NATIONWIDE & INTERNATIONAL 2-24-20

NATIONWIDE & INTERNATIONAL EDITION

Untangling the Bidding War: A Buyer’s & Seller’s Perspectives

FEATURED AGENTS

LAURA BRADLEY AIMÉE (AMAY) CUROLE TOM HENDERSON DENISE HUNTON MORGANNE KASTER JEREMY MARINIER KELCIE PICKARD AMIE QUIRARTE MELISSA ROUSSELO JOIE SCHUBERT DARRELL SCOTT BOB SELENSKY JACQUELYN STRUBLE JENNIFER TAPIA JACQUELINE VENEZIO

5 Steps to Achieve Long Term Success As a Real Estate Agent Creative Meditation for the Real Estate Professional COVER STORY

Deborah DeBona

NATIONWIDE & INTERNATIONAL EDITION

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DEBORAH DEBONA

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TOM HENDERSON

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JOIE SCHUBERT

DARRELL SCOTT

TOM HENDERSON MORGANNE KASTER

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JENNIFER TAPIA DARRELL SCOTT 39

LAURA BRA

Laura Bradley st career in real estate ment retrieval befo her focus to titles. A a decade in the bus LAURA BRADLEY JENNIFER TAPIA MORGANNE KASTER JACQUELYN STRUBLE became a profession rapher, and then d take her passion fu become a real estate CONTENTS photography clients, Jennifer Tapia launched her career nearly two Top Agent Morganne Kaster of The Maragos Group dedication and 4) RECONSIDER REFERRAL29) CREATIVE WAYS 45) HOW TO CUTher DOWN decades ago. At the time, her career in the hotel nature, soon becam in Northeast Ohio — the number one group in TO SAY THANK YOU ONLY WHEN PLANNING FOR ON DIGITAL DISTRACTIONS service industry was flourishing, but she felt of her UP newYOUR business as a Realtor. Eight y her office, selling last year.

THE FUTURE ready for her$34 nextmillion challenge, aAND professional path Laura Bradley 32) 5 STEPS that TOwould ACHIEVE allow her limitlessPRODUCTIVITY potential. That’shas a thriving business serv counties inestate, North Texas, including Denton MorganneLONG Kaster knows peoplewhen come first. tell me that my confidence in them keeps them TERM SUCCESS ASthe 13) UNTANGLING THE she In made transition to real process that can be taxing.” fact she even studied them in school. “My degree motivated during aCollin, Cooke, Wise, Tarrant and Dallas co and in the nineteen years since, Jennifer has 49) TIPS ON BREAKING A REALsheESTATE BIDDING WAR: A BUYER’S & is in Anthropology,” says. “And AGENT working impressive 80% of her carved out a reputation as an agent known for people is my favorite thing. It’s important A key part of Morganne’s people skills is business comes from INTO THE LUXURY SELLER’S PERSPECTIVES with understand the to listen to people and to treat them like actual helping lasting try to make the process les herTHE professionalism, relationships, andprocess, referral business.

37) 9 THINGS BEST her clients

Deborah DeBona

buyers. “I like to sit people human beings, not dollar signs.”

MARKET an opportunity to share a personal touch.especially first time LEADERS NEVER SAY down and go through everything with them,” 17) THINKING OF LISTING? It’sthat a big in the Those people skills are what have rocketed she says. “First time buyers often have no clue Laura’s clients rave shetransition is down-to-e 53) MEDITATION NINE WAYS TO GET READYMorganne to the status of top agent and it’s a big step forward about out-of-pocket costsCREATIVE that comesolo with going in Northeast Today, Jennifer spearheads her work able, always honest, and never sugarcoats 41)TheTAKE WORD Ohio, helping MaragosMY Group become under I FOR inform them and make sure the biggest purchases in th under the the banner of contract.

RE/MAX, serving clients THE REAL ESTATE They know they can number one group in THE her office, selling $34OFthey’re educated about everything so there are trust her and her expe 21) 4 QUALITIES OF FOR IT: POWER a huge impact on their fu across Chicago and its surrounding suburbs. million last year. “A client recently told me they no surprises.”

PROFESSIONAL talked a lot of clients out of buying hous I can to educate them a There, enthusiasm,” she says.

“That IMAKING washas managed to drive a business EXCEPTIONAL EMPLOYEESloved myTESTIMONIALS &she I great put and their before my own,” excited about the process and about doing exclusively it with All ofdriven this leads to word of interests mouth marcomfortable—even aftersh almost by repeat referral enjoys relationships a stunning 60% with them that last them. ThisWORD-OF-MOUTH can be a very emotional process, andCOUNT it keting, and Morganne develop clientele who trust her industry knowledge and closing table.”

25) 5 SOCIAL MEDIA can be exhausting. I’ve had more than one client return and referral rate. “I become friends with They become proven track record. Likewise, Jennifer citesmy a friends. They are like fam MISTAKES REAL ESTATE thoroughly explains eachlisting step ofproperties, the proc When commitment to communication Copyright and ongoing Top Agent Magazine AGENTS MUST AVOID homebuyers she’s available detailand unaccounted for. education, both attributes thatfirst-time uplift her clients

JACQUELYN STRUBLE

and appreciate traditional ma as they pursue their respectiveclients real estate goals.

24/7.

Theydigital not only h create buzz as prospective “It’s important to me to develop tion,a relationship but also her sense of humor.

To sta Phone 310-734-1440 | Fax 310-734-1440 ket. She begins withmedia highwith my clients,” she says. “We on a Laura withconnect past clients, uses social then promotes listings personal level, rather than a transactional one.

I mag@topagentmagazine.com | www.topagentmagazine.com personalized birthday, anniversary, and

chase anniversary cards.

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

Top Agent Magazine Copy published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracywith of published materials, them,” she says. Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. When clients first reach out to Laura ab 2

a property, she provides them with a detai that walks them throughMagazine every step of th Top Agent She advises them on staging and declutte had clients who physically can’t do it them

AIMÉE (AMAY) CUROLE

47 KELCIE PICKA 44 JEREMY MARINIER 43 Aimée Curole began her career in Aimée’s success can be attributed in part to her innovative Kelcie Pickard loves h Jeremy Marinier started fullThat persona real estate in 2016. Prior to getting marketing and promotion strategies.

She loves to think first time home b Denise Hunton begantime her ascareer social media to educate a real estate agent in amazing resu times, they ar her real estate license, she worked outside the box to get the attention of buyers “Often and brokers.

2013, working a team with and million ye as a real estate sales associate in onnew trends developm theirper lives in outside sales for 22 years with “For my first million-dollar listing, I really wentposition over theintop the close friend who introof one recent 2007 after several years in the Denise regularly creates they’re throughv various Fortune 500 companies, with it,” she recalls.

“I went to all the brokerages to going invite duced secuhimemail to the industry. thein map.

That sition adultt financialallindustry, in the order where she achieved numerous the agents, including direct mail, and blast, youindustry, name further it and Iinto she says.

“I like bein In 2016 he took the leap to the highest sa KELCIE PICKARD DENISE HUNTON AIMÉE (AMAY) MARINIER top salesperson awards including did it.”

As a result, shemortgage had an astounding 88 agents showmy up custom ritiesJEREMY underwriting in the nothis only want to teach them and give MELISSA ROUSSELO start working on own, since 2006, an CUROLE Salesperson of the Year 10 years in for broker Lynch tour. Andand once, when Aimée happened be division atthe Merrill real informed, but toothers confidence to face in a sit and since then he has made a row. Since entering the real estate listing two houses next door to each other—one renovated, they’ve never beenas After graduating from Denver’s Art we’re big believers ininthe power of negotiestate appraising state ofin and says.

I try do that a name for himself asthe a did rising star the world of to Jeremy andin.him business, Aimée has forged a reputation as a strong ally one not—she even a “before after” double open will call me and say, ‘K AMIE QUIRARTE Institute of Colorado, Melissa Rousselo ating.

Anyone can buy or sell a home, but BOB SELENSKY 52 48 55 to Southern California realI estate.

Clients know they community.

Hi Colorado.

“Although enjoyed anything skilled negotiator who will fight to get her clients house. houses have been veryexpectation good me,”isof Aimée this super intimida was on the huntand for her premiere profesit’s during the “Open negotiation process that our can rely on his hard work and dedication from the and Girls Clu Bob Selensky itI enjoy willdone. be seen byto best moving deal. She loves working with people, itclients isappraisal says.

She strives to do whatever takes to get job field aitstarted benefits everyone to hav don’t what tohis do.’ being able Amie Quirarte arrived and in the dance.

It’s just this isand who Ilearned am.

Forknow example, I’m a the big sional challenge.theAfter back to win.”

Possessing both beginning toIof the end of any real estate transaction.

When noa thriving work in real estate possible.

Hishe’s listings them through it, facilitate and recommend ever this focus on developing relationships with clients that As proof, she points to the results: at the end of last year, real estate by way of proptraveler, and connect with a lot of people on a personal lot, I’m more a people person,” are empowered with this her native hometown of Kansas City, she ality and an inse in 1999.

At the time he real estate they’ll need throughout the processIwebsites, haveand the “With all way. mywas listings, I’m there with the client every wife sets Aimée apart.

“I’merty a management. people person, Aimée on get track to have sold over 43was homes, for ahis total began have level that They toPriority know my personality, and we began pursuing sales, ultimately breaking When listing properties, Homes Denise says.Shealways During the 13 years she has now spent understanding of part-owner awhen computer He also talks up the ence toofshare with them.” step ofbecome he including explains, “from we open Aimée happened,” says. “I truly love what I’m doing, and I’m ofthe $9.1way,” off-market deals. her career overseeing vacaoftenleaves friends.” into real estate. been,” “The magic KC nomillion, detail unaccounted for, working on the sales side of real estate, she has always When she’s notJacqueline Realtor consulting company and was of influence and host the door to show the home for the first time, to when In theworkin future passionate about it.”years tion rentals in Lake Tahoe’s 51 she remembers, “and now it’s seven beginning with professional photography That experience comes from being around real interested in a career shift. the most sought af taken great pride in her ability to educate her clients and charities that help people competitive market but ultiWhen it comes to marketing listings, Amie leverages her we close the door at the end of the sale.” license so he When she’s not working, Aimée loves to travel.

She also later.” In that time,AMIE Melissa has established MELISSA ROUSSELO that showcases homes in A their finest, mostlife.

BOB SELENSKY QUIRARTE her whole “My are home builders JACQUELINE VENEZIO friend developing newparents What’s Bob’s favorite real estate agents mately made the transition to brokerage’s broad platform, beginning with high-end As part of Snap Realty NOLA, Aimée serves all of the attends meetings of New Orleans REIA, the Real Estate freedom of be community.

Field of Dreams the S a reputation for her negotiating savvy, be a positive force in her immersive light. Exposure online, says.in“Iaddispent lot of time, evenfirst-time as aand kid, going condominiums was alooking with homet Union County.

AW resale. started to fall tion custom materials thatNorth showcase properties in their finest New and Orleans metropolitan area, as “I well as Louisiana’s Association.

Inhouses, the future, she plans to continue Jeremy serves the County area, working in count on me communicative style, personal touch.luxury toInvestors open houses that drum up local her social media presence walking through new construction. for an agent to market and educate them about t love with the process,” she light.

Then, homes areSan disseminated across the top online Northshore, including inHammond, Ponchatoula, Amite, growing her business.

She would like torepeat get her broker’s can pr both Riverside and counties.

His integrity, and was 25, finally realized itJacqueline would bewith beneficial buzz, help land ideal buyers in short order.

“From start sellDiego his developments and says.

“Buying a hom Denise“and serves the greater Jacksonville area, with aI also efforts, working Ann remembers, it was really listing portals and social media outlets, often reaching Kentwood, Covington, Mandeville and Slidell.

She works license—that is, if she’s not too busy making deals to study with top-notch, and referral isthought veryaround andmyinreal continue ofstrong, us if Iour got Today, Melissa spearheads her work under the banner of to finish, we customize ourbusiness marketing plan Bob would beaddition aestatetolicense.” make sure theymak und focus St Johns County area, under the banner ofto create videos featuring pe exciting to on helpthe people out tofor second-home buyers located in the Bay Area range of Inc. clients, from home buyers to the Aimée’s her work that shevast boy service and advocacy, and her ind to the relationships he hasdedication built his clients, he great fit for test! the role.

Bob decided totime take the leapmeans three college-age Keller Williams with Realtya Partners, There, shefirst-time works clientswith and their home,” Melissa says.

“We take thewith EXIT Realwhy Estate Gallery.

An impressive 78% of relax, she loves travel, an isDeMoro oftentimes one of the and beyond. year, she closed roughly $28-million That family orientation into Kelcie investors.

“I think the what biggest reason people isbecame always available foran her clients, and that’s how likes it. for and licensed as agent.

Now, twenty itshe will beclients like them in conjunction with her business partner Britt to figure outcome their plans, where they’re headed, and what also stays in Last close contact with aher network of agents and true concern forcontinued those has biggest purchases of their lives.”

Over her eight years in in volume, with the majority of homes fetching over estate career; her husband got his license as we back to me is that I’m very professional, dedicated, and years later, Bob has a successful boutique real estate first time.

I treat business comes from repeat and referral clients, and she broaden her outlook on th as Priority Homes KC, serving the Kansas City Metro their major goals are—then, we take it fromthriving there. in nearby regions of California who Our refer their clients business, which in turn has my ele nowjob they work as with a team.

Owen, hertreat husban thehardworking field, Amie has Icemented herself asI aget consummate $1-million.

“I enjoy helping people find the place that’s don’t give up until what my clients Aimée’s favorite part of her is working people.

“It’s brokerage business serving southeastern Wisconsin. someone to them Area. Since launching her and career seven years ago, premise is that we’re breaking the mold of real estate. to him because they know he willany provide a superior finds that her past clients’ satisfaction is better than agent status. well-known radio in Oklahoma, professional, completealmost with a reputation regional the perfect she says. about clients’ goals walking, spending tia want, but apersonable as well,” she says. for “IWe always tellthat my such afit,” rewarding feeling to handmy over thepersonality key to someone Melissa has swiftly driven business exclusively believe clients deserve the best of“It’s the best.” experience. advertisement.

“I prefer to practice serving, not selling,” In the future, Denise want skills have been a huge help for Kelcie.

“He’s aa expertise, incisive negotiation, and a personal touch. and the lifestyle they’re looking for.”

Eighty percent of Bob’s business comes from to concerts, clients whenclientele.

I meet them for the first time, ‘We may not be who was told they couldn’t get a house and I ended up dinners through repeat and referral Clients past and me to leverage my business in ways that I cou Jacqueline – who currently works with in she explains.

“I’m not going out trying to solicit new growing her business, w repeat and referral clients eager to tell friends and sons are interested in yet, but by the end of this, I promise we’llthe be the making it Homes happen,”KCshegives says.back “And we are hugging and present trust herfriends regional expertise, personable nature, Beyond office, When itPriority comes time to prepare a house for market, “I have imagined,” shesteady says.

“As a people after pers Berkshire Hathaway HomeServices e family about the amazing service he provides. in the business Today, Amie spearheads her work under the banner As for the future, Amie intends to keep progress business, because people come to me.

They know I promotional strategy that of friends.’

And itisreally is therelacase. to Myaclients have crying including like, ‘You did You become ainpart the meeting family. with fol and proven trackbest record.

“Real estate all about variety of causes, KC this.’

Pet Project, does a great job area? the of field, work a little bit differently from most agents,” Jeremy sets him apart from other agents in the plans to continuestin gr of real estate following longtime ofbecome Tahoe part Luxury Properties, workingand in selling conjunction asWhat her business continues tothing. grow organically, while my family.is provide Buying real estate And that’s thePregnancy biggest Ias really am making aabediffertionships and the journey that of every client embarking Alzheimer’s Awareness, National and Infant value.”

Denise has firmly established herself providing to the commun showing homes while I can working the sp says.

“I own my own staging company, including a “I provide professional services on a personalized while providing the with team to keep running keeping up Aimée with her real estate column in the local insurance field.

“I enjoyed that work,” is a her roller coaster of emotions and I am there for every leader fall, (Amay) Curole, your sure “Cure All” fortaken all your upon,” she says.

“Combined, the two ofthe us back-office have been inengine Loss Awareness, andence.”

KVC Holiday Heroes, anhome. organiand making clients are care of, helpi a half community market who is known, liked, and give to the community as level.

Myof tagline onthe my business card is: ‘Realtor service to hisby clients. collection furniture toworld fit any My wife, Tasha, smoothly.

To date, more than of her business is paper and exploring on her next travel adventhen our company was bought ano twists and turns.” real estate needs. whole process go more smoothly.

We’re your the business for over a decade and have served hundreds zation that sponsors local foster children to make their Today, Friend For Life.’

Whether or not a an transacclients the b isture. a huge part my business and me stage all trusted throughout the area she serves. authority in through my field, driven by repeat andmany referral clientele trust her Now, withof years ofRealtor insight her, Amie of us helps –behind more than fifteen-hundred pe Team!” of clients. We’ve collaborated with agents around whoChristmas wishes come true.

Ineight her free hours, Melissa tion closes, I ahead. maintain close relationships with my sure to make his own my listings.

This allows me a lot of freedom to transtransparency, superlative service, and proven track Quirarte looks “I hope to continue to help educate to provide the best service On the investment side, Aimée’s deep knowledge of the jobs.”

Adversity begat opportunity, and the country, explored their good habits, and incorpospends time withclients,” family,he friends, her Bob dog Katrina, explains. his and clients’ goals form a house andher prepare itputs to best look its best when we record.

“The greatour thing about what we that we’re andKansas guide people decision forover clients all the Oklahoma Metro market is into invaluable forbusiness looking atdo a ishouse and arecogPart of the way Denise engages community is community.” rated those best practices own plan. exploring all that City hastotomake offer.theServing casting around forthem, another career, thoug first, and with is always available to them, even long take the photos.”

Jeremy also invests a great deal of sure the experie full service, concierge brokerage,” she says.

“The reason whatever that may be,” she says.

“That, and to give back Kelcie is determined to make nizing potential.

Shethecan help investors figure out the Priority Homes KC hasits finetuned what client expeafter closing day. His clients often reach out to“I’d always been inter to look for long. through her savvy use of social media.

Inpast the past few right forame.” them.

“I whether make sure all the T’s are c why that’s been so instrumental to my success as is because to the in Tahoe community that grounds effort getting the word out about listing, ARV (after renovation value) of a property, well as repair rience should look like.

We’ve simplified theyears, process to has As for the future, Melissa and Britt intend keep enerhim fordigital advice or a referral totoaand trusted vendor.

After décor, all home-related things,” she ramped up her marketing strateandasthepersonalized I’s are dotted and there are no surprise most of our clients are not local to Tahoe.

It’s primarily a it’s via direct marketing such costs, and interior design ideas. And her dual expertise working withstrong.

Bob, they about hisworking attention as topostensure client priorities areeven covered, with the objective gies high and momentum “Werave want to “My grow started a secretary at a real says. clients know they’re completely take gies in a big way.

“To best serve my clients, I have to second home market here, and there are a lot of moving cards targeted at buyers who fit with those listings, or nature, kindness, expertise. To as both a listing andhas a seller’s enables her focus todetail, of maximizing our clients’ equity,agent which resultedagentour team and oneasygoing training agents,” she and says.and “Our then decided to get my license.” parts, coordination, local both contacts involved.

My clients open houses, which he do says have been huge part of be innovative,” she says.

“You can’t the same stay in touch with past clients, Bob sends marketing To find ou look a property from sides of the deal, knowing what in repeat clientele andatraving fans.”

Likewise, Melissa office culture is phenomenal, ourjust team is great, and the“a rely heavily on me and the relationships I have to help calendars and reaches out by phone or email to seeI love my success.

I love doing open houses, because and how to maximize her client’s investment. pl thing people have always Her and Britt do theirbuyers best towant cultivate a positive experience service we providedone.” our clients isextensive above and social beyond.”

To out more about Curole, them through the processI’m in areally seamless manner.”

In fact, she That was aAimée very good decisionhttps://branches.guildmortg indeed, fo how they are find doing. getting topaid pitch in person speak face-to-face with “With my investors, good at negotiating,” in the transactional process, helping clients make the Now,involves with seven years of insight and and experience to email je media presence using advertising on platcallI’m 504-909-0306, Amie remains a resource long after the closing table has someone about a property and her many sellv excited about.”grateful buyers and or says.

“When we’re“It’s buying the property, good Rousselo considers what most of buying or selling a home. important to us I get her them name,a Melissa she enjoys forms Facebook, andemail YouTube toabilities reach amayrealtor@gmail.com, been reached, referring vendors who like can offer repairs, Instagram, When it comes time to market a listing,are first in all areas deal,fun andwith when flip thatshe around it, I get the her top chosen career. “We love doing that our clients have thewe process,” says.and “It sellmost about what Bobexceptional clients on to prepare the home to ensure plumbing, roofing, carpet-cleaning, and much more.givingadvises orhow check her out online here. https://snaprealtynola.com/portfolio-items/aimee-curole-realtor a wider clients opportunity for including dollar too.”sometimes, but we can be a stressful process combat audience, we do,” she says. “All of ourthe clients are so unique.

It’s research, comprehensive it looks its best. He does everything possible so that “Providing those options for clients is another way we listingsfascinating to be seen by new thousands of people daily.one and fierce negotiation marketing, To find outskill mor that with our tenacity. We get the job donetheir and we’re to meet people, grow, and support potential buyers will have a great first impression. create trust,” Amie says.

Copyright Top Agent Magazine always looking out for our clients’ best interest. anotherstrategy as we build our community.” clients are achieving the most lucrative call 414-651-5546 This Also, innovative has translated into results: He prefers a varied and thorough approach to 40

DENISE HUNTON

JACQUELI

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure!

Top Agent Magazine is seen by Real Estate Agents and Brokers in every U.S. city and Internationally!

Please contact mag@topagentmagazine.com or callhas310-734-1440 forvolume email bob@ are guarantees other reasons thatorcome into pla about a property that consistently spreading handledthe aword ofThere $7-8 What’s more, Amie describesDenise her style as unconvenTo find out more a Jacqueline’s success, and chief among th more about Melissa Rousselo tional, focused To on learn the ad interpersonal and multifaceted rates and information. million a year, and that number is increasing steadily.

To learn more about Amie Quirarte ability to put her clients at ease call herduring cell a

required of her role. “I’m authentically who I am, email skills melissarousselo@kw.com, visit priorityhomeskc.com, or call (816) 830–4336 email Amie@TLUXP luted .com, transaction email process, denisesell a rare talent and people have always been drawn to that,” she says. “I It’s not just in marketing her clients’ properties where visit SeeLakeTahoeHomes.com, too-impersonal world of real estate. at never fit inside the box of what a typical Realtor should find her online tech savvy SheTop also uses her Top Agent Magazine 3 Copyright Agent Magazine or would look like. There’s no Denise’s show; there’s no song andcomes in handy. or call (650) 290–30082 www.

www.

Jacqueline’s client-first approach has re growing business that is based, in large

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 4

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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Top Agent Magazine

Deborah DeBona Top Agent Magazine

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Top Agent Deborah DeBona is based in Austin, where she serves the North Austin region under the banner of Realty Austin.

Deborah DeBona has always been interested in real estate. After leaving Southern California and a thriving career in the jewelry business, Texas had her eyeing a new professional path. Deciding to pursue her interests and take a leap of faith, she earned her license in 2016 and has never looked back. In the short time since, she has built a steadfast reputation for her excellent marketing and listening skills, her proven follow-through ability, and a personal touch.

8Copyright Top Agent Magazine

Today, Deborah is based in Austin, where she serves the North Austin region under the banner of Realty Austin. There, she has built a substantial book of business through repeat and referral clientele, amounting to more than 50% of her client share. What’s more, she has developed close ties with area builders who rely on her for her proactive listing approach and natural knack for client relationships. In fact, building an organic connection with clients is one of Deborah’s chief priorities.

Likewise, she cites communication, client education and an authentic enthusiasm for her new career as some of the key drivers of her swift success thus far. “I had worked in retail sales for a long time, so I understand the importance of customer service and I focus on professionalism with my clients’ best interests above all,” she says.

“It’s all about them, so I make sure to listen, I always pick up the phone, and my cliTop Agent Magazine

ents know they’re never on the backburner.

My goal is to treat them as if they’re my only clients.”

When she moved to the Austin area, Deborah soon aligned with a local builder who had more than twenty listings languishing on listing services, out of date and unsold. Inspired by a challenge, Deborah decided to pitch her Top Agent Magazine

own proactive approach and in short order, almost all of those properties were swept off the market. “I really considered that a huge win,” she says. “I’ve been fortunate to work with builders, developers, home buyers, home sellers and investors. I’ve been through the building process myself and I love the process.” As part of her larger listing strategy, Deborah incorporates the talents Copyright Top Agent Magazine9

of stagers, professional photographers, and necessary tradesmen. What’s more, she will unabashedly coach clients through staging, repairs, and fix-ups that will yield the highest returns in the sale process, and often lends a helping hand throughout. Likewise, her strategic open houses lure local buzz. Regardless of whether she is working with buyers or sellers, Deborah’s focus remains squarely on the Copyright Top Agent Magazine 10

client at the heart of every transaction. “You have to find common ground, develop a rapport, and build a relationship from there,” she says. “It’s important to develop trust, I am more than just their real estate agent. In the end, my clients and I often maintain a friendship after the sale has closed.” They know they can call me for anything and they know their referrals are safe in my hands.

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Beyond the office, Deborah gives back through her work with the local Chamber of Commerce. She is also a supporter of a non-profit, Hope House. In her free hours, she most enjoys time spent with family and loved ones, her two Havanese dogs Hampton and Jacob, entertaining, travel, yachting, golf, paddle boarding, skiing and sampling Austin’s world class restaurant scene.

As for the future of her business, Deborah intends to continue her steady upward trajectory. For now, she considers what has she come to appreciate most about her second Top Agent Magazine

career thus far, “I have been fortunate to have had two careers in my life that I love equally jewelry and real estate both require champagne.” she laughs. “I love that every day is different and I love that sense of anticipation.

It is so rewarding to accomplish that big win of helping clients meet their goals. It keeps things exciting and I relish the excitement that every day brings.”

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To learn more about Deborah DeBona email Deborah@RealtyAustin.com, visit DeborahSellsAustin.com, or call (512) 790 – 1550 www.

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

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Buyer’s Perspective: Emotions Running High?

Channel it.

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

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

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

Sellers Perspective: Manage expectations.

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

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

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

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

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 14

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

Seller’s Perspective: How powerful is cash?

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

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

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TOM HENDERSON Top Agent Magazine

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TOM HENDERSON Tom Henderson bought his first home back in 1987. At the time, he and his wife were fixing up homes and flipping properties as personal investments, and Tom decided to get his Limited Broker’s License in the early nineties to facilitate the process.

Along the way, Tom partnered up with a good friend to open a men’s clothing boutique and was drumming in a band—blending his three passions for music, fashion, and property. Ultimately, Tom earned his license in 2010 and began practicing real estate full-time. In short order, he earned a reputation as a capable agent, an excellent communicator, and a professional grounded by integrity.

“and I love meeting new people and guiding them through the process.”

Today, Tom serves clients within a sixty-mile radius of Duluth, Minnesota. In the years since his industry debut, he’s driven his business from a few million in volume annually, to more than $10-million. Likewise, almost the entirety of his business is generated by repeat and referral clientele who trust his experience, insight, and transparency. “I’m all about integrity and creativity,” Tom says. “I’ve proven to my clients that I can handle any situation that arises. I always try to remember that buying or selling a home is one of the biggest transactions in a lifetime, and being able to help people through that gives me tremendous joy. That’s why I do this every day. It’s all about giving clients 100% and being true to yourself.

It’s about the relationship first, and it doesn’t have to be harder than that—period!”

As for the future, Tom intends to keep progress steady as he continues to build his business and client relationships in the many years to come. Now, with a decade’s worth of insight and experience to his name, Tom Henderson considers what he enjoys most about his chosen field: “Real estate is my passion, and I’m lucky enough to get up every morning and help others achieve their dreams.

Already, it’s been an amazing ride,” Tom says, “and I haven’t looked back since.”

When listing properties, Tom leaves no detail unaccounted for, beginning with high-quality photography that provide prospective buyers with an immersive look at a home. From there, he taps his network of more than 100+ agents he’s worked with, in addition to disseminating properties across the leading online listing platforms.

Considering the year-over-year growth he’s achieved in generated volume, Tom’s track record is proven. “There are a lot of teaching moments along the way,” he says,

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Beyond the office, Tom gives back to his community in a variety of ways, including as a former Board of Director for the local Chamber of Commerce, as a Lion’s member since 1997, where he also served on the board. He also participates in the local Realtor association and its board, where he currently serves as treasurer for the third year running. He also contributes to Habitat for Humanity and a local backpack food drive program called Project Joy that supports area students. In his hours outside of real estate, he keeps busy overseeing his men’s clothing store, spending time with his family and friends, RVing with his wife and two dogs (one of which is nicknamed RE/MAX Ruby), and playing music.

To learn more about Tom Henderson email thender66@gmail.com, visit tomhenderson.results.net or stopdreamingstartliving.net, or call (218) 393–1309 www.

www.

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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JOIE SCHUBERT Top Agent Magazine

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JOIE SCHUBERT A true people-person with a love for real estate, there’s no question why Joie Schubert has flourished as an agent in the south central Minnesota region. Success was almost immediate for her when she left her job as a paralegal. “I got my real estate license in 2009 and took off after that, completing about $5-6 million in production my first year,” she explains. “I just fell in love with it.”

Although she’s certainly had enough transactions to warrant the creation of a team, Joie prefers to go solo, wanting to provide her clients with as much personal attention as possible. This has paid off, with Joie ranking between number 1 and number 5 every year in her company. The majority of her clients come from repeats and referrals.

“I was just speaking to a repeat client who said the reason he came back was because I’m real,” she says.

One of the most down-to-Earth people you will ever meet, Joie does not drive a fancy car or brag about her accomplishments. “My clients know I’m honest and that they will get a truthful answer when they want an opinion on something, whether it’s good or bad.” Joie is also completely committed to her clients, answering the phone at all hours of the day, and making sure she is guiding them throughout the transaction. When it comes to her sellers, she starts off with a consultation and staging advice. “I’ll go through and give them free advice before we even commit to working together, that way, if they do choose to go with someone else, I’m still in the back of their mind as someone who wants to help them,” she explains. But it is exceedingly rare that anyone decides to go with another agent after meeting Joie, as her vibrant personality and work ethic stand out in the industry.

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After the transaction, clients leave glowing reviews about their time together. One recently said, “We met Joie 2.5 years ago through TheMLSonline. She has been more than amazing. Every house we wanted to see she got us into right away. She was very timely to any questions or phone calls we made. She never grew tired of our 2.5 years to find the home that was ‘just right’ for us. We finally closed on both our new and previous homes. Her professionalism and home photos were impeccable as well. I would highly recommend Joie, who will find you the home you are looking for!”

As Joie looks towards the future, she is eager to start selling more new construction and watch her developments grow with care and precision. But no matter what the future holds, she will undoubtedly enjoy every minute of it.

“I love helping my clients and seeing them happy.

What I enjoy most about my job is the people and their reaction. My number one rule is to not count dollars or people, count relationships.”

For more about Joie Schubert, please call 612-578-9939 or email jschubert33@gmail.com

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 22

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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DARRELL SCOTT Top Agent Magazine

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DARRELL SCOTT Darrell Scott – Broker and Lead of The Scott Group at Compass Realty in Chicago – is a top producer who consistently goes the extra mile for his many grateful buyers and sellers in The Windy City. With an indefatigable work ethic, true concern for his clients’ wellbeing, and a vast reservoir of industry knowledge, Darrell has been setting the gold standard for customer service in his highly competitive market.

Darrell officially began his career in real estate over a decade ago, after graduating from college with a master’s degree in Architecture. Initially intending to pursue a career in that field, the legendary market crash limited his options. “Every architecture firm in the city was laying people off,” he recalls. “I’d always had an interest in housing and design, so I decided that real estate would be a good career to transition into.”

That was a fortunate decision, as Darrell has found a level of success that would be the envy of much of his competition. “I’m also glad I’m not sitting at my desk all day in AutoCAD,” he says with a laugh.

The Scott Group, which consists of Darrell and three other Brokers – including his equally-talented and hardworking wife, Jill – and a marketing and branding advisor, has been built on a foundation of honesty and integrity, and a proven willingness to go above and beyond for their grateful clients. Proof of this, if needed, can be found on Scott’s Zillow page, where nearly two hundred glowing reviews demonstrate that Scott and his team consistently deliver solid results. In fact, Scott, who is a Premier Agent on that site, holds a stunning, perfect five-star overall rating.

There are many factors that come into play when assessing Darrell’s real estate success story.

Chief among them, of course, is the exceptional customer service they provide. “The relationships we form with our clients are very important to us,” says Darrell.

Expert, thorough marketing strategies have also played a significant role. Professional photography is utilized exclusively, cutting-edge videos are produced, and staging is done when necessary, all making certain the property is shown in its best light. Adroit use of the internet, including established real estate websites like Zillow and Trulia and multiple social media platforms put each property in front of as many potential buyers as possible, resulting in fast sales for top dollar, not to mention happy clients.

“We try to make the home buying or selling process as exciting as possible for our clients,” says Darrell. “At the end of the day, this is one of the biggest purchases or sales they will make during their lifetime. We also make certain we don’t drop the ball anywhere during the process.”

When he’s not working, Darrell enjoys spending as much time as he can with his family, and he and his wife Jill travel around the world pursuing their passion, scuba diving. He and Jill are also ardent philanthropists who donate their time and money to many charitable organizations and events. Just one of these is the Off the Streets Club, which provides mentorship and safe environments for inner city kids.

Looking to the future, Darrell’s plans are to grow his business, add team members as necessary, and to continue offering the exceptional customer service that has become his calling card.

For more information about Darrell Scott, please call 317-340-8519 or email Darrell.Scott@compass.com 24

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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.

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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.

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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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JACQUELYN STRUBLE

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JACQUELYN STRUBLE Jacquelyn Struble has been working in the real estate industry since 1999, having started as a mortgage loan officer she transitioned into real estate sales in 2006 upon receiving the opportunity to help market new construction communities. Jacquelyn quickly found that she quite enjoyed it and found the real estate sales side of the industry to be more personable, and quite preferred it over financing. Since making that leap, she has firmly established herself as a trusted real estate agent whose valuable knowledge and hands-on, detail-oriented approach inspire confidence in her clients.

Jacquelyn serves North Georgia, with Gwinnett and Hall counties as her main focus. She is in the top 1% of her company’s real estate agents for production volume, which is a proud accomplishment given that her current real estate firm (Virtual Properties Realty) is the largest privately owned real estate firm in Georgia, with almost 3,000 agents. About 70% of her business comes from repeat and referral clients.

“I love to build a rapport with clients when showing homes and share in the excitement of finding the right home,” she says. “I try to make the experience as fun as possible, bring in positive energy, and create lasting bonds with the people I serve.”

When working with her clients, Jacquelyn brings to bear a wealth of expertise. “I try to educate my clients throughout the process,” she says. “When entering a home for first time, I like to point out features and characteristics that I want to draw attention to, and explain why.” She also draws from the personal connections she has made over her years in the industry to assemble a winning team for her clients and help create a smoother path to closing.

In preparing a home for market, Jacquelyn pays special attention to the details. “My clients always feel like they have somebody helping them along the way,” she says. “I consult with professional home stagers. I work with lovely photographers and direct them, telling them what to highlight in each individual home, so we can present this home in the best way possible.” Jacquelyn then uses her web presence and social media to get the word out, pre-marketing to create 28

hype and get some people into the home before it goes onto general listing services.

The results are clear: Jacquelyn has built up a strong reputation for bringing honesty, integrity, and a personal touch to her work. “I always try to make my clients feel as comfortable as possible and let them know that even after the closing, I am here for them if they have any questions,” she says. “I feel like the bond we build is almost more a friendship than a client relationship. My goal is always not just to get them in a great home at a great price, it’s to make sure they have a happy experience that lingers with them.”

Jacquelyn is a Dave Ramsey Endorsed Local Provider (ELP) and is trusted by his enthusiasts, as they heavily vet their agents. She is also an Active Life Million Dollar Club award winner with NAMAR (Northeast Atlanta Metro Association Realtors) and has been awarded both Gold and Platinum awards since 2016.

Jacquelyn plans to continue her community involvement by starting a video channel covering local places and businesses in order to maximize knowledge of the area and grow community. When she is not working, she loves going out for dinner and a movie with her husband, and visiting some of the great restaurants on historic Gainesville Square.

In the future, Jacquelyn would like to expand the listing side of her business. Most of all, she wants to continue to share her love of homes with her clients. “Ever since I was young I’ve loved architecture, so I love showing homes and sharing that experience. I love that when I walk through homes with my clients, I get to be a part of that.”

For more about Jacquelyn Struble, please call 770-855-5748, email jacquelynstruble@gmail.com, or visit lakelanierrealtor.com www.

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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MORGANNE KASTER

Top Agent Morganne Kaster of The Maragos Group in Northeast Ohio — the number one group in her office, selling $34 million last year.

Morganne Kaster knows people come first. In fact she even studied them in school. “My degree is in Anthropology,” she says. “And working with people is my favorite thing. It’s important to listen to people and to treat them like actual human beings, not dollar signs.”

Those people skills are what have rocketed Morganne to the status of top agent in Northeast Ohio, helping The Maragos Group become the number one group in her office, selling $34 million last year. “A client recently told me they loved my enthusiasm,” she says. “That I was excited about the process and about doing it with them. This can be a very emotional process, and it can be exhausting. I’ve had more than one client 30

tell me that my confidence in them keeps them motivated during a process that can be taxing.”

A key part of Morganne’s people skills is helping her clients understand the process, especially first time buyers. “I like to sit people down and go through everything with them,” she says. “First time buyers often have no clue about out-of-pocket costs that come with going under contract. I inform them and make sure they’re educated about everything so there are no surprises.”

All of this leads to great word of mouth marketing, and Morganne enjoys a stunning 60% return and referral rate. “I become friends with Copyright Top Agent Magazine

my clients,” she says. “I just had a late Christmas dinner with a client because they wanted to show me their home now that they’re moved into it. And they sent me home with a batch of cookies!”

It isn’t just the people that matter to Morganne. “I do a lot of animal rescue,” she says. “I end up at a lot of properties where people have left pets behind which is terrible - but I find them homes.

Recently I was at a home and I called the listing agent because the previous owners had moved away, but left their cat behind.

They told me the old owner was okay with me taking it, and I said, ‘Oh, it’s already in my car!’”

Morganne is deeply involved with her community. Her father is a veteran, and she supports vet groups like The Disabled American Veterans. Her team participates in local initiatives to build homes for the needy. And she makes sure to work with investors who want to improve the area.

“Cleveland attracts many out of state investors,” she says. “And too often they’ll buy a property in the city but never even step foot in the state. I like to work, whenever possible, with investors from the community who want to invest back in the community.”

In her free time Morganne likes to stay active. “I love Orangetheory,” she says.

“It’s become a real outlet. I live walking distance from my mom, sister and nieces, and I love spending time with them.”

Morganne likes to educate her clients, and she recognizes the importance of doing the same. “I’m looking into taking some continuing education classes,” she says.

“The more I learn, the better equipped I am, the better I can serve my clients.”

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To find out more about Morganne Kaster, visit morganne.northernohiohomesearch.com, call 614-578-6487 or email her at morgannekasterkwagent@gmail.com https://

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

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

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

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3

BUILD A STRONG ONLINE PRESENCE

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

4

BUILD A SOLID FOUNDATION

5

SET GOALS

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

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

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

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JENNIFER TAPIA

Jennifer Tapia launched her career nearly two decades ago. At the time, her career in the hotel service industry was flourishing, but she felt ready for her next challenge, a professional path that would allow her limitless potential. That’s when she made the transition to real estate, and in the nineteen years since, Jennifer has carved out a reputation as an agent known for her professionalism, lasting relationships, and personal touch.

Today, Jennifer spearheads her work solo under the banner of RE/MAX, serving clients across Chicago and its surrounding suburbs.

There, she has managed to drive a business almost exclusively driven by repeat and referral clientele who trust her industry knowledge and proven track record. Likewise, Jennifer cites a commitment to communication and ongoing education, both attributes that uplift her clients as they pursue their respective real estate goals.

“It’s important to me to develop a relationship with my clients,” she says. “We connect on a personal level, rather than a transactional one. I 34

try to make the process less stuffy and use it as an opportunity to share a positive experience.

It’s a big transition in the lives of my clients, and it’s a big step forward as they make one of the biggest purchases in their lives, which has a huge impact on their future. I do everything I can to educate them and make them feel comfortable—even after we’ve reached the closing table.”

When listing properties, Jennifer leaves no detail unaccounted for. She combines both digital and traditional marketing methods to create buzz as prospective homes hit the market. She begins with high-quality photography, then promotes listings online through the Copyright Top Agent Magazine

leading online platforms and social media outlets, increasing visibility through targeted ads and campaigns. Likewise, word-of-mouth exposure amongst her professional sphere goes a long way, as her banner company operates six offices and is home to more than 200 Realtors.

Open houses and promotion to past clients also increase awareness as homes seek their ideal buyer in short order.

Jennifer also makes it a point to stay abreast of digital trends and developments, ensuring clients are best-served by her base of knowledge. “I always keep an upper hand when it comes to technology,” she says. “This industry is always changing, so I try to stay one step ahead. It’s also important to have a good team of professionals behind you, like the loan officers and attorneys I work with. Establishing those relationships and team over the years with people I can trust is a huge part of my business and its success.”

Beyond the office, Jennifer gives back through supporting various Chicago causes, including local school events, the Boy Scouts of America, and the Fraternal Order of Police Battle of the Badges event, as well the Garfield Ridge Stars and Stripes 5K, supporting the families of officers lost in the line of the duty. In her free hours, she most enjoys time spent with her family and loved ones, and traveling alongside her husband and kids. Now, with nineteen years of experience and insight to her name, the future looks assuredly bright for Jennifer Tapia.

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To learn more about Jennifer Tapia email jtapia@remax.net, visit jtapia.illinoisproperty.com, or call (773) 339–6564 www.

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mag@TopAgentMagazine.com http://www.TopAgentMagazine.com

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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.

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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.

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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

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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.

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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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LAURA BRADLEY Laura Bradley started her career in real estate in document retrieval before shifting her focus to titles. After almost a decade in the business, she became a professional photographer, and then decided to take her passion further and become a real estate agent. Her photography clients, who knew her dedication and meticulous nature, soon became the base of her new business as a Realtor. Eight years later, Laura Bradley has a thriving business serving several counties in North Texas, including Denton, Grayson, Collin, Cooke, Wise, Tarrant and Dallas counties. An impressive 80% of her business comes from repeat and referral business.

Laura’s clients rave that she is down-to-earth, relatable, always honest, and never sugarcoats anything.

They know they can trust her and her expertise. “I’ve talked a lot of clients out of buying houses because I put their interests before my own,” she says. “I develop relationships with them that last a lifetime.

They become my friends. They are like family.” She thoroughly explains each step of the process to her first-time homebuyers and she’s available to all her clients 24/7. They not only appreciate her dedication, but also her sense of humor. To stay in touch with past clients, Laura uses social media and sends personalized birthday, anniversary, and home-purchase anniversary cards. “I’m constantly in contact with them,” she says.

When clients first reach out to Laura about selling a property, she provides them with a detailed packet that walks them through every step of the process.

She advises them on staging and decluttering. “I’ve had clients who physically can’t do it themselves, and in those cases, I go help them,” she says. “I’ve even helped clients move before.” Her willingness to dig

in and do what needs to be done to ensure her clients reach their goals sets her apart from other agents in the area.

When asked about her favorite part of the job, Laura doesn’t hesitate. “Helping others! I have a servant’s heart and I love to serve other people,” she says with a smile. Laura and her husband were both church pastors who started a church youth group. “We started with four kids and by the time we handed it over to other people we were at fifty kids.” They are now members of another church where they focus on giving back to the underserved in their community. Recently they hosted a school backpack drive for a low-income apartment complex. Laura also works with and speaks to survivors of domestic abuse. In her cherished free time, Laura enjoys spending time with her husband, their five kids, and five grandkids. “If I’m not selling real estate, you can find me with my family. We like to fish and hunt. We’re down to earth people.” For the future, Laura is focused on improving herself so that everyday she’s “better than the day before.” She’s studying for her broker’s license so she can be more knowledgeable and expand her business. She also plans to create classes to help people improve their credit and take steps to achieve their dream of home ownership!

To find out more about Laura Bradley, call 940-390-3911 email laurabradleyrealtor@gmail.com, or visit southernlifeliving.com https://snaprealtynola.com/portfolio-items/aimee-curole-realtor www.

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39 Copyright Top Agent Magazine

AIMÉE (AMAY) CUROLE Aimée Curole began her career in real estate in 2016. Prior to getting her real estate license, she worked in outside sales for 22 years with various Fortune 500 companies, where she achieved numerous top salesperson awards including Salesperson of the Year 10 years in a row. Since entering the real estate business, Aimée has forged a reputation as a strong ally and skilled negotiator who will fight to get her clients the best deal. She loves working with people, and it is this focus on developing relationships with clients that sets Aimée apart. “I’m a people person, always have been,” Aimée says. “I truly love what I’m doing, and I’m passionate about it.”

As part of Snap Realty NOLA, Aimée serves all of the New Orleans metropolitan area, as well as Louisiana’s Northshore, including Hammond, Ponchatoula, Amite, Kentwood, Covington, Mandeville and Slidell. She works with a range of clients, from first-time home buyers to investors. “I think the biggest reason why people come back to me is that I’m very professional, dedicated, and hardworking and I don’t give up until I get what my clients want, but personable as well,” she says. “I always tell my clients when I meet them for the first time, ‘We may not be friends yet, but by the end of this, I promise we’ll be the best of friends.’ And it really is the case. My clients have become part of my family. Buying and selling real estate is a roller coaster of emotions and I am there for every fall, twists and turns.”

On the investment side, Aimée’s deep knowledge of the market is invaluable for looking at a house and recognizing its potential. She can help investors figure out the ARV (after renovation value) of a property, as well as repair costs, and even interior design ideas. And her dual expertise as both a listing agent and a seller’s agent enables her to look at a property from both sides of the deal, knowing what buyers want and how to maximize her client’s investment.

“With my investors, I’m really good at negotiating,” she says. “When we’re buying the property, I get them a good deal, and when we flip that around and sell it, I get the top dollar too.”

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Aimée’s success can be attributed in part to her innovative marketing and promotion strategies. She loves to think outside the box to get the attention of buyers and brokers.

“For my first million-dollar listing, I really went over the top with it,” she recalls. “I went to all the brokerages to invite all the agents, direct mail, and email blast, you name it and I did it.” As a result, she had an astounding 88 agents show up for the broker tour. And once, when Aimée happened to be listing two houses next door to each other—one renovated, one not—she even did a “before and after” double open house. “Open houses have been very good to me,” Aimée says. She strives to do whatever it takes to get the job done.

As proof, she points to the results: at the end of last year, Aimée was on track to have sold over 43 homes, for a total of $9.1 million, including off-market deals.

When she’s not working, Aimée loves to travel. She also attends meetings of New Orleans REIA, the Real Estate Investors Association. In the future, she plans to continue growing her business. She would also like to get her broker’s license—that is, if she’s not too busy making deals to study for the test! Aimée’s dedication to her work means that she is always available for her clients, and that’s how she likes it.

Aimée’s favorite part of her job is working with people. “It’s such a rewarding feeling to hand over the key to someone who was told they couldn’t get a house and I ended up making it happen,” she says. “And we are hugging and crying like, ‘You did this.’ You become a part of the family.

And that’s the biggest thing. I really am making a difference.” Aimée (Amay) Curole, your “Cure All” for all your real estate needs.

To find out more about Aimée Curole, call 504-909-0306, email amayrealtor@gmail.com, or check her out online here. https://snaprealtynola.com/portfolio-items/aimee-curole-realtor Copyright Top Agent 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 show42

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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DENISE HUNTON Denise Hunton began her career as a real estate sales associate in 2007 after several years in the financial industry, including securities underwriting in the mortgage division at Merrill Lynch and real estate appraising in the state of Colorado. “Although I enjoyed the appraisal field and learned a lot, I’m more of a people person,” Denise says. During the 13 years she has now spent working on the sales side of real estate, she has always taken great pride in her ability to educate her clients and be a positive force in her community.

Denise serves the greater Jacksonville area, with a focus on the St Johns County area, under the banner of EXIT Real Estate Gallery. An impressive 78% of her business comes from repeat and referral clients, and she finds that her past clients’ satisfaction is better than any advertisement. “I prefer to practice serving, not selling,” she explains. “I’m not going out trying to solicit new business, because people come to me. They know I provide value.” Denise has firmly established herself as a community market leader who is known, liked, and trusted throughout the area she serves.

Part of the way Denise engages with her community is through her savvy use of social media. In the past few years, she has ramped up her digital marketing strategies in a big way. “To best serve my clients, I have to be innovative,” she says. “You can’t just do the same thing people have always done.” Her extensive social media presence involves using paid advertising on platforms like Facebook, Instagram, and YouTube to reach a wider audience, giving clients the opportunity for their listings to be seen by thousands of people daily.

This innovative strategy has translated into results: Denise has consistently handled a volume of $7-8 million a year, and that number is increasing steadily.

It’s not just in marketing her clients’ properties where Denise’s tech savvy comes in handy. She also uses her Top Agent Magazine

social media to educate the community at large about new trends and developments in the real estate world.

Denise regularly creates videos that cover current topics in the industry, in order to better educate the public. “I not only want my customers to be educated and wellinformed, but others in my community as well,” she says. I try to do that as much as possible without any expectation of anything in return.” She believes that it benefits everyone to have a community where people are empowered with this kind of practical knowledge.

When she’s not working, Denise is involved with charities that help people with special needs, including Field of Dreams and the Special Olympics. She also uses her social media presence to help promote animal rescue efforts, working with Anna’s Angels Animal Rescue to create videos featuring pets that are up for adoption. To relax, she loves travel, and any new experience that will broaden her outlook on the world and other people.

In the future, Denise wants to stay on track and continue growing her business, while further developing the promotional strategy that has served her so well. “I like providing to the community,” she says. “So I want to give to the community as much as I can, continue to be an authority in my field, and remain innovative. I want to provide the best service I can to my customers and my community.”

To find out more about Denise Hunton, call her cell at 904.589.1942, email denisesellsjax@gmail.com, or find her online at denisesellsjax.com www.

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JEREMY MARINIER Jeremy Marinier started fulltime as a real estate agent in 2013, working on a team with the close friend who introduced him to the industry.

In 2016 he took the leap to start working on his own, and since then he has made a name for himself as a rising star in the world of Southern California real estate. Clients know they can rely on his hard work and dedication from the beginning to the end of any real estate transaction.

“With all my listings, I’m there with the client every step of the way,” he explains, “from when we open the door to show the home for the first time, to when we close the door at the end of the sale.”

Jeremy serves the North County area, working in both Riverside and San Diego counties. His repeat and referral business is very strong, and in addition to the relationships he has built with his clients, he also stays in close contact with a network of agents in nearby regions of California who refer their clients to him because they know he will provide a superior experience.

When it comes time to prepare a house for market, “I work a little bit differently from most agents,” Jeremy says. “I own my own staging company, including a collection of furniture to fit any home. My wife, Tasha, is a huge part of my business and helps me stage all my listings. This allows me a lot of freedom to transform a house and prepare it to look its best when we take the photos.” Jeremy also invests a great deal of effort in getting the word out about a listing, whether it’s via direct marketing such as personalized postcards targeted at buyers who fit with those listings, or open houses, which he says have been “a huge part of my success. I love doing open houses, because I love getting to pitch in person and speak face-to-face with someone about a property I’m excited about.”

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That personal touch and enthusiasm have yielded amazing results. Jeremy averages about $13-15 million per year in volume, and he is especially proud of one recent sale in Fallbrook that put his name on the map. That $2.8 million sale set the local record for the highest sale price of any property under 10 acres since 2006, and was a true banner event.

Jeremy and his family are active in giving back to the community. He and his wife are supporters of the Boys and Girls Club and St. Mary’s School in Escondido.

When he’s not working, he enjoys spending time with his wife and son, traveling, and seeing family.

In the future, Jeremy plans to obtain his broker’s license so he can expand his business. “I love the freedom of being my own boss,” he says. “My clients count on me to deliver personal service with honesty, integrity, and a lot of hard work. And I want to continue making them happy.”

To find out more about Jeremy Marinier, please call 760-644-6511, https://branches.guildmortgage.com/az/prescott/travis-smart-983-rrts.html email jeremy@jeremy-marinier.com, or visit jeremy-marinier.com www.

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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KELCIE PICKARD Kelcie Pickard loves helping first time home buyers.

“Often times, they are in a position in their lives where they’re going through a transition further into adulthood,” she says. “I like being able to teach them and give them confidence to face a situation they’ve never been in. People will call me and say, ‘Kelcie, this is super intimidating. I don’t know what to do.’ I enjoy being able to walk them through it, facilitate and recommend everything they’ll need throughout the process- I have the experience to share with them.”

That experience comes from being around real estate her whole life. “My parents are home builders,” she says. “I spent a lot of time, even as a kid, going to open houses, walking through new construction. When I was 25, I finally realized it would be beneficial for all of us if I got my real estate license.”

That family orientation continued into Kelcie’s real estate career; her husband got his license as well, and now they work as a team. Owen, her husband, is a well-known radio personality in Oklahoma, and his skills have been a huge help for Kelcie. “He’s allowed me to leverage my business in ways that I could not have imagined,” she says. “As a people person he does a great job in the field, meeting with folks and showing homes while I can be working the phones and making sure clients are taken care of, helping the whole process go more smoothly. We’re your Radio Realtor Team!”

Serving clients all over the Oklahoma Metro area, Kelcie is determined to make sure the experience is right for them. “I make sure all the T’s are crossed and the I’s are dotted and there are no surprises,” she says. “My clients know they’re completely taken care Top Agent Magazine

of, and they know I’m prepping them for the next step so they can be ready for anything that arises. I have a Bachelor’s degree in Education, and I have realized how that prepared me in terms of communication and explaining things as I make sure my clients are knowledgeable and comfortable every step of the way.”

That attention to detail has led to terrific success for Kelcie, with 44 closings in 2019 at an average of $209,000, a big jump from her 2018 average of $128,500. Along with that comes a great referral rate of 25%, which continues to grow as Kelcie aggressively seeks out new clients. “I tend to follow up more than other people do,” she says. “I’m not afraid to put myself out there to get new business.”

Kelcie and Owen stay involved in the community, especially in their church and small town. They’re very family oriented, love to spend time outdoors… and at Disney World, which they visit as often as they can.

Kelcie’s 2019 goal was to sell 30 homes and she ended up selling 44. So, for 2020 she’s looking to hit 60. But what drives her isn’t money. “I am driven by success,” she says. “And for me success means being able to take care of and spend time with my family.”

To find out more about Kelcie Pickard visit radiorealtorok.com, call 405-471-9047 or email kelcie@chamberlainrealtyllc.com www.

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AMIE QUIRARTE Amie Quirarte arrived in real estate by way of property management. She began her career overseeing vacation rentals in Lake Tahoe’s competitive market but ultimately made the transition to luxury resale. “I started to fall in love with the process,” she remembers, “and it was really exciting to help people with what is oftentimes one of the biggest purchases of their lives.” Over her eight years in the field, Amie has cemented herself as a consummate professional, complete with a reputation for regional expertise, incisive negotiation, and a personal touch.

dance. It’s just this is who I am. For example, I’m a big traveler, and I connect with a lot of people on a personal level that way. They get to know my personality, and we often become friends.”

Today, Amie spearheads her work under the banner of Tahoe Luxury Properties, working in conjunction with her team to keep the back-office engine running smoothly. To date, more than half of her business is driven by repeat and referral clientele who trust her transparency, superlative service, and proven track record. “The great thing about what we do is that we’re a full service, concierge brokerage,” she says. “The reason why that’s been so instrumental to my success is because most of our clients are not local to Tahoe. It’s primarily a second home market here, and there are a lot of moving parts, coordination, local contacts involved. My clients rely heavily on me and the relationships I have to help them through the process in a seamless manner.” In fact, Amie remains a resource long after the closing table has been reached, referring vendors who can offer repairs, plumbing, roofing, carpet-cleaning, and much more.

“Providing those options for clients is another way we create trust,” Amie says.

As for the future, Amie intends to keep progress steady as her business continues to grow organically, while keeping up with her real estate column in the local paper and exploring the world on her next travel adventure. Now, with eight years of insight behind her, Amie Quirarte looks ahead. “I hope to continue to help educate and guide people to make the best decision for them, whatever that may be,” she says. “That, and to give back to the Tahoe community that grounds me.”

What’s more, Amie describes her style as unconventional, focused on the interpersonal and multifaceted skills required of her role. “I’m authentically who I am, and people have always been drawn to that,” she says. “I never fit inside the box of what a typical Realtor should or would look like. There’s no show; there’s no song and 48

When it comes to marketing listings, Amie leverages her brokerage’s broad platform, beginning with high-end custom materials that showcase properties in their finest light. Then, homes are disseminated across the top online listing portals and social media outlets, often reaching out to second-home buyers located in the Bay Area and beyond. Last year, she closed roughly $28-million in volume, with the majority of homes fetching over $1-million. “I enjoy helping people find the place that’s the perfect fit,” she says. “It’s about my clients’ goals and the lifestyle they’re looking for.”

To learn more about Amie Quirarte email Amie@TLUXP.com, visit SeeLakeTahoeHomes.com, or call (650) 290–30082 www.

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Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively

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involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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MELISSA ROUSSELO After graduating from Denver’s Art Institute of Colorado, Melissa Rousselo was on the hunt for her premiere professional challenge. After moving back to her native hometown of Kansas City, she began pursuing sales, ultimately breaking into real estate. “The magic happened,” she remembers, “and now it’s seven years later.” In that time, Melissa has established a reputation for her negotiating savvy, communicative style, and personal touch.

we’re big believers in the power of negotiating. Anyone can buy or sell a home, but it’s during the negotiation process that our clients win.”

Today, Melissa spearheads her work under the banner of Keller Williams Realty Partners, Inc. There, she works in conjunction with her business partner Britt DeMoro as Priority Homes KC, serving the Kansas City Metro Area. Since launching her career seven years ago, Melissa has swiftly driven a business almost exclusively through repeat and referral clientele. Clients past and present trust her regional expertise, personable nature, and proven track record. “Real estate is all about relationships and the journey that every client is embarking upon,” she says. “Combined, the two of us have been in the business for over a decade and have served hundreds of clients. We’ve collaborated with many agents around the country, explored their good habits, and incorporated those best practices into our own business plan.

Priority Homes KC has finetuned what the client experience should look like. We’ve simplified the process to ensure client priorities are covered, with the objective of maximizing our clients’ equity, which has resulted in repeat clientele and raving fans.” Likewise, Melissa and Britt do their best to cultivate a positive experience in the transactional process, helping clients make the most of buying or selling a home. “It’s important to us that our clients have fun with the process,” she says. “It can be a stressful process sometimes, but we combat that with our tenacity. We get the job done and we’re always looking out for our clients’ best interest. Also,

When listing properties, Priority Homes KC leaves no detail unaccounted for, beginning with professional photography that showcases homes in their finest, most immersive light. Exposure online, in addition to open houses that drum up local buzz, help land ideal buyers in short order. “From start to finish, we customize our marketing plan around our clients and their home,” Melissa says. “We take the time to figure out their plans, where they’re headed, and what their major goals are—then, we take it from there. Our premise is that we’re breaking the mold of real estate.

We believe that clients deserve the best of the best.”

Beyond the office, Priority Homes KC gives back to a variety of causes, including KC Pet Project, Alzheimer’s Awareness, National Pregnancy and Infant Loss Awareness, and KVC Holiday Heroes, an organization that sponsors local foster children to make their Christmas wishes come true. In her free hours, Melissa spends time with family, friends, her dog Katrina, and exploring all that Kansas City has to offer.

As for the future, Melissa and Britt intend to keep energies high and momentum strong. “We want to grow our team and focus on training agents,” she says. “Our office culture is phenomenal, our team is great, and the service we provide our clients is above and beyond.”

Now, with seven years of insight and experience to her name, Melissa Rousselo considers what she enjoys most about her chosen career. “We love doing what we do,” she says. “All of our clients are so unique. It’s fascinating to meet new people, grow, and support one another as we build our community.”

To learn more about Melissa Rousselo email melissarousselo@kw.com, visit priorityhomeskc.com, or call (816) 830–4336 www.

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51 Copyright Top Agent Magazine

BOB SELENSKY Bob Selensky started his thriving work in real estate in 1999. At the time he was part-owner of a computer consulting company and was interested in a career shift.

A friend developing new condominiums was looking for an agent to market and sell his developments and thought Bob would be a great fit for the role. Bob decided to take the leap and became licensed as an agent. Now, twenty years later, Bob has a successful boutique real estate brokerage business serving southeastern Wisconsin.

Eighty percent of Bob’s business comes from repeat and referral clients eager to tell friends and family about the amazing service he provides.

What sets him apart from other agents in the area?

“I provide professional services on a personalized level. My tagline on my business card is: ‘Realtor Today, Friend For Life.’ Whether or not a transaction closes, I maintain close relationships with my clients,” he explains. Bob puts his clients’ goals first, and is always available to them, even long after closing day. His past clients often reach out to him for advice or a referral to a trusted vendor. After working with Bob, they rave about his attention to detail, easygoing nature, kindness, and expertise. To stay in touch with past clients, Bob sends marketing calendars and reaches out by phone or email to see how they are doing.

When it comes time to market a listing, Bob first advises clients on how to prepare the home to ensure it looks its best. He does everything possible so that potential buyers will have a great first impression.

He prefers a varied and thorough approach to spreading the word about a property that guarantees 52

it will be seen by as many potential buyers as possible. His listings are posted to all of the popular real estate websites, on social media, and YouTube.

He also talks up the listing among his broad sphere of influence and hosts well attended open houses.

What’s Bob’s favorite part of the job? “I like working with first-time homebuyers. I always sit down and educate them about every step of the process,” he says. “Buying a home can be complicated so I want to make sure they understand what’s involved. I have three college-age boys and I always think about what it will be like for them when they buy a house for the first time. I treat my clients the way I would want someone to treat them.” In his free time, he enjoys walking, spending time with his family, and going to concerts, dinners and movies. For the future, his sons are interested in real estate and plan to join him in the business after their college graduation. He plans to continue growing his business with them while providing the same personal, boutique level of service to his clients. With his drive to help guide his clients through the buying and selling process, he’s sure to make his own goals for his business a reality!

To find out more about Bob Selensky, call 414-651-5546, visit parkway-realty.com or email bob@parkway-realty.com, www.

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Creative Meditation

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

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

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

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 53

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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JACQUELINE VENEZIO Possessing both a winning personality and an incisive, thorough understanding of her local market, Realtor Jacqueline Venezio is one of the most sought after and respected real estate agents in New Jersey’s Union County. As a local native, Jacqueline can provide her clients with top-notch, highly informed service and advocacy, and her vast industry knowledge and true concern for those clients has translated into a thriving business, which in turn has elevated her to top agent status.

Jacqueline – who currently works with industry behemoth Berkshire Hathaway HomeServices - entered the world of real estate following a longtime stint working in the insurance field. “I enjoyed that work,” she recalls, “but then our company was bought by another one, and all of us – more than fifteen-hundred people – lost their jobs.” Adversity begat opportunity, and Jacqueline began casting around for another career, though she didn’t have to look for long. “I’d always been interested in housing and décor, all home-related things,” she says. “So, I started working as a secretary at a real estate company, and then decided to get my license.”

That was a very good decision indeed, for both Jacqueline and her many grateful buyers and sellers. Jacqueline’s abilities are exceptional in all areas of her industry, including research, comprehensive and thorough marketing, and fierce negotiation skills that ensure her clients are achieving the most lucrative results possible.

There are other reasons that come into play when assessing Jacqueline’s success, and chief among them is her unique ability to put her clients at ease during the often-convoluted transaction process, a rare talent in the oftentimes too-impersonal world of real estate.

Jacqueline’s client-first approach has resulted in an evergrowing business that is based, in large part, on referrals from satisfied clients and positive word-of-mouth. “I think it’s because I give very personal service,” she says, when asked to account for the loyalty she inspires.

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“I take a very hands-on approach. I’m there for every home inspection, and anywhere else I need to be. I like being there, holding my clients’ hands and making sure they’re well taken care of. Most of my clients become my friends.”

In addition to providing her clients with exceptional service, Jacqueline is also an ardent philanthropist who gives back in a multitude of ways, including her donation of a portion of every commission via Berkshire Hathaway HomeServices’ charitable program that benefits The Sunshine Kids for kids with cancer. She is also passionately civic-minded, and is the Founder of the Clark, NJ Women’s Business Group, which in addition to supporting members in their businesses, they volunteer and raise money to give back to those in need. “I’ve lived in this community for over fifty years,” she says, “so it’s important to me to give back and help others in my hometown of Clark.”

When she’s not working, which is rare, Jacqueline enjoys nothing more than spending time with her three grown children and two rescue dogs. “I do like to travel,” she says, “More than anything I love being with my family, and I am thrilled to be expecting my 1st grandchild this summer.”

Looking to the future, Jacqueline’s plans are to continue growing her business, and to continue enhancing and refining the already-incredible level of service she provides.

For more about Jacqueline Venezio, please call 732-259-3446 or email Jacki.Venezio@bhhsnj.com 55 Copyright Top Agent Magazine

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