .ly, The Nichole LaVigne Group an independent agent. kind of donewho it all,” she for picture, enjoys getting TINA exercise, mountain biking, and “I’ve kayaking the money.

I focus on relationship first.” and help parentsabout as well as their kids to the that,” sheJERRY says.

PILOT STEVE ROBE best customer service possible, has happy clients continue to the return to be PENNER ANDREW & JILL HASMAN license, Nathan at first found itNGUYEN hard toactive find awith PEACE “Everyone tells me I’m the honest agent,” she says. the Toronto Regional Real Estate them to Geri, and she is various local in 2003 to give her kids a better quality of life and attend school reintegration programs. geographic areas of Henderson, also recently joined her local you start making money and stop living paycheck to giving everyone the highest quality service.

“I don’t in the Upper Peninsula. laughs.

“And I’m tickled pink that I can bring all of it.

So I want to st to North Reading in 2012 with her husband, Antonio, seller KAYLA MEISNER their homes. truly earned her sterling reputation as her and refer their friends and family, so causes.

Recently, she and her team donated Nichole also contributes to,give and raises and North Las Vegas.

After working asand awould mortgage represenabout her listings.

She also hired a local steady mentor in the industry.

He eventually To back to the community of Hanrahan, Jeremy’s background in construction provides a valuable access to a strong education.

After leaving volunteers for a variety of org “I never want a client to do something that I her path leads, she will always lo paycheck, it’s easy to lose your original drive and ask for referrals I don’t tell people how great I this expertise to bear for my clients again.”

Outside of with work Christina stays directly involved stellar reviews to raise their fourYou children who attend North Reading “It’s all about treat your dedicated to and his Jill work, Jerry aremark many Andrew Hasman havemakes spent the other top andTruly community en’s parents immigrated torelationships. the a For trusted real estate advisor. so that they comprise almost the money for, Las Vegas Academy For The Arts.

And indecided her tative, Tina Pilot was looking for aagents way digital company that ensures propergloves, and blankets to families need through awn to gained expertise her forward-thinking and In the future, Jeremy plans to continue growing hismuch busiassetcoats, when he’s helping his clients look for ainstrategies home.

“I After reading several real estate books, and willing to render an working for brokers at big Nathan recently ran for Town Council.

He’s the financial industry in 2013, she the time was women’s networks throughout the state.

Jennifer has rece start to just coast by.

My advice is to always work am.

I want my work to speak for itself.

I don’t focus stances last 30 years successfully helping clients wouldn’t do myself.”

By guiding them throughout “My favorite thing is walking some n it comes to marketing Christina surprisin her community.

She volunteers at her daughter’s 139 and fo leaders, and co-chairs Business like your friends or135 your to put in the time, sweat, and energy es inMagnarelli 1975, towards the of 140 143 ria Public Schools.

When not working, she enjoys spending 136 132 free time, Nichole enjoys cheering on sure the toPhiladelphia kes pride inclients providing herend clientele with an ness and helping build systems for his team to increase athey’re lot about building houses,” Jeremy says, “and IKayla stay involved inquickly, real estate but in a Women’s ties are getting in front of as many eyes ed open ability toto get deals done the local Ogden school district.

They also worked with Weber and Davis know entirety of her business. sell, and purchase, sell, and invest inand real estate.

She’s sold over one thousand homes, averaging and is creating he Steve Robe started buying real estate right to pursue real estate—and theof rest isto history. they need.

“Iso lik serving clients ormight givingto back, Deborah small companies.

When he was 27, he decided currently member the town’s Planning Zoning hard, keep knocking on doors, and continue make the price range, Itransaction, focus ontime, the people Iahis work with. does aand lot family,” of it through word of mouth.

As school and gives aMetroWest, portion of every commission League where female entreWar. “Shortly I houses. was the Stephanie’s clients are able make seeing their rew says Jerry Penner, aon top fresh clients realize real excep Eagles, Vegas Golden Knights hockey, domestic and ble customer service experience.

Shewhen puts productivity.

“I want us toneed learn new totheir become flip So Imore walk into a Las home, I’m pretty begin, because time with her family and friends. hands-on role.

“At the real asto possible.

Noestate matter priceeyes point,light up. It’spositive. worked has earned aagent tremendous reputation around local homeless shelters including the Lantern House, es from Logan tothereafter, St. also Known for ways their incredible customer ser-the during Kasidy’s interest in real estate began at a very young ® to someone between fifty and seventy homes annually her strategy to attract taking in a Broadway show, relaxing on th hwere as she appreciates modern technology, she the Children’s Hospital, where her own child preneurs and business owners gather to things happen.”

If I help find their way to accomplishing a so grateful they named me he wanted the opportunity to provide the mentorship Board and the Economic Development Committee. right out of college.

It didn’t take long so that ca with MBA his first year as athe REALTOR dreams.

“Youvice have toclient work when aand commission more focused on our community andyou’re much starting home inspection process for my buyers international travel. mphasis on connecting with her past clients estate agents were doing really well, eachas listing is of professionally photo-she does for what for ation a Ilivin ifornia, Ohio and Michigan, with the entirety of the best decisions possible.

“Irelationships, treat every that.” the Christmas Box House and others.

When she is her not has started to work and andour core values ofmy transparency buying a off new time as an independent agent.

As a broker, much of homes in the neig believes that nurturing aaway. human connection has had to have services.

“It’s crucial to me that support one another and grow their busihe explains.

Like many immiage.

“Some of my family members are builders,” Currently, Kasidy holds a perfect, five-star overall rating Today, Deborah is a Realtor for RE/MAX Homeland or rooting for her beloved New York Mets continue to stay connected with our clients so we can right We’re able to quickly weed out the homes part of the American Dream, which is home owner® unity.

Every day she reaches out to at least to young agents that he had longed for himself, so He’s a reserve police officer and donates to worthy Real Estate.

“If you only ever talk busireal estate agent,” he says.

“I never just sit so I decided to get my license,” she graphed and captured in its best light. in the volume coming from either repeat clients plan that integrity, they strive to deliver a seamless compete working or future, giving back, Geri plans enjoys playing withIget her on new construction. business with that isother based on license, for him to his Realtor’s comp only client. dive deep andbase try to get into their head to in what actuAs for Brenda to maintain her current nesses.

And ofbuild course Peace conducts arents came to America dreaming her focus was bringing business and thenof fact, orming relationships the best way to grow my daughter understands the importance of being our referral even bigger,” heabout says. notis right forthe my buyers and that way we less time Last year Nichole and her dollar team completed 50 transrze clients, and that conversation number has gotten higher WEST, where she applies her background in finances Giants. in 2007, Deb problem, experience to their buyers and sellers withAs me was orthat referrals.

Through all, emphasizes ship, or help aitspend seller get top for their she explains, “When Ishe was eight-years-old Iproperty was on Zillow.com, onI’m which site sheaAdditionally, ismatter a Premier Agent.

This explains.

Unfortunately she entered ness, and connection dies andover wait for my phone to ring. the one he launched his own brokerage, Lepre Living.

Nathan local charities.

In his free time, he enjoys spending grandkids, camping, and travel. new home buyers, as a lifetime re see what their needs are.”

Training many new agents, and five years later he opened own them are stuck on that 6% ess, especially successful path. long Imove can continue tocampaigns help searching for homes.

Because of compassion myas real estate and thorough marketing utilizing ife for their children and empathet every transaction. in theclosed actions totaling nearly $12,000,000 incalling sales volume, ofconstruction the COVID-19 pandemic.

Especially now, ness.

She also enjoys sending outtreat personally involved with the local and this isassist onehis distributing itsingle to other agents, but she thirtyst knew the importance and empathy the industry right as the market began After theRanking transactions, buyers and undaunted work ethic to buyers and sellers the glowing first pitch of aand game inincluding Shae Stadiu so“As that they can on to community, thetime next chapter of their w being out quickly.

Ifthemyou them like aofmy friend, people and reaching out.

Business picking up construction scraps to take to the recyrating is comprised of testimonials, now leads a thriving team of seven agents serving with his fiancé, watching Chicago Cubs games, iarity with her market – and Above all, Jeremy wants to continue providing the building background, people trust opinion.” ing their top 1% of the industry last year, Andrew social media, professional photography, which places her Top 5% ofvalue real estate allagent sales “We want make sure that everyone eplains, grew up in aall town along Stephanie always to instill in them the imporen cards, issmall atoin big believer in picking upto small way that Iin her the of helping seven transactions in 2019 with a volume ofhad twenty enda made people attain their real estate dreams, Ithe am happy,” she he says, throughout even trickiest transaction. crash, she took itshow as an opporsellers leave glowing reviews about brokerage.

He’s now been an for often reduce commission throughout Central New Jersey.

There, she has develmother, died Lung Cancer.

In see the how future, Geri plans tothe continue growing her sphere of and influence life, then Ibut know we’ve formed aalikes long-term bond check and it’s going, chitchat for won’t just fall into your lap.

You have to who clers.

So real estate has always been part of our this one that perfectly encapsulates theherof experience of A Harahan, Metairie, and Kenner. playing baseball, and traveling.

Jill’s ethical business policy, knowlbest possible service for his clients and helping them inthat the Las Vegas market.

Her sales volume formation they need to make solid financial enabled to work effectiv high quality print materials, and Engel &and cticut shoreline.

She enjoyed plunge.

“You have to professionals put in a client’s posihone and calling people.

And on the tech sidetunity others.”

It’s spirit of helping that has made toyourself learn as much as possible. their time together.

One recently said, ® million, and twenty-eight deals in 2020 for a total of tance of taking each transaction seriously.

“Sometimes work feel less exclaims.” business and team.

Above all, she wants to keep Helping friends and oped a solid base of investor clients as well.

“I’m very dogs, she also enjoys spending time TINA PILOT ANDREW & JILL , twelve years.

Steve is a veteran Realtor He treats every client asl a little bit, people are very receptive.

They work for it.”

STEVE ROBE and referrals will follow organically,” he says.

Having edge, and expertise of the market have PEACE NGUYEN JERRY PENNER achieve their real estate goals.

“I’m really a genuine On the sell side when it comes to marketing his listings, KAYLA MEISNER isChristina’s projected to increase byand 20%sell in 2020.

“This yearadviwe’re or theirshe families during this unusual time.”and family, but helping people buy has become working with her: “Kasidy one of the bestand agents I’vewith Völkers’ international network of estate shows with her mother see the deal from their perspective. ”al “I had to learn to knock on doors and “We moved several is years ago from state buyers to provide ings, postsThere her listings on various social future plans revolve around continuing seventeen million. bringing hertion clients the personalized service towith help of my career. in Vanco made them one ofreally theup most sought-after people forget that this is the biggest purchase of our HASMAN hands on my clients,” she says.

“When I wake ure everything Jax and Bailey. guy,” he says.

“When you talk to me, it’s me Jeremy says, “Facebook is a huge part of my business! appreciate that.”

CYNTHIA YOSHA-SNYDER DAVID ST. CLAIR CASSANDRA TOLLENS really focused on hiring and growing the team,” Nichole REBECCA WILLIAMS and he’s proven himself to be successful case, and gives each of th This personalized approach oftenreal mornings.

Awed theincredibly million selling can be stressful, help people,” shesors. says.

All of that hard Jersey. was the agent who a Buying passion for me.” ever worked I don’t know what we would have Nathan isby800 an personable, hands-on broker.

For the future, Nathan wants to North continue toTina grow his a than sites them.” and on over other websites. to beaNICK ahouse resource to her clients and her community.

VAN DER GAAST for her many grateful clients had to find a done way to hel estate teams inwith.

East and West Side. them achieve their orreal estate goals.

“People know eimely Geri you’re getting.

I have don’t put a front, I just try toVancouver’s be very more Weputs do in a lot ofher marketing through Facebook personal in component the morning, I’ve got my phone at my side, and I’m of work, Jerry loves nothing clients’ lives.

We really toup remember that and says.

In economy where unemployment is excellent increasing, nd effort that Nichole with clients manner.

Education is aan key of what drives Bobby results in apresquick sale atOutside an es along Connecticut’s Gold but I’m here tohas take away as much Realty work certainly paid off, as Tina sold us our home.

She is both personthe COVID-19 pandem in a variety of ways over his career.

His attention they deserve.

“From start to finish, I try to take the stress off of team so he can mentor more up-and-coming agents.

“I without her when we were selling our home and building/ Cynthia Yosha-Snyder began her real Comm Seventy-five percent of her business comes through when you care more about them than you care about is, Geri keeps them genuine, because at my core I just carewith abouthis people andand andbe business anditestate I use real software When toestate marketing his3called listings, Though she is only three and amake, years community herself. She serve our goal is tofocuses hire high-quality professional sales agents. ocareer unnoticed.

As one former client commented, going strong formain them until late at night.”

Deborah has strong the“W Jerry may new toposts, the real game, but than to spend time wife two After acquiring real estate experience anyone and I’m so happy tothe toI comes succeed in the business.

“My career in real estate sure as can.

That way, my clients can truly oughout price.

Peace on luxury listings with list prices fme. experience and knowlvarious challenges that real estate can hought perhaps one day she could sell such keep that as the focus.

This ishalf someone’s dream, Every day now has her own team serving Monmouth County incan able and professional.

Having no idea what and where ambitions Andrew and Jill work under umbrella of RE/MAX. nesses aroundfor them. estate career 10 years ago when took gralest p want toin seeahim people happy.”

BoomTown toNichole create carousel ads that are then pushed to your paycheck,” she says.

“When you care the most “My isvery to ask referrals and repeats.

Her secret?

“Ishe like to get to know my clients,” he says.

“My clients see that I’m not want to help those who are young and coming into the g.areas.

Hestyle David’s dual experience in commerKasidy obtained her real estate license 2017, and buying a new one.

She always responded to155 all of our versatility has made a force to be reckoned into her career as a real estate agent, Ambassador for the National M Jennifer’s career in real As Nichole explains, she will take brand new agent ttentive and knowledgeable. did 152 147 by doing house flips, Nick Van Der be in a position to assist people with he’s no stranger to sales.

He graduated with a business kids, ages four and two.

He also enjoys staying active, volume grows, she intends on building enjoy the process.”

148 151 144 of $1 million and up. even live inevery one herself.

In college, Peace Both of them aim to create long-term relationships with how the pandemic imp New Jersey.

Together, they makeshe sure their clients arehelp to go for anything, Tina pointed us in every direction. has blended two of my passions, which is to ential sales, and property present, is always looking forward To learn more about Christina Gottlieb, call (651) 492–9627 derstood it’s their vision for their future.”

Whether she’s finding ANDREA VISCUSO a real estate course with a friend.

Now, a receiv about the people you serve, the rest will work out.” nts need and want, lmost cial and residential real estate comes in people, what makes them tick.”

There’s a pattern to from zero to ten transactions in their first year through top in her power to make sure we were taken care Rebecca Williams has already made great African American History and just about getting to the table—instead I’m industry,” he says.

“If I’d had amile mentor I the was since then has built aWhen thriving business on a isn’t founwhether itwhen be weekend orvarious late at night. tion with the several Realt their clients havefor succeeded inon building their busibusiness owner Ohio, she possesses Gaast decided to closing pursue aeducate career as that,” he says. with inmarketing the industry. getting what they want, doing everything possible to going Each one ofCynthia her recommendations was spot on.she To this Steve stays busy.

He closed 56lof finance with aemail concentration in insurance degree spending over six years selling office and when he the extra his clients listing aand property, Deborah prefers aand personmatter what, will maintain the and people.

Imentorship. went into teaching because forprocess. single family and to work never having aquestions dull decade later, stands as a trusted Volunt TimeForNew.com thetimefornew@gmail.com, or visit helped mewere build a before concerns the perfect home for her buyers, orher getting the most for back. handy.

“We donotch-training acan lot internet and the Her communication Jennifer’s model that any client can appreciate: know strides in theNegotiation field.

She began work in and loves the Jazz in t ®throughout To find out more about Jeremy Hoover, please call (810) 691-8588, to our YouTube channe ness primarily on past clients and referrals.

“We have a attending Outside of her career, Kayla, aofachieve proud mother of two detail and afurniture passion focused on guiding them so they their starting out, I believe I could have been a lot more reach their goals. day we are still friends.

She is an exceptional person.” first house.

“I was twentya REALTOR .

He brought his skills Peace earned a Certificate of & Leadents.

After successful twenty-year career dation of honesty and integrity, one that continues She is truly one of the best in the business.” and copiers.

It was while working that job he (which isn’t often!), you can find him snowboarding, alized approach to ensure her clients arrive at a quick service that has truly set her apart.

“My m guide for herbusiness clients through the process given I wanted give back the “Being community housing, Cassandra Tollens moment. in realathrough estate isboutique about Andrea Viscuso has always beenandthe likes toFor send 2020.

Moving forward, he enowlsays. campaigns, and her I to believe I’m theto only as top-notch!

I would definitely recommend funds tohopes support tht mentality, and we’re always thinking the neighborhood well, know the client well.

“I build the industry by creating property manageevents during summer.

He a seller’s property, Stephanie fully commits to make mo young kids, is active within family and community. the best out of any Another wrote, “Tina is very knowledgeable about ership through Harvard Law school.

She volunteers anagement, PeaceNathan pursued her passion for Outside ofof work Nick isnetwork atodedicated to CENTURY 21 Mike Bowman, goals.” has strong relationships with title successful more quickly.

I’m here help my agents, to email Jeremy@TheMJTeam.com, or visit Jeremy.TheMJTeam.com two agents who were tryin connected with his current brokerage.

“Every time I bowling, or playing softball. to grow exponentially year after year.

In 2020 sale.

By connecting her sellers to an extensive Goal is My Goal,’” she says.

“From start buying or selling a home.

Cynthia has over ke her utilize making people happy.

I but loverelationships helping educating and passing along knowledge.

“I area ampeople super blessed.

I get to helpmy people transition in clients manyone the expertise person in the who is back, an active selling orand purchasing a home the about how to with best serve our clients.

It’sgas not about how interested inorder real estate. agedifficult to be relevan Steve stresses that his number one goal in his on the andAt continue totime.” provide ment company in 2007, after charity involvement is with Safk people to understand When she’s not in assisting clients or giving she can Ahelps large portion ofprocess her business consists of repeat the market in our area.

She in has negotiation email Jennifer@ the as and astaging, positive memory for extensively in her community, having served on y developing her own real estate father who volunteers insell various Inc. where heportfolio, currently clients ® companies always been deeply involved in excellent volunback and lenders inthey the “We work well beseamless the mentor Ideep wish that I’d had when was eighteen.” go and see them, would pressure me to look and other things tha many homes we orI®when how many clients we budget, have. We Copyright Top Agent Magazine of partners, she can assist with improving and doing everything I can to get my clients woa every aspect ofhas their life.

After 14 years selling homes in ey.” ms with herwould clients when member ofarea. both commercial and resialone, Kasidy is on track to sell nearly 75 homes, When she’s not working, Kasidy gives back to her TOR .

She got her license people and I truly enjoy keeping busy.

I think that skillset transferred into my real estate five, her dad built their says, and this wanted help selling homes, she knew it was an organization that takes care be found spending quality time at home with her family at what they want and need.

And I’m a great connector clients and referrals, which she credits to her commitskills.

She is responsive and honest.

I will definitely the Boards of Wayland PTO and Wayland Public to fulfill herinto dream of becoming an agent. career is to help both his clients and the Realtors his community in Wisconsin, and events at his daughter’s school.

He is throughout the Dallas-Fort Worth or visit zillo sals. professional each and every client. wantinto provide an elitefor level of busiservice, is why time In their timemy offthe Andr teering her community, and it’s thiswhich Leg the Las Vegas Valley, I’ve worked with multi-generations real estate,” he says.

“I finally decided to give it a Looking to future, Jerry has big plans his dential real estate websites, which helps the people I get to together.

I have confidence in that team.

If I put clients a rough with first preparing their home for the market.

Afterward, Deborah urrently worksedge at The Ironlake I’m not somebody who can sit on the a With phenomenal achievement for someone who ispeople. local community by®home...and donating tothe various schools and career quite nicely, because myher work consists of Copyright Top Agent Magazine their house orthe enjoying a night out her friends. blend of cutting time toChairperson get real estate license.

Her busiwho have been victims of or ment to doing thewith right thing.

“I’ll make sure we part can list with her when Iit’s sell my buy next home and her family attended clien of That’s what about, putting people learn about Bobby Hulmes Schools Foundation.

As of the Appeals ®more also of the National Association metroplex area. belief the Canada’s nature andwit we’re hands-on andthat involved in every steptwo of the prosame spirit ofTo giving guides work honor or ansleyatlan of that families many times.

One person works with me and Coldwell Banker’s esteemed marketing nhelping social media he works with.

“Iwatch like to get to know Realtors his business tolocal reach as former many peop expand my reach,” David explains.

“This trypropand see what could happen.” ness and his development as a REALTOR .her With me from different shares the property over aown variety ofcess.” digital and social inall their hands and we work together, I can ensure started working with my thir sses prepare their buyers and sellers couch and TV. There’s always educating my clients and giving them all the releness quickly expanded, and just last year, abuse.

Each year she hosts an save clients money so they can use that on hiring with as well.

I have already recommended her to ®her currently working as a solo agent. teams and being a member of her Association of ing for great off the be Their long record of excellent results and client together who can help one another.”

Committee and seven-time book fair chair, Peace es of events, Peace reached an inflection numerous open houses, Andrea’s ho of REALTORS , andhishas numerous client should always be at the center inVISCUSO realunder estate.

Pillow then refersa me to parents, grown children, grandplease call (215) 262–6559 or with more very home, which includes both localKayla and CASSANDRA TOLLENS REBECCA altors dual marketing helps lot in their moving CYNTHIA sach never would have NICK ANDREA DAVID ST. CLAIR his first year successfully belt, Jerry is excited out to past Going forward, has strong plans for the future. boosted digital and Afterwards, clients leave glowing reviews about their media platforms, as well as her own sphere of influence and help them create a career out of real estate,” people to help them move,” she explains.

Her vibrant clients from out of the area.” and cared.

That was when I things are going to be done correctly and there will be she was on the Top Ten list of agents in donates money to the organizatio forward they arecolore lookin satisfaction stems from years of experience and conharleston, South Carolina. something to do, and I’m always ready vant information so that they can make an informed helped raise tens of thousands of dollars for local ecided to pursue a life without regrets.

“I Realtors.

She also loves to travel the world, iced coffee, professional designations, including of the process, Nick expertly guides children, aunts, uncles, nieces, nephews and so on.

I feel keting. She ismade part of the Coldwell Banker love for houses, home design, the year. serves some of those commercial properties, WILLIAMS nsaction.

I’ve YOSHA-SNYDER VAN DER GAAST email homesweethulmes@gmail.com Having established a strong foundation in real estate, she ssing platforms like Jerry’s clients are glad that he did.

At the end of his first to use his business degree to grow his real estate presfidence in their methods.

“We have seen the ups and relationships with their personality also helps her stand out, as she wants her who might be within the real estate industry. the Washington, D.C. area.

Rebecca works to the children.

Additionally, Reb time together.

One recently said, “Stephanie is amazing estate.”

Jennifer started schools.

She’s the creator of the Bulletin for aresinew challenge,” she says. myhis spouse and wetransaction.” agreed it was a smooth As through aitfor result of and Nathan’s caring decision feel confident about it,”Wayland he says.

Steve says.

“I enjoy using my knowledge build In hisablossomed. free time, Steve loves toher explo anding As“It’s anand agentspending withto theand F.C. Tucker Company, like I've got multiple families now,” Nichole says, xury program which specializes in time marketing the Luxury Listing Specialist designabuyers and sellers each transare many factors that into play when time with Miniature Pinscher and of and also highlights some of the people the real estate After intendsthird onThere growing her client base while maintaining nsure thatthrough heryear, sellers downs of the market, and we bringher lot knowledge with excellen hereal ranked outtruly ofhigh the 80+ other agents in hiscome ence.

“I’ve always wanted to run my own business,” he clients to (now have aknown good time.

“I was aCommunity comedian, so Ilicensed When Tina isn’t working, she’s staying involved in ing To learn more Brenda Fosco, with Keller Williams and isForum) in D.C., Virginia, training forofand competing inthem triathlons, trave Board as Wayland to something that would make me allabout about them.”

Which means, as long as sheabout focuses on for helping clients gassion high end, luxury estate targeting Cynthia serves the Indianapolis area.

About 85% of her care through C assistant and transaction coo action and helps them achieve their tion.

In his free time he enjoys relaxing and extremely passionate what she does!

She and professionalism, an impressive seventy percent ferral dential properties for folks who might to the table.

Most importantly, we never put pressure on potential clients tothe know people up, as well as expanding my real estate selling a home.” with hisand and twowith children –an hera long standing devotion to in to herthe community. media has been huge assessing Kasidy’s ongoing success story in the real French Bulldog. college, she took awife real estate Because she a service lot of fun table.

It’s never boring.”

All the community through various events and groups, area, hitting sales volume ofbring just over $7 million.

He says.

He hopes to become abuyers, broker in the coming years, and Maryland.

Her empathetic personality and many nationally, spending time her sister page on Facebook, which has become a valuable says.

She became licensed as an agent and please call (781) 789-9387, helping her clients meet their goals her team will continue But Deborah is just as attentive to her standing customers.

Her personal marketing includes business comes from repeat and referral clients, a truly When she is not wo huge milestone of home Outside of work Cassandra loves desired real estate goals. with family and friends, fishing, and taking his For more information about S obtain her license, which sh with us, we are not goin our clients to make a decision.” aks to toofadjust only be collaborate out looking at commercial.” his business comes from repeat and referral clients. goes above and beyond to ensure her clients get exactly Copyright Top Agent Magazine “Real estate lets me with someone during s me with ofin that entertainment issuccessful combined with Tina’s extenincluding atof events.

Shesomewas hiking, estate industry.

Chief among them would beSteve the fact portfolio for myself.” loves the prospect ofcancer hunting, fishing, and with run class, but ended Andrea’s coW services a& wide area with either opening his own office orspeaking buying atobreast share oftrust hisup transactions have made herfour an expert in the resource for residents, local businesses, and an outlet toKansas be successful and she plans toguide continue that strategy, ethe a rising star atforce Engel Völkers she video, photography, and use ofgeographic allwhere technology impressive feat that speaks to the andtrying confidence spending time as Garden asays. trustworthy throughout the transaction and with less experience.

Dalmatian puppy—the newest addition the Brenda@FarrellyRealty.com, driving spending time with Dan, and their keep coming The speak for themselves: last year, David and eir real estate please call 647-338the results mostemail exciting time of experience their life,” she “Going seople moving forward ina behind ngs, Geri utilizes sive in both the real estate and mortgage the American Cancer Society’s Humanitarian of what they want!

She is simply the best and I will come for years to come. media, as western well asas proactively reaching out to local real estate market.

Looking forward, Rebecca to ex City hishismain hub.

However, he will go wherever his current company. for community fundraising.

Peace has been involved on and the suburbs.

Peace isfind known that she focuses strongly on building solid relationKasidy’s plans the are fairly straightforward: she inspires.

“People keep coming back to work with thing new and earned her MA inreal her clients.

What propels Andrew and Jill to future give every thingcontinues that happens in the employing his own experience and knowledge infor in need oftransaction quality estate serv To out more about Geri Knighton, long walks.

One important component of Nick’s approach to helping them navigate all the contracts, negotiations my dedication and team turned about 85 for volume offamily—for while her honest communikids, Tyler, Reidi, and Bishop. forward, my only goal is toproperties, keep giving myaexperclients 100%. ominent signage and or visit FarrellyRealtyGroup.com email soldwithstephanie@gma industries, so clients rest assured they’re in Finley the best the Year in 2018, and is always looking for ways to forming er job.

“Every Prior tobroadens her own When itNo comes time to market listings, Nathan’s back time and time again for my real estate needs! their full dedication is their desire to help people.

“There can guarantee you the business while she her impact with a number of non-profit organizations over ard worker dedicated to giving back to her me again or refer me because they know and trust me, In the future, Cyn clients want to go and has completed sales in Liberal, portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. please call 801-388-1357, ships with her clients.

“I treat every client as if toof continue growing business, to form a team Public Relations.

Andrea worked inher publicity andand public partner, mba his$16 work—and histhat, recipe for getting repeat and as really knowing and inspections en route to their dream home.

“Buying If I million. keep doing I have nomany doubtorder that theto rest will fall ng, including social serve others.

The betterment of the lives of Wisconsin, don’t hesitate totoaand ge less work ethic continue to “When I’m notOlympics, busy working all my hands.

“I’m well-rounded and can help direct people inspire hope in those diagnosed with the disease. her on instagram @stephanie member ofher the prestigious R tise really shines.

He hires professional photographers either from the buying or selling experience itself and great service her the years, including the Special Dignity Her two decades of experience providing Rebecca attributes her high level of repeat and referral Estate Coach.

Sharing experience Ulysses, Dodge City, Meade, and Hugoton.

Thank you so much for helping me find my home.”

For more information about Nichole LaVigne, email geriknighton1@gmail.com or visit festyle as well.” referral business—is to always present his clients In the future Nick wants to continue growing his into place.” rentbuyers through relations intogether New York City for about eight years, preneurs in they’re family,” she says.

“Isays. also stayWe in touch with that shares her client-first business philosophy.

Above Top Agent Magazine published byspent Feature GA, Inc. Although precautions are taken my to ensure thebut accuracy am.

The results are a house isPublications aa With major lifetime experience,” she says.

“I love to thetime right Tina her wide network favorite.

“I don’t do this work for is the isplace,” with them. love to travel of others is top priority for him.

Steve Robe today! the friendships we form or through volunteering to wake up every d Matters, PMC Kids, and Greater Boston Food Bank. #1 RE/MAX team in the en uidance to high-net-worth individuals business to her customer service.

“It probably stems with others, allows her to share her success toaround take photos that highlight the best features. exitrealty.com/agent/Geri/Knighton/236442 Community involvement isnichole.LaVigne@gmail.com important to David. deep knowledge of business and further educating himself.

He isplans also with all544-4022 the facts, even ifoflisting’s they’re not favorable.

“I please callthis (702) orlong email rack for attorneys, mortgage representatives, and other Looking ahead, Tina toShe continue growing her she knew it was time toCynthia move back toorfinds Connecticut and Moms ofplac F getting to know family and helping them find the place them after the closing table.

Iabe want to build all, however, is her constant goal tothem provide her Iniquely really enjoy business.

Every client and seek out new adventures together.”

Going forward of70 materials, Top Agent Magazine cannot held responsible for opinions expressed facts supplied Top Agent Magazine and giving back,” says. that the best world aclients better In herCopyright leisure time, Peace enjoys traveling, cooking, qualified topublished advise clients onthe what from caring for anabout elderly mom and having a disabled agents, training in by theits remarkable prt United States, and the #17 of real He estate also Through his real estate investing business and in coopMichigan with roots When asked what sets him apart from his fellow real shares the listing on MLS, via targeted social think communication and being honest go a long thinking starting a team and mentoring other professionals, she never hesitates to link buyers/ business and helping more peoplecustomer achieve their To learn more about Deborah where they will raise their children and dive into the work as an agent.

“The idea was always there, it just client connec nal to me and my goal is to take them to she is excited to finally get her broker’s license and Copyright T lifelong relationships with them.

For me, it’s more with the top-of-the-line service that has advertisement is a satisfied client, and she forms what little tiny world or and camping with her husband and two young daughtheir largest financial asset.

But forthe Peace, sister that just makes me patient and kind and ableShe towho created.

Rebecca iscan’t passionate the worbM authors. subscribe orofsellers change address, send inquiry to mag@topagentmagazine.com.

Published injob the U.S. xpertise.

“Coming eration with city South Bend, he involved se network of partlion’s share of about Jennifer’s way inTo this business and help build trust and longagents.

“One thing I’d like to working pass on to agents estate agents, Jerry doesn’t hesitate to answer.

“Iisstay inmight with whoever they need. goals in real estate. truly loves please her and media posts, and on all the major real estate websites.

According to Steve, his clients love with email marasurrealestate@gm community.

And I love what I do.” she calls a “high-level personal connection” with hers. world.

That’s some ter in their life.

We’re all going through hopes to open up her own company one day.

But in the ters, as well as caring for their two Jack Russell was something that I knew would always be there as a husband hav portant aspect of the work is offering her Copyright Top Agent Magazine treat others in such a way that they want to refer me with her many happy clients who agree she is that than about the transaction.” become her calling card.

Top Agentthis Magazine construction back- with with variousabout associations in placing candidates to provide ongoing lasting relationships.

You have to tell your clients are just entering business is that you can never imagine doing anything else.

“I do my best to help touch everybody I work with,” he says.

“Abroker lot ofwhoCopyright clients, referrals and positive He also hosts open houses and are the lessens marasurrealestate.com or call (732 visit him because he islearning. “organized and detail-oriented”. puppies, & Zoey. rt support times ofwell-attended transition.

“I substance find specially this year which has been chalmeantime, she is to continue helping famito committed their family and friends,” she explains.

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He also an avid golfer and enjoys traveling linkedin.com/in/debora or LinkedIn: tionships.

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This year his team is on track to make close rate of repeat clients and referrals.

The key toto all thisMeridian North Office which setbacks suffered by many agents attention and a positive impact inprofessional their lives.”

For more information about Pilot, protect them,” he says. hungry.

My own goal is continually Top Agent Magazine 3 the tra make inwhile Indiana, asTina well as the the property market then disappear unless or email lepreliving@gmail.com growth while notand compromising on arise quality of mes time tothe market listings, Peace has foundand scale any situation that might working on derstands imporor her office at 615-475-5616 or email KLoweandteam@gmail.com mphasize I’m withon histhe family. years before they purchase day Iimprove have their best interests inIheart andyear.” mind.” $10 million in transactions. ess duealmost tothat the pandemic, Cassandra is and do better than did last please call 732-948-1911 or email tinapilot@gmail.com is the #1 office in the state, proves to bethroughout an indispens-this there was an offer ornetworks a showing. Iservice keep the communicaAndrea has learned many valuable skills “I’m getting which has become my trademark,” she says. ness is key,” Kayla pproach to be highly effective.

She anecdotal suggesinto making a decision.

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With Steve’s skillset, it’s When it comes flowing.” to marketing, Nick likes to utilize Copyright Top A 0an with 51 helpful, transactions. resource in the form of personal connections with make sure all sides tion open and be very In thealways future, David plans to continue growing his process. able In order to market homes, Andrea does more wants to fin www.

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CONTENTS 6) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE? 13) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU 19) HOW TO OVERCOME YOUR WORKPLACE FEARS 25) 6 WAYS TO GET YOUR CLIENT TO TRUST YOU

68) GOAL CONTRACTS (A LIFE SKILL FROM THE OLD SCHOOL)

121) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS

74) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS

125) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT

80) HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS 86) HOW TO SEND SMARTER EMAILS 98) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

31) EASY BLOG TOPICS FOR YOUR REAL ESTATE BLOG 101) MAKE SOCIAL MEDIA MARKETING YOUR 39) 8 THINGS SUCCESSFUL CALLING CARD PEOPLE NEVER DO 105) TAKE MY WORD 44) RECONSIDER FOR IT: THE POWER OF REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE TESTIMONIALS & MAKING WORD-OF-MOUTH COUNT 50) WHEN IT'S TIME FOR A 109) A COMPILATION HOME OFFICE OF GOALS FROM MY COACHING CLIENTS 56) 1 BILLION-PLUS REASONS WHY YOU 113) LIVING ON SHOULD BE ACTIVE ON COMMISSION FACEBOOK 62) EMBRACING SMART HOMES: DOES NEW TECHNOLOGY REALLY INCREASE HOME VALUE? 4

117) IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL?

129) 9 THINGS THE BEST LEADERS NEVER SAY 133) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL 137) ARE YOU IN OR OUT? 141) 5 SURE-FIRE WAYS TO GET MORE REFERRALS 145) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID 149) HOW TO ANSWER THE INEVITABLE QUESTION: WHY SHOULD I CHOOSE YOU? 153) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT’S NEEDS

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

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 6

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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DAVID CARY

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DAVID CARY

“I’m a people person. I love meeting and talking to people,” says David Cary, a top REALTOR® operating out of Pennsylvania with Salomon Realty. “I’m very confident in my field because I have experience in all facets of real estate. I’ve been an agent for the past five years, have been buying and selling houses and acquiring rental properties for eight years, and I spent ten years as a mortgage underwriter. I know houses inside and out, and I’ve got knowledge from finance to construction to sales. Giving that knowledge to my clients is the best.”

David has always been interested in real estate.

After he began buying and selling homes as well as establishing rentals, he decided to pursue his 10

license. “I wanted to represent myself because I knew I would represent myself adequately,” he explains. “Then, I wanted to spend every ounce of effort I have representing my clients with the same quality of service. My theory was that if I focused all my energy on doing right and being the best for my clients, my business would ultimately grow. It absolutely has.”

When it comes to his business, David will go wherever his clients are interested in living, including nearby Philadelphia. However, he focuses on Bucks and Montgomery counties. “Bucks is really my bread and butter. I’m from here, and right across the street from me is Montgomery,” David says. He loves working in an area that he knows so well.

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David likes to keep busy. In 2020, he completed sixty transactions as a solo agent. Over half of his business comes from repeat and referral clients. David credits his stellar people skills for his success. “I do every deal by building a relationship, and my business has grown organically through those relationships,” he says. “I never chase a deal, and I never chase a dollar. I always focus all my focus on representing my clients to the best of my ability. I’m extremely honest. People really respect that.”

When it comes to marketing his listings, David utilizes a network of REALTORS® that he has cultivated over the years. “I have a team of sixteen REALTORS® who work under me,” he explains. David has recruited and mentored these agents, and, in return, they help him when one of his listings hits the market.

“I ask them to tell their networks of people, to post and share on all their social medias.

Realistically, I have the marketing power of seventeen REALTORS®. When they share my properties, I get anywhere from thirty to forty thousand different eyes on that listing.”

When he isn’t hard at work, David loves nothing more than spending time with his family, including his wife and three children.

“I spend every minute with them. As much time as humanly possible,” says David. One of the things he enjoys most about working as a real estate agent is the flexibility it gives him.

By setting his own hours, he can maximize his time with his family.

Looking to the future, David hopes to grow his residual income through rentals. He has also recently started a title company. He hopes that these things, along with his team of sixteen REALTORS®, will allow him to focus on listings closer to home.

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To learn more about David Cary, please call 215-478-2870, email dave@caryrealestate1.com, or visit facebook.com/DaveCaryRealtor

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Kevin M. Stegena is proud to congratulate

DAVID CARY

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

KEVIN M. STEGENA | LOAN OFFICER/OWNER | NMLS# 1558801 LENDING CAPITAL MORTGAGE, LLC Primary: 215-776-8980 | Office: 267-756-7035 Kstegena@outlook.com Lending Capital Mortgage, LLC | NMLS# 1845226 | 12 Penns Trail, Newtown, Pa, 18940

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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FEDER JOSEPH Top Agent Magazine

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FEDER JOSEPH, MBA

Feder Joseph has always been in the business of helping people. After twenty-two years in the health care industry, he was ready to explore a different line of work, but he wanted something that would allow him to transfer those skills and values he had acquired as a health care professional. He found that opportunity in real estate. “When I first came into this profession, I felt that same excitement and satisfaction as I realized what a life-changing event purchasing a home was for people, and I wanted to help them achieve that.”

a home, and he began conducting seminars to educate the broader community. That work led to local success, but had an unexpected consequence as well: expansion. “I started getting a lot of calls from people in different states, asking for assistance,” Feder reflects.

“They had heard about the teaching I was doing in Georgia, and wanted me to help them too. For many of

He saw almost immediately what an impact he could have by educating clients about home-buying strategy.

“Often I find myself working with someone who is the first generation in their family to purchase a house. And they come with a renter’s mentality, are making these big decisions with no understanding of the process. I’m able to break down a lot of complex information into something more manageable, which makes an experience that could be intimidating much easier and even enjoyable.” His MBA in business management helped him understand how to incorporate business models, while his strengths as a teacher added that personal touch that his clients immediately appreciated.

Feder spent time up front teaching clients what they needed to know to make the best choices in purchasing 16

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them, the natural choice for an agent was to stick with the person who had educated them about the process.” Now Feder also has offices in New York, North Carolina, and Louisiana, and is on the Board of Realtors in each of those states.

Expansion isn’t really the main goal, however.

“People come first. That’s what I teach the agents and staff who work for me, and that’s what we stand on. We are always thinking about the person and the need rather than the deal.” It’s a mission that is born out of Feder’s personal faith, and is the compass that he always consults before deciding on whether to move into a new market. “Prayer and peace. If I am not at peace with what I am doing, if it isn’t aimed at helping people, I don’t move forward.” That star has steered him well, with almost ninety percent of his business now coming through referrals.

Feder attributes his success to the support of his wife, and the motivation of his two children.

When he’s not spending time with his family, or helping clients, Feder’s favorite hobby is woodworking. “I love building things, working on my house. I just finished my basement.” He laughs, and then adds, “I built myself a man-cave.” He also enjoys riding his motorcycle. “On nice days, I ride the bike anywhere I need to go.”

Feder believes the teaching model he has embraced will always be successful, and necessary. “A person may have gotten advice about buying a house from a family member, or a friend. But they need to understand that the advisor’s experience is inevitably limited to a specific time, place, and situation. The market is always changing, and people need the most current information to make good decisions. I believe that anyone can purchase or sell a home. They just have to be willing to listen, and do what it takes to get them there, something I know isn’t always easy with the amount of information they are being exposed to.”

And that’s where Feder wants to help. His promise: “Our team will hold your hand from the first meeting to beyond the closing table.”

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www.

To learn more about Feder, contact him at 770-715-7615, or through his office at 678-324-1573, email him at federjoseph@fed-manrealestate.com, visit fed-manrealestate.com, or facebook.com/fedmanrealestate www.

Copyright Top Agent Magazine 17

David Neisch is proud to congratulate

FEDER JOSEPH

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

DAVID NEISCH | Branch Manager 678-859-5410 Office 833-949-1126 Fax 3725 Lawrenceville-Suwanee Road, Suite A2, Suwanee, GA 30024

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

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

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

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 20

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

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

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

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PAIGE SLOCUM Top Agent Magazine

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PAIGE SLOCUM

Top Agent Paige Slocum and her team have been recognized for numerous awards, and have been named the Number One Team in their region.

Paige Slocum was seeking a career change that would provide her with inspiring, full-time work. With many friends in the real estate industry, Paige decided she had found what she was looking for. “I wanted a career that would be challenging and fulfilling, and I found it,” Paige says. “It has been an amazing experience.”

After working as an agent on her own, Paige joined a team at One + Company in Guilford, Connecticut.

Paige says, “My close friend Nicole White told me, ‘You can take your career and turn it into something that is more meaningful for you, for your family, and for your clients.’ And she was right. Being on a team has been wonderful, and has enabled me to grow 22

my business in new ways.” With rich experience in nonprofit management and marketing, Paige helps clients throughout Connecticut. She and her team have been recognized for numerous awards, and have been named the Number One Team in their region.

Repeat clients and referrals make up the majority of Paige’s business, and this past year has been especially successful. “It is unfortunate that this terrible pandemic is the primary reason,” Paige says, “but we have seen a surge in relocations. I’ve developed strong relationships with other realtors, so when they have clients move into my sphere, they refer me, and I do the same for them.”

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Organized and thoughtful, Paige is committed to her own professional growth. “I truly believe in trying to get better every day,” Paige says. “I’m not talking about lofty goals. Rather, focusing on the little ways I can improve. For me, my success is about routines and organization. Routines help me be a better agent and a better mom, because structures help me manage the unknowns.”

What sets Paige apart is her honesty with her clients, and the trust she builds. “I am completely transparent in how I talk to my clients and guide my clients,” Paige says. “I tell them from the beginning that the process is a team effort. No matter if they are a seller, an investment buyer, or first-time homeowner, I tell them that we are all in this together. My honesty builds trust. Without trust in this business, you can’t do anything.”

To market her listings, Paige leverages the resources of her team. “One of the reasons I moved to One + Company is because they have a proven method of five-tier marketing,” Paige says. “Our team gets the amazing visuals out in the world, and I make sure to put a face on it.” Paige creates videos for each listing, talking about the property to give a personal touch for prospective buyers. Additionally, high-quality photos, aerial videos, and professional ad copy create listings that stand out from the crowd.

Paige is as committed to her clients as she is to giving back to the community. She founded Autism Anchor, a nonprofit that connects families raising children on the Autism Spectrum. In addition, she is a committee member of the SARAH Foundation and the Melissa Marottoli Hogan Foundation.

Paige is as passionate about real estate as when she started. “One of the reasons I still love my profession is that I meet a stranger and my job allows me to become close to them,” Paige says. “There are very few professions like that.”

For more information about Paige Slocum, call (203) 285-5118 or email paige@oneandcompany.com

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David C. Minicozzi is proud to congratulate

PAIGE SLOCUM

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

Phone (203) 483-7069 | attyminicozzi@gmail.com 250 West Main Street, Suite 200, Branford, CT 06405

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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.

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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.

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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.

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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.

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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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MICHELLE WILSON Top Agent Magazine

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MICHELLE WILSON

Top Agent Michelle Wilson handles each transaction with the utmost care, offering guidance throughout even for her most seasoned investors.

With a down-to-Earth nature and a passion for real estate, Michelle Wilson has made great strides as an agent. She started off her professional career as a junior high school teacher. “I always loved houses, and my husband and I went to open houses for fun,” she explains. Soon a real estate agent friend suggested she get into the business, so Michelle took the class one summer and earned her license. She hit the ground running immediately, experiencing the typical highs and lows everyone encounters when first starting out. Eventually she saw her business stabilize, 28

and today, she’s doing better than ever. Licensed in Mississippi and Louisiana, she serves the counties right on the border of each state. At Keller Williams in Mandeville, she works solo with a growing number of repeats/referrals.

“I think what keeps them coming back and referring me is that I make them feel like family, that’s my ultimate goal,” Michelle says. Understanding how important this transaction is for her clients, she always handles each transaction with the utmost care, offering guidance throughout Copyright Top Agent Magazine Magazine

even for her most seasoned investors. “I am just very honored to work with someone on the next stages of their life, so I go above and beyond, and I never get frustrated. I’d rather show them more houses than not enough houses.” Michelle stays in touch throughout the transaction and afterwards, sending out Christmas cards every year and texting them regularly to make sure they’re doing well. When it comes to marketing, Michelle also exceeds expectations, advertising on Facebook, her website and hosting open houses.

Whether she’s helping someone buy or sell, clients can expect the same great service. One seller recently said, “Michelle Wilson was a joy to work with in the selling of our property. She was very professional, knowledgeable, and easy to work with, and was always available to speak with when called upon. If she didn’t answer her phone or text immediately, she returned calls or texts very soon afterward. I would highly recommend her services for any real estate needs, and my wife and I would utilize her services again without hesitation if needed. Thank you Michelle for a great job!”

When Michelle isn’t working, she’s giving back to the community by providing hot cocoa and cookies for the Christmas parade, or serving as a member for the local Chamber of Commerce. She is also involved in her church. During any free time, she enjoys hanging out with family and friends.

Looking ahead, Michelle plans to keep growing her business and serving more people. “Working solo is so rewarding for me, so I plan to continue doing that, and maybe eventually get my broker’s license.” She can’t imagine herself anywhere else, as she truly loves what she does. “The best part is getting that text or response the month after closing, where my clients tell me how happy they are. That is everything to me.”

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For more about Michelle Wilson, call 985-295-9235 or email smwilson@kw.com

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Bridgett Gauthreaux is proud to congratulate

MICHELLE WILSON

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

Bridgett D. Gauthreaux | Loan Specialist | NMLS #113427 office: (985) 956-7816 | mobile: (985) 320-6755 bridgett@thercm.net | www.thercm.net 14444 University Ave., Hammond, LA 70401 | NMLS #1645778

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

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

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

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

Think about those questions that you’ve had to

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

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

Evergreen Content

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

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

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

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

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

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

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Stay Local

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

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

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

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

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JACQUELINE PENNINGTON

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JACQUELINE PENNINGTON Top Agent Jacqueline Pennington works as a solo agent at RE/MAX and serves clients throughout Northumberland County.

Jacqueline Pennington got into real estate at the young age of 23. Having always felt drawn toward architecture and working with people, she figured it would be a fulfilling career choice for her that would help make use of her talents for communication and client advocacy. She currently works as a solo agent at RE/MAX Hallmark and serves clients throughout Northumberland County.

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Approaching real estate from a client-oriented point of view has helped Jacqueline build a business that’s hugely made up of repeat and referral clients. “I think I look at the real estate business in a pretty unique way. Prior to real estate I did a lot of work in human rights and advocacy.

That’s given me a different view on how to treat clients and how I conduct business. It’s an advocacy-first approach as Top Agent Magazine

opposed to looking at it from the standpoint of a salesperson that’s there to sell real estate and make deals happen. I’ve always looked at it as though I’m there to guide someone through a very large real estate transaction and be their advisor, and help to support them through it. I know if I Top Agent Magazine

do that then the deals and sales will follow organically,” she says.

Despite COVID-19 and all the hindrances it created in the real estate market, thanks to her large social media network, Jacqueline has been able to close over 115 transactions Copyright Top Agent Magazine35

“Real estate affords me with the opportunity to meet people I would never meet, and get to know about them and their personal story. There are a lot of really interesting and amazing people out there, and I’m so honored to get to meet some of them. to date. But even through her success, what she’s most excited about is her ability to meet people and help them achieve their dreams of home ownership. “Real estate affords me with the opportunity to meet people I would never meet, and get to know about them and their personal story. There are a lot of really interesting and amazing 36Copyright Top Agent Magazine

people out there, and I’m so honored to get to meet some of them. This year, with everything that’s going in the world, it really just reminded me how important the human connection is,” she says.

As a mom of two young boys, Jacqueline finds it crucial to be engaged in her Top Agent Magazine

community, and support various local organizations, so as to set a good example for her kids. And after her youngest child came out as transgender, she became deeply involved in advocacy work and Top Agent Magazine

bringing attention to the issues facing transgender and gender creative kids.

Outside of her work in real estate Jacqueline loves to spend time with her husband and Copyright Top Agent Magazine37

kids. Together they enjoy the stunning countryside where they live, and like to go camping. Going forward she is focused on continuing to give her clients a high level of service and attention. She also has a few words of wisdom to junior

agents. “Don’t think about the deals, don’t think about the dollar amount.

Think about how you can make an impact on people’s lives and help them. As long as you’re focused on that, the sales are going to come naturally.”

To learn more about Jacqueline Pennington email pennington.remax@gmail.com, visit JacquelinePennington.com, or call (905) 375–0062 www.

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 40

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

7

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

8

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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JOSEPH CHOINIERE II Top Agent Magazine

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JOSEPH CHOINIERE II

After realizing that he was feeling unfulfilled at his corporate job at Pepsi, Joseph Choiniere II decided to make a change. He had a few friends who were in the real estate world, and the prospect of becoming a REALTOR® intrigued him so he took a chance, got his license, and hasn’t looked back since. He’s been in the business for four years now, and currently works on the D’Anna team at Keller Williams.

With his experience in the corporate world, as well as experience working in mortgages, Joseph is able to provide his clients the highest level of customer service as well as a variety of inside information regarding the loan process that many real estate agents don’t possess. His drive to give customers the best results and always remain in contact, even after the transaction is over, has enabled him to grow a large base of repeat and referral clients. “Besides always giving my best to do a great job for my clients, I 42

also stay in touch and keep up with how they’re doing,” he says. He enjoys sending out handwritten letters, and also likes to stay in touch through phone calls and texts for his clients’ birthdays and home buying anniversaries.

A large part of a real estate agent’s success is their marketing strategy. For Joseph, it’s been useful to invest in both traditional and modern techniques. He uses the many available social media platforms as well as local magazines and

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events to promote his listings. And his marketing has him on track to make this year’s goal of closing $7 million in real estate, and $13 million in mortgages.

Due to his success he believes that it’s important for him to give back to his local community. As a past athlete himself, he enjoys supporting the local high school sports teams. “When I was their age I had a lot of people who supported me, so I feel that now it’s my turn to return the favor,” he says.

Having been through the home buying experience with his wife, Joseph understands how important the event is to his clients, and how much it means to them and their families to find the right place.

“I enjoy seeing people get into a new home. When I bought my first house with my wife it was a huge life event, so it’s very exciting to help a family get that. And having been on the mortgage side of things, I also understand how many people are hesitant to even give this process a try. So many people think they will never be able to afford a home, or they’ve been renting all their life and don’t think it’s possible. It’s an amazing feeling when I can show them that it is possible to get a home they love.”

Finding time away from work isn’t easy, but when Joseph has a chance to get away he enjoys spending it with his wife and their baby whom they were blessed with in April of this year as well as his friends. He also likes hunting and golfing. Going forward he wants to grow the team so that they are able to help out more clients in the future. “The biggest thing for me is helping people get into a better situation in life.”

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To learn more about Joseph Choiniere II email jchoiniere@kw.com or call (586) 405–8451 Copyright Top Agent Magazine 43

Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 44

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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GABE COLE Top Agent Magazine

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GABE COLE

Top Agent Gabe Cole is the founder and team leader of Realm Residential at eXp Realty, where he has built a strong reputation as one of Orange County’s most skilled and trustworthy real estate agents.

Even prior to his accomplished career as a leading Orange County Realtor®, Gabe Cole has always been drawn to real estate and development. When he was younger, his interest was sparked by his two great uncles, who were among the largest developers of apartment buildings in Marina Del Ray. Gabe would later pursue a degree at USC, graduating from the Marshall School of Business with an emphasis in real estate finance and development—and the rest is history.

Today, Gabe is the founder and team leader of Realm Residential at eXp Realty, where he assists clients throughout Orange County and the surrounding areas.

An experienced investor and highly educated real

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estate broker, he has built a strong reputation as one of Orange County’s most skilled and trustworthy real estate agents, with the majority of his business coming from repeat clients or referrals.

When listing a property, Gabe personalizes his approach to each client, believing that the way a home is prepared and presented often makes the largest impact on a seller’s bottom line. Starting out, he fully prepares his listing to market, supplying his sellers with staging, cleaning and cosmetic upgrades to ensure their home stands out. “With our Realm Revive program, we offer cosmetic renovations and staging to our clients without any upfront cost,” he says.

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“Our clients have achieved tens or even hundreds of thousands more for their property after completing the program. They simply pay for the renovation costs when their property closes escrow without any interest or other hidden fees.”

A seasoned real estate investor, Gabe has successfully completed over 100 renovations on his investment properties prior to selling them. As such, his clients profit from his extensive background knowledge.

“I basically help my clients fix and flip their own homes,” Gabe explains. “Everyone loves watching HGTV, but many people don’t know which property improvements will leave the strongest impact on their investment.”

Elsewhere, Gabe is equally present for his buyers, standing as their advocate throughout the entire process. Through it all, he is available to address any questions and concerns each step of the way.

“I’m extremely responsive,” he says. “Every one of my clients receives the utmost care and sound advice in our dealings. This is one of the largest financial transactions of their lifetime, and I don’t take that lightly.”

Outside his career, Gabe is tremendously active in his community. A member of his local Jewish Temple in Irvine, he also participates in food drives for Second Harvest. Above all else, he is a highly devoted and involved father who enjoys spending quality time at home with his beloved wife, three kids and three dogs. You will find Gabe cheering on his son at each and every club soccer game or taking his kids to play pickleball, go for a hike or take a bike ride around the community.

Going forward, Gabe has strong plans for the future of his business. As his volume continues its rapid growth, he is expanding the Realm Residential brand and adding onto his team, further fostering a culture around his unmatched standards of service. “I love helping my clients achieve their goals and assisting them with one of life’s biggest transitions,” he says.

“Together, we can develop a strategy and put them in the best position to succeed and make things run as stress-free as possible.”

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To learn more about Gabe Cole call (949) 395-4223 or email gabe@realmOC.com.

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When It’s Time for a Home Office

by Nancy Michaels

So, you’re tired of clearing your papers off the dining room table every time someone wants to eat (how dare they!). And you’re still recovering from the business call you were forced to take that time your 5-yearold pressed the phone into your hand just as you stepped from the shower (it’s amazing how professional one can sound while wrapped in a towel and dripping wet).

fairly easily for this purpose. Use bookcases, filing cabinets, plants, screens, even lighting to define your work space. It’s essential that you remain committed to your space as office space. Without this psychological distinction between home and work, the two areas of your life may slide into one another, causing you to lose focus, and thus, productivity.

Sounds like it’s time for a home Choose furnishings that are ergooffice. nomically correct, and which fit in with the decor of the rest of your Ideally, you’ll have a spare room to home. Lighting should come from turn into office space—preferably three sources: natural, ambient and one with a locking door. An extra direct. Give yourself enough storage bedroom, the basement, or attic can space to keep your work area all serve this purpose. If you don’t uncluttered. You may want to store have room for a dedicated office, your supplies in another part of the take a look around your house to see house, keeping just a week’s worth where you can carve yourself some in your office. And schedule a space. A closet, bedroom corner, weekly or biweekly cleanup where hallway alcove or even the area you go through your papers and files under a stairway can all be converted and either throw away or stow away 50

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anything that is not essential to the daily operation of your business.

event of a power failure. An uninterruptable power source supply is also a must for the home office.

This will keep your computer running during a power outage until you’re able to safely shut it down.

Almost every business requires a computer system. Don’t skimp. You want something with enough speed and memory capacity to last into the future. A good-quality inkjet, or Another essential component of the preferably, a laser printer is also home office is telecommunications, essential. Investigate the all-in-one meaning telephone, fax and Internet printer, fax, copier and scanners. access. An account through an These may save you money as well Internet service provider or online as precious office space. I also service shouldn’t cost more than $20 recommend a computer backup per month and it will give you the system, which will protect the ability to send and receive e-mail. contents of your hard drive in the Top Agent Magazine

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It’s essential that you remain committed to your space as office space.

You’ll probably want more than one answering” from your phone comphone line, three if you’re using one pany. It’s just a few dollars a month line for a fax and modem hookup. and sounds more professional than It’s wise to invest in a business line, an answering machine, and which which allows you to list your won’t break down while you’re on business name and number in the vacation. phone book and with directory assistance. To keep costs down, use A home office can either improve that line for incoming calls only. If productivity, or harm it. You may find you don’t want the expense of a yourself doing paperwork at 2 a.m. business line, but can do without a when you should be sleeping, or repeat of the shower scene, order flipping to General Hospital at 3 p.m. “distinct ring” service from your when you should be working. It’s phone company. This is a separate helpful to treat your home office as phone number which rings into your you would an outside office, complete home line, but sounds different from with “starting” and “quitting” times. your normal ring. This alerts you This will help you stay focused, and family members to incoming organized, and productive. And your business calls. If you’re dishing up family will appreciate having their dinner or washing the dog, you’ll dining room table back. know to let your answering machine, or better yet, your electronic voice Nancy Michaels, of Impression Impact, mail system, grab the call. If you’re works with companies that want to reach in the shower, hopefully your 5- the small business community and with small business owners who want to sell year-old will know to do the same. more products and services. Copyright©, You may also want to order “call Nancy Michaels. All rights reserved.

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DENISE FREE

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DENISE FREE

Denise Free began her professional career in advertising and was involved with strategic planning. “When I met my husband, James, he was a broker with a small firm, primarily flipping houses,” she recalls. “I went on to help him out with his listing copy but didn’t consider real estate at the time.” Two weeks after they got married, Denise got pregnant and wasn’t able to keep up with her 50-60 hour work week that included travel. “Just when my doctor advised me to stop working all together, my company laid people off. It was divine intervention,” she says. When her daughter was 2 years old, Denise decided to get her license and work with James’. That was in 2015, and she’s never looked back.

Denise is currently in the process of growing her team, having just hired two buyer’s agents.

Based in North Tustin, California, she serves 54

the Southern California area. With a sales volume of $20 million per year, Denise reports that her business is primarily referral clientele. ‘I pride myself on offering superior personal service before, during, and after a transaction,” she exclaims. “You have to remember that this is probably the biggest transaction someone will ever make, and clients need someone that’s available to them and stays ahead of any problems. It’s my job to provide a barrier to any stress they may be feeling.”

Because forming authentic relationships are so important to Denise, she takes extra care when staying in touch. “I make lots of phone calls, texts, and do pop-byes when I can,” she says.

In addition to marketing her listings on social media and via top property websites, Denise Copyright Top Agent Magazine

believes in the old-fashioned approach. “I know it’s not popular these days, but I hold open houses whenever I can,” she says. “I also do special wine and cheese meet & greets with neighbors. It gives me an opportunity to meet new people while enabling locals to see a home before its listed and perhaps suggest a buyer.” She also implements all of the top technologies to promote her homes online, including professional photography and videography as well as Matterport tours.

What Denise loves most about her job are the relationships she forges. “I genuinely care about the people I work with,” she says.

“Getting to know someone, going through the transaction process, and reaching the finish line when they attain their real estate goals is the most rewarding aspect of what I do.”

Denise strongly believes in giving back to the community that’s been so good to her. “I am a pre-school teacher for my church,” she says.

I’ve also just become involved with an organization called Salvation Foundation, which helps promote awareness of sex trafficking.”

When not working, Denise enjoys spending time with her family–James, their two kids and two pit bull rescues. “We love to do anything outdoors; the beach, biking, swimming, and just being together,” she says.

Denise and James are currently working on their 15-year plan. “We’d like to grow our business to the point that it’s fully sustainable, so that means growth in the community and bringing on more like-minded agents,” she explains. “The hope is that, down the line, if our kids or someone else want to take over, they’ll have something that’s already successful to step into.”

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To learn more about Denise Free, email Denise@NextHomeFree.com, or visit denisefree.com, or call 951-870-0726 www.

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1 Billion-Plus Reasons Why You Should Be Active on Facebook

By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook.

That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers.

Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience.

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website.

And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers.

• Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content.

• Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture.

But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video.

How can REALTORS® use Facebook Live?

Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show!

Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers.

Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you.

And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones.

NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters.

Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business.

Copyright©, Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com.

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KRISTA LAPP Top Agent Magazine

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KRISTA LAPP

Krista transitioned into real estate with a background of over 20 years in sales and marketing.

She owned a website development and social media management company and saw the potential to take her professionalism and expertise with marketing and client care into a successful real estate career.

This was a chance to make an exciting career change, and an opportunity to help people navigate the many choices that go into selling a home or finding the property that’s right for them.

“Buying and selling real estate is such an important decision in someone’s life,” Krista says. “To be trusted with that decision making process is very rewarding and honoring. I feel very grateful when people choose to work with me, and love guiding them through the buying or selling process!”

clients is second-to-none. She is passionate about creating the best experience possible for her clients and building lifelong relationships. She also brings these beliefs and values to her team at Lapp Real Estate Group which she started in early 2020.

Coming from the tech sector with a marketing background gives her the strategic edge when listing a property and evaluating the climate in a given area. Her robust marketing packages are unrivaled, and include pristine photography, 3D tours, floor plans, a property specific website, drone photos, and a strong emphasis on videos boosted across

To describe her approach to real estate, Krista will tell you that her service is very hands-on and high level. Her commitment to clear and consistent communication and listening to her 60

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the social media spectrum. As a top-ranking agent in the Vancouver area, Krista’s website sees a high traffic volume directed to her new listings. She maintains a wealth of connections within the real estate world, knowing that one of the best ways to help a client buy or sell a home is to cultivate strong relationships with other agents in the market.

Repeat and referral Clients are a big part of Krista’s business. Over the years Krista’s expertise of working with home buyers and sellers has grown to include working with many clients looking to acquire investment properties as well as builders and developers.

Through her Facebook business group, Krista fosters a virtual community for businesses and residents in the area of Burke Mountain, Coquitlam where she lives. She strives to create a space of comradery and support, as well as a platform to help promote those independent businesses in her own backyard.

When she’s not helping someone secure their dream home or selling their property, Krista loves spending time with her husband Josh, their two kids and her adorable Pomeranian.

She loves exploring the B.C. area’s numerous hiking trails, seeking out great coffee spots, cooking and working out with friends.

Krista and her Team are consistently recognized monthly as top REALTORS® for sales at her Brokerage and she is qualified for the Real Estate Board of Greater Vancouver’s Medallion Club that recognizes Top Agents for sales in Greater Vancouver.

“At the end of the day,” Krista concludes, “When I help accomplish my client’s goals, whether it’s to purchase an investment property or upsize from a condo to a townhouse because they’re expecting their first baby – it’s a very rewarding experience.”

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You can learn more at Krista’s website, kristalapp.com, follow her on Facebook, Instagram, and YouTube, or reach out to her at krista@kristalapp.com, or by phone at her office: 604-468-0010, or her cell: 604-725-2494 www.

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 62

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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JENNIFER MORETTY Top Agent Magazine

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JENNIFER MORETTY

Following a successful real estate transaction in 2013, Jennifer Moretty became close friends with her agent, Sandi Nelson, and soon took an interest in real estate. In particular, she was inspired by how real estate spoke to her passion for helping others, so she decided to obtain her license and join the firm that inspired her career.

Today, Jennifer is a Broker for Mike & Sandi Nelson Real Estate in Poulsbo, WA, where she services clients throughout Kitsap County and the surrounding areas. As a VA & Military Real Estate Specialist, she has developed a system to seamlessly facilitate military moves in and out of Washington. “During my husband’s naval career, I have lived in eight different states and overseas, and completed nineteen military moves,” she says. “As a result, I can anticipate and overcome obstacles associated with moving from out of state. Because I’ve done it myself many times, I 66

know how to keep the experience as stress-free as possible.”

When listing a home, Jennifer employs her firm’s outstanding marketing strategies and leverages her team to grant her clients as wide a reach as possible; meanwhile, she utilizes her strong professional connections within the community to uncover additional opportunities for her sellers. She is just as attentive when assisting her buyers, guiding

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them through the transaction from start to finish— and often becoming fast friends with them along the way. “Real estate is such a personal business,” she says. “My clients are deciding where they want to raise their family or escape to after a busy day of work. It makes my heart sing to guide them through these important decisions.”

Jennifer’s in-depth knowledge of the region and lasting client connections has earned her a stellar reputation throughout Kitsap County, with the vast majority of her closings coming from either repeat clients or referrals. “I concentrate all my energy on the people,” she says. “After all, I got into this business for the relationships, and that continues to be my focus; I love helping clients navigate their way to homeownership.”

Outside her career, Jennifer loves to stay active within her community. In her husband’s thirty year naval career, Jennifer has volunteered with the Navy and Marine Corps Relief Society, The Navy League, and tutored in Japan. On top of that, she is also a member of the Kitsap Building Association and the Keyport Improvement Club. During her personal time, she enjoys running, reading, hosting parties, interior designing and experimenting with new art forms.

Looking ahead, Jennifer has a straightforward plan: “Keep doing what I’m doing. Make each transaction as easy and smooth as possible for every single client, regardless of price point, and help my clients integrate into the community by connecting them to services and resources, and making them feel at home. Oftentimes, I’m their first contact here, so it’s up to me to set the stage for a positive experience, and I’m honored to do that.” Having found her niche in the Washington real estate market, she intends on continuing her steady growth while scaling up her own standards for service. “So many things in life come down to positivity and perseverance,” she says. “It can be a tough market here, but I’m always finding new ways to put my clients in the best position to achieve their real estate goals.”

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To learn more about Jennifer Moretty email jennifer@mikeandsandi.com, visit Jennifer.SearchKitsapHomes.com or call (360) 930-1836 www.

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Goal Contracts

By Barry Eisen

(A Life Skill from the Old School) A few months ago I spoke at a real estate sales meeting in an office where I’ve spoken and taught seminars for many years. As soon as I was finished, an agent, who had transferred into this office about a year before, standing in the back of the room, graciously offered a glowing testimonial about my seminar he had taken ten years ago. He talked of a number meaningful changes for the better he had experienced in his life since that seminar. Then he took out 68

of his pocket a small number of 3 by 5 cards and held them up like he was holding the Holy Grail. Of all the internal and external techniques he was exposed to in the seminar, these cards (Goal Contracts) were his game changer.

I stopped guessing years ago, which ideas or systems I teach will be best or most appreciated. We all perceive ideas so differently. Generally, feedback I get in coaching sessions is Top Agent Magazine

that the biggest issue for most, who are not fulfilling their own personal promises, is lack of focus, not lack of ability or planning. There are lots of good ideas available to shake a person out of the Limbo they’ve created. Here’s one that has worked for many. If you like the idea, don’t just acknowledge it as a “nice idea.”

Do it for a month. Get past the initial new/awkward/judgmental stage. Then decide whether this is an idea worth continuing or not. Come from KNOWING, not second-guessing. 3. On the second line, answer the You have everything to gain and time question. What is the specific nothing to lose.

TARGET or DUE DATE for that goal to be accomplished? (A specific The Goal Contract date creates a sense of urgency.)

Get as many 3 X 5 cards for as many 4. On the third line of each card selected personal/business goals answer the HOW? question. This is the action step, where the rubber you’d like to accomplish. meets the road. How are you going 1. Create 4 horizontal lines across to get from where you are to where each card with a few spaces in you are going? Dig deeper than the lazy answer: “If I knew what to do between each.

I’d be doing it!” If you’ve crossed the street by yourself a few times You have everything to already, chances are you know what gain and nothing to lose. you need to do. Write this down in a few words on the third line.

2. On the top line of each card answer the question WHAT? What 5. On the bottom line of each card, is that card’s goal? Write that goal SIGN YOUR NAME. As simple and on the top line (e.g. Weigh 150 lbs., perhaps silly as this may seem, we $200,000, run a 42 minute 10K, etc). have been conditioned to live up to Top Agent Magazine

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you feel self conscious), on your office and home office desk, etc.

Just the physical act of moving the cards, subconsciously reinforces what the cards represent. Since most of our attitudes and actions are subconsciously motivated, you will feel more immediately compelled to make the better, usually more 6. Stick a small piece of double productive decision. sided tape on the back of each card.

This is a little idea that can play big 7. Carry these cards with you in getting you to another level. through the travels of your day. In Because it’s easy to do, it becomes your pocket or handbag, carry case, easy to NOT do. Do it, you’ll like it! on the dashboard of your car (not when you have others with you, if Copyright©, Barry Eisen.

responsibilities we sign for (mortgages, insurance, credit cards, cars, etc). Personal and business goals don’t generally fall into that category. A small action can have a huge impact. As you sign your name, feel the responsibility of your commitment.

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 70

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ANGELA MAE SCHLAGEL Top Agent Magazine

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ANGELA MAE SCHLAGEL

Angela Mae Schlagel was literally born into the real estate business. “My mom was a Realtor, but I never thought I’d follow in her footsteps. As a kid, I told her it was the last thing I ever wanted to be when I grew up because she tortured me by making me wear matching dresses to sit open houses with her! So, it’s still a family joke that I’m in it for 15 years and absolutely love it!” she recalls. Prior to real estate, her experience as a kitchen designer established strong bonds with many local builders and gave her an extensive understanding of quality versus quantity dynamics in home construction.

To her family’s encouragement, Angela Mae started her business in 2007 and watched the market fall just as she was getting her footing in the business. “It was at that point that I made the ultimate decision to jump in with both feet, or get out. So, I jumped all in.” She began her career specializing in land development, vacant lots, and new construction homes; her career now focuses on all aspects of real estate equally for buyers, sellers and investors.

Angela Mae now works as a solo Realtor with 208HomePros at Homes of Idaho, serving all the many communities of the Boise area Treasure Valley. She has been awarded “Top Producer” consecutively since 2010 and had been voted “Ten Best in Client Satisfaction” since 2016. Angela Mae can now boast a business that is almost entirely repeat and referral clientele. “I take great pride in serving my

clients with integrity and excellence in communication. I want them to know everything that is going on with every step of the process.” she asserts. “All final decisions are always theirs. For all of my clients, I just want to streamline the process and do as much as possible for them to help alleviate the stress and decision-making they already need to handle.“ It is not surprising that Angela Mae receives stellar reviews for her esteemed work ethic. One client recently wrote: “Angela is very professional and covers all bases of the real estate transaction with deliberate and succinct communication. All modes of communication are used–text, telephone messages, emails… All followed up with telephone calls to be certain of no misunderstandings. She’s amazing. Thank you for your great attitude and positive approach.”

“I love my clients,” she insists. “I also make a point of educating them throughout the entire process. It’s especially helpful to my first-time buyers and sellers who’ve never done this before.”

In addition to the typical marketing tools like virtual tours, social media, and open houses, Angela Mae offers her Sellers a free home staging service. “Home staging is statistically proven that homes sell faster, for significantly more money. So, even in this fast-paced market, it’s an Copyright Top Agent Magazine

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important part of the home sale process. We are hired by Sellers to net them the most possible dollar amount and home staging accomplishes this.” she notes. Angela Mae recently started Whimsey’s Design, her company that performs home staging for all agents at her brokerage Homes of Idaho.

For Angela Mae, her work means more than just sales transactions. “I love to establish genuine relationships and lifelong friendships. So many of my greatest friends today are past clients.” she observes. “If I can bring calm to a stressful situation and provide the service for which they sought me out, I know I’ve done my job well. I never want to see anyone unhappy or regretful after a home purchase or sale.”

Angela Mae’s love of life touches everything she does.

When she is not handing homeowners the keys to their new homes or netting sellers their maximum equity, she is most often found enjoying time with her kids and grandbabies, exploring the open road with her all-female motorcycle group, or adventuring through the local hills in her renovated Jeep with her trusty sidekick, “Ace,” her Great Dane.

She is also actively involved as a Board Member and volunteer with Advocates Against Family Violence, a nonprofit that assists families who have experienced domestic violence. “As a past victim, I’m very passionate about helping others understand there IS help out there and there IS a way out. And I want to help to teach our community the signs to watch for in others to help stop abuse before it begins.” she asserts. “At AAFV, we are tasked with not only helping those caught in the midst of the violence but also breaking the negative family cycle, which is so commonly found in our victims.” Angela Mae says the organization also offers housing as a safe place to those families in need with many programs to provide further support and education.

As for the future, Angela Mae wants to stay the course, continuing to help people attain their financial and real estate goals. “I am really happy with where my business is at. I continue to keep on top of my industry by always furthering my education. I have two designations specifically to assist our veterans, who mean the world to me; I have the Certified Residential Specialist and Accredited Buyers Representative Designations. Now I’m striving for the Graduate Realtors Institute and my Brokers license.

All of these put me in and keep me in the top percentile of knowledgeable Realtors in my valley to keep me the best at helping my client’s individual needs.”

To learn more about Angela Mae Schlagel, please call (208) 713-2755, email AM.208HomePros@Gmail.com, or visit 208homepros.com www.

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 74

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova75

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 76

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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ERICA TIMKO

Having always been interested in real estate, Erica made the leap to get her real estate license in 2015. In six years, Erica has built a successful real estate career in the St. Louis area, and she has found great satisfaction in serving sellers and buyers in her local area with her team.

With a background in counseling, Erica deeply cares about people and knows how to put others first. Her generosity coupled with the market knowledge she has gleaned over the course of her career has put her near the top of the list of the best Realtors in Missouri and Illinois.

ing care of my clients. Throughout the process, I become close friends with them. That helps us stay in touch so I can continue to serve them for years to come.” Erica stays close with her clients every step of the way to ensure their needs are

Erica’s favorite part of her job is interacting with and helping out the members of her community.

Throughout her life, she has dedicated her time to the betterment of the lives of others – she was a guidance counselor before starting her career in real estate. This drive to serve others provides the foundation of Erica’s prowess as a Realtor, as well as her passion for her job. “I love tak78 78

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met. She is willing to go above and beyond to get transactions done as smoothly as possible.

Located in downtown St. Louis, Erica is licensed in both Illinois and Missouri. This makes her uniquely capable to help people who are having a difficult time making a decision on where to buy property in the area. Because of the Air Force base near St. Louis, Erica also works with a lot of military buyers who might otherwise be at a loss when trying to buy a home.

Erica stresses that her team is fully committed to accomplishing any and every task that is set forth during a client’s transaction. “We handle nearly every piece of the transaction,” Erica says.

“Other than packing their things and paying their mortgage, we do everything for them.” The team is flexible and capable – they go the extra mile for their clients and make sure they are consistently satisfied. The team’s success shows – they were able to close $24 million worth of volume in 2020.

“I really love helping people and I care so much about them,” Erica says. “I get very emotionally invested in my clients, and it’s great to see them get the keys to their new house.” Erica loves her job and the people she works with, and she works hard for them. Her success in her career stems from the way she puts her heart and soul into her work.

On the rare occasion she isn’t working, Erica loves to spend time in the outdoors with her family, camping or boating on a nearby lake. Erica loves to travel with her husband and son, and they especially enjoy trying new restaurants or area attractions. For the future of her business, Erica intends to continue to build her team and serve her community into 2021 and beyond. If you’re in need of thorough and heartfelt real estate service in St. Louis, don’t hesitate to call Erica Timko today!

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Contact Erica Timko by phone at (314) 349-9559 or by email at Erica@timkorealtygroup.com.

You can also visit her team’s website at timkorealtygroup.com for more information www.

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 80

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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BRUCE WEBB

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BRUCE WEBB

While trying to gain insight about investment properties back in 1990, Bruce Webb ended up becoming intrigued by residential real estate. He quickly obtained his license and has been working with buyers and sellers ever since. He is currently the leader of The Bruce Webb Team at Preferred Realtors, Ltd in Michigan. Bruce and his team serve clients throughout Michigan, with Bruce specializing in Wayne, Oakland, Livingston and Washtenaw counties.

With 30 years of experience under his belt, Bruce has built a large network of repeat and referral clients. “We take a very personal approach to business. We stay in touch with our past clients and we partake in plenty of networking in our community.

We strive to be of service to our clients throughout the transaction and even after it’s over,” he says. Bruce’s favorite way of staying in touch with past clients is picking up the phone and calling them. “Real estate is a very personal business, so we make our interactions personal,” he says.

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In order to market his listings Bruce believes that it’s important to use a variety of different systems.

He likes to utilize social media to promote listings and create a buzz before they even hit the market.

He also hosts open houses and sends out mailers around the neighborhood. Thanks to their effort and determination, Bruce’s team averages between 50 to 60 transactions a year, and has been in the Top 5% of agents in the area for several years.

Going through the COVID-19 quarantine has been a huge change of pace for Bruce, as his favorite

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part of the job is meeting new people and networking. “I’m a very social person so this pandemic has been difficult for me. I like to shake hands and hug people. The best part of this job is being around people and making their real estate dreams come true,” he says. It’s also the variety of clients he encounters that keep the work exciting. “People usually move due to a life changing event, and it’s a privilege to be a part of that process. A lot of my work revolves around senior clients who are downsizing for the first time. But I also work with first time buyers, and there’s no greater feeling than watching them walk into their new home and seeing the pure joy on their face.”

Outside of work Bruce makes time to be involved in his local community. He is part of the Plymouth Chamber of Commerce, which allows him to keep in touch and promote many of the businesses in the area, and he’s also involved in various initiatives to help out the local high school. When he’s not working or giving back his time, he enjoys golfing, socializing with friends and neighbors, and spending time in his community. “We have a lot of great places to eat and a lot of entertainment, so there’s never a dull moment,” he says.

Going forward Bruce is working to keep his team uplifted through the pandemic so that they can continue giving clients the best level of service. “Real estate is constantly changing, but we’ve been in the game for 30 years now so we understand how to navigate through the many different shifts.

We’re always working to stay in the loop with the latest and greatest technology, and we’re also considering adding a few more agents on board. But our main commitment is to continue providing our clients with service that feels genuine and personal.”

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To learn more about Bruce Webb please call (734) 392–6021 email bruce@brucewebb.com, or visit brucewebb.com www.

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How To Send

SMARTER EMAILS

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

1. SEND A WELCOME EMAIL TO

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

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2. NURTURE YOUR RELATIONSHIP

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

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

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

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

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

4.

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

5.

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

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

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

6.

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

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

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SASCHA DAVIS

In the early 2000’s. Sascha Davis was helping a friend flip houses. “After doing this for a while, I decided I wanted to be on the other side of the transaction,” she recalls. “I loved marketing and interacting with people, so becoming a Realtor seemed like a natural transition for me.” Sascha received her license in 2004. “And I’m 100 percent glad I did,” she asserts.

It’s not surprising that she receives stellar reviews for her esteemed work ethic. One client recently wrote of their experience: “Sascha is the best. If you want a stress free and clear-cut experience, you won’t be disappointed. She is always quick to respond and will answer any and all questions

After practicing in West Virginia for 14 years, Sascha moved to Florida where she received that state’s license in 2018. She now works as a solo agent for eXp Realty in Kanawha Valley and still has clients in West Virginia. Sascha reports that her business is 95% repeat and referral clientele.

“I think communication is the most important skill that an agent can provide to a client,” she notes. “I always answer my phone. If you don’t pick up your phone, someone else will, and they’ll likely get the job. I know my clients appreciate my responsiveness and prompt attention to their needs.”

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from start to finish. She made the entire process seem fun and exciting. She has your back and won’t lead you in the wrong direction. Highly recommend.”

Sascha believes in the personal touch when reaching out to her clients. “I like to do something more than just sending out a card,” she says. “I often call or text asking them how they’re doing, especially during this time of COVID.” To market her listings, Sascha uses professional photography, videography, and text to get the word out. “I use social media quite a bit, and I’m on all the channels,” she says. “Believe it or not, LinkedIn is huge for me. I’ve gotten quite a few listings from there.”

What Sascha loves most about what she does is the joy and satisfaction she brings to her clients. “There’s nothing more fulfilling for me than helping people find the homes of their dreams,” she exclaims. “Handing over those keys at the close of escrow; all I can say, is there’s nothing like it.”

She currently volunteers at her daughter’s school and plans to get involved with the local real estate boards. When not working or giving of her time, Sascha is a big believer in fitness.

“I love to work out and stay strong,” she says.

“In this business, it’s so important to take care of yourself. After all, the hours can be long and days can be stressful.” She also enjoys spending time with her family and doing home improvement projects.

As for the future of her business, Sascha would like to get her broker’s license. “To me, a broker’s license is like a master’s degree for Realtors. I think earning this would set me apart from other agents and help propel the business forward,” she says.

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To learn more about Sascha Davis, call (407) 476-3851, or email therealtygalsells4you@gmail.com Copyright Top Agent Magazine 89

SOLOMON GANZ

Real-estate agent Solomon Ganz quickly glances at his watch as he wraps up a client lunch at the Beverly Hills Hotel. With 10 minutes to spare, he orders a dish of fresh fruit and dessert and sets it aside for his next meeting — a poolside chat with a Hollywood music producer. Solomon knows a thing or two about client service, as he spent his early years wining and dining, and crafting $100,000,000+ global advertising campaigns for some of the most recognized brands in the world.

“After around a decade or so, I decided to merge my love for advertising with my love for architecture, and it’s been such fun since.”

Brooklyn born, and now Beverly Hills based, Solomon utilizes his marketing skills to sell properties in a refreshingly modern way. At his current position at Keller Williams Beverly Hills, Solomon services clients throughout Beverly Hills, West Hollywood, Hollywood Hills, Santa Monica, Beverlywood, Brentwood, Marina Del Rey, Pico-Robertson, Hancock Park, Century City, West LA, Westwood and surrounding areas.

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As a successful realtor, there are no end-of-days or even weekends for that matter. Solomon works around the clock, and it seems to be paying off.

In a fairly short amount of time, he has managed to build his unique brand in Beverly Hills. “I take my clients and work very seriously. I deliver the very same level of client service and work ethic I have provided to Fortune-100 CEO’s and CMO’s,” says Solomon. “It’s the only way I know. And I truly believe my marketing background and expertise sets me apart from the other agents in the area.” Thanks to deep family and friend roots in Los Angeles, Solomon also happens to have a very strong grasp of the local market. “Understanding the landscape enables me to instinctively match my clients with their dream homes.” Another huge part of his success is his tireless passion. “I just love what I do. I’m addicted to my work, what can I say? And I can’t wait to do it all over again the next day!”

One of the more unique ways that Solomon likes to stay in touch with his clients is by sharing a personally-curated monthly newsletter. “A big benefit of Copyright Top Agent Magazine

being a real estate agent is that you get to explore the lay of the land. You meet interesting people, discover local gems, stumble upon hidden hot spots and see new things.” As a part of his own marketing strategy, Solomon curates and shares some of his observations, from local listings to restaurants, art, culture and other happenings in the community. “I’m always getting emails from folks telling me how much they love it.”

While Solomon is driven by his ambitions, what really keeps him motivated and inspired to work hard is the knowledge that, in some way, he’s helping shape someone’s future. “I recently sold my friends a house, handed over the keys, and they got engaged upon entering, all in the same day! That’s what it’s all about — the kind of stuff that makes all that hard work worthwhile.”

Outside of work, Solomon enjoys photography, playing the piano, hiking, traveling, spending time with family, and having a few good laughs along the way. He’s also an avid reader with a particular fondness for business biographies.

He’s been able to draw inspiration from the stories of business role models such as Richard Branson, Jerry Weintraub, Arnold Schwarzenegger, Phil Knight, Elon Musk and others of that same ilk. “Ever since I started using Audible, I power through 20 – 30 books a year.”

Looking ahead, Solomon is working hard to grow his team, and double his volume year over year.

And as someone who’s been fortunate enough to be trained and mentored by a top-producing agent, he has a few words of advice to pass on to junior agents who are just starting out. “When I was a kid in college, I took the summers to make some extra cash and sold long-distance phone service to small businesses in NYC. I started by knocking on every single door in One Penn Plaza. It was brutal. I then upped my game and knocked on every single door in the Empire State Building. Thinking back, I’m still pretty much doing the same thing: setting a goal and working obsessively toward it.”

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To learn more about Solomon Ganz, email Solomon@SolomonGanz.com, visit SolomonGanz.com, or call (310) 300-1969 www.

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PATRICK MULLARKEY

Patrick Mullarkey – of Keller Williams Select Realtors in Annapolis, Maryland – is a knowledgeable, hardworking and truly dedicated real estate professional who is consummately committed to ensuring positive outcomes for his many buyers and sellers. As CEO and Lead of the Capital Home Team, Patrick has gathered some of the best and brightest agents and support personnel in his market, all of whom share his client-first business ethos.

his willingness to go above and beyond for his many grateful clients.

A significant portion of Patrick’s business is based on referrals and returning clients, perhaps the most accurate barometer of a job well done

Patrick – a military veteran who formerly two decades owning his own fitness company – was officially licensed in 2010 as an agent so he could fully understand the process of real estate investment when he was flipping his own home, and to understand the ins and outs of renting or leasing commercial spaces for his business. “Those are the two main reasons I became an agent,” he recalls. In 2018, he began selling homes full time, and has found success quickly due to having built his business on a foundation of honesty and integrity, and also 92

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in the highly competitive real estate business.

“I believe It’s because we’re not afraid to try different things to satisfy a client,” says Patrick, when asked how he and his team inspire such loyalty amongst their customers. “We do things like offer different marketing plans; plans that could lower the commissions for some people who don’t have a lot of equity, and by offering rebates to clients, particularly first-time buyers.”

Providing his clients with the education they require to make decisions is another hallmark of Patrick’s approach, including laying out timelines to ensure a smooth transaction and transition out of or into a property.

Other marketing strategies that have played a large role in The Capital Team’s success would be the exclusive use of professional photography, and virtual tours that showcase each property in its best light. Also, adept use of the internet and social media ensures maximum exposure, both of which translate into fast sales for top dollar.

When he’s not working, Patrick enjoys nothing more than spending time with his wife and two children. He also gives back to his community, and spent many years coaching football at local high schools. Additionally, The Capital Team organizes events for the entire community, including an annual Fall Festival.

Looking to the future, Patrick’s plan for his already-thriving business is to continue its growth, and to add five expansion offices so he can provide his top-of-the-line customer service to even more buyers and sellers.

“In addition to mentoring other agents, what I love about my job is working with clients to assist them with achieving their goals,” says Patrick. “I take pride knowing that I’ve helped them and put a smile on their faces, and that ultimately, I helped make the process a little bit easier for them.”

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For more about Patrick Mullarkey, please call 443-875-5077 or email Mullarkey@KW.com Copyright Top Agent Magazine 93

BILLY RABBITT

Top Agent Billy Rabbitt leads a team of three agents for Home Towne Real Estate in Southern Maryland, serving the tri-county area.

Billy Rabbitt has lived and worked all over the country, from Maryland, to Texas, to New York, and Pennsylvania. “We were lucky enough to find the opportunity to move back to Southern Maryland just in time to welcome our second daughter,” he recalls. “My experience of buying and selling homes throughout the United States grew into a passion.” Additionally, his family began investing in properties, which was even more motivation for Billy to obtain his real estate license. That was two years ago, and he’s never looked back.

Billy now leads a team of three agents for Home Towne Real Estate in Southern Maryland, serving 94

the tri-county area. The team is one of the most productive in the region, and Billy reports that his referral clientele is growing. “I like to think we’ve carved out an innovative business that addresses all of our clients’ needs,” he explains. “I have personally experienced varying levels of service from real estate agents and have made it my commitment to provide excellent service to each and every client.

Transparency, dedication, and an unsurpassed client experience are the pillars of the relationships we form.”

It’s not surprising that Billy has garnered stellar reviews for his esteemed work ethic. One client recently wrote: Copyright Top Agent Magazine Magazine

“Billy first helped our son find a house. We came to trust his opinion and he was very helpful when we needed to find inspectors and contractors.

He was and is extremely responsive and always helpful. We liked him so much that we used him to sell our own house when my husband’s job moved us out of state. This was at the most difficult time – right before the holidays and then going into the lockdown because of Covid-19. Billy went above and beyond to market our house in an extremely difficult situation. He’s a data-driven person, which my husband and I both appreciated. He also had to deal with our relocation company.

He did a great job. We were very lucky!”

Billy believes the team’s aggressive and innovative marketing and the connections they build with clients set them apart from their peers. “We want our clients to experience service like they never have before,” he expresses. “We’ve rebuilt our website to get our properties out in front of the public. We’re heavily into social media and have seen great results from our targeted marketing. We continue to build out our brand to become fully recognizable to the community.”

During this holiday season, Billy and his team wanted to do something to brighten the lives of his community while getting them safely out of their houses. “We launched the Southern Maryland Holly Jolly Light Trail,” he says. “We have over 300 participating homes and businesses that are decorated for Christmas and have provided an interactive map so people can drive to them. It’s also an opportunity for members of the community to vote for their favorites.” When not working, Billy enjoys spending time with his wife and two young daughters.

Moving forward, Billy wants to maintain his successful path. “We will continue to find ways to be innovative, stand out, and better serve our clientele,” he says. “This will be the pillar to our success”.

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For more about Billy Rabbitt, email billy@therabbittteam.com, visit exploremdhomes.com, or call (301) 909-3555.

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SUSAN STANFORD

Award-winning, top-producing agent Susan Stanford – of Atlanta Communities Real Estate in Marietta, Georgia – is a truly dedicated Realtor® who is committed to providing her many grateful clients with the very best service available in the highly-competitive Atlanta market. Susan’s focus on building relationships with her clients is far more important to her than simply closing a transaction, and this is just one of many reasons for her stellar reputation as a trusted real estate professional.

Currently, almost the entirety of Susan’s business is based solely upon referrals and returning clients, a significant achievement that illustrates perfectly the above-and-beyond service she provides her buyers and sellers. Though she has accomplished this as a hardworking solo agent, she looks forward to her husband – a woodworking contractor – becoming licensed soon and joining

Susan began her illustrious career in real estate upon becoming licensed in 2007, and she sold actively until 2010. “Of course,” she recalls, “that was during the economic crash of the previous decade, and a lot of people couldn’t afford to sell, and interest rates were all over the place.” Undaunted, Susan put her license on hold and dove into the mortgage industry, becoming a Loan Originator for four years before reactivating her real estate license and selling again full time in 2016.

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her to form a team. Together with Susan’s knack for interior design and hands-on staging, the pair have been able to help clients see the possibilities in a property that might require a little loving care to become the home of their dreams.

“I think one of the reasons I continue to get referrals,” says Susan, “is that I strive to run a relationship-based business rather than simply a transactional one. “Literally, this is one of the largest purchases or sales my clients will make, and it needs to be treated as such. I believe that getting to know my clients on a personal level helps me understand truly what they want and how a certain home is going to fit into their lifestyle. My clients definitely become friends and family to me.”

There are many factors that come into play when assessing Susan’s stellar success in the real estate industry, and chief among them might be her background in mortgages, an added value few other agents can rival. Another would be her fierce negotiating skills and her thorough, leaveno-stone-unturned approach to marketing that strongly leverages social media platforms and other effective techniques that translate into fast sales for top dollar.

When she’s not working, Susan enjoys nothing more than spending time with her husband and three sons. She also enjoys hiking and woodworking.

Additionally, she is an ardent philanthropist who gives back to her community in a variety of ways, including her support of a local animal rescue.

Susan’s plans for the future is to not only continue helping buyers and sellers achieve their real estate goals, but to also branch out into new construction and renovating and restoring existing properties. She also hopes to turn her company into a family business when the time is right. Above all, however, remains her constant objective: to provide the unparalleled customer service that has long been synonymous with her name.

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For more information about Susan Stanford, please call 678-677-3935 or email Susan@BuyInTheSouth.com

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Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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ADAM BACHNER When Adam Bachner was interviewing for jobs right after college, he came across an online discount for a real estate licensing course in NY. “I thought it would be a good thing to have in my back pocket, so I signed up,” he says. It didn’t take long for him to hit the ground running as an agent, serving clients in New York City since 2015. Once he and his wife had their first son in 2018, they decided to make the move to Englewood, New Jersey.

Adam took this as an opportunity to break into the New Jersey real estate market and just completed his first full year as a licensed NJ REALTOR®. He even finished the year in the top 3 individual agents for dollar sales volume in his office, and is showing no signs of slowing down. His biggest milestone this year is having closed 27 Ward Avenue, the highest priced sale in all of NJ for 2020 according to the New Jersey MLS.

was a great asset when I was looking for my new home. I was in talks with two other brokers, but his responsiveness and honesty was what sold me on him. It’s a good thing I went with him, as he was able to bring down the asking price to a point that was right in my comfort zone. I also never had to wait long to hear back from him, which was an issue I’d had with other brokers. He was patient in helping me find a building with the amenities that I considered important, which made it clear to me that he cared that I felt comfortable throughout the buying process. I would (and have) recommend him.”

The vast majority of his business is referral based, which he attributes to his high level of service. “This is my full-time job, it’s not a hobby,” he says. “I love it, and I take it seriously while trying to push the limits of servicing clients.” This mainly includes constantly communicating with his clients and keeping them updated every step of the transaction. Ultimately, his goal is to make the experience stress-free, and it’s clear he does this and more. “A lot of what I do is digital, targeted marketing. I try to stay in front of people to remind them that I am here.” He also utilizes his advertising skills to promote his properties. “I try to market everything the same way, whether it’s a $100,000 property or a million dollar home.” This includes contacting local agents, sending mailers to surrounding neighborhoods, and mainly utilizing targeted ads to reach the relevant markets for each listing. “I try and give everybody as much exposure as possible to the right buyers.”

Looking ahead, Adam has his sights set on continuing to grow. He hopes to establish more connections in the area and looks forward to helping everyone with their real estate needs. “The fact that I get to interact with and help other people every day, that’s my favorite part about what I do.”

After the transaction, clients love spreading the word about their time with him. One recently said, “Adam Top Agent Magazine

When Adam isn’t working, he’s staying involved in the community through local professional networking groups. During any free time, he’s hanging out with his family.

For more information about Adam J Bachner, please call 201-783-5311 or email Adam.Bachner@CBmoves.com Copyright Top Agent Magazine 99

SHERRI BRYANT When she moved to Indianapolis six years ago, Sherri Bryant was involved in real estate but was still working another job. She explains, “My business just started really ramping up, and I decided to jump into real estate full-time.”

Since then, Sherri has created “Team Bryant,” a group of ten diverse female agents who always go above and beyond to make their clients happy. “I think what’s really great about our team is we’re not only a team, we’re a family,” Sherri explains.

While everyone on the team has a similar values system and work ethic, Sherri stresses that individuality is key.

She has done her best to empower and cultivate her team members as well as their clients.

Sherri believes that she is so successful in real estate because she truly puts the client’s needs first.

Communication and customer service are the cornerstones of Sherri’s business. She is responsive at all times, understanding that transactions can be fastpaced. Sherri also ensures that clients are kept in the loop throughout the entire process. She emphasizes the importance of “understanding the clients you’re working with” and says that rather than focusing on making a sale, agents should focus on creating the best situation for the client.

bottles instead of business cards, and she also gives out lottery tickets for birthdays, pies for Thanksgiving, and seasonal gifts for home purchase anniversaries.

Sherri and her team also get involved in the community by supporting charities and other organizations. Her company, Highgarden Real Estate, regularly hosts food drives and supports firemen, military, and the police.

They also stay aware of the needs of the community and try to support people whenever and however they are in need. In her free time, Sherri loves planning events in her neighborhood, gardening, going on walks in parks, spending time with her grandchildren, and traveling.

“I love what I do,” Sherri says, and because real estate can be a difficult and stressful job, she advises people to only work in the industry if they truly do have a passion for it. Sherri enjoys many aspects of her job, including building relationships with people, working in an environment that is always changing, and helping her clients meet their goals. In the future, she wants to continue growing, adding at least five new agents to the team in the next couple of years. She also plans to maintain her strong values and work ethic. “If I’m going to do it, I put my whole heart and soul into it.”

Clients agree that Sherri is a top-notch real estate agent, and as one shared, “She was awesome and I will definitely recommend her to other people! She kept me updated about every detail through the whole process, found several homes for us to view that were exactly what we asked for, and she always responded to my questions in a timely manner.”

While her repeats and referrals account for about seventy percent of her business, Sherri advises all agents to always continue marketing and promoting themselves, or else “eventually your business will slow down,” no matter how successful it seems right now.

One of Sherri’s favorite ways to do this is using wine 100

For more about Sherri Bryant, please call 812.841.0677 or email teambryant01@gmail.com 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 102

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.

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EDNA CORONA Edna Corona began her real estate career in 1998. Working primarily with first-time homebuyers throughout her years in the industry, Edna has continually formed strong relationships based on her hard work, valuable experience, and the personal attention she gives each and every one of her clients.

As the Broker/Owner of Delcor International Realty, Edna serves Houston and the surrounding areas.

About 99% of her business comes from repeat and referral clients, an impressive feat that speaks to the loyalty and trust she inspires. “I don’t have to do much marketing,” Edna says, “because I market everything to my clients. I know that once you move into a home, there are still more questions and more doubts you might have, so I make it clear to my clients that I’m always there for them. I make sure I’m constantly in contact with them, and they always end up referring me somebody. They know that I’m the person to go to.”

Serving a specific segment of the market has become a major advantage for Edna. “I have my own niche compared to others,” she explains, “because I mainly focus on first-time homebuyers. They usually need more from a Realtor®, but I really don’t mind that.

I’d rather help them.” Because of that focus, business remains continually strong for Edna. She averages about 55-65 transactions a year, but she says, “I normally don’t pay much attention to volume, I just keep working.”

Although Edna’s business is buyer-focused, she also handles international sales for her clients who come from Mexico. “Many of my clients move here and have properties in Mexico that they need to sell, so I also offer that service,” Edna says.

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Edna is active in her community and professional organizations. She is part of the Women’s Council of Realtors®, and was the past chair of the International Advisory in the Houston chapter. When she is not working or giving back her time, Edna loves oil painting and traveling.

In the future, Edna plans to continue growing her business. Her daughter started working with her about 4 years ago, and Edna would like to build the business into something she can pass on to her. “Even though I’m doing very well, I would like to bring it to the next level so that when my daughter eventually takes over she can get more agents working with her who have the same values. I believe in finding your niche, and finding what you love doing so that it doesn’t even feel like work.”

More than anything, Edna wants to continue providing her clients with the highest-quality service and guidance possible during the process of buying their first home. “When I see the satisfaction from the client when they move into their home,” she says, “there’s no better feeling than seeing them so happy. Getting them to that next step in their lives is very important and very rewarding to me.”

To find out more about Edna Corona, please call 281-376-2971, or email at ednancorona@yahoo.com Copyright Top Agent Magazine 103

DANIA DIAZ At just 16 years old, Dania Diaz began her work in real estate. Her family had a house on the market that wasn’t selling, and when their agent could not make it to a showing, Dania was the only one there to do it. The people touring were deciding between this house and another, and as Dania explains, “Because of my energy, they decided to go with ours.” Their agent immediately recommended that she look into real estate. This was the beginning for Dania. She has now been licensed for 15 years and has been working full-time with RE/MAX for the last seven years.

Dania works as a solo agent with an assistant in the South Florida area.

Dania’s repeat and referral rate of 90 percent, and consistent 5 star reviews attests to her work ethic and expertise in the real estate industry. “I’m really good at telling the story of every property I sell” she explains, as she uses strategic digital marketing campaigns, including professional photography, 3D property tours and high-quality lifestyle videos, to set the homes she works with apart from the rest.

Dania loves staying active within her community, and one way in which she does so is by donating a portion from every sale to the Nicklaus Children’s Foundation through RE/MAX. She also participates in their yearly 5K run. In her free time, Dania enjoys doing yoga, Zumba, reading, boating and spending time with her friends and family. “I really value human relationships,” she says, which is clear from both her career and her community involvement. “My goal is to make people feel like family and I care about them as such.” Dania knows that every interaction with a potential client is “planting a seed” and is growing her business and influence.

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One client shared, “Handing over the sale of our house to Dania Díaz has been one of the best decisions I have made in my life. From the first time we spoke I knew that she knew and loved what she does and that was very important to me but I never imagined that she would exceed my expectations.

Her professionalism, her honesty, and her knowledge are the perfect combination to help clients make their dreams come true.”

Dania has a leadership position within the Miami Association of Realtors. She has served on the board of the Young Professional Network for over 4 years.

Through her efforts on the YPN leadership board, she has been able to grow as an agent as well as help others be better realtors. Dania has achieved this year’s Top 20 under 40 YPN award.

Dania’s favorite part of her job in real estate is helping people discover their story and telling it, and as she says, “I’m just really good at giving people what they want and tailoring everything I do to give them their very own five star experience.”

For more information about Dania Diaz, please call 786 380 5180 or email DD@DaniaDiazSales.com Copyright Top TopAgent AgentMagazine Magazine

Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The Top Agent Magazine

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver.

With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do.

If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show106

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective.

If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial.

Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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RYAN FELLER Ryan Feller has been involved in real estate for about 20 years, having gained experience in buying and selling his own homes during his career as an active-duty combat medic in the Army. “I was interested in real estate even before joining the Army,” Ryan explains. “I like to say that medicine is my love, but real estate has always been my passion.” So when Ryan was preparing to retire from the military, there was no question what he would do next. “I got my license, and now I’m able to help other people buy and sell their homes,” he says.

As a Realtor® with Coldwell Banker Southern Coast, Ryan serves the coastal Southeast Georgia area, including Hinesville, Savannah, Pooler, Richmond Hill, Townsend, Darien, Ludowici, Glenville, and Port Wentworth. He works with many clients who are in the military, and his referral base is growing quickly.

“I’m very hardworking and I’m always available,” Ryan says. “My motto is ‘Trusted, caring, professional service,’ and I work very hard to make people happy and to do the best for my clients.”

The amount of time and effort that Ryan invests in his clients helps distinguish him. “Clients will be hard pressed to find anyone who works harder for them,” he says. “I spend a lot of time helping buyers find a home, showing them everything that matches their search criteria. I also try to find out as much as I can about my clients and their needs and preferences, so that I can find them the right place to live.”

When it comes to marketing listings, Ryan uses every available method to maximize exposure. That includes subscribing to three different MLSs, which then

syndicate listings out to all the major websites like Zillow, Realtor.com, and Trulia. He also promotes listings on the full range of social media, including Facebook, Instagram, and Google ads. Ryan uses professional photography and aerial imagery for all his listings, ensuring that a home will look its best. He also recently invested in the technology to create 3D virtual home tours, so prospective buyers can tour a home before they’ve even set foot in the door.

Community involvement is important to Ryan, and much of his involvement is through military organizations such as AUSA and the VFW. He also belongs to three local boards of Realtors® and participates in community events through his company. When he is not working or giving back, Ryan enjoys being active in his church, as well as hiking, camping, and spending time with his family.

In the future, Ryan plans to start getting more into the commercial real estate market and increasing his client base among investors. He is also excited about the new website he designed, RyanFellerRealtor.com, which he describes as “not your typical real estate website,” in that it includes not just home listings but comprehensive and helpful information about the communities where he works.

Above all, Ryan looks forward to continuing to help his clients. “I love meeting people and helping them with the process,” he says. “Buying or selling a home can be a stressful time for many people, so when all the pieces come together and we close and I get to see them so happy, that’s my favorite part of working in real estate.”

To find out more about Ryan Feller, you can contact him by phone at 912-321-7788, or by email at ryanfeller77@gmail.com. You can also find him online at ryanfellerrealtor.com https://

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BRENDA FOSCO Brenda Fosco began her professional career in finance and customer service. “I grew up in a big family and always loved helping and interacting with people,” she exclaims. “I thought that a move into real estate was a natural transition for me.”

Brenda received her license in 2019 and has never looked back.

Brenda works with Farrelly Realty Group in North Reading, Massachusetts, serving the North Shore area. Having completed a sales volume of $11,178,100.00 this year, Brenda reports that her business is primarily repeat and referral clientele. “I always go above and beyond to help my clients,” she asserts. “I take every transaction to heart and won’t ever let them settle. I want each sale to be perfect for them.”

It’s not surprising that Brenda receives stellar reviews for her esteemed work ethic. Client Maria Magnarelli recently wrote: “I’m not sure where to begin, because the thought of selling our house and buying a new one was nerve wracking. I didn’t realize what actually needs to be done in the whole process, especially selling a house. I can tell you that Brenda made all those thoughts, questions, and paperwork feel less stressful. She took charge and made sure everything that needed to be done got done in a timely manner.

She took on the process like it was her home. Every day we connected, and she made sure I understood every step and ensured all my questions and concerns were taken care of.”

To market her listings, Brenda utilizes professional photography and videography to post on social media as well as on the MLS. “I also like to reach out to past clients,” she says. “You never know who might be looking or know someone who is.”

In addition to helping people attain their real estate goals, Brenda loves the challenge of her job. “Every 108

client interaction is different,” she asserts.

“You never know what each day will bring, and that’s exciting. It’s also rewarding to meet people as strangers and end up as friends by the close of the transaction.”

Brenda believes in giving back to the community that’s been so good to her and works with her brokerage on several initiatives throughout the year. “We just finished donating turkey dinners for those in need for Thanksgiving,” she says. “For Christmas, we hold wrapping parties, donating toys to the Massachusetts Department of Children and Families, and we’re currently holding a Christmas tree giveaway.”

Brenda was born and raised in Melrose and moved to North Reading in 2012 with her husband, Antonio, to raise their four children who attend North Reading Public Schools. When not working, she enjoys spending time with her family and friends.

As for the future, Brenda plans to maintain her current successful path. “As long as I can continue to help people attain their real estate dreams, I am happy,” she exclaims.”

To learn more about Brenda Fosco, please call (781) 789-9387, email Brenda@FarrellyRealty.com, or visit FarrellyRealtyGroup.com www.

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A Compilation of Goals from My Coaching Clients

By Walter Sanford

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

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

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

2 Obtain disability insurance.

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

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

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

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

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

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

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

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

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

12 Establish vacation and time off goals.

13 Plan capital improvements to rental properties.

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

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

16 Determine net worth for comparison with future years.

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

18 Make a will or better yet, a trust.

19 Refinance into fixed rates.

20 Pay all estimated taxes and keep income taxes current.

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

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

23 Fund retirement accounts.

24 De-clutter using eBay and garage sales.

25 Plan fun activities to look forward to with family.

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

Copyright©, Walter Sanford. All rights reserved.

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

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CHRISTINA GOTTLIEB As far back as she can remember Christina Gottlieb had always wanted to be a real estate agent. She made her dream come true and has been in the business for 16 years now. She started a small team that serves clients throughout Twin Cities, Minnesota, where she was born and raised.

A large portion of Christina’s business comes from repeat and referral clients, which she credits to her dedication and hard work. “I think people truly appreciate my work ethic, and they know they can trust me to get things done and always have their best interest in mind. Having been born and raised in Minnesota also helps, because my clients know I have expert knowledge of the area that I serve,” she says. And she is thrilled when she gets to work with different generations of a family, and help parents as well as their kids to find their homes.

When it comes to marketing Christina surprisingly does a lot of it through word of mouth. As much as she appreciates modern technology, she still believes that nurturing a human connection and forming relationships is the best way to grow business. She also enjoys sending out personally written cards, and is a big believer in picking up the phone and calling people. And on the tech side of things, she posts her listings on various social media sites and on over 800 other websites.

What clients get when they hire Christina is an agent who doesn’t mind going the extra mile to help. “I frequently go above and beyond my call of duty, to make sure my clients are a 100% happy when they buy or purchase, even if it may be something that they cannot physically see that I am doing.” This vigorous approach to business earns her an average of 40-50 transactions per year.

What Christina enjoys the most about her work is the variety of people she encounters.

“I love meeting people from all walks of life and being able to help them find their dream homes.

Everybody is looking for a dream home. Not everyone has a massive budget, but you can find a home that needs a bit of work and make it into your dream home. I enjoy helping my clients see that,” she says.

Outside of work Christina stays directly involved in her community. She volunteers at her daughter’s school and gives a portion of every commission to the Children’s Hospital, where her own child has had to have services. “It’s crucial to me that my daughter understands the importance of being involved with the local community, and this is one small way that I show her the value of helping others.” It’s that spirit of helping that has made Christina’s future plans revolve around continuing to be a resource to her clients and her community.

To learn more about Christina Gottlieb, call (651) 492–9627 email thetimefornew@gmail.com, or visit TimeForNew.com www.

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JEREMY HOOVER Jeremy Hoover started out building houses in 1995. He has always loved anything to do with homes, and his dad was a real estate agent, so he grew up learning about real estate. Jeremy earned his real estate license in 2000, and after a break of a few years, he decided 5 years ago to get back into the business full time. Now Jeremy is a member of The Merrie Johnson Real Estate Team at Berkshire Hathaway HomeServices Michigan Real Estate of Grand Blanc. His clients value his genuine compassion and the way he always puts their best interests first.

Jeremy serves the Flint and South Eastern part of Michigan. The majority of his business comes from referrals and repeat clients, an impressive feat that speaks to the trust and confidence he inspires. “My dad taught me that as a Realtor®, if you are going to do something, you’ve got to do it in the most honest and compassionate way possible,” Jeremy says. “I try to focus on my buyers’ and sellers’ wants and needs and not worry too much about the money. I focus on the relationship first.”

Jeremy’s background in construction provides a valuable asset when he’s helping his clients look for a home. “I know a lot about building houses,” Jeremy says, “and I also flip houses. So when I walk into a home, I’m pretty much starting the home inspection process for my buyers right away. We’re able to quickly weed out the homes not right for my buyers and that way we spend less time searching for homes. Because of my real estate and building background, people trust my opinion.”

On the sell side when it comes to marketing his listings, Jeremy says, “Facebook is a huge part of my business!

We do a lot of marketing through Facebook personal and business posts, and I use real estate software called BoomTown to create carousel ads that are then pushed to

Facebook, Instagram and other social media outlets. The goal is to always reach as many viewers as possible!” The results speak for themselves: Jeremy has consistently averaged about $5 million in production per year and this year he is on track to hit about $8 million with a team total of about $20 million plus. But, Jeremy emphasizes, it’s really not about the money; it’s about the people. “I love working with people,” he says. “I’m a very sociable person. I’m an extrovert to the core, and I love being able to go out and meet people, build relationships, and make people smile with what I do.”

Through his team, Jeremy likes to stay involved in his community. He and the team have participated in the Voices for Children fundraiser to benefit abused children, Hurley Cure Kids Cancer Radio Thon, Toys for Tots and they also volunteer with the local food bank.

When he is not working or giving back, Jeremy loves to spend time with his family, especially his kids. He also enjoys getting exercise, mountain biking, and kayaking in the Upper Peninsula.

In the future, Jeremy plans to continue growing his business and helping to build systems for his team to increase productivity. “I want us to learn new ways to become more focused on our relationships, our community and continue to stay connected with our clients so we can build our referral base even bigger,” he says.

Above all, Jeremy wants to continue providing the best possible service for his clients and helping them achieve their real estate goals. “I’m really a genuine guy,” he says. “When you talk to me, it’s really me you’re getting. I don’t put up a front, I just try to be very genuine, because at my core I just care about people and want to see people happy.”

To find out more about Jeremy Hoover, please call (810) 691-8588, email Jeremy@TheMJTeam.com, or visit Jeremy.TheMJTeam.com https://

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Living On Commission

by Linda Brakeall

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

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

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

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

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

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

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

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

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

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

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

Copyright©, Linda Brakeall.

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All rights reserved.

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BOBBY HULMES When his career as an English teacher at an inner city high school in Philadelphia left him feeling burnt out, Bobby Hulmes decided on a change of surroundings and moved to Costa Rica. Needing supplemental income he rented out the upper part of his rainforest duplex, and thus began the start of his journey in real estate.

When he eventually came back home to America, he obtained his license and chose to pursue real estate fulltime. Bobby is currently the leader of Home Sweet Hulmes - The Bobby Hulmes Team in Downingtown, Pennsylvania.

Currently on his seventh year in business, Bobby has accumulated an impressive network of repeat and referral clients through hard work and dedication to giving everyone the highest quality service. “I don’t ask for referrals and I don’t tell people how great I am. I want my work to speak for itself. I don’t focus on the price range, I focus on the people I work with.

If I help someone find their way to accomplishing a part of the American Dream, which is home ownership, or help a seller get top dollar for their property so that they can move on to the next chapter of their life, then I know we’ve formed a long-term bond and referrals will follow organically,” he says.

Education is a key component of what drives Bobby to succeed in the business. “My career in real estate has blended two of my passions, which is to help and educate people. I went into teaching because I wanted to give back to the community through educating people and passing along my knowledge.

I think that skillset has transferred into my real estate career quite nicely, because my work consists of educating my clients and giving them all the relevant information so that they can make an informed decision and feel confident about it,” he says.

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Always concerned with what’s best for his clients, Bobby offers a menu of services for marketing so that they can pick what’s most comfortable for their budget. “I like to customize the marketing for each client. For example, some properties don’t require an open house. Allowing the clients to choose what works best for them enables me to give them the perfect package at the best price.”

Although his work has given him drive, purpose, and success, Bobby wants young agents to know that real estate has its ups and downs, just like any other career. “In my office I have a picture of a ship sailing through the ocean, and it says, ‘Smooth seas never made a skilled sailor.’ And that’s been my motto throughout my professional career. Once you start making money and stop living paycheck to paycheck, it’s easy to lose your original drive and start to just coast by. My advice is to always work hard, keep knocking on doors, and continue to make things happen.”

To learn more about Bobby Hulmes please call (215) 262–6559 or email homesweethulmes@gmail.com 115 Copyright Top Agent Magazine

STEPHANIE KING For Stephanie King, real estate was always a dream career. “My dad’s wife was in real estate when I was growing up, so I went to a lot of open houses, and loved it,” she explains. Although she was previously working in event planning, Stephanie knew that real estate was her true calling. “So I took courses in the evenings for my real estate license, and never looked back.” Stephanie hit the ground running right away as a solo agent, and knows this is where she is meant to be. Serving the Greater Toronto Area, a large portion of her business consists of repeat clients and referrals, a testament to her superior service and communication skills.

“Everyone tells me I’m the honest agent,” she says.

“I would never want a client to do something that I wouldn’t do myself.” By guiding them throughout the transaction, Stephanie’s clients are able to make the best decisions possible. “I treat every client as my only client. I dive deep and try to get into their head to see what their needs are.” Training many new agents, Stephanie always likes to instill in them the importance of taking each transaction seriously. “Sometimes people forget that this is the biggest purchase of our clients’ lives. We really have to remember that and keep that as the main focus. This is someone’s dream, it’s their vision for their future.” Whether she’s finding the perfect home for her buyers, or getting the most for a seller’s property, Stephanie fully commits to make the process as seamless and a positive memory for each and every client.

Afterwards, clients leave glowing reviews about their time together. One recently said, “Stephanie is amazing and extremely passionate about what she does! She goes above and beyond to ensure her clients get exactly what they want! She is simply the best and I will come back time and time again for my real estate needs!

Thank you so much for helping me find my home.”

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When Stephanie isn’t working, she’s keeping busy with local groups and speaking engagements. She is part of multiple different task forces and committees through the Toronto Regional Real Estate Board (TRREB). “Typically, once a month we host speaking engagements, which I love to be a part of and speak at. This helps ensure our members feel involved, engaged and updated. Last month we hosted a YPN (Young Professional Network) Mastermind Session, which I spoke to over 300 other realtors, covering questions about the current real estate market and how to adapt.”

Looking ahead, Stephanie hopes to one day open her own brokerage and be on the Board of Directors for the Toronto Regional Real Estate Board. Wherever her path leads, she will always love helping people.

“My favorite thing is walking someone to a house, and seeing their eyes light up. It’s so rewarding to be a part of that.”

For more information about Stephanie King, please call 647-338-1844, email soldwithstephanie@gmail.com, or follow her on instagram @stephaniekingtherealtor TopAgent Agent Magazine Magazine Copyright Top

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. 117

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 118

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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JENNIFER KJELLGREN If you’ve ever shopped for a home in the beautiful Intown area of Atlanta, you’ve probably heard of Jennifer Kjellgren. She’s devoted her career to this collection of original neighborhoods at the heart of the city she loves. “I started doing the hyper-local thing before it was a thing,” she explains.

“In 2000, when I decided to niche in this area, people thought I was crazy for being so exclusive.” But that decision proved key, as Jennifer got to know every nuance of her neighborhoods. “Clients really want that deep level of community knowledge.”

Jennifer began her career as a real estate investor in 1997 before moving into sales. “I realized quickly that I could combine my sales skills with my passion for the city.” She’s come full circle, having begun as an independent agent, become broker and owner of two brokerages, and scaled back again to her first love as an independent agent. “I’ve kind of done it all,” she laughs. “And I’m tickled pink that I can bring all of this expertise to bear for my clients again.”

She’s sold over one thousand homes, averaging between fifty and seventy homes annually during her time as an independent agent. As a broker, much of her focus was about bringing in business and then distributing it to other agents, but she closed thirtyseven transactions in 2019 with a volume of twenty million, and twenty-eight deals in 2020 for a total of seventeen million.

Seventy-five percent of her business comes through referrals and repeats. Her secret? “I like to get to know people, what makes them tick.” There’s a pattern to Jennifer’s model that any client can appreciate: know the neighborhood well, know the client well. “I build deep relationships with people in order to understand what they want and need. And I’m a great connector of people. That’s what it’s about, putting two people together who can help one another.”

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Jennifer stays connected to her clients using all of the social media platforms, as well as things like mailers and Christmas cards. “I especially like doing hand-written notes.”

Her involvement in the larger Atlanta community is extensive. She has sat on the board for Enduring Hearts, and has worked with various organizations such as Ahimsa House (which is dedicated to rescuing pets from domestic abuse situations), The Giving Kitchen (providing financial assistance for workers in the food industry), Trees Atlanta, and Paws Atlanta, just to name a few.

How does Jennifer unwind? “I love my animals. I’ve got a rescue dog and cat. My daughter has a horse. I also like to travel.” She’s become an amateur photographer, and enjoys taking pictures of old homes in her neighborhood just for fun. “I think I’ve got a good eye for the picture, but I don’t know the technical side of it. So I want to study that more.”

Jennifer has recently affiliated with Ansley Atlanta, and is creating her own website with a strong content strategy to attract people who are looking to buy or sell homes in the neighborhoods she specializes in.

For more about Jennifer Kjellgren, email Jennifer@jenniferkj.com, call 404-307-6634 or visit zillow.com/profile/jenniferkjellgren or ansleyatlanta.com/agents/Jennifer-kjellgren.

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GERI KNIGHTON Geri Knighton grew up with parents who were Realtors®, and she always loved real estate. So when her kids grew up and she decided to start her career, being a Realtor® was a natural fit. Geri has been in the business for over 6 years, and her clients come to her for her deep experience, client-centered approach and personal touch. “I focus on the client, and their needs,” she explains.

“I want their experience to be a good one, and when they’re finished, I want them to love their home.”

With EXIT Realty, Geri serves Weber and Davis Counties in Utah and has sold homes from Logan to St. George. In the past few years, she has started to work closely with a builder and a focus on new construction.

“I love working with all clients, new home buyers, moving up or downsizing with new construction being a solution for many of them. My sphere of influence has been one of my main focuses. Helping friends and family is one of the most fun parts of my career. There isn’t anyone I’d love to help more than them.” Geri explains. No matter who the client is, Geri keeps them and their needs at the forefront. “My style is to ask questions, listen to what my clients need and want, then look for a solution. This has helped me build a strong referral-based business” she says.

transactions, up from last year, and next year she projects she will close around 80.

But she emphasizes, “It’s really about the client. My goals are about how many families I can help and serve in the year. I’m helping people find a place where they’ll be making lifetime memories, and I want to make sure it’s the right fit for them.”

Community involvement is important to Geri, and she is active with various local causes. Recently, she and her team donated coats, gloves, and blankets to families in need through the local Ogden school district. They also worked with local homeless shelters including the Lantern House, the Christmas Box House and others. When she is not working or giving back, Geri enjoys playing with her grandkids, camping, and travel.

In the future, Geri plans to continue growing her business and team. Above all, she wants to keep bringing her clients the personalized service to help them achieve their real estate goals. “People know when you care more about them than you care about your paycheck,” she says. “When you care the most about the people you serve, the rest will work out.”

The personal relationships she forms with her clients are a highlight for Geri. “I love the people I get to interact with,” she says. “They come from all different walks of life, and often our paths never would have crossed had it not been for the transaction. I’ve made a lot of deep friendships helping people through the roller coaster process of buying or selling a home.”

When it comes to marketing listings, Geri utilizes a wide range of techniques, from prominent signage and open houses to internet marketing, including social media like Facebook and Instagram. The results are impressive: this year Geri is on track for around 70 120

To find out more about Geri Knighton, please call 801-388-1357, email geriknighton1@gmail.com or visit exitrealty.com/agent/Geri/Knighton/236442 Copyright Top Agent Magazine Magazine

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 122

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NICHOLE LAVIGNE When she moved to Las Vegas fourteen years ago, Nichole LaVigne decided to become an entrepreneur. She left behind a successful career on the east coast and chose to utilize her degree in Business Management and Entrepreneurship from the esteemed John Hopkins University.

Today, Nichole is one of the top real estate sales professionals in her market and is creating a highly productive real estate sales team. The Nichole LaVigne Group serves the geographic areas of Henderson, Las Vegas, and North Las Vegas.

Nichole takes pride in providing her clientele with an unforgettable customer service experience. She puts a strong emphasis on connecting with her past clients and community. Every day she reaches out to at least five former clients, and that number has gotten higher as a result of the COVID-19 pandemic. Especially now, Nichole explains, “We want to make sure that everyone has the information they need to make solid financial decisions for their families during this unusual time.”

The time and effort that Nichole puts in with her clients does not go unnoticed. As one former client commented, “She was attentive and very knowledgeable. Nichole did everything in her power to make sure we were taken care of during the process. Her communication throughout the sale was top-notch! I would definitely recommend Nichole to anyone selling or purchasing a home in the Vegas Valley.”

Nichole uses Coldwell Banker’s esteemed marketing plan for every home, which includes both local and global marketing. She is part of the Coldwell Banker Global Luxury program which specializes in marketing and selling high end, luxury real estate targeting high net worth customers. Her personal marketing includes top-notch video, photography, and use of all technology and social media, as well as proactively reaching out to

local neighbors to promote her seller's listings and find inventory for her buyers to purchase.

In addition to her work running a successful real estate team, Nichole spends time working with local charities. One organization close to her heart is the Firefighter’s of Southern Nevada Burn Foundation. This group helps children affected by fire attend seasonal burn camps, receive counseling and attend school reintegration programs.

Nichole also contributes to, and raises money for, Las Vegas Academy For The Arts. And in her free time, Nichole enjoys cheering on the Philadelphia Eagles, Las Vegas Golden Knights hockey, domestic and international travel.

Last year Nichole and her team completed over 50 transactions totaling nearly $12,000,000 in sales volume, which places her in the Top 5% of real estate all sales professionals in the Las Vegas market. Her sales volume is projected to increase by 20% in 2020. “This year we’re really focused on hiring and growing the team,” Nichole says. In an economy where unemployment is increasing, our goal is to hire 3 high-quality professional sales agents.

As Nichole explains, she will take a brand new agent from zero to ten transactions in their first year through top notch-training and mentorship.

“I am super blessed. I get to help people transition in every aspect of their life. After 14 years selling homes in the Las Vegas Valley, I’ve worked with multi-generations of families many times. One person works with me and then refers me to their parents, grown children, grandchildren, aunts, uncles, nieces, nephews and so on. I feel like I've got multiple families now,” Nichole says, “It’s all about them.” Which means, as long as she focuses on helping her clients meet their goals her team will continue to be successful and she plans to continue that strategy, for years to come.

For more information about Nichole LaVigne, please call (702) 544-4022 or email nichole.LaVigne@gmail.com Top Agent Magazine

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NATHAN LEPRE Real estate is literally in Nathan Lepre’s blood. His grandfather was a broker, and when Nathan was in high school he managed several of his grandfather’s rental properties.

“He showed me the ropes of the industry,” Nathan said. On his two-week vacation from college his freshman year, Nathan studied to become an agent. After receiving his license, Nathan at first found it hard to find a steady mentor in the industry. He eventually gained expertise working for brokers at big and small companies. When he was 27, he decided he wanted the opportunity to provide the mentorship to young agents that he had longed for himself, so he launched his own brokerage, Lepre Living. Nathan now leads a thriving team of seven agents serving Harahan, Metairie, and Kenner.

Nathan is an incredibly personable, hands-on broker.

“From start to finish, I try to take the stress off of my clients,” he says. “My clients see that I’m not just about getting to the closing table—instead I’m focused on guiding them so they can achieve their goals.” Nathan has strong relationships with title companies and lenders in the area. “We work well together. I have confidence in that team. If I put clients in their hands and we work together, I can ensure things are going to be done correctly and there will be a smooth transaction.” As a result of Nathan’s caring and professionalism, an impressive seventy percent of his business comes from repeat and referral clients.

When it comes time to market listings, Nathan’s expertise really shines. He hires professional photographers to take photos that highlight the listing’s best features.

He shares the listing on the MLS, via targeted social media posts, and on all the major real estate websites.

He also hosts well-attended open houses and broker tours. “My philosophy is that the more people see a property, the more likely it will sell—and at a great price,” he says. This year his team is on track to close almost $10 million in transactions.

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Nathan’s favorite part of the job is helping people. “I love it when people first come to the office to meet with me and I’m able to wipe away so much of their anxiety about the process. Real estate can be intimidating, and I help my clients see all they can achieve.” His clients rave that he’s dedicated to educating them about each step of the process.

To give back to the community of Hanrahan, Nathan recently ran for Town Council. He’s currently a member of the town’s Planning and Zoning Board and the Economic Development Committee.

He’s a reserve police officer and donates to worthy local charities. In his free time, he enjoys spending time with his fiancé, watching Chicago Cubs games, playing baseball, and traveling.

For the future, Nathan wants to continue to grow his team so he can mentor more up-and-coming agents. “I want to help those who are young and coming into the industry,” he says. “If I’d had a mentor when I was starting out, I believe I could have been a lot more successful more quickly. I’m here to help my agents, to be the mentor I wish that I’d had when I was eighteen.”

For more about Nathan Lepre, please call 504-914-6510 or email lepreliving@gmail.com Top Agent Agent Magazine Magazine Copyright Top

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 thoughtTop Agent Magazine

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 126

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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KASIDY LOWE Top Agent Kasidy Lowe – of Compass RE in Nashville, Tennessee – is a hardworking, dedicated Affiliate Broker who consistently goes above and beyond for every one of her many grateful buyers and sellers.

Kasidy, who is solidly committed to providing her clients with the very best customer service possible, has truly earned her sterling reputation as a trusted real estate advisor.

Kasidy’s interest in real estate began at a very young age. “Some of my family members are builders,” she explains, “When I was eight-years-old I was picking up construction scraps to take to the recyclers. So real estate has always been a part of our family, but helping people buy and sell has become a passion for me.”

Kasidy obtained her real estate license in 2017, and since then has built a thriving business on a foundation of honesty and integrity, one that continues to grow exponentially year after year. In 2020 alone, Kasidy is on track to sell nearly 75 homes, a phenomenal achievement for someone who is currently working as a solo agent.

There are many factors that come into play when assessing Kasidy’s ongoing success story in the real estate industry. Chief among them would be the fact that she focuses strongly on building solid relationships with her many clients. “I treat every client as if they’re family,” she says. “I also stay in touch with them long after the closing table. I want to build lifelong relationships with them. For me, it’s more about that than about the transaction.”

Other reasons would include her expert negotiation skills and her thorough, intelligent approach to marketing. “Primarily, we utilize internet marketing, reverse marketing, and pretty much every avenue available to get a home sold,” she explains. This almost always results in a fast sale for top dollar, not to mention happy clients who continue to return to her and refer their friends and family, so much so that they comprise almost the entirety of her business.

Currently, Kasidy holds a perfect, five-star overall rating on Zillow.com, on which site she is a Premier Agent. This rating is comprised of glowing testimonials, including this one that perfectly encapsulates the experience of working with her: “Kasidy is one of the best agents I’ve ever worked with. I don’t know what we would have done without her when we were selling our home and building/ buying a new one. She always responded to all of our questions whether it be on the weekend or late at night.

She is truly one of the best in the business.”

When she’s not working, Kasidy gives back to her local community by donating to various schools and teams and being a member of her local Association of Realtors. She also loves to travel the world, iced coffee, and spending time with her Miniature Pinscher and her French Bulldog.

Kasidy’s plans for the future are fairly straightforward: to continue growing her business, and to form a team that shares her client-first business philosophy. Above all, however, is her constant goal to provide her clients with the top-of-the-line customer service that has become her calling card.

For more information about Kasidy Lowe, please call 931-273-4996 or her office at 615-475-5616 or email KLoweandteam@gmail.com

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DEBORAH MARA Deborah Mara began her career as a successful business analyst in New York’s financial industry. Previously, she had served as a technology consultant for real estate agents in Staten Island, and she was always interested in the business. But Deborah, the mother of three kids and sole breadwinner of her household, was mostly focused on providing for her children. She moved to Manalapan, New Jersey, in 2003 to give her kids a better quality of life and access to a strong education. After leaving the financial industry in 2013, she decided the time was right to pursue real estate—and the rest is history.

Today, Deborah is a Realtor for RE/MAX Homeland WEST, where she applies her background in finances and undaunted work ethic to assist buyers and sellers throughout Central New Jersey. There, she has developed a solid base of investor clients as well. “I’m very hands on with my clients,” she says. “When I wake up in the morning, I’ve got my phone at my side, and I’m going strong for them until late at night.”

When listing a property, Deborah prefers a personalized approach to ensure her clients arrive at a quick sale. By connecting her sellers to an extensive network of partners, she can assist with staging, improving and preparing their home for the market. Afterward, Deborah shares the property over a variety of digital and social media platforms, as well as her own sphere of influence within the real estate industry.

But Deborah is just as attentive to her buyers, standing as a trustworthy guide throughout the transaction and helping them navigate all the contracts, negotiations and inspections en route to their dream home. “Buying a house is a major lifetime experience,” she says. “I love getting to know a family and helping them find the place where they will raise their children and dive into the community. And I love what I do.”

success? “The knowledge I bring to a transaction isn’t just from a textbook; it’s from life experience. There’s nothing more valuable than the wisdom found through years of hard work.”

Outside her career, Deborah is tremendously active in her community. On top of contributing to the Children’s Network, she has also recently joined her local BNI group and volunteers for a variety of organizations and women’s networks throughout the state. When she’s not serving clients or giving back, Deborah can be found taking in a Broadway show, relaxing on the Jersey Shore or rooting for her beloved New York Mets and New York Giants. As a matter of fact, in 2007, Deborah threw out the first pitch of a game in Shae Stadium to honor her mother, who had died of Lung Cancer. An avid lover of dogs, she also enjoys spending time with her two pups, Jax and Bailey.

Deborah has strong ambitions for the future. As her volume grows, she intends on building a team. But no matter what, she will maintain the lofty standard of service that has truly set her apart. “My motto is ‘YOUR Goal is My Goal,’” she says. “From start to finish, I am doing everything I can to get my clients what they need.”

To learn more about Deborah Mara please email marasurrealestate@gmail.com, visit marasurrealestate.com or call (732) 654-0982.

You can also visit Facebook: facebook.com/DJMRealtor, Instagram: instagram.com/debmararealtor or LinkedIn: linkedin.com/in/deborah-mara www.

Over the years, Deborah has won a tremendous reputation around New Jersey, as evidenced by her strong rate of repeat clients and referrals. The key to all this 128 128

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9

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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JENNIFER MARSH Jennifer Marsh – Lead of The Marsh Team at Russ Lyon Sotheby’s International Realty in Scottsdale, Arizona – has more than earned her sterling reputation as a trusted real estate advocate for buyers and sellers in the greater Phoenix Metro market. Hardworking, dedicated and knowledgeable, Jennifer’s exceptional work ethic and passion for what she does for a living has translated into a thriving business that is based on both honesty and integrity.

Additionally, as a lifetime resident, Jennifer’s deep familiarity with her market – and with the industry overall -has enabled her to work effectively with both local and out of state buyers and to provide excellent real estate advocacy for her many grateful clients.

Jennifer’s career in real estate was borne out of frustration with the several Realtors she used to purchase her first house. “I was twenty-one,” she recalls, “and I had two agents who were trying to push me outside of my budget, and other things that were problematic. So, I had a rough time with my first home buying process until I started working with my third Realtor, who really listened and cared. That was when I became very interested in real estate.” Jennifer started in the industry as an unlicensed assistant and transaction coordinator, but soon decided to obtain her license, which she did in 2018.

Prior to forming her own expert team, Jennifer was a member of the prestigious RTT Home Group, ranked the #1 RE/MAX team in the entire Southwest Region of the United States, and the #17 team nationally. Currently, the lion’s share of Jennifer’s business is based upon repeat clients, referrals and positive word of mouth. “It’s because I truly care about my clients,” says Jennifer, when asked how she manages to inspire trust and loyalty amongst those she works with. “I’ve worked with some buyers for years before they purchase a home. I never force them into making a decision. I also really take the time to listen to my clients, and they trust me. They know I’m not just trying to make a quick commission. I really have their best interests at heart.”

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Another major factor in Jennifer’s success would be her local market knowledge. “I’m an Arizona native,” she says, “and I work with a lot of out of state buyers who have bought from me sight unseen. They trust me to know the area, and to find them the home they’re looking for.”

Other reasons for her ascendancy in the industry would be her fierce negotiation skills, and her expert, comprehensive marketing strategies, all of which result in fast sales for top dollar, not to mention happy clients.

When she’s not working, Jennifer enjoys simply hanging out with her husband and their son, as well as traveling.

She is also an ardent philanthropist who has supported multiple charitable events and organizations, including a local animal rescue, and Homeward Bound, which assists the homeless with getting back on their feet. Others include Habitat for Humanity and Feed My Starving Children.

Jennifer has big plans for the future, like continuing to grow her own team. Growing her business is a goal as well, but not at the expense of the exceptional customer service that has become synonymous with her name.

“I love this career,” says Jennifer. “I think buying or selling a house is always emotional and exciting, and I love being a part of something my clients are always going to remember.”

For more about Jennifer Marsh, please call 602-312-5415 or email Jennifer.marsh@russlyon.com 131 Copyright Top Agent Magazine 131

KAYLA MEISNER Kayla Meisner has always been drawn to real estate. Growing up, she frequented open houses with her mom, and later she worked for a timeshare company in California, which further kindled her interest in the industry. At last, she decided the time was right to pursue her dream job. “I just knew that real estate was in my bones,” she says, “so I earned my license and took the plunge.

Sure enough, my business took off.”

Today, Kayla is a Realtor for Key Realty where she services clients throughout Toledo, Ohio and its surrounding areas.

Licensed in both Michigan and Ohio, she possesses the business acumen, attention to detail and passion for customer service needed to get the best out of any transaction.

When listing a home, Kayla uses a blend of cutting edge techniques. After helping her clients prepare their property, she shares it over a series of boosted digital and social media campaigns. By harnessing platforms like Facebook and Instagram, she can ensure that her sellers make a lasting impression. “Social media has been huge for my clients,” she says. “It allows me to adjust with changing times and keep my sellers moving forward in the market.”

Meanwhile, Kayla supports her buyers through unmatched communication and a deep knowledge of her region. A longtime resident of Michigan with roots in Ohio, she also provides a diverse network of partners, from designers to inspectors, to provide ongoing assistance to her clients—even after the deals are done.

In fact, after her clients buy a new home, Kayla and her friend, the owner of Mill and Main Photography, even offer a lifestyle family photoshoot for them to keep and cherish forever. Meanwhile, she understands the importance of honesty in a deal. “Openness is key,” Kayla says. “Throughout a transaction, I make sure all sides are communicating and working well together. Above all, my clients know they can call me whenever they have a question and get a straightforward answer.”

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For her forward-thinking strategies and ability to get deals done quickly, Kayla has earned a tremendous reputation around Ohio and Michigan, with the entirety of her volume coming from either repeat clients or referrals. Through it all, she emphasizes the importance of compassion and empathy throughout even the trickiest transaction.

“You have to put yourself in a client’s position and see the deal from their perspective.

Buying or selling a house can be stressful, but I’m here to take away as much pressure as I can. That way, my clients can truly enjoy the process.”

Outside of her career, Kayla, a proud mother of two young kids, is active within her family and community.

When she’s not assisting clients or giving back, she can be found spending quality time at home with her family at their lake house or enjoying a night out with her friends.

Going forward, Kayla has strong plans for the future.

Having established a strong foundation in real estate, she intends on growing her client base while maintaining her long standing devotion to service in her community.

“Real estate lets me collaborate with someone during the most exciting time of their life,” she says. “Going forward, my only goal is to keep giving my clients 100%.

If I keep doing that, I have no doubt that the rest will fall into place.”

To learn more about Kayla Meisner call (419) 270-9522, email KaylaMsells@gmail.com, visit ikeyrealty.com, facebook.com/kaylameisnerrealtor www.

www.

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Creative Meditation

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

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

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

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 133

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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PEACE NGUYEN Peace Nguyen’s parents immigrated to the United States in 1975, towards the end of the Vietnam War. “Shortly thereafter, I was born. They were so grateful they named me ‘Peace,’” she explains. Like many immigrants, her parents came to America dreaming of a better life for their children and themselves. Peace grew up in a small town along the Connecticut shoreline. She enjoyed watching real estate shows with her mother on Sunday mornings. Awed by the million dollar homes along Connecticut’s Gold Coast, she thought perhaps one day she could sell such homes—or even live in one herself. In college, Peace majored in finance with a concentration in insurance and investments. After a successful twenty-year career in wealth management, Peace pursued her passion for real estate by developing her own real estate portfolio, but had yet to fulfill her dream of becoming an agent.

After a series of events, Peace reached an inflection point and decided to pursue a life without regrets. “I spoke with my spouse and we agreed it was time for me to pivot to something that would make me truly happy,” she says. She became licensed as an agent and soon became a rising star at Engel & Völkers where she serves Boston and the western suburbs. Peace is known as being a hard worker dedicated to giving back to her community. Her two decades of experience providing financial guidance to high-net-worth individuals makes her uniquely qualified to advise clients on what is typically their largest financial asset. But for Peace, the most important aspect of the work is offering her clients expert support during times of transition. “I find it very gratifying to help people achieve their dreams, whatever they might be,” Peace said.

When it comes time to market listings, Peace has found a personal approach to be highly effective. She networks

with other top agents and community leaders, and co-chairs Women’s Business League MetroWest, where female entrepreneurs and business owners gather to support one another and grow their businesses. And of course Peace conducts thorough marketing campaigns utilizing social media, professional photography, high quality print materials, and Engel & Völkers’ international network of advisors. This personalized approach often results in a quick sale at an excellent price. Peace focuses on luxury listings with list prices of $1 million and up.

Peace earned a Certificate of Negotiation & Leadership through Harvard Law school. She volunteers extensively in her community, having served on the Boards of Wayland PTO and Wayland Public Schools Foundation. As Chairperson of the Appeals Committee and seven-time book fair chair, Peace helped raise tens of thousands of dollars for local schools. She’s the creator of the Wayland Bulletin Board (now known as Wayland Community Forum) page on Facebook, which has become a valuable resource for residents, local businesses, and an outlet for community fundraising. Peace has been involved with a number of non-profit organizations over the years, including the Special Olympics, Dignity Matters, PMC Kids, and Greater Boston Food Bank.

In her leisure time, Peace enjoys traveling, cooking, and camping with her husband and two young daughters, as well as caring for their two Jack Russell puppies, Zach & Zoey.

“With an eye towards the future, I want to continue growing my business and to find ways to optimize and scale growth while not compromising on quality of service which has become my trademark,” she says.

For more about Peace Nguyen, please email peace.nguyen@evrealestate.com, call (617) 780-5411 or visit peacenguyen.evrealestate.com www.

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JERRY PENNER “It’s all about relationships. You treat your clients like they’re your friends or your family,” says Jerry Penner, a top agent fresh off his first year as a REALTOR® with MBA Real Estate. “If you only ever talk business, conversation and that connection dies out quickly. If you treat them like a friend, check in and see how it’s going, chitchat for a little bit, people are very receptive. They appreciate that.”

Jerry may be new to the real estate game, but he’s no stranger to sales. He graduated with a business degree before spending over six years selling office furniture and copiers. It was while working that job he connected with his current brokerage. “Every time I would go and see them, they would pressure me to look into real estate,” he says. “I finally decided to give it a try and see what could happen.”

Jerry’s clients are glad that he did. At the end of his first year, he ranked third out of the 80+ other agents in his area, hitting a sales volume of just over $7 million. He services a wide geographic area in Kansas with Garden City as his main hub. However, he will go wherever his clients want to go and has completed sales in Liberal, Ulysses, Dodge City, Meade, and Hugoton.

Truly dedicated to his work, Jerry makes sure to put in the time, sweat, and energy his clients need to realize their real estate dreams. “You have to work when you’re a real estate agent,” he says. “I never just sit and wait for my phone to ring. I’m the one calling people and reaching out. Business won’t just fall into your lap. You have to work for it.”

Outside of work, Jerry loves nothing more than to spend time with his wife and two kids, ages four and two. He also enjoys staying active, and when he isn’t going the extra mile for his clients (which isn’t often!), you can find him snowboarding, bowling, or playing softball.

Looking to the future, Jerry has big plans for his business and his own development as a REALTOR®. With his first year successfully under his belt, Jerry is excited to use his business degree to grow his real estate presence. “I’ve always wanted to run my own business,” he says. He hopes to become a broker in the coming years, either opening his own office or buying a share of his current company.

When asked what sets him apart from his fellow real estate agents, Jerry doesn’t hesitate to answer. “I stay in touch with everybody I work with,” he says. “A lot of people tell me that they’ve already worked with other agents, but those agents never kept in touch. They never sent new listings to buyers. For the sellers, they’d put the property on the market and then disappear unless there was an offer or a showing. I keep the communication open and always flowing.”

Jerry stays in touch with past clients mainly through texting, making sure that all their needs are met. That’s Jerry’s favorite part of this job. “I’m getting to help people,” he says. “My job is to go out and make friends, and then to help those friends.”

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To learn more about Jerry Penner, please call 620-966-1485, email jerrypenner@mbarealestate.biz, or visit mba-realestate.com/jerry-penner www.

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Are You In or Out?

by Barry Eisen

Have you ever felt like you’re doing all the right things but your wheels are just spinning? You’ve invested a lot of time into a business, a job, a relationship, a sport, a course of study, but the results don’t justify the effort or time. You have so much invested, you just can’t walk away. You can see the light at the end of the tunnel but it doesn’t seem to be getting closer.

What to do, what to do?

As a business/personal coach I hear feedback every week from those who feel frustrated, powerless, and stuck in one or more areas. The reasons, or justifications for continuing doing things they tolerate rather than love are many. But, like panic attacks, unless you address the issues and make changes they get worse and you get more of them. For most, not paying attention and continuing in the same direction is a mind numbing experience, which produces a low selfesteem and is a recipe for a boring life.

Ask yourself the question, “What area Top Agent Magazine

or areas of my life am I tolerating and simply taking the path of least resistance?” In other words, “Where am I painting by the numbers?” (That’s a reference to the over 50 reader.)

Without being defensive (that’s the part of the ego that says everything is all right and points the finger of blame outward rather than to the real inward source) are there areas in which you’d like to be more passionate, confident and more in tune?

When I ask those who feel stuck or trapped if they know what to do to make the positive change, most everyone knows their own truths. Knowing and doing are very different. As Khalil Gibran once said, “To know yet not to do is to not really know.” And most are honest enough to admit that they’ve lost their vision of what was important and let distractions get in the way.

(Damn those bright shiny objects!)

A remedy that works most of the time is to refocus by identifying the area of concern, setting a short term goal 137

Visualize the success you desire. Top performers do this in every field. Do it too...with consistency.

(such as six months), creating a plan of action and following through like your hair’s on fire for that period of time.

Six months simply represents a period of time to get past the learning curve of establishing new attitudes and actions.

At the end of the six months, do a reality check. Is the success you’ve created by doing things right without excuses worth the effort you’ve put in? Or, was the victory not so satisfying? If not, move on to something else. But whether you stay focused on your successful makeover or decide to move on, you decide KNOWING, not playing mental gymnastics with yourself. Not knowing is the pain of guilt many carry. “What if?!”

Passion, confidence and a positive self-esteem don’t develop by working on them, they happen by creating victories.

Keys to getting unstuck: 1) Be willing to own your shortcomings 138

and poor attitude as well as your strengths. The truth CAN set you free.

2) Be teachable and open to learn better ways of thinking and acting.

Learn from those ahead of you, not the ones behind you.

3) Associate with those who will support, not tear you down.

4) Consistently read or go to seminars, from those who have done their homework, to get new ideas and reinforce the basics.

5) Accountability buddies and coaching work. Live up to goals.

6) Visualize the success you desire.

Top performers do this in every field. Do it too...with consistency.

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

TINA PILOT After working as a mortgage representative, Tina Pilot was looking for a way to stay involved in real estate but in a more hands-on role. “At the time, real estate agents were doing really well, so I decided to get my license,” she explains. Unfortunately she entered the industry right as the market began to crash, but she took it as an opportunity to learn as much as possible.

“I had to learn to knock on doors and help people,” she says. All of that hard work has certainly paid off, as Tina now has her own team serving Monmouth County in New Jersey. Together, they make sure their clients are getting what they want, doing everything possible to reach their goals.

A large portion of her business consists of repeat clients and referrals, which she credits to her commitment to doing the right thing. “I’ll make sure we can save clients money so they can use that on hiring people to help them move,” she explains. Her vibrant personality also helps her stand out, as she wants her clients to have a good time. “I was a comedian, so I bring a lot of fun to the table. It’s never boring.” All of that entertainment is combined with Tina’s extensive experience in both the real estate and mortgage industries, so clients rest assured they’re in the best hands. “I’m well-rounded and can help direct people to the right place,” Tina says. With her wide network of attorneys, mortgage representatives, and other professionals, she never hesitates to link buyers/ sellers with whoever they might need.

When it comes to marketing, Tina also exceeds expectations, utilizing REMAX’s tools to spread the word

about her listings. She also hired a local digital company that ensures properties are getting in front of as many eyes as possible. No matter the price point, each listing is professionally photographed and captured in its best light.

After the transactions, buyers and sellers leave glowing reviews about their time together. One recently said, “We moved several years ago from North Jersey. Tina was the agent who sold us our home. She is both personable and professional. Having no idea what and where to go for anything, Tina pointed us in every direction.

Each one of her recommendations was spot on. To this day we are still friends. She is an exceptional person.”

Another wrote, “Tina is very knowledgeable about the market in our area. She has excellent negotiation skills. She is responsive and honest. I will definitely list with her when I sell my home...and buy the next with her as well. I have already recommended her to clients from out of the area.”

When Tina isn’t working, she’s staying involved in the community through various events and groups, including speaking at breast cancer events. She was the American Cancer Society’s Humanitarian of the Year in 2018, and is always looking for ways to inspire hope in those diagnosed with the disease.

Looking ahead, Tina plans to continue growing her business and helping more people achieve their goals in real estate. She truly loves her job and can’t imagine doing anything else. “I do my best to help others, I really love what I do, and the only thing I wish is that I had started doing this a long time ago.”

For more information about Tina Pilot, please call 732-948-1911 or email tinapilot@gmail.com

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STEVE ROBE After reading several real estate books, Steve Robe started buying real estate right out of college. It didn’t take long for him to get his Realtor’s® license, and five years later he opened his own brokerage. He’s now been an agent for twelve years. Steve is a veteran Realtor®, and he’s proven himself to be successful in a variety of ways over his career. His versatility has made him a force to be reckoned with in the industry.

Steve stresses that his number one goal in his career is to help both his clients and the Realtors® he works with. “I like to get to know Realtors® and help them create a career out of real estate,” Steve says. “I enjoy using my knowledge to build people up, as well as expanding my real estate portfolio for myself.” Steve loves the prospect of employing his own experience and knowledge in order to serve others. The betterment of the lives of others is a top priority for him.

and willing to render any type of aid they might need. “I like to vary the commission so that I can continuously compete with other companies. A lot of them are stuck on that 6% figure – I will often reduce commission,” Steve says.

He treats every client as an individual case, and gives each of them the special attention they deserve.

Steve stays busy. He closed 56 transactions in 2020. Moving forward, he hopes to keep his foot on the gas and continue to provide killer service to his community in Wisconsin, and gradually grow his business to reach as many people as possible.

In his free time, Steve loves to explore the outdoors with his wife and two children – he’s a big fan of hunting, fishing, hiking, and running. If you’re in need of quality real estate service in the state of Wisconsin, don’t hesitate to get in touch with Steve Robe today!

According to Steve, his clients love working with him because he is “organized and detail-oriented”.

He keeps thing clean and efficient, and his vast real estate background allows him insight into any situation that might arise while working on his clients’ transactions. With Steve’s skillset, it’s no surprise that he gets almost all of his business through referrals from satisfied customers he’s worked with in the past – he does no paid lead generation because is referral business is so healthy.

Flexibility is another virtue that Steve strives to maintain in his work life. He works with his clients to provide personal service that is uniquely tailored to their particular situation, and is capable 140

For more about Steve Robe, call (262) 705-8125, email srobe002@gmail.com or visit therealestateelite.net Copyright Top Agent Magazine Magazine

5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

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

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

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

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

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

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

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

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while promoting my business?

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

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

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

4. Get involved in your community.

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

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

5. Show your gratitude when you do 142

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

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

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

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

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

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

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ANDREW & JILL HASMAN Andrew and Jill Hasman have spent the last 30 years successfully helping clients purchase, sell, and invest in real estate.

Known for their incredible customer service and core values of transparency and integrity, they strive to deliver a seamless experience to their buyers and sellers with every single transaction. Ranking in the top 1% of the industry last year, Andrew and Jill’s ethical business policy, knowledge, and expertise of the market have made them one of the most sought-after real estate teams in Vancouver’s East and West Side.

Andrew and Jill work under the umbrella of RE/MAX. Both of them aim to create long-term relationships with their clients and have succeeded in building their business primarily on past clients and referrals. “We have a boutique business mentality, and we’re always thinking about how to best serve our clients. It’s not about how many homes we sell or how many clients we have. We want to provide an elite level of service, which is why we’re hands-on and involved in every step of the process.” Their long record of excellent results and client satisfaction stems from years of experience and confidence in their methods. “We have seen the ups and downs of the market, and we bring a lot of knowledge to the table. Most importantly, we never put pressure on our clients to make a decision.”

What propels Andrew and Jill to give every transaction their full dedication is their desire to help people. “There

are many personal factors and circumstances for why people decide to buy or sell, and some of them are not always positive. That’s why we take every situation and put together a strategic game plan that solves the client’s real estate problem, while always remaining empathetic to their situation and ensuring their complete confidentiality.”

Having lived and raised their children in Vancouver, the couple knew they had to find a way to help their local community when the COVID-19 pandemic shut down countless businesses around them. “We decided to shine a light on how the pandemic impacted our area. We spoke to various business owners and posted a series of videos to our YouTube channel in order to raise awareness and funds to support them and get them through this difficult time.”

In their time off Andrew and Jill love to explore Canada’s nature and travel internationally searching for great off the beaten path destinations. Going forward they are looking to continue growing strong relationships with their clients and always providing them with excellent results. “We would like any potential clients to know that when you are working with us, we are not going to pass you off to someone with less experience. We are responsible for everything that happens in the transaction, which is how we can guarantee you the best results every single time.”

www.andrewhasman.com andrew@andrewhasman.com

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DAVID ST. CLAIR David St. Clair began his real estate career after working in real estate investing. He took the leap into being an agent almost 8 years ago, and hasn’t looked back.

Clients value David’s dedication, knowledge, and passion for giving them the highest quality service possible when working toward their real estate goals.

As Broker Associate at Weichert Realtors - Jim Dunfee Associates, David serves northern Indiana. The majority of his business comes from repeat and referral clients, an impressive feat that speaks to the loyalty and trust he inspires. “People keep coming back to work with me because of my dedication and hard work,” David says, “as well as really knowing the trade. It’s not just a job, it’s a lifestyle as well.”

David’s experience in other areas of real estate also helps to expand the scope of his expertise. “Coming from a property management and construction background is very helpful,” he says, “because it delivers a lot of key knowledge that’s useful in negotiating inspection responses. I’m able to walk through a home and give my clients information that a lot of agents may need an inspector to tell them. I emphasize that I’m not a licensed inspector, but even anecdotal suggestions when going through a home can be very helpful, and it’s one of the things clients really appreciate.”

Staying in touch with clients is important to David and his team, and they follow up to maintain those connections. “We want our clients to know that we not only care about you during the process, but after the process as well,” David says. “Even years later, we want you to know that we’re still thinking about you, front and center.”

When it comes to marketing his listings, David’s dual experience in commercial and residential real estate comes in handy. “We do a lot of internet marketing campaigns, and I believe I’m the only person in the area who is an active member of both commercial and residential real estate websites, which helps expand my reach,” David explains. “This dual marketing helps a lot in moving some of those commercial properties, and it also highlights some of the residential properties for folks who might only be out looking at commercial.”

The results speak for themselves: last year, David and his team turned about 85 properties, for a volume of $16 million.

Community involvement is important to David.

Through his real estate investing business and in cooperation with the city of South Bend, he is involved with various associations in placing candidates who have issues with substance abuse as well as homelessness. When he is not working or giving back, David loves spending time with his two daughters, ages 10 and 4. He is also an avid golfer and enjoys traveling with his family.

In the future, David plans to continue growing his business while also maintaining the same great customer experience. “We want to continue to prove that you can operate at a high volume while also operating at a high level in terms of customer service,” he says. “We would never want someone to feel like a number. My favorite part of real estate is coming in contact with a lot of people and getting to learn their stories. I’ve learned so much from the people I work with, it’s remarkable.”

To find out more about David St. Clair, please call 574-850-5964, email dstclair@stclairdevelopment.com, or visit davidstclairsells.com www.

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

2

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

4

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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CASSANDRA TOLLENS With years of experience and knowledge in residential sales, and property management for single family and multi-family housing, Cassandra Tollens decided to take her expertise and utilize it as a REALTOR®. She got her license in 2004 and currently works at The Iron Gate Group, helping buyers and sellers throughout Charleston, South Carolina.

Cassandra’s passion for helping clients achieve the huge milestone of home ownership is the driving force behind her success, while her honest communication and tireless work ethic continue to make her a client favorite. “I don’t do this work for the commission; I really enjoy this business. Every client is very personal to me and my goal is to take them to the next chapter in their life. We’re all going through something, especially this year which has been challenging for everybody, and I just want to make every transaction as smooth and stress-free as possible” she says. Despite the setbacks suffered by many agents in the business due to the pandemic, Cassandra is finishing 2020 with 51 transactions.

various challenges that real estate can present, she is always looking forward to work and never having a dull moment. “Being in real estate is about making people happy. I love helping people and I truly enjoy keeping busy.

I’m not somebody who can sit on the couch and watch TV. There’s always something to do, and I’m always ready for a new challenge,” she says.

Outside of work Cassandra loves spending time with Dan, and their four kids, Tyler, Reidi, Finley and Bishop.

“When I’m not busy working all of my time is spent with them. We love to travel together and seek out new adventures together.” Going forward she is excited to finally get her broker’s license and hopes to open up her own company one day. But in the meantime, she is committed to continue helping families make the best decision when purchasing or selling a home. “My goal is to give my clients my undivided attention and make a positive impact in their lives.”

Her extensive knowledge in home renovations is a big asset to Cassandra’s clients, who can count on her for sound advice throughout the transaction process.

Cassandra and her husband, Dan, also specialize in home flips and work hard to offer affordable housing options to their local community. “Since I have personal knowledge as an investor, I understand how the clients feel, and all of the pressures involved. It is really hard to find affordable housing in our area, so when we do our flips, we try to keep the cost low so that we can give people the opportunity to buy,” she says.

Cassandra takes the time to listen to her clients’ needs and figuring out their long-term goals in order to find the fit that will be in their best interest. As someone who thrives on the excitement brought on by the Top Agent Magazine

To learn more about Cassandra Tollens please call (843) 343–3210, email cassie@fredhollandrealty.com, or visit theirongategroup.com http://

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NICK VAN DER GAAST After acquiring real estate experience by doing house flips, Nick Van Der Gaast decided to pursue a career as a REALTOR®. He brought his skills to CENTURY 21 Mike Bowman, Inc. where he currently helps clients throughout the Dallas-Fort Worth metroplex area. With the belief that the client should always be at the center of the process, Nick expertly guides buyers and sellers through each transaction and helps them achieve their desired real estate goals.

One important component of Nick’s approach to his work—and his recipe for getting repeat and referral business—is to always present his clients with all the facts, even if they’re not favorable. “I think communication and being honest go a long way in this business and help build trust and longlasting relationships. You have to tell your clients the truth, no matter how much it may hurt them at the time. As their agent it’s my job to keep their best interest at heart and do the right thing to protect them,” he says.

When it comes to marketing, Nick likes to utilize a healthy mix of modern and traditional methods, by using social media platforms such as Facebook, Instagram, and Youtube as well as hosting open houses and mailing out flyers. Thanks to his hard work ethic, and a proven track record of getting his clients excellent results, he is on track to close 45 transactions by the end of this year. But what truly gets him excited about his work is the fact that he has the ability to help people achieve their dreams.

“I love doing what I do, which I think makes it much easier for me to get up every day and be excited about my job. I truly enjoy helping the people that I work with. Real state is one of the best investments 148

anyone can make, and I’m so happy to be in a position to assist people with that,” he says.

Outside of work Nick is a dedicated father who volunteers in various events at his daughter’s school. He is also part of the National Association of REALTORS®, and has numerous professional designations, including the Luxury Listing Specialist designation. In his free time he enjoys relaxing with family and friends, fishing, and taking his Dalmatian puppy—the newest addition to the family—for long walks.

In the future Nick wants to continue growing his business and further educating himself. He is also thinking about starting a team and mentoring other agents. “One thing I’d like to pass on to agents who are just entering this business is that you can never stop learning. There are so many great opportunities in real estate, and you have the ability to make a lot of money as long as you work hard and you remain hungry. My own professional goal is to continually improve and do better than I did last year.”

To learn more about Nick Van Der Gaast email nick@nicksellsdfw.com, visit nicksellsdfw.com, or call (817) 307–6521 www.

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 150

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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ANDREA VISCUSO Andrea Viscuso has always been interested in real estate. At age five, when her dad built their home and her family attended numerous open houses, Andrea’s love for houses, home design, and real estate blossomed. After college, she took a real estate class, but ended up trying something new and earned her MA in Public Relations. Andrea worked in publicity and public relations in New York City for about eight years, but she knew it was time to move back to Connecticut and work as an agent. “The idea was always there, it just was something that I knew would always be there as a career,” Andrea explains. Licensed for about five years now, she services the Fairfield County and New Haven County areas as an agent for The Higgins Group.

Andrea has learned many valuable skills throughout this process. In order to market homes, Andrea does more than just print flyers and submit photos to the MLS. She creates interactive virtual walkthrough tours so that people can experience the home without needing to make the trip there. She has also become a social media expert, which has aided in her promotion of clients’ homes and her own services. Andrea loves visualizing homes and renovating them herself, which saves clients stress and helps them see beyond what may meet the eye. Overall, Andrea attributes her high level of success to her constant availability, bright personality, and commitment to open, transparent communication.

Regarding her experience with Andrea, one recent client shared, “Andrea has been amazing to work with. She not only stayed in constant contact, she helped us navigate the constantly evolving market due to COVID. We saw houses within hours of listing and she gave great advice throughout the process. Cannot recommend her enough!” Andrea’s creativity extends past her marketing techniques to how she maintains connections with clients.

In addition to talking with them over social media and sharing things like restaurant recommendations, Andrea Top Agent Magazine

likes to send her own seasonal recipe cards. “You want to be relevant and you want to stay on their minds,” she says, and this has been a great way for her to do this with former clients. So far in 2020 Andrea has closed $17m with more homes on deposit and listings hitting through the year.

Because she was born and raised in Connecticut, Andrea’s community consists of far more than just her clients. She started Level Fairfield County with a partner, a modern networking group for female entrepreneurs in the area. She is also an active member of Moms of Fairfield, where she has made numerous client connections and friends. At home, Andrea and her husband have a two-year-old child who they keep busy bringing to school, play dates, and other activities.

Though Andrea is a solo agent, she believes she will make the transition to grow into a team in the future.

“I’m getting toward the next step,” she says. But she wants to find the right person who will also provide clients with a high level of service before she commits to working with anyone. Helping her clients is her top priority, and Andrea says her favorite part of her job is “meeting people and creating new friendships.” Having already helped hundreds of people buy and sell homes, she can’t wait to see what the future holds.

For more about Andrea Viscuso, please call 203-627-7767 or email AndreaEstates@gmail.com Copyright Top Agent Magazine 151

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 152

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

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

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

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

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

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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

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

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

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

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

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

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 154

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

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

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

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

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

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CYNTHIA YOSHA-SNYDER Cynthia Yosha-Snyder began her real estate career 10 years ago when she took a real estate course with a friend. Now, a decade later, Cynthia stands as a trusted guide for her clients through the process of buying or selling a home. Cynthia has always been deeply involved in volunteering in her community, and it’s this same spirit of giving that guides her work in real estate.

As an agent with the F.C. Tucker Company, Cynthia serves the Indianapolis area. About 85% of her business comes from repeat and referral clients, a truly impressive feat that speaks to the trust and confidence she inspires. “People keep coming back to work with me again or refer me because they know and trust me, either from the buying or selling experience itself and the friendships we form or through my volunteering and giving back,” Cynthia says. She finds that the best advertisement is a satisfied client, and she forms what she calls a “high-level personal connection” with hers.

When it comes to marketing her listings, Cynthia uses social media to its full potential to ensure maximum exposure. She also says that being with the #1 company in Indiana, as well as the Meridian North Office which is the #1 office in the state, proves to be an indispensable resource in the form of personal connections with other Realtors®. “Many of my connections come from people in the office and the company,” she explains.

“Through my work chairing the Hamilton County division of MIBOR here, I’ve also created a great network of agents in other brokerages.”

Cynthia says her favorite part of real estate is helping people. “Whether they are ready to leave a home that they have loved and raised their children in and are now moving on to their next adventure, or they’re a first-time homebuyer excited to make that first move of their own, and everyone in between, I love being able to help others accomplish their next endeavor.”

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Community involvement is an integral part of Cynthia’s life. In 2014, she received F. C. Tucker’s Bud Tucker Volunteer of the Year Award, which is given each year to one employee from over 1,500. Among her many giving back adventures, she raised $74,000 for the Leukemia & Lymphoma Society in honor of Max Profeta, and she created the Pillowcase Project to decorate and donate colored pillowcases filled with essentials and goodies to kids going into foster care through the Children’s Bureau of Indianapolis.

When she is not working or giving back, Cynthia loves spending time with her family.

In the future, Cynthia plans to continue providing great service to her clients and her community. “I try to wake up every day and do something to make the world a better place,” she says, “whether that’s my little tiny world or the community or even the bigger world. That’s something I’m passionate about. They are the lessens my parents instilled in me. It’s how I’ve led my life, and it’s how I’ve taught my children to live. I drive my business through making the world a better place.”

To find out more about Cynthia Yosha-Snyder, call 317-590-4074, email Cynthia@TalkToTucker.com, or visit YoshaSnyderGroup.com www.

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