NATIONWIDE & INTERNATIONAL 2-8-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

FEATURED AGENTS

TARA ALLEN

SHAHLA HUSAIN

MANRAJ BAINS

ASHLEY HUTSON

MATTHEW BURGAN

BLAKE KESSNER

SAMMI COOK-KUEHN

CRYSTAL LONG & KELLY PARKER

THE CULLEN TEAM

CAROLYN & WILLIAM KLINE MARIBEL LOPEZ

ANNA DAHLBY DAVID DIAZ JOELLE DOLCH

LESLIE LYNN MARICELA MEZA ISMAEL ONTIVEROS STEVE PETTIT MARION POINDEXTER JACQUELINE REVOIR SHIRA ROST DANIELA SARDO JAYNE SCHIRMACHER ANNA SNEGIREV ERIC TUTSCH ROBERT WEICHELT ERIN & JASON WEST

MISSY ELARDI SARA FEASTER TREY FORBES PATRICK FOSTER BROOKE FOX DRAKE CHRIS FRAMAN RICK GEHA KRISTIN GENNETTI IOLANDA GIGLIO-IWIG MELANIE GIGLIO-VAKOSF JOHN GRAHAM NOEL HALL ANNIE HERNAEZ

AMY ZUKOWSKI

JENN HILL JIN HONG

COVER STORY

MIMI PHETSAMONE VONGPHAKDY

NATIONWIDE & INTERNATIONAL EDITION

RICK GEH

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MIMI PHETSAMONE VONGPHAKDY

MATTHEW BURGAN

JOELLE DOLCH

SARA FEASTER

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RICK GEHA

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Top Agent Rick Geha has b Northern California for fo that at one point saw him inv of nine Keller Williams JIN HONG

CAROLYN & WILLIAM ROBERT WEICHELT ANNA SNEGIREV CAROLYNMISSY & WILLIAM KLINE SHAHLA KLINE ELARDI Talk to Rick Geha for long and you’ll realizeMARION you’re in Ric ISMAEL ONTIVEROS BROOKE FOX DRAKE conversation with a teacher. Besides selling real estate, in N HUSAIN the California native is a Master Coach with Workman him

SHAHLA HUSAIN THE CULLEN TEAM

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Success Systems, and has been a motivational speaker 78 and trainer of over one hundred thousand agents in the US and Canada since 1993. It was a surprise destiny.

He got his realtor’s license in 1980 after pressure from his family. “I swore I’d never do it for a living. But then I got rejected by the thirteen dental schools I’d applied to. Thus began a career.”

ROBERT WEICHELT 70 THE CULLEN TEAM

MISSY ELARDI AMY ZUKOWSKI TARA ALLEN

ANNA MANRAJ BAINS SNEGIREV

BROOKE FOX DRAKE

Rea bili age age CO as t lov

ANNA DAHLBY

ISMAEL ONTIVEROS MARION POINDEXTER

Top Agent Ismael Ontiveros – of HomeSmart PV & when asked how he and his team manage to is involved in many events throughout the year. Some Top Agents and twin sisters Kathleen Cullen Meier and Associates in Modesto, California – is a hardworking ate such impressive levels of trust and loyal of these include toy drives at Christmas, Eureka Days, Ann Cullen Rothweil – of Realty Executives Premiere and dedicated Realtor who is truly committed to help-Poindexter answer our phones, return text messages, Marion had a welongstanding inte trunk or treat at our Eureka/St. Louis County office, the in St. Louis, Missouri – are two dedicated Realtors curTop Agent Tara Allen – Lead of Allen with our buyers and sellers, and we’re Home With Diversity (AHWD) fromin the “When you call, you can be sure you’ll be speaking with ing his many buyers and sellers in The Golden State’s makedesignations an effort to stay touch and help the Manraj Bains has been in real estate something new to learn.

Property hisPacific car show, food drives and customer appreciation rently working in the St. Louis market. They are Honest, in realof estate before she earned her license f National Association Realtors.

A consistent state and me directly.

My goal is to be extremely accessible, Stanislaus County achieve their real estate goals. anything they need long after the closing tab events just to name a few.

The Cullen Team has been great work and are very motiEdge Real hardworking Estate withteam atethicsKeller able to deliver consistent customer serfor six years after transitioning from a tory is fascinating, and helpful foryears my Coming a Brooke background sa workaward hard tofrom solve problems and resolvein issue vated. They have strong values, are very dependable a member of the Eureka Chamber forreadily 6 yearsavailable while local Top Producer andago.

GCAAR winner, and communicative,” says Brooke Fox successful in issales. hadof aDirectors lotvice.

I love to support the indevelWilliams Realty Sioux Falls, South At the end ofTop the day, we clients. are here and dedicated to their work.

The pair have built a solid career Kathleen on the “I Board as Secretary for his journey in real estate 2008, followandniche make the entire transaction m Marion has customers found her and built strong r has also taught theSammi Real Estate pre-licensing course and Drake, a Maryland Agent. “PeopleIsmael reallybegan appreciate For Cook-Kuehn, facts and let the of family thelastreal estate industry,” of asraw landmentored a new finished based on a foundation of true concern for the in the three-and-a-half years. ing a career the owner ofinto a cabinet shop. Currently, ble for them. Many of our clients become fri Dakota – is abusiness hardworking, impassioned to make suretouch--I’m everyoneveryhas anopment excepagents. that personal much a one-on-one kind with her clients. know realtionships estate a natural fit. They But I would nev wellbeing of their many clients. Possessing a combined Ismael works alongside his wife, Minerva, also awas ours.”

Ismael continues to show how they much Manraj says.

“I saw them doing well, project.

It is very exciting.” ® of REALTOR Realtor whotwenty-one has built business on Kathleen Other factors that come into play tional experience.” when assessing .” years ofher experience in the industry, licensed agent and his life partner ofBetween over thirty-one ues his by carving out custom wood si trust her to provide smooth, personal experie working forclients aa landwant them to fin and enjoying their careers, I decided Brooke is an of Charis Group’s New Kathleen and Ann’ssocontinuing and ever-growing sucAnn have more than earned their stellar reputation as years. “She is exceptional at what sheassociate does,” says them, Realty whichmake often trigger emotional responses a rock-solidand foundation of honesty and when helping their real estate drea and managing her first cess story. Their deep industry knowledge, trusted real estate advocates for both buyers sellers. toand make the leap.”

Committed to giving back to the Market office. services all ofthem Maryland and is willWithnegotiation a life-long passion for distinctive homes, architecIsmael, “and I love working with her. lord “NoShe one knows integrity. Deep industry knowledge and Tara’s investment her clients transkills and an approach to marketing their listings which come true. ®to go rental property, she had theHowever, me likewas she does, and ouring working together allows us would This level oftoconcern forIn his fact, clients Sammi has transla where her clients like be. ture, and the history in of buildings, Brooke always community, Manraj and his office homes in St. Louis and surrounding almost always results in fast sales for top dollar, not to to involved with each other in all opportunity aspects life.”‘Four achieving four out of true empathySelling for and herbuying clients have helped scends justinareal sale or“Ialove purchase.

“My she specializes inofthe County’ Master’s region which estate. to livevolunteer instay old houses, and Now an Associate at RE/MAX at the local food bank every tohis master the Club thehonors transactions mentionRealtor happy – and returning clientsinterested who also refer areas, Ann and Kathleen pride themselves on providThe pair’s son-in-law, Anthony Vallesteros, rounds out includes Howard, Carroll, and I reallystatement,” got started because I used to visit of open friendsColumbia, and family. Manraj is exceptional, above-and-beyond service British forge Tara’singreputation as a trusted customer real mission she explains, “islots to“I’ve As anfrom agentthewith Coldwell Banker Road-run in Surrey, month.

ManrajMontgomery, donates industry ground up.Frederick. to ensure they a the team.Additionally, been with HomeSmart PV & Associates for their clients. Currently, a significant portion of their Brooke explains, “I’ve Marion lived hereserves my whole life, so I Palms, Jos houses with my children when theya were babies,” she the head of TARA a “We growing team. new “Our busi-empower portion of toask the Realty, Twentynine and inspire others toSAMMI live their estate advisor forbusiness anyZUKOWSKI buyer since 2018,” saysevery Ismael,paycheck “and couldn’t for better Meanwhile, her studies in tireless commitm enjoy meeting people,” says says.

Kathleen, when overall is basedand upon seller referrals in and returning ALLEN COOK-KUEHN AMY MANRAJ BAINS ANNA DAHLBY the area very well.”

“Everybody used to tell me thatBrokers since and I spent so thanknow mentors the company’s Todd Priest doing Manraj Hospital and the Cancer clients, an impressive achievement in theness highlyhas com-been asked whatso theywell,” enjoy most about whatlives they do for Tree, law Yucca Desert tation Hot Springs, P the Sioux Falls market. best intentionally, that Children’s they can contract andValley, real estate around th much time going to housesso anyway, Iand ought to Vossoughi.” become Robert petitive world of real estate. “We don’t feel like our a living. “We love to bring some fun into the trans-

For Anna Dahlby, real estate was going spend tim SAMMI COOK-KUEHN 89 86 90 to be a weekend gig. “I was in the because y medical field for 16 years. But once I time with started as an agent, I ended up falling the right in love with it,” she says.

By her third agent loo Top Agent Missy Elardi is a branch broker serving year, she was a full-time Realtor . “It working the Wasatch and Summit counties region, with was probably the best career decision you are I’veCounty ever made.” her Another clients also in Utah andNow Salt she’s LakeinCounty. fourth year and is showing no signs sional, k says, “that we are expanding to make Society.

When University Manraj not Springs, andBrooke’s Coachella Valley.

A volume significant live happy and fulfilled life.”

Whenisit comes to listings, number oneher goal an and agent—so I did!” law at Kaplan gavebusy herherthe ability to navigate comp clients are just clients,” says Kathleen, when asked how action, while beingaprofessional, upfront personal of slowing down.

A member of SOTA sure our clients continue to receive topserving his clients, he loves being thedeals lion’s with share of Ismael’s business is of is maintaining ation high personalized service for repeat all thorough the pair manage to inspire suchher impressive levels of with our clients.”

They also enjoy theof freedom ofestate being Group. oflevel her business comes from and refe Tara began her journey in real estate officially in 2012, complex ease.

But Sammi was ultimately Amy Zukowski began impressive real estate member of the Buckley Spouses’ verythemCurrently, Missy had dabbled in the idea real long “I’mwith through the transaction from start to finish, based returning clients and referrals, a or sure inditrust and loyalty. “We develop friendshipstier withservice.” our clitheir own bosses, andteam the flexibility itBrooke’s provides. clients “We Manraj and his have active, either playing basketball are gladfamilies that she thatupon deciclients, and it’s easy to see why people keep co journey in thecareer early 2000s asservice a someone financial educator active the community and help incoming Home Group at made RE/MAX Advantage estate ma drawn to exceptional real estatecustomer for the ways itteam blended her entreOutside of her c before became an infor agent.

Withother background income foregoing a transaction coordinator, lending a personal following a decade-long inwethe industry.

There are factors into play when ents, and we treat them the way would in she are always working ourmany clients andaholding their that cator offrom the service his sion.

More than half of her to business comes started to reach out geographically, working in other heading the mountains. and counselor for the United States Air Force and with relocation,” she asserts.

“I am a resource for ingfive-star back to environment. work with Marion again.

“Clients va own centers family.” Adds Ann, “we alsotime,” keep our clientsrecalls, hands IT, throughout the entire transaction.

We have no and continually provides.

As evidence of this her is hispassion perfect, preneurial spirit with for the nity.

On top of touch to each interaction. professional and years of experience in manage“I worked inour call for a long she assessing Tara’s impressive growing Plus in Lakeville, MN,that’s she treats her of scores of make a sp repeat clients and verified referrals.

“Something nearby cities andfor towns surrounding Vancouver.

With involved sendingArmy. out several mailings year, she and received need a transaction coordinator; weinfo, are there every UnitedbyStates During thateach time, schools, community plus I provide rentoverall rating on Zillow.com, comprised my perseverance,” she says. “Iadon’t give up. ment and business, allI she was missing was her license program thatR verychief me is that I’m now “and I was doing exceptionally well that job.

But success story, them would beworking her of the way. invite them to community events.”

Theat Cullen Team For the future, and his a team to it’s continue expertise in step residential well as develglowing testimonials.

“I plan believe because we’re of a designation called Accredited Housing Counselor, als.real tryestate to be as theand kind ofmeaningful agentamong my to husband and I Manraj clients like family and has growing amount invaluable and we w estate isatreally about knowingthe how to work children of intelligent some of honest my former andonOne knowledge the market.

“When wethe we “I definitely aupfront lottheir ofworks time getting toagent know my Today, abusiness. solosays National Realty Twin Citiesw andSammi with our as clients,” Ismael, which enabled her income to advise her clients the ins and ofexpert needed when weManraj werewith new todecided agrown location.”

I was sick of having my capped. day negotiation skills and and opment and investment properties, is able to thorough, to expand to meet thetake needs of growing buyers & sellers,”I’m Brookeclients, says. “when I have the people in a timely manner, and I feel sometim repeat business.

The vast majority of her clientele second property we w were going to purchase a new home, I thought, to make sure I understand what their needs Guild where she services clients throughout the Twin Community En outs of home buying, which she enjoyed immensely. serve the needs of a diverse clientele. approach to marketing “We want keep putting in 100%,” Manraj says. while I was fishing on a boat with my husband, I read cutting-edge herto properties.

Phone 310-734-1440 |myFax opportunity to work with multiple generations of like I can pulland a rabbit out of Government aCopyright hat toTop make dM From there, she went on to do budget analysis Agent going to getfor license310-734-1440 and these I’m going toresult represent are. feel like I focus deal with my clients on aNorthern personal Cities Metro along with Western Aff “With everyI for client, we onArea, the details, and we consists of referrals, as those who work with her Donald Trump’s book, and I told my husband that I Combined, talents in fast sales top dolthe same family it’s wonderful!” the state and federal government.

“Itthe was aMissy great happen andliving, to get things for my client Over the next fourrepeat years,cliMissy’s leveltomore than some agents,” Missy says. “One Withmyself,” bulk ofIhissays. business from work hard make sure we are giving them great Wisconsin.

Specializing ina sustainable Sammimoving well-known should be thinking the following Monday lar, not coming to mention happy customers. job, butbigger.

I missed So, the human service and love to spread the word about their experience.

When Anna isn’tadvw mag@topagentmagazine.com | www.topagentmagazine.com of of the most important things about estate grew from there. experience.

Ifexperience they want tounique try something, we’llreal find a her and entscareer andinteraction,” referrals, Manraj believes it is his personable offers a perspective to both buyers and sellNAR Green Des Brooke has over 27 years as a she recalls. and her ahusband relocated tothat, Coloquit my job. I’d never Amy purchased house prior to ® Marion in touch with past clients back, via ha doproudly it. Wea don’t shut our clientsissomeone down. areme,” style and the trust he builds that keep clients coming having Realtor is having there thatstays not says. full-time Realtor. way She to has earned the outdoors, fishing ans “The process neverThey about she “From or giving over a decade HGTV.” ago. “I decided that point that When she’s not working, which is rare, she ers. and I’d neverrado even watched Taraat found admits, Accredited Buyer the Representative (ABR) and At through written notes, as wellforeas a friendly text now “I’veisstunhelped lot of people into thethe marreason wesupports get to do what we do.”

Missy now brokergetserving Wasatch only you the legal aspects of the start to finish, I’m always putting my clients at the with her beloved I wanted to go back to workingback. with people to help a branch “Itrust. focus on building Anna says.

“The babysitting her friend ning success them almost immediately, selling Tara enjoys nothing more with herrelationships,” famket65 forhomes the firsther time,” Manraj says.with “That builds then to see how they’re doing. “I love the hum and Summit counties region, clients also inthan Utahbeing transaction but supports you through the emotional. make smart real estate decisions,” she says. front of the transaction.”

Copyright Top Agent Magazine number one priority first year in the game.

Soon, her my husband Nic andIand her includes two young children. isfor alsome is building that rapport know will do ily, rightwhich by them.” and “That’s when I pursued realThey estate license, and County, Salt Lake County.

In Dedicated the last year, Missy It’s a She rollercoaster!”

Going forward, S client-focused, Manrajankeeps hisrepeat clients back.”Edge Team sister joined I’ve her,never and looked the Allen was 36 born. active participant in her clients. community, she gives closed transactions, 6 in oftouch whichwith were and trust.”

Thisandincludes guiding her buyers/sellers Butwith it’s safe tomonths say tha When listing a home, Sammi is there for her clients In the a through personalized communications and annual Currently, Tara employs a highly dedicated team backher to clients it through organizations support local Missy getsofto know and works directly that Along with a monthly newsletter, Missy keeps in a personalized touch.

In particular, she focuses on ways ent base while ta throughout the transaction and ensuring that no things to do.

In the f Amy now oversees the Amy Z Team–her “3-woman home-delivered gifts. elderly “I make sure I touch with Additionally, Tara is a agents and administrative assistants who her ofclipeople andbase others. in which green features could increase the valueMagazine of a Most important army,” as she calls it–covering theshare east side the says.

2 Top Agent everyone,” Manraj “It is important to me that my question goes unanswered.

Understanding that this upward momentum a ent-first business ethos. member of the local Chamber of Commerce and theBy leaning on her extensive professional network impactful and d Denver Metro region. Amy reports thatknow her volume home. clients I value their business, and that I’m here Copyright Top Agent Magazine in 2019 was 60 transactions and that her business is Young Professionals Network. is one of the biggest they will make inalso facilitate on the team.

“I reallyis and purchases expertise in sustainable living, she can “Sustainability for them.”

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repeat and referral clientele. She credits As evidence atofleast the95% top-of-the-line customer service

any significant alteration to a property. Once the house

to be a pioneer a

DAVID DIAZ

IOLANDA GIGLIO-IWIG KRISTIN GENNETTI CHRIS FRAMAN TREY FORBESPATRICK FOSTER

Iolandawas Giglio-Iwig is a Realtor® who has seeing their houses in the Iolan For Gennetti, real estate the be According to David, he Kristin is a Framan, “no ntered “I grew up in a construction family,” Patrick alsoa contributes to local charitieshis listings online “It’s simple really,” saystoChris a Patrickgoes In addition to marketing bes is in his ninth year in real talking people. So networking served Southeast Michigan for the last four indus 101 102 perfect way to combine her people-loving a variety of mediums.”

93 97 98 94 BS” agent who cuts to the chase. anned top agent with Century 21 Rainbow via the MLS, Christime, takes advantage of the Fosteron explains, and as he became more his brokerage.

In the hisfood free aving worked the appraisal very long way.” Realty, through years, since she left retail inhard personality with her for ever homes. ® his success as a REALTOR international reach ofare the global Century . passion ings out ofinvolved college before withearning real estate, he describing found buying some of Patrick’s favorite things to do Honesty is his first prerogative when begun tr dustry.

She got involved with real estate at After the transaction, ket She got her start in 2005, after working as buye network.

Chris also markets vigorto my clients hearspeak their needs, estate license. business grew The and results for themselves: Trey’s with his 21 selling properties to be“I listen his business perfect going hiking dog Bella, skydiving, conducting with his clients, e day and His the recommendation of her supportive husworth an occupational therapist.

Once she had don’t hesitate to leave glo ously on a local level, connecting with wants, and priorities.

This is helps me to every cre- year. Last year and early this yearfit.

Trey hisworking in business growing career Hestarted began the industry biking, and climbing. band androck her mother-in-law, a Realtor® forwhoabout “Peop her daughter inmillion 2013, in she decided theirintime together. no stone unturned.

“I the other REALTORS® specialize a roadmap from listing their$8homes, m;new. he now has nine other agents and heateleaves he did just over volume, andto go by building custom homes forthrough severalthe years over thirty years, who saw a lot of potential as a o full-time looked “Kristin is not only the community. “Cultivatingsaid, an excellent and sales process, this year heas is in on real paceestate, to reachand $10hasn’t million. is valuable much ewith jobhim. Clients value Trey’s know their time marketing in Iolanda due to her friendly and generous and h with his dad, transitioning into project man“From the bottom of my heart, I like taking back since.

“Since then I’ve been growing a long time good friend.

He reputation among my fellow agents as a and until escrow has closed.” wledge of the industry, his trustas mine is.

I don’t sugarcoat anything.and then After agement afterwards. Eventually, disposition.

Iolanda has built a flourishing Iolan my business, partnered with Patrick exhomes and making them new again,” alism and general interest in fair and honest professional has IOLANDA paid off KRISTIN GENNETTI ss, and his easygoing demeanor Community involvement is very important PATRICK FOSTER CHRIS FRAMAN DAVID DIAZ TREY FORBES NOEL HALL GIGLIO-VAKOS ANNIE HERNAEZ career in overthings a short amount cl I don’t promise anything IChris can’t give GTV, Century 21 North in 2018 to open were satisfied sale enormously.

Real estate can with theher the eighttoyears, has worked GIGLIO-IWIG GRAHAM “I decided IJOHN wanted toFor sell thepast prodPatrick explains.

“I leave better thanof transactions sLANIE build thatplains, trust.

Trey.

A former highEast school athlete, herealanestate JENN HILL time, achieving the Top Producing Agent enabl office in Malden, Massachusetts, where I be and should be a win-win for everyone exclusively in the Orange County, Califorand finding our new perfect regularly sponsors local sports teams.

He ucts I was building.”

Patrick has about two I found them.”

This ability to help people, them,” states with confidence. ht tothe Working in fashion design mayhenotthere seem Given her previous career, Noel also For Melanie, is noand better feeling atparticipate work Award incalled 2018 after only three years in the when Group istypical aexperience Washtelevision appearances, to social media, involved.

At the same time,open Iwas aggressively nia senior community ofteam Laguna Woods. grew up,” she explains.recognizes Her team is amazing! isafraid honest ased inNetwork Kendallville, Indiana and his also in holiday food houses, andShe isn’tgives to Compassionate and determined, Annie Hernaez had plans to become a Our in-house marketing alone years of as a Nashville-based both through revitalizing neighborhoods like a start to a career in real estate, the value of clients. strong marketing.

No breath is wasted with David.

He n real ced than being able tofor help her clients, whether 113 114 110 AS defend my clients’ interests.”

Laguna Woods is PARKER comprised of approxiindustry!

Through a winning combination ofdoor honesty, estate firm providing open houses, and door knocking—the 109 The Kristin Gennetti Group, and they have built their 105 sive and hands-on.

Her entire staff was gr ereal surrounding area, including some of Fort drives the needy, and they do an annual golf outing CRYSTAL LONG & KELLY knocking.

Jenn Hill has quickly become a but for agent Noel Hall, the transition from She focuses on producing professional, real estate agent, but he also benefits from about day 15 and giving clients their dream them homes, is his favormassage therapist when she switched tracks enormous exposure.” dhigh-quality to to 90% it’s buyers or sellers, achieve their desired speaks candidly and works in and shot. mately 13,000 homes.

“I love working with seniors,” knowledge, and aclients giving nature,drone Iolanda is taking the and Iolanda loves h lose of his business comes from repeat to support Riley Children’s Hospital, which is always business largely off of referrals from past and the COVID restrictions needing to ha service to its team sells an impressive 400 houses per prominent agent in the Salem, running a multimillion-dollar operation for a high-quality visuals that incorporate of experience in co-owners related industries. ite part about the he he does.

As his workhisgrows For A goLong outcome.

“IChris. love the feeling ofclients satisfaction I social and became ato notary for her friend’s broal andyears Kelly Parker, sisters and The result?

The agency has a strong media presWhen isn’t busy helping Laguna Woods clients, says “Many ofKristin’s my have amazing life sto-work ral clients, an impressive feat that speaks a huge success.

When he’s not working or giving back, sure to stay foc real estate industry by storm. wide sphere of influence.

Serving the greater with you for open houses, she was alwa day out to ensure his clients receive the service dicated agents with years year, for a total of 100 million dollars in Afterwards, clients leave glow Oregon real estate market.

She fashion conglomerate to launching aence soloable realclients footage and 3D walkthroughs; places list-a real and changes in the future, Patrick plans to start runs na Realty Co. Southeast, real estate, like life, is and become friends.

Crystal and Kelly have ess get when we’re to find our clients their Chris relaxes with music and movies.

An avid guitar ries to tell.

It’s a privilege to get to know them and to From there, she found her way into of theonline aspectstoofgo her career that Annie y and trust and he inspires.

“I’mkerage. a pretty laid-back Trey loves to spend as much time as with his important Boston area, specifically around theyOne continue willing to any openvery house with ust reviews about their time togeth earned herpossible license in Malden, 2016 expertise knowledge. sales volume.

“We have aonand great team after that estate business was smooth— ings the MLS, Zillow, and otherhim they needsurprisingly to accomplish their goals. has been serving amily and community. received numerous glowing recommendations 25% dream home, or being able toestate get sellers aflipping has d areal fairly new agent, Patrick isreal already estate business.

This will allow to player, Chris enjoys playing forperfun justis to unwind. help make their real estate transactions as seamless and Iout trybynot toThough beGraham, pushy,”still he says.

“I’d rather talk family, especially his 3my young kids. time, she likes Iolanda got into real estate for the same reason she got to exceed expectations, with Kristin recognized as the One recently said, “Ms Hill w seeing her parents go through a to work with Kristin and I highly recom estate when she was recruited to break appreciates the most the flexibility it ed John a forworks really hard to always keep clients and success quickly.

Only two years platforms; seeks for targeted of their business isIt’s repeat/referrals.

“People go outexperiences ofChrisopportunities hera house great price for their property. rewarding and Hecame even works when he’s camping in his RV! “I tocombine ow, garnering aupright is alsoin a movie buff,anyone although, hevery says, laughing, stress-free as possible.” picking referrals and repeat business from former fectly his theoriginally; industry while of that’s not for you than talk future of her into retail management she loves helping in helping disappointing transaction with #1 Malden Realtor forenjoy 2019 and“and 2020. buying orprofessional selling athe home.” and basketball coach who satisfied.

We really helping people, after obtaining her license, representing marketing on social media; and reaches away with a small group that formed their affords her to focus on raising a family. s, working with Crystal and Kelly is a great their way to leave a kind word,” Crystal said, her them accomplish everything setalso out to a lifv ® “Itmecanand sometimes days to get a purchase. single it. That leads to trust, and youtake haveahelp to gain In 106 the future, Trey plans to growing hisgenuine team clients.

“I’m aof kind ofa member real estate agent,” hewe pursuing his passion this work.

In through never break,” David admits.

“I work seven his own unique withtomy She and was .out “ItKelly inspired acontinue Realtor her game co people. estatepast isfor atake great way for me get eal, because as Crystal puts it,unique “When you hire this means the group world tobegan us.”

Crystal and keepa“Real the west Cleveland as of regularly tohouse. clients, and present, plore his passion forside busiwhether it’s buying or selling ce, do,” she says.

That’s why, even though she’s own business in 2007.

The Annie has a husband and four children, and expe movie.

I rarely get more than twenty minutes into a Chris turned fifty-five last year and right away moved trust in order to work with them properly.” and expanding his business.

“I want to make certain explains.

Not only does he have helpful expertise with particular, Patrick looks forward to working within his knowledgeable and helped m made me realize there are people ASHLEY HUTSON JENN HILL world to find, e through to people,” she says.

“I truly enjoy helping ANNIE HERNAEZ “My clients keep coming back to me because I am really Looking ahead, Kristin is eager to continu et Kelly too, and when you hire Kelly, you get ateam calendar and, like family, they send out anniversary days (the a week, and I love what I do.

Some days business.

David JOHN GRAHAM NOEL EZMELANIE SalesTeam #1busy real in with emails, anniversary cards, and holiday orate America for many This isHALL such anand emotional event, so there for inestate her leadership role, she is still hands-on She movie before the phone rings,love and ISTEVE jump right back into Laguna Woods.

“It made perfect sense,” he says. that we’re doing business right that we’re fun to asand aoften local business in San Bernardino and together they taking part in more athletic ®otherwise LESLIE LYNN an stressful process who need someone on their side, MARIBEL LOPEZ PETTIT Not BLAKE surprisingly, the two sisters hear that cards, congratulating buyers on another year their home building remodeling, but he also primarily own neighborhood, as he is currently remodeling two and Cultivation them.”

Iolanda’s attitude about being a Realtor is that in tune with what's going on in the market, and provide team and seeing them help familie KESSNER GIGLIO-VAKOSF Ohio), Noel is on track to close $8 million calendars—noting she “stays on the fridge transferring over to real are abut lotprovides of highs and lows involved.

What ass with all“Living ofsome her transactions.

“I’m very personwork two hours, twenty, work Facebook as hiswith MARICELA MEZA each into work!” indays Laguna Woods apart wonderful nnts touch clients isI important to such aon work with,” he they “My favorite ofthe real estate smoothly.

With today’s hous and I addition, could become the person to comewith to inwork home.

Instyle Riverside and soon were so activities.

“We’re allpath very competitive broker by as the en shesisters is there toon serve heralso clients in a focused manner, asays. white glove service," she explains.

"I'm where this leads, Kristin will undo works with investors as ally hisCounties, clients.

He helps them find, homes inofisyear the neighborhood now.

“We’re revitalizing sales in 2020. round.”

VP involved with everything going on in our oup serves buyers and sellwe enjoy the most seeing that smile opportunity to meet neighbors, make friends, and culless f ased business, and it comes naturally to Trey. is talking to people, getting to know them and their is always foremost on my mind.”

David’s love self to potential ey feel like family,” and make a point of calling to check atmosphere, having a professional who help them,” she explains.

Making it her goal Top Agent Steve Pettit – Lead of Pettit ho Blake “I don’t just talk the talk,” he says.

“Whether For years, Maribel Lopez lived in the corpoaround Illinois, with the vast majority of her With thirty-seven years in the business, Each year she closes between $7 and $8 very detail oriented and I think my clients really appreteam of agents; whenever and however they need it.

She keeps herself every second of it.

“My personality is ge successful that they extended nationally. athletes,” Annie says.

“Everything we do is a Four years ago, when Maricela Meza helping the Metro Detroit com buy, flip, and sell properties.

“We’re taking something neighborhoods with the houses,” he says, and with the ago team.

I’m dedicated to making this team the ut Spokane, Washington, someone’s face when they get their new Chris currently works solo, but he is planning to grow a tivate relationships that help to expand my constantly my clients turn into friends,” he says.

“This families.

The most enjoyable thing I do is being able brings them the best results 122 ntoReal the insulated 1901 in with clients, past andavailable present, 125 126 willing topeople, advocate for youtheir and even hold y toKristin put her clients first and do whatever itrepeat takes 121 117 Leslie Lynn isand oneto of the most trusted million inclients transactions. ratehistorical serving asthe apersonally vice president in volume coming from either for his career is what keeps him motivated, toilan Properties at Keller Williams Grand ees I’m seeing their home inspection ciate self-motivated and goes above reach thro at all times for texts and phone helping soand assisting clients with began working for asell property manageacalls, whole.

Many people do notno truth is, Noel’s landing inLiving real Looking tois the future, Noel’s next step is determining that issphere, anaseyesore inreflection, community making itthat.” addition of this business venture, this race.”

Annie is or also dedicated tobyGive giving back absolute best,” she says. team in the year ahead.

Inmovement order tolittle manage his ever-exgrowing business. here also allows me to help ystal community, so upon I often see them to communicate with people and create relationships e, tight-knit Idaho, asThe well Mishome, or when they a new house andhas start brokered eXp Realty, serv and Kelly renovated offering service-oriented hand a is priceless.

Jenn Hill a cIp to make them happy, she built a strong names in real estate in Oklahoma City banking.

Seeking a career that would allow referrals.

The key to her success?

“When it and beyond for her clients.

“I don’t leave any stone financial assets is an amazing feeling. next few years.

L finds making her clients comfortable to be incredibly mpany or attending aamore listing appointment, I’m there ment company, she had no idea thatcommunity. home is food a real m inorMichigan – and is a referrals hardworking, estate makes sense.

In 2018, while still working for aprovide how best toRapids leverage her volume while ing around the clock provide the best possible ple can get better”.

In order to reach his goal of improving neighis sure to only inthe the future. panding business, Chris will bewon’t bringing ondissatisfied.” a ownership full-time be farto accessible totheir service myexpand clior atwho local high school athletic and with them.” ffice “feels like home.” like finding contractors an Now aevents, Top Producing Agent atunturned, Keller Williams, Annie Active in her church and the Greater Phoenix Area. na, and consistently remains one of the new chapter in life.” you be Another wroc network offor referrals.

Itto is her vibrant personand the surrounding areas.

She provides Leslie’s favorite parts of the job are her to better balance her family life with her comes to real estate, people are looking for I’ll be there from start to finish.”

Her clients gratifying to be able to love your career.” estate needs by important to her success.

She makes her best effort to path would lead to a successful career and Maricela experienced well-known luxury designer, she could see thea“We fashion creating opportunities others.

Asinaismember of “Work selling about twenty 76, andchat.” for clients—no matter Moreover, forthright Realtor who consummately ww market, Melanie It’s important formy Melanie toand be involved in her commuassistant 2021.

Currently, ents’ needs –says, I’m quick few minutes’ drive fromyou allfor soment’s comes naturally tomakes the electrician, asking “do need pul and Trey sure togenerations, touch base for future Patrick are service to home buyers sellers inwhat.”

Atlanta. notice, firms inborhoods the region.

“Jenn was absolutely amazing.

The whole ality and down-to-Earth nature that helps her loves where she has landed.

“Keller Williams provides pantry, Annie helps hand out and deliver meals over customer-centered, boutique service toisher meeting people and learning new things. passion for helping others, she was drawn someone who isalso genuine and knowledgelove that she so well-connected and intertwined with as clients acharities. real estate agent.

Heralleviate boss was hand watching herto parents fee stress for her clients by providing them with industry was moving online and her job would require with the Winners,” she organizes networking events and negotiate the nity, and she does so by donating to various The .nts After Blake stays in contact with his well after s because for them, “that anything at all?” homes a year, Chris is looking to double that figure. my clients.” regularly via quarterly emails, but more dedicated to providing the very best al Ashley’s expertise paired wit using target marketing to select properties that are in Legacy Going forward The Group Network has many through she was to help,who respect stand out her field. much-appreciated clients.

“Iand sheeager says. eetings and cold so many tools and knowledge,” Annie says.

With of families a like week.

“There arethroughout so very many people to realover “When Isee was in banking and Maribel says. everything, a for broker and recommended that200 she get “Through their lives.

Her upbr everything going oninable,” inall Malden.

She recently started amaking attentive service around the clock. more hours and increased travel, so began looking for commission-based professionals small busi-connections,” -person connection isestate. the r dedication and one closest toclosing her heart is she Imerman Angels, an organization says, “I just stop to say hi, or I them aze his to ensure they are satisfied in their new customer service available in his market. has brought her a large num andinmost importantly Itthw condition and would otherwise beloves overlooked”. mantra ofrough professionalism andfree high stanexciting inreal the works.

Thanks to local their proven Leslie has afun BFA Advertising Design management, Ior found the most fulfilment in projects always working from good intentions.” her estate license so they could listlenders, solidified herknowledgeable. passion for help group in Malden as aisI’m way for infortunate the busiIn offers his David tothem explore the ortant thing.”

Giving back important to leaders ittle differently other options.

She had an time, interest in of real estate fueled by ness owners, including realtors, photographers, her business coming from repeat clients and referrals, are not so right now, with Covid especially,” wide network of one-on-one cancer support by matching cancer 118 “One the most important elements of excellent serbout, or I shoot them athat text give them a call le and homes.

Able to connect with vendors, clients over the last four yea nice to have someone I could trust when go “Most people come back to me and refer me to Steve’s business has been built on a founis In 1982, Leslie wasn’t to find her and a gets background in her Art History and ents at Thehelping Legacy Groupgrow,” Network have track record ofproperties real estate excellence, they have been onand theto MLS. “IIt’s did decide tosays. achieve their goals. She reco Crystal Kelly.

One ofwith their people she says.

“So when Icommunication ness community connect each other.

“We’ve no surprise that Iolanda over 75% of business her buying experiences and apatients. healthy dose of expecting HGTV, builders, and custom gift suppliers, noting that, along mythe strong work survivors with cancer She’s been involved with vice isher regular and fast response time w family isown doing.

It’sAnnie a broad connecoutdoors: camping, hiking, riding four wheelers, attributes success to her client-centered Annie “I love that I am able to give back.” ains.

“My whole people how you want to be gement contractors, managers and other working through something so important and scary others because we have fun during the process, passion when she took a real estate class Marketing.

She believes that Real Estate dation of honesty and integrity, hence his ou reputation in their community andcareer the real to film The American Dream, National LESLIE LYNN clients appreciate the personalized experience STEVE PETTIT MARICELA MEZA step for listing priorities is closed,” the Richmond get licensed, then I left the company and needthe forkey an agent who is honest CRYSTAL LONG MARIBEL LOPEZ was choosing my path, Iinvited wanted Outside of areferrals her career, Maribel loves giving been thesupporting meetings virtually since April because of She BLAKE KESSNER from and repeat clients. knows that anew masters degree innext business, experience inand finance, anddoing with her community, she’s made connections mind at each allPatrick’s times.

Imerman Angels for many years, never knowing that one both during even after escrow has says d business.” generous and compassionate would absolutely recommend Jenn.” and we develop a good connection,” she says. approach.

“When I partnered with John Simcoe, I DANIELA SARDO s mom professionals on the island, he remains an to support a friend interested in the Real is such a varied and interesting profession you name it.

He doesn’t have a whole lot of free .“For I interact with SHIRA ROST geACQUELINE the client and touring County School stellar reputation asbusiness. a trusted real she estate the past 13settle years we have prioritized Television Show that highlights lifestyle and real REVOIR licensed under aDistrict. different broker,” for their clients, and an sh heto provides them, as as the expertise heand has inwas the &also KELLY PARKER JAYNE SCHIRMACHER ERIN &best JASON WEST on something rewarding—and back to her community.

Recently, has the pandemic, but it’s really evolved.

Iestate initially thought connections from herwell first career who knew trusted that account for 20% ofBoth her new to communication honesty, and the she desigof the market,” day she would need their help.

In 2012, shortly after Chris.

Repeat clients and referrals make up nearly ERIC TUTSCH “I’ve alsolearned been toldeffective I For have energy, andis are going through.

Bu Estate business.

However, when the friend because it utilizes all sorts of person skill sets. rtystrong today.” complete an could initial former teachers, they remember waii to ongoing resource for all their learned so much him,” Annie says.

“I the future, looks forward to expanding her ethics, high integrity, and inguiding various cities.

The starts ingroup January 2021, and Maricela explains.

Now, Maricela isgreat a of beclients the her clients can rel advocate and advisor who consistently go time, though; hedaughter keeps himself busy, planning ery People real estate industry.

One former client said in athe five-star what be more rewarding than served as the vice president ofaAnnie her area Boys of itneeds. more as a support but it’s turned into lot her. most importantly, real estate would give comes to marketing his listings, Trey is with able always provide aPerhaps giving birth to her and in midst offilming working half offrom Chris’s business.

Chris has achieved this by nates her level honesty as one of her strongest traits ahead, Jenn plans toof contin that people appreciate me putting them is one ofthe the biggest financia out, Leslie stuck with it.

“I’m not One first. her herLooking favorite complements came nt.

Then and before dipping into their own pockets to took aCrystal year off yet on the market. her background in When Jayne Schirmacher in her early offer forto their property.

Therefore, en When Sardo was young, she Daniela’s devotion cause their ® solo agent who serves the Down River produce the best results for our clients.

I estate the show is set to come out in the early Spring.

John also rost relationship-based business, and Iclients try to the value ofdropped treating clients like family.

He has been geographic reach, and extending her services tosoincludes highsomeone to the next chapter of their life?” and Girls Club; meanwhile, she is an active goes above and beyond for his many int ponme a 80% large social media following to ensure staying inbusiness, close contact with past and regularly more than that,” she says. nicate constantly hard to grow her real Melanie was diagNoel the chance to work for herself—and therefore, she Best ofWith all, Noel is to report she’s finding that the person,” Sometimes it takes a“I’m leap faith.

For more ofm Facebook review about Patrick, “He’s an honest man Top Agent Eric Tutsch –Daniela of C3 Real Estate make sure no one else goes through that ashappy awas Realtor .beloved aofmentor pretty upfront Iolanda to have closed 28-33 transactions by the end of oach; of his exceeding expectations.

“This That’s the bottom line.

My clients goals are in their lifetime, I don’t tana urn to their office to a quitter,” she says with a smile.

Back then, real estate from a who said, “Leslie works just as purchase supplies, so they created 20’s, a neighbor suggested she get into it my responsibility to help them hool, she had no idea her deluxury marketing, Shira knows how to sell 137 130 area and Metro Detroit, Michigan.

With all this considered, it is away from the Outside his career, Blake is tremendously active within utation, and the image we have established hopes to evolve the company into a one-stop-shop for all would ride her bicycle to a nearby success, which makes it a no-brainer for as and many potential buyers as possible.

133 134 offering assistance.

“Speaking of communication,” 129 member of the Brookdale PTA, sponsoring fundraisers neaches is a main pillar nosed with triple negative breast cancer.

The dire news mnd foster those relationships.”

Her approach hoped, determine her own work-life balance. well-balanced life she hoped for is possible.

Outside of Solutions in Fort Collins, Colorado – is a kind of experience.

So, I keep my clients than a decade, Erin and Jason West circled and says.

“I wouldn’t advise somebody to do something I grateful clients. te cares about making his customers happy.”

Patrick one of the top producers in the Inland Empire, and he end clientele.

With a love for learning new things, marketing, more communication, more cli my goals, and they know that.”

Whether she’s ndividualized marketing a program last year called “Cash was an older person’s game, and fresh-faced Leslie often hard for the couple buying a tiny starter home as she 2020.

For the future, David hopes to elevate his referrals.

His Her hard work ethic gives real estate.

“I said, ‘I can’t do that, I’m not those goals.” ® “the that when asked what her favorite part ofcl ad her tohas a highly successful homes in their best light.

“What I and always ’s Facebook page 2,500 followers, Chris adds, most common complaint Iaround hear from debecause not the community he loves, participating in charitable ole incontinue.” her clients’ came as a shock, but giving up was simply not an option, randing ledhome tohas that industry credibility things real estate, and further expand their locations and hardworking, dedicated Realtor who is informed throughout the entire process, Maribel is the Lead of Team Essence with Keller and school events.

When she’s not assisting clients or work, she at her son’s school and her local With afor full-time social media marketing cooristo customer-focused from beginning to wouldn’t advise for my own family member.

My cli-services the real estate industry.

After investing lov neighborhood where custom homes them towhat return to her and refer if isToday, consistently down-to-earth and truthful, which allows “each isabout Class,” and donated $100 care and figuring out new ways toestate bring m guiding avolunteers buyer through the process of finding pushy enough,’” she recalls with a laugh. taught me give clients everything, to make them feel Annie is excited about the future of real estate surprised fellow agents and clients alike with her experdoes for clients with high dollar properties!” whatever their real go marketing strategy, as well as bring on a buyer’s just three years, Maricela has made great strides.

Maricela says, “It definitely is helping peo is what keeps career inestate real estate.

Since think about is how to get buyers to notice are shared with them.

He also clients who have had aIn bad previous experience with deeply committed towhat providing his many and I’m incredibly responsive totheir them.” but into aquickly longso instead Melanie fought hard the entire first half of 2012 To learn more about Chris Framan, “It was the right choice,” Noel says now, and her clients animal shelter, and teaches PSR atseller their church.

She also Williams Infinity where she assists clients throughout giving back, Maribel can be found spending quality time as a real And that’s growth while remaining afor strong and inspiring leader for dinator on staff, Kristin’s clients rest assured initiatives and putting together fundraisers local ents appreciate that.”

She gives every client atable.” rundown in rental properties, Jason decided to leave rew en,stings end.

“I care about getting my clients to each home needs somefrom each commission earned Because Jayne cares so much “But my neighbor responded, ‘You’d be value to the As she grows, she will their perfect home, or getting a the most were being built.

Looking at these her to their friends and family.

Steve, who was originally licensed in 1994, first spent him tocompany. truly understand his clients and their needs. tise and true desire to help her clients achieve their goals. plished Ashley.

“Iset try an tof ® Nearly how much you value them and their business.

IForbes, has to possible. offer.

“My entire career has been one market To find out more about Trey 99 percent ofmake her gardening, business from referknows that she has awith unique skill approach depending on the listing, and draws is inconsistent communication another REALTOR grateful clients with exceptional customer for them all the while taking care ofand her baby and working.

Thanks ness has earned numerous one house of aShe thousand, and how Icomes can please call 949-235-9249, would certainly agree.

Two years in, nearly 40% of her enjoys shopping, and spending time with her agent to his business start aorganized team.

Naperville and the surrounding areas.

Having with her husband, three children and their two dogs.

In properties are advertised as much as “We of repeat and referral clients to work with his team. erent, and each client istransaction, toout local teachers.

They purchase For more at Knutson &any organizations such as Feed Kona Hawaii, which helps of the situation as she sees it at the very beginning ofreaches clients, she out tosmooth check oa great.’” went ahead and got her license. his corporate career and attain his license.

Jaso aseesource where they need to go on time, with the doubt love every minute of her work, as it tr for their property in the shortest amount of time, To give back to the community, Leslie sits on the Board During Patrick’s intention is to meet his years working for the state of Michigan.

“I wanted to There are many make the process as homes planted a seed of interest in youoncan reach him bybest cell atreadily 260-318-0929, rals, which credits to her dedication to serving her that if she says. isonunable to basis. help,what then nobody w tensive personal connections toblend find the right my priority day.”

Annie does almost no change after another,” Annie “That’s I’ve and weak follow-up. make available service. success has been built aout “Istand always try to make my clients feel tofamilies herclients perseverance, that year turned toImy be the year email ChrisFraman@gmail.com, or visit clients, primarily investors, are repeat customers.

If son—watching him play football, hiking, and creating or different.” meals toshe feed teachers and nurses. her around aEric’s ofleast professionalism and patience, particular, she loves to travel with her family. has built a team reputation as help clients’ homes out from the utilize Instagram/Facebook ads, send out mailers, offer athe regular “Especially now, “Imyself worked part time, saved my money and .e something their relationship: the positives, negatives, and huge plea rty management inas need.

He is every also a proud representative of is a dream career for her.

“I like the conn she is always going above and beyond.

“I go Sure enough, Erin joined him.

“We’ve been suc These days, almost eighty-percent of Leslie’s business of the Lynn Health Research Institute whose goal is to t’m amount of hassle, while keeping for them.” buyer’s/seller’s goals, well as their individual expecretire,” he recalls, “buts I’m a very busy person and role in the succe Daniela knows real estate like the back of or by email at trey.forbes@live.com.

You can also clients, as well as her ability to speak both English future, Maricela wants to continue growing real estate and home ownership within always networking, because I like to talk and respond very quickly.” solid foundation of honesty and integrity, as comfortable as possible,” says Eric. of her career at that time.

As a survivor herself, Melanie And when they heard students c21rainbow.com/agents/chris-framan the pandemic, I often call people to inequality six Iexperiences. quitfrom my hospital job youdedicated, askcultivated her what them back, she’ll tell you it’s memorable external marketing for herself, as she lets her reputalearned.

It’s always changing, and you have to change she has abrings process to in protect the best interests professional photos, virtual staging, regular staging, trustworthy, and crowd.”

139 potential changes that inevitably occur instepping real estate. tions and into people’s lives.

Ihon get themonths, extra mile, small to big.”

This carries comes from repeat and referral who remember improve healthcare in improverished and underserved able to realize asitting lotand of our personal goals ema services clients gay entrepreneurs Hawaii, standing for and dnd them fully informed.

It’s not aclients numbers For more about Kristin find him atall zillow.com/profile/treyforbes and Spanish.

There a full large population of Spanishness in order toinformation help as many people poss tations.

This honesty and genuine interest separate him Iis believed that around and not doing anything negotiating sk ,” says.

“If I’m outand and I’m her having gained aokay wealth ofasexpeit about, continues grow year year as online “Many of my clients become friends, andhand, Kelly are prepared to do whatever takes inafter grades 6-12 would be moving to online learning, sure they’re andthem, ask ifdeve they pursued real estate time,” she says. er he talented team volunteers as atoitalways Mentor Angel and offers support to those her.

That seed would manifest itself athemselves combination of flexibility, reliability, and integrity.

“I vid Diaz call (404) 273-0402, email dinodiaz8@gmail.com, of all her buyers and sellers.

Looking ahead, Maribel has strong plans for the future. we really have a whole gamut of marketing efforts.

My into her marketing as well, with all listings be a part of this experience with She leaves nothing out, which is a big reason why her ors in New Jersey.

Leslie because of the incredible service she provides.

“I areas and provide support for children in foster care. they pride on their ability to tion bring the business.

“If you do your best by your with it.

There’s always a buyer for every kind of through the real estate market,” she says. orthat visit io seeing over 150 serving an example gaysellers youth in his community.

Staying proactive anstrat , game orfor a and timeline game where things please call (781) 704-704 speaking people ingave the area, feel comfortable overwhelmingly busy to the point I im kn property ready forthe sale.

Not only are they Crystal and Kelly held a That drawing away aand brand from majority of real estate agents. more and more ofSHIRA his buyers Iwould work hard tothey stay inand touch with them anything,” explains.

“They oft was 42 years ago, and she’s never drive crazy.

So, in 2016 Ihas decided to get marketing market expertise. who are still fighting. rience as arelationship Realtor over the last isachieve decade. treat others the way Iother want toone be treated,” she adds.

ROST JAYNE ow changes profile at ERIN &she JASON slowly over the course of her life asand On top of expanding into ame commercial division, she staff coordinates and makes sure that we’re giving ERIC TUTSCH DANIELA SARDO ato close and help them th being advertised on Instagram Facebook.

JACQUELINE REVOIR recently had one couple come back after twenty years,” Other volunteer efforts include helping with food drives clients keep coming back to her; she earns their trust. stry andzillow.com/profile/user22752726. keep upclients,” with technologOutside of running her successful business, “It only felt natural toyou go all inour and give that Out Copyright Top Agent Magazine she says, “they will go out to sell you better market, just have transition to meet their needs. savvy marketing strategy and to helping When he’s not assisting clients or giving back, Blake can eger, have to go a certain way.

It’s really turning to Maricela to help them with their real estate someone on my team would be very benefi yrties firms in the area to include staging, but they new laptop computer to a lucky student. me they appreciate my calls.” looked back. or email kristingennetti@gma refer him to family and friends. long after the transaction is complete, a full profesback into the real estate business.”

Steve found success “We’ Copyright Top Agent Magazine SCHIRMACHER WEST top dollar. sellers optimal marketing and prospective buyers are When listing a home, Maribel isWhen hands-on, providing also flipping houses with her husband.

However, Shebegun also belongs tomore two different MLS’s, hosts goals.

It’s so rewarding.” she says.

“It’s always a joy to help previous clients again.” for people in “food deserts,” and serving on committees Her advertising is exceptional – she does an adult.

Daniela first became one thing The Legacy Group Network is early part of her career in Shira loves spending time with her family, opportunity to others.” acti quickly, efficiently, and for to To learn about Patrick Foster bove andpersonal beyond—they’ve raked yards and cut sell needs.

Additionally, Maricela always looks out for clients and to myself as well,” she says. Ma diverse skill-set be than found exercising or a relaxing afternoon onjust e’s specific tospending the client.” to make their needs areher being you could yourself.”

Isure love that challenge.” own When she’s not busy at orabout volunteering, Melanie The commitment Patrick has Nashville can beher seen listings range from $70,000 -work $400,000, with an almost immediately, based onshe his brokerage invol G aNoel’s boutique experience and hertoclients unmatched attention to as her business and team continues toserving grow, willclient-focused Her rave honesty and willingness to foratchillocal art organizations. is also an officer in her everything from high-end, professional to leave behind the old-school values involved with real estate part-time, y’ve even “pressure-washed a spending house together.”

Outside of work, the two sisters love the outdoors, InShe addition toyou relying onachieve Compass’ top-notch ma Jayne nowhusband, heads up a team Compass, ate marketing.

“Iisloved the which includes her her three agents whenever she has ifan up clients and does more than necessary to makeasure that proven that can anything yo please call 618.521.7827 or Eric began his journey in real estate four years ago, handled.

I treat everyone as if they’re friend rather ain focus is on the beach. issues standing enjoys quality time with her 9-year-old daughter.

Copyright Top Agent Magazine For more information about Jenn Hill, average price around $175,000.

Mindful that buying real through his community involvement as well.

He is advise them on every step of the process.

Leslie becomes sorority alumni group and a deacon at her Presbyterian detail.

A certified home stager, she personally ensures never lose sight of the values that brought her to real approach that puts the needs of his buyers and sellers edging the larg program, takes extra when promoti Chicagoland and its suburbs.

Herresults. annual ranges nd Kelly care about the people they work withinjuggling gardening, to the end beach orwith the lake, and, of course, and professional conduct.

“The market And the Wests haven’t back.

Today, niza emails to and hersteps large database, they up the best possible “I looked go out of mind to it,Jayne so agents potential clients photography to to 3D Matterport tours toa ivity, brand development, dren, and two dogs.

Active and engaged in volume Copyright Top Ag following athey long stint remodeling business. than just a transaction.” emal PatrickFosterREALTOR@gmail.com. she was her budding career the agents being Together love tothe do art projects, play sports he says.

“Here, When itthe comes togoing marketing her listestate involves a commitment of time, money, and effort please call 971-208-2800 or thejennhill@gmail.com friends with herorganizations, clients and follows upand with them long church.

In cherished freeI’m time, Leslie creates art, that her sellers’ homes look immaculate by the time estate in the the first place.

“No matter what happens, Dedicated to ever-changing nature of real aand part of various real estate investor listings.

“Right now, properties needsuch two things from $18-$20 million.

Jane reports that herher business is email rstand sometimes clients can’t do these things spending time with family and friends—a group that above his own.

Williams provid media platforms as F my way a lot, but I enjoy it,” she says. says, “Whatever you’re thinking of doing, uite a bit become more laid back and in-need.

When th they are Leads of the West Realty Team through eXp “My wife and I were living in Wisconsin,” he recalls, the community, Shira donates a portion of every sale iations, and the multi-tiered partnermake her homes look the best they can be Follow on Instagram@Nash_Flip leled knowledge musical instruments, bike, garden and cook. along with arollerblade, Master’s degree and yboutique, ings, Jackie uses atomix of old-school family Going forward, Blake intends on building his boutique for regardless ofafter price-point, she strives toon98% the transaction isgrow. over—because sheaand cares. seeks out exciting interesting antiques (lately) spends socialthey reach the market.

After supplying professional blessed to be a part offactors the of faith the and right priceand point great online aesthetic repeat and referral clientele.

“Imost treat clientstransaction like elves. When thateveryone, happens, the two sisters are continues including the Real Estate Investors of Nashville group. estate industry, is committed to adapting with leap of do and it.” for Youtube maximum expo “and when it came time forAnnie us tocontinue have our first child, There are many other thatmy come into play Realty, where they service clients throughout Collin found spending s much as we have fun working with our nt of any market Going forward her goal is to growing her business says.

“Working in luxury marketing to charity in her clients’ names.

She also serves on the –inher allowing her toand cast aprofessional wide net to reachq bearesensitive todrone whatever her clients may need.

Whether etep in. Theyphotography, newer methods including thethrough techmodel and growing his sales team.

But it all, ly-distanced time with sister, brother, 90 separate full-time job.

She would says.my “Because we useyear-old photograp Ilatest would treat family,” she says. notes.

“Everything I do is also prepared tophotography invest time and she someone’s life,” she “It’s aninhonor towith know that It is that Maricela’s clients are very happy No portion of this issue bevideography, reproduced inclear any manner whatsoever without prior consent ofFort the publisher.

Iatfor began looking for a“I’m jobmay that provided a better work/ when assessing Eric’s ascension the real estate work ethic have theAgent team on Currently, Steve oversees a dedicated team of eight When he’s not the times.

She has extensive experience in the wholeCounty, Denton County and the Dallas Worth area. an avid golfer, altr so realize that this is the largest investCopyright Top Maga stayed in the top a steady pace. never scouting for new agents, my to develop an eye detail and proboard of Temple B’nai Jeshurun in Short Hills, speit’s calming a is nervous family buying their dream home, video virtualthroughout marketing and our listings their best interest even if itclients means themthat out of a many When itShe comes time to market listings, Leslie’s experdad.

She also loves connecting people theprice hiring professional photograCarolina Realty Co. Southeast currently represents erces in marketing, nology. sends out both e-cards and focused on what matters most.

“At Knutson and as different people asby possible.

Copyright Top Agent Magazine proceeds tohe share a property through aconstantly variety of targeted clients have put their trust intalking me, and pushes me tofor find, however, an incomparable joy in her services, with many leaving glowing reviews about life balance.

I was working in order to industry, including his personable nature, his expert in sales volume the end oft Together, power couple has combined experiof fellow Realtor agents, allthis of whom share customer-first business than spending ople growth.” are going to Agent make in their lifetime consecutively for team has always organically, but ifinvestors I come across aand Top Magazine is published by Feature Publications GA, Inc.Every Although precautions are taken totheir the accuracy sale market, and she can offer expertise. they usually go pretty quickly.”

Jayne says she als deal.

Iher know they appreciate my honesty.” ducing videos for YouTube, and purchasing ads in Scotland, Moore, and Anson Counties, iven When she moved with cializing in community service philanthropy. tise really shines.

She understands that in today’s community and ishis even known as aensure bit ofcloses an amateur helping an investor assess agrown property, finding a lender, twork, allowing physical mailers for each listing, but she says, “Social Associates, we’re all about the spirit of Aloha,” he says. ourth generation digital and social media campaigns.

AsorRichmond, she describes, “It deliver for them. time.”

Daniela currently 35 transactions guiding people along the path to home their time together.

One recent client shared, “This make a decent living, and I wasn’t home that much. negotiation skills and his thorough and intelligent atinum Level for broker who shows the strong work ethics that I expect, I will ence and business savvy todiverse cater their process tosays. needs very seriously, weJersey, stay on top ofmarket, our the extra mile toabout market to the right ethos.

“We’re a pretty group,” “We a week oi ook—and their get noticed—one but plans theseparates include hiring more agents and most buyers start their search for aheld home online, matchmaker—she’s successfully set upthe 8 couples Noel works hard to be a$100,000 trusted resource, solving probofand published materials, Top Agent Magazine cannot responsible for opinions expressed orhe facts supplied byspent its community mNew Manhattan toproperties New she decid“My investment knowledge me from the doesn’t matter ifwhen it’s listing or afor$600,000 Jersey and media marketing isof really big thing for me.

Ibe do anot “Looking atdecided how we’ve come, Ifuture know my grandround with his For more information about Hall, experience have gonehis any better.

I reviews am truly That’s Iaownership, Ifar needed a move change.”

Having approach toofmarketing listings.

All of Noel this, comper year.

Her immense can closely be attributed to Listening to her client andthe into building a She’s vastly successinprovide the top 10 of always consider them for joining the team.

We have acould high It’s not surprising that Jayne receives stellar for tohouses. find thesuccess perfect buyer. nt Facebook posts garnered over 16,000 views. any client.

“Our business is founded on going the extra Looking ahead, expanding their reach. dght them with the highest level of so she creates virtual tours and videos. also not who eventually married! build relationships, we don’t sell We guide is active duty in lems and answering questions.

What she values most time to return to her original pasShira’s passion for real estate is palpable in how she listing; allvisited my clients receive the same care and finesse authors.

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

Published in theisfamiliarity U.S. majority,” Annie says.

“It’s aalways really world. as well.

About lot on mycan business Instagram and Facebook, and I make his mother-in-law who lived in Colorado, bined, translates into fast visit sales for topmarketing, dollar, not to an intimate mother look down atour me and feel proud ofdifferent what I’ve sys clients the best satisfied with the service IJason received and the care and To learn more about John Graham EZSalesTeam.com, call 216-210-3310, able to figure out exactly her esteemed work ethic.

One client recently wrote: I being recently set of standards, and I want agents to follow best great with current ful career as a full-time Realtor. mile,” says.

“You’d be hard pressed to find a client future.

As they afraid to pick up the phone and call other top agents .”sales, andneeded about her job is “knowing that my skillset can help make our clients and we give them advice.

But ultimately, thropist who s e she applied her skillset to speaks about her profession.

“I love how it changes toEric sell their homes.” and his wife had an affinity for the area, and mention happy clients. dedication Maricela provided. truly made all time. the eat and referral sure to promote listings on my stories and pages.”

Jackie more please visit carolinarealtycompany.com, What Jayne loves her job are theon re was both selling and buying atItessentially the And there is huge interest injohngraham.legacy@gmail.com, investment right now.” brought to her legacy.” king toFor go above information, aremost hoping to achieve, and m practices and beeasier the best trusted advisor for our clients.” or email noel@EZSalesTeam.com email who often have a buyer who’s a perfect match.

“Some For the future, Leslie toher stay apprised of theabout ways who couldn’t reach us in same athe time ofplans need.” they also plan market trends, and generous spirit with which she a very stressful situation for somebody else.” they’re going to choose home they want.

We don’t including Gilda .tilizes Since then, she has earned consistent every day,State. every second,” Shira says.

“I’m the ofmy place they decided toormove to the Centennial “It wasJayne difference inandwhat could›ve beenkind difficult process. ships she forges.

“Iwork genuinely love my client her team managed toa sell within ks to the loyalty also constantly updates her with new listings. hopeR his extencall (910) 716-9000, email crystallong.realtor@gmail.com of those oldwebsite skills are so valuable.

It’s impossible the pandemic is shaping real estate.

“I her want to betothroughout asheart, andeXp visit thelegacygroupnetwork.com, Group Network pulls out all the stops Daniela’s primary goal as Maricela aand Realtor is24 toexactly get her clients serves her clients toclients the fullest Elsewhere, Maribel offers a friend exclaims.

“I get to extent. knowapproach them, theirwill families, the the When first hours itwhat was listed...at full ask.

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It is an incentive sthrough in,business, I’m already caring help tu NAR to toand overestimate the power of a personal connection,” attentive asTop I can so IJason understand changes in direction When listing a wife home, Erin and prefer ahelp hands-on worldme and helpin With a versatile and comprehensive marketing approach, Copyright Agent Magazine es to their marketing.

From radio or call (509) 954–7083 and I get to them.

This brings great joy.” helped me buy and close on a place on the same day I elanie Giglio, email melanie.giglio@compass.com, so I just put my faith in God that it was the right than spending time with his and two daughters, into the home of their dreams.

She is willing to work an educational resource for the nuances of their transacknowledgeable.

You can tell that she is passionate and help them find the house thatthe is best rightpossible altors Circle of Excellence Award.

Shito do to think differently, toneeds, work hardthen forthemy ld in Elsewhere, the past,” The results speak themselves: Jackie’s volume Copyright Top Agent Magazine sheforsays.

Thebetter, average pricetotal of her present listings in industry and continue to provide orld. approach.

By employing ahunting, comprehensive, this husband andco Jayne strongly39-point believes in currently giving back to her was closing on my current home.

Vicky was tireless in is able to her clients’ properties through and is plans an avid outdoorsman who enjoys choice for us.” about hermake work and her client’s satisfaction.”

Many of tion.

“When IAnnie work with somebody, promise to As an independent broker, Daniela outside of market her job description this happen.

“I gorealestate.com, or call (312) 953–4998 Top Agent Magazine 3 serves he top 1%sharing of New Jersey Realtors, has clients.”

For the future, Shira tothem.” continue to be identify for This has resulted in aI thriving business that Looking to the is around median closed transaction service,” she says.

“During this time ofstrategy great change, we ess from people was about $7.5 million lastI$450K. year, andHer shehold is onto pace tomedo ndustry, nity and has been involved with a number ofco showing places and helping really what marketing plan, they offer their clients a precise to service in their fishing, and simply enjoying the scenic beauty run in the“I same circles, shereferrals finds their hand from start to finish,” sheand says.

“Things happen social media campaigns, as well as by leveraging her the state of Oregon.

She plans to continue to years. build go above beyond,” she says.

“I hadwell my neighbor ducing realtor, is now a or founding involved in every aspect ofclients her business. my (Buyer & Seller side) isMaricela’s approximately $327K with have to preferences goso forward and to programs, pull together as a community isasTop based considerably on from past clients, a Hernaez doubling hishera before and haveandEric the same better this year.

Copyright Agent Magazine and associations over the needed...as picked upthink my taste very For more about Annie nd digital media ensure that their home reaches as many prospective buyers Erin says.

“Jason signed on with C3 Real Estate Solutions and Colorado has to offer. it easy to keep in constant contact with them.

“We’re the coursenetwork. of a deal. Problems comeis up.

ButNumber I’m the office the One brokerage sales‘you prices ranging from $5K to Iover $1.5Million. to make suretono one isI left behind.” sphere and her database day by day, and to reach out mpass Shortover Hills. clients appreciate that when they work with me, they quickly.

Responsiveness is really important meto and percentage that continues grow, year after year. consistently sin tell“Our me, are the only Realtor know whoin would https://

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CONTENTS 6) 5 TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS 15) TURN OPEN HOUSES INTO DESTINATIONS 20) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES 26) GOOGLE ADWORDS: HOW TO MAKE GOOGLE DO THE WORK FOR YOU 32) GOAL CONTRACTS (A LIFE SKILL FROM THE OLD SCHOOL) 38) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 44) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE? 50) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT

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56) PLAYING THE REAL ESTATE MATCHMAKER— FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM

107) EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM’S MORALE

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

115) THINKING OF LISTING? NINE WAYS TO GET READY

68) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

119) ARE YOU IN OR OUT?

83) TURNING YOUR PROFESSION INTO A PASSION 87) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO

111) IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

123) 5 SURE-FIRE WAYS TO GET MORE REFERRALS 127) MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS

131) BUYERS AND SELLERS: 91) HOW TO THROW A UNDERSTANDING HOW CLIENT APPRECIATION EVENT HOME INSPECTIONS ARE NO ONE WILL FORGET NEGOTIATION TOOLS 95) 6 WAYS TO GET YOUR CLIENT TO TRUST YOU 99) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT’S NEEDS 103) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION

135) FOUR CHALLENGES AND SOLUTIONS FROM THE FRONT LINES OF THE REAL ESTATE INDUSTRY 138) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES

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

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 6

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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MIMI PHETSAMONE VONGPHAKDY

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MIMI PHETSAMONE VONGPHAKDY Broker Mimi Vongphakdy of RE/MAX ALLIANCE in Quebec, represents Montreal and surrounding areas.

Real Estate Broker Mimi Vongphakdy was inspired to enter the field of real estate as a young woman when she watched her parents purchase their first home in Quebec. “I’ve always loved watching home improvement shows and I’m so passionate about home 10Copyright Top Agent Magazine

staging’s. That’s when I discovered my interests for real estate.” Before joining the real estate business, Mimi was working as a senior customer service representative for a reputable corporation for over a decade. “It was a very stable job, well paid with great benefits.

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I always loved working with people and sales had always been my strength. But then I was getting too comfortable with the job routine and I needed new challenges.” As immigrants from Laos, Mimi and her family had been renting an apartment until a member of their community helped them navigate the process to buy their own home. Mimi says she remembers the look on her parent’s faces when they were given the keys, and being in the position to help other people have that experience continues to motivate her to this day. “I always wanted to be my own boss, have control over Top Agent Magazine

my income and have a flexible schedule that will allow me to have a great balance between ‘work’ and ‘personal life’” Mimi says.

Working out of the RE/MAX ALLIANCE office in Quebec, Mimi represents Montreal and surrounding areas. She doesn’t restrict herself to a specific region but rather goes where she needs to be to serve her clientele.

She also doesn’t restrict herself to English; she is fluent in French, Laotian, and Thai, with a bit of Cambodian. For Mimi, meeting her clients where they are is what matters, because Copyright Top Agent Magazine11

“I am delighted and honoured to be featured in Top Agent Magazine.

It’s been a pleasure working with the TAM team, who have been quick and efficient. As a realtor, with over 10 years experience, being on the cover of TAM provides amazing exposure to reach new audiences. At the same time, I can also leverage this article for my listing presentations and marketing campaigns. Thank you TAM, for putting my beautiful city, Montreal, on the map, in the global real estate community! real estate “is not just about bricks and walls, it’s about people.”

Whether representing buyer or seller, Mimi is there from start to finish, listening to her clients and keeping their needs in mind. When working with buyers, she is prepared to guide them from pre-approval through to that day she hands them the keys to their new home.

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When taking on a listing for a seller, Mimi hires a professional photographer, creates flyers, develops a social media campaign, helps negotiate the best deal possible, and works to make sure the transaction goes smoothly.

Mimi reports her team received RE/MAX’s Diamond Award (over $1 million in commissions), and her personal goal is to eventually Top Agent Magazine

hit that level with a team of her own. Working toward that goal, she’s in the process of launching a new strategy to improve her marketing and outreach that involves rebranding her website, adding drone video footage to promotional materials, and increasing exposure on social media.

Currently closing 20-25 transactions a year, Mimi says her annual sales volume has increased steadily year after year, and though she earns new clients through advertising and prospecting, at least half of her business comes from repeat customers and Top Agent Magazine

referrals. Mimi says not only has she never received a negative comment from a client, the feedback she receives consistently mentions her dedication of time and energy, her knowledge, and her experience. Mimi adds, “I know I serve my community well. People can have confidence when they work with me.” She is as excited for the 400th transaction as she was for the first, and she treats every client with the same level of care and concern.

Mimi shows her dedication to her community in many ways. She supports her children’s Copyright Top Agent Magazine13

school as a member of the board. She gives her time and resources to organizations devoted to finding cures for childhood illnesses and breast cancer research, including selling ENFANT SOLEIL raffle tickets for a brand-new, fully-furnished home. And remembering her parents’ early experience with their first home purchase, Mimi hosts an information booth at

local community festivals to provide free real estate advice in a comfortable, non-threatening environment.

Outside of work and giving back, Mimi enjoys spending time with her family, cooking, reading, and painting. “It relaxes me; to decompress, I just take out some canvas.”

For more about Mimi Phetsamone Vongphakdy, please call 514-945-3557; visit mimivend.com; or email mimi.vong@remax-quebec.com www.

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

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

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

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

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

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

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

Your client’s benefit is the buzz.

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

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 16

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

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

Consider inviting representatives of community

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

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

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MATTHEW BURGAN

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MATTHEW BURGAN

For Matthew Burgan, service is a way of life.

Following his time in the Marine Corps, he returned to Maryland to raise his family and began dabbling in property management. Along the way, he earned his real estate license to better facilitate his transactions. After helping some close friends and family members purchase homes, however, Matthew realized that he had a unique perspective on residential realty. Inspired, he decided to dive into the business.

Today, Matthew is the Team Leader of the Fidelis Group, where he supervises an elite team of twelve to assist clients throughout the State of Maryland.

There, Matthew has reimagined the level of care and attention Realtors can provide to their clients.

“We are 100% service-centric,” he says. “Our one and only objective is to provide the best client experience possible, and we’ll never put our pockets before our people.”

clients with professional photography and shares their home via a variety of digital platforms. But Matthew doesn’t stop there; by leaning on his team’s dedicated marketing consultant, he gives his sellers a leg up in the market by generating buzz around their property even before it lists.

Elsewhere, Matthew is just as focused when assisting his buyers, catering his process to their best interests through open communication and, above all, accountability. In fact, he has built his own software, Property Wand, which allows buyers and

When listing a home, Matthew prefers a comprehensive approach. Starting out, he has the property power washed, professionally landscaped and staged by certified experts to ensure that it stands out above the rest. Afterwards, he provides his 18

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sellers to keep track of every milestone, activity, due date and cooperating party in their transaction. This is especially a boon to first-time buyers, whom Matthew can guarantee will never get lost in the intricacies of a deal. “We take it upon ourselves to make sure everything is getting done proactively instead of reactively,” he says.

Over the years, Matthew has earned an outstanding reputation throughout Maryland, with close to 90% of his volume coming from repeat clients and referrals. As one client describes, “Matt and his team are raising the bar on what we all think a realtor should be. After dealing with other realtors in the past, I was skeptical of what he could provide. I was also skeptical of our listing price. But after two days on the market and an offer ten-thousand dollars over our asking price, Matt clearly delivered.”

Outside of his career, Matthew strives to give back to his community. On top of coaching youth sports year-round, he also runs Future Leaders of the World, a mentorship organization for at-risk youth.

Recently, he and his team donated laptops to children in-need to provide access to online learning. His team also helps families whose properties flooded during hurricane season. When he’s not giving back his time, he can be found spending time with his family.

Looking ahead, Matthew has bold ambitions for the future of his team. Going forward, he intends on raising the operational standard of real estate not only for Maryland, but also for the entire nation.

“I love being involved in one of the most important financial endeavors we undertake and caring for my clients the right way,” he says. “There’s nothing more fulfilling.”

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To learn more about Matthew Burgan

please email matt@mattburganhomes.com, visit mattburganhomes.com or call (240) 925-2224 www.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Top Agent Magazine ®

Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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JOELLE DOLCH Top Agent Magazine

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JOELLE DOLCH

Top Agent Joelle Dolch is a Realtor who goes above and beyond the call of duty, a practice which has earned her the trust and even friendship of many of her clients.

In the two years since she entered the business, Joelle Dolch has seen a meteoric rise in her real estate career in Maryland. She’s shown that she has what it takes to be a force in the industry, and she only has room and time to further thrive and grow. Joelle has experienced a great deal of success thus far in her career through the winning combination of a strong work ethic and a genuinely caring disposition.

taken phone calls at 6 in the morning, I’ve taken calls at 11 at night. My phone is always on.” Joelle will go to great lengths to meet her clients’ needs, and they appreciate her for it.

From a personal and professional standpoint, Joelle genuinely cares about her clients and wants

Joelle is a Realtor who goes above and beyond the call of duty, a practice which has earned her the trust and even friendship of many of her clients. Joelle gets the majority of her business from referrals, and it’s easy to see why. She is punctual and direct, and tries to ensure that she is always easily reachable by her clients. “I’ve 24

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nothing more than to see them succeed.

Everything she does in her job is meant to support her clients on their journey to a better life, and she is willing to do anything she can to make that happen. “I want to feel like my client is happy and do them a service that no one else could do. I treat them less as a business partner, and more as a friend,” Joelle says.

Beyond her generous spirit, Joelle is a pragmatic Realtor with a wealth of market knowledge and innate skill for strategic planning. She loves engaging in the process of going through her clients’ information and needs, and figuring out where they want to be in the future. “I like getting to know people and developing a plan for what they want,” Joelle says. Joelle’s clients admire her ability to organize their cases into a digestible and comprehensive strategy, and acknowledge how much easier that makes it to reach their real estate goals.

Throughout the year, Joelle is constantly on the ball. She rarely takes a break, and her robust marketing campaign keeps her busy year-round. She markets through Homesnap, Zillow, paper and print ads, social media, and her own personal website. Joelle’s diligence in her profession has paid off in spades; she’s closed 29 transactions in 2020 and been chosen as a favorite Realtor for the Eastern Shore this year, and shows no sign of slowing down!

Joelle gives a lot of her attention to her work, but she saves some time for her family, too.

She enjoys spending time with her two labs and five children in her free time, as well as going horseback riding. “It’s all kids and animals for me,” she laughs. For the future of her profession, Joelle hopes to increase her referral numbers even further and to double her sales next year.

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You can contact Joelle Dolch by phone at (443) 848-8711 or by email at joelle@chaneyhomes.com.

You can also check out her personal website at easternshorehomesonline.com for more information www.

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Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

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BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

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LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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SARA FEASTER

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SARA FEASTER

“My number one thing is customer service, and making sure that my clients get exactly what they want,” she explains. “I believe in the importance of educating my clients so they understand the process.”

Born and raised in Colorado, Sara Feaster felt drawn to real estate. “Everyone in my family is in this field, so it’s kind of in my DNA,” she says. She earned her real estate license in 2006 and hit the ground running straight away.

She loves being a part of people’s journeys as they buy or sell real estate in the northern Colorado region. Trust, integrity, communication and education are the cornerstones of Sara’s business, and it’s what helps her stand out in the industry. “My number one thing is customer service, and making sure that my clients get exactly what they want,” she explains.

“I believe in the importance of educating my clients so they understand the process.”

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Going above and beyond expectations is a normal part of the job for her, as she puts her clients needs above all else. Understanding that this is one of the largest transactions they will ever make in their lifetime, it’s important to Sara that she provide guidance throughout, even if they’ve bought or sold property before.

This commitment to excellence has resulted in her business being entirely based off of referrals from past clients. “People refer me to friends/family because I do everything possible to meet their goals and dreams. I make sure they’re happy at the end of the transaction, and I continue to stay in touch.” The same can be said of her marketing, with Sara offering the Copyright Top Agent Magazine

highest package of photography and 3D tours. “I market everywhere I can.”

After the transaction is over, clients do not hesitate to spread the word about her work. One recently said, “We were moving our family from 8 hours away to the Firestone, Colorado area this past June. I was extremely stressed out trying to negotiate buying a home from that far away in a crazy home buying market, but Sara made it as easy as possible! We ended up losing out on quite a few homes because of the crazy competitive housing market, but Sara never gave up. She was always easy to reach, and worked her hardest to get us our dream home. I have bought and sold a few homes, and by far, Sara is the best agent I have ever dealt with. She is professional, honest, hard working, and knowledgeable. I will only ever use Sara in our future home buying and selling and I have already highly recommended her to many of our friends.”

When Sara isn’t working, she’s running a nonprofit which helps first responders or she’s volunteering for community projects/charities. During any free time, Sara can be found enjoying the outdoors and all that Colorado has to offer.

Looking ahead, she has her sights set on continuing to grow while still providing the same service. There’s no doubt she will achieve all her goals and more, as this is her true passion. “I just love helping people out in any way I can, and real estate is a great way to do that.”

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For more information about Sara Feaster, please call 303-350-0039 or email feasterfindshomes@gmail.com

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Goal Contracts

By Barry Eisen

(A Life Skill from the Old School) A few months ago I spoke at a real estate sales meeting in an office where I’ve spoken and taught seminars for many years. As soon as I was finished, an agent, who had transferred into this office about a year before, standing in the back of the room, graciously offered a glowing testimonial about my seminar he had taken ten years ago. He talked of a number meaningful changes for the better he had experienced in his life since that seminar. Then he took out 32

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

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

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

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

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

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

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

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

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

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

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

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

Barry Eisen teaches personal development seminars and coaches Southern California top producing rEALtOrS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 34

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RICK GEHA Top Agent Magazine

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RICK GEHA

Top Agent Rick Geha has been selling homes in Northern California for forty years, a career that at one point saw him involved in the ownership of nine Keller Williams Realty Offices.

Talk to Rick Geha for long and you’ll realize you’re in conversation with a teacher. Besides selling real estate, the California native is a Master Coach with Workman Success Systems, and has been a motivational speaker and trainer of over one hundred thousand agents in the US and Canada since 1993. It was a surprise destiny.

He got his realtor’s license in 1980 after pressure from his family. “I swore I’d never do it for a living. But then I got rejected by the thirteen dental schools I’d applied to. Thus began a career.”

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Rick recently celebrated forty years of selling homes in Northern California, a career that at one point saw him involved in the ownership of nine Keller Williams Realty Offices. He eventually released those responsibilities in order to dedicate more time to coaching his agents at The Rick Geha Real Estate Team. “We want agents who are HUNGRY, HUMBLE, SMART AND COACHABLE,” Rick explains. “I strive to show up as those four qualities on a daily basis.” But what he loves teaching his agents the most is “how to enjoy

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life and sell real estate at the same time.”

His company is on track this year to close seventy-seven transactions in the San Francisco Bay Area, with a sales volume of fifty million. Sixty-five percent of his listings come through referrals and repeats. That client confidence is a tribute to his team’s mission: TO IMPROVE THE LIVES OF ALL WE SERVE! “Our goal is to meet clients ‘where they are’ and then help them get where they want to go,” Rick explains.

“We ask them what they’re looking for in an agent.

Then we strive to be that person.”

Teambuilding is fundamental to that goal. “We have a daily huddle every morning where we check in with one another to see how everyone is doing. Who have we been talking to? What’s exciting? What’s a win?

There’s some laughter, as well as talk about factors impacting the market. I do a Free Friday Coaching Call for those looking for inspiration or information about moving their lives and businesses forward. So there’s a lot happening to keep people plugged in.”

His team markets across all of the social media platforms, and stays connected to clients through bi-monthly newsletters and phone calls. They send out best wishes for birthdays and anniversaries, as well as reaching out to clients on the anniversary of their closing, to congratulate them and see if there’s anything they need. For Rick and his team, it’s not just about the sale. It’s about creating life-long relationships.

Rick is also deeply involved in his community, having MC’d over three hundred charity events. In 2005, he was named Citizen of the Year by two different organizations in Fremont, where he was raised.

Going forward, Rick hopes to grow his team and leverage it to allow more people opportunities to take up leadership roles.

When he’s not working, Rick loves spending time with his wife, Casey, and their Rottweiler, Bubba, in their forty-three foot Luxury Coach they have affectionately named “Bubba’s Rig.” Rick also looks for as much quality time as possible with his sons Anthony (34) and Joseph (31).

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For more about Rick Geha call 510-760-9902, email rick@rickgeha.com or visit AllAboutRick.com.

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

• People

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

• Can

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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JIN HONG Top Agent Magazine

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JIN HONG

Top Agent Jin Hong—leader of the JHT GROUP, brokered by eXp Realty—serves clients throughout Orange County, Los Angeles County, and San Bernardino County.

Jin Hong’s journey in real estate began right out of high school, when he decided to get his license. His passion for the business, unmatched market knowledge, and commitment to clients, as well as his determination to provide them with high quality service and results, has made him the REALTOR® of choice in the Los Angeles area. Jin is currently the leader of the JHT GROUP, brokered by eXp Realty, and serves clients throughout Orange County, Los Angeles County, and San Bernardino County.

With 16 years of experience in the industry, Jin is able to expertly guide his buyers and sellers through the transaction process while maintaining around the clock communication to 42

ensure that all of their questions and concerns are addressed right away. “Our team motto is ‘Make Real Estate Real Easy’. Buying or selling a home can be a stressful and complicated event for many people. We want to take the stress out of the real estate process and make it simple and effortless for all of our clients,” he says.

Prioritizing client needs and working on nurturing long-term professional relationships has helped Jin acquire many repeat and referral clients over the years. Aside from always striving to give them the best service, Jin and his team also host various exciting events to make sure their current and past clients feel appreciated.

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One of their favorite traditions is renting out an entire theatre and inviting clients to watch a movie together. They also create thoughtful goodie bags filled with items their clients might need. Their most recent bag was a COVID-19 safety kit, containing many necessary essentials clients would be grateful to have during the pandemic.

When it comes to marketing, Jin and his team like to stay on top of the newest technology and utilize online marketing tools such as social media. They also invest in 3D virtual house tours and professional photography to best showcase their listings. Due to their hard work and dedication, the team is on track to finish this year with $50,000,000 in sales volume, and 70 to 80 closed transactions.

Outside of work, Jin believes it’s important for him and his team to give back to their community. That’s why they partake in different local volunteer programs.

This year for Thanksgiving, the team is getting together and collecting food products that they can donate to those in need.

When he’s at home, Jin likes to spend quality time with his son and daughter.

Going forward, he wants to help other REALTORS® grow their business and achieve the status of top agent. “There are so many smart and motivated agents out there who do not have a good mentor to show them the ropes. I would love for them to join our team, assist them in growing, and get them to the next professional level so that they can help more clients achieve their real estate goals.”

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To learn more about Jin Hong call (714) 336–5222, visit jinhongteam.com or email jin@jinhongteam.com www.

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

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

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 44

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

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

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

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

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

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

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

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

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

Kitchens and baths

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

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

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

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

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

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

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SHAHLA HUSAIN

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SHAHLA HUSAIN

Shahla Husain learned the ropes of real estate from her mother and since then, she has made a career of her own. Her mom was a realtor in the 1990s, and years later, her entire family encouraged her to explore real estate as well. “One day I just decided to go to New York City and take my classes,” Shahla says, and within six weeks, she had completed the classes and became licensed in New York and Connecticut. She has now been a realtor for four years and covers the Stamford, Greenwich and Fairfield County areas.

When asked what sets her apart as a successful real estate agent, Shahla says, “It’s definitely the customer service, I go above and beyond my normal duties of a realtor.” This includes a concierge service, complete with staging homes and planting flowers in the yard in order to increase the home value, as well as a strategic marketing plan complete with social media posts, Zillow online advertisements, and even a newly designed website and logo.

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Shahla also loves to stay in close contact with current and former clients through sending cards, making phone calls, and taking clients out for coffee or dinner. “This is one of my best years,” she says. Her close contact with clients has created strong connections and even close friendships. As one former client shared in a review, “Shahla was absolutely fantastic and instrumental in our move.

Her transparency, reliability, and communication was unmatched. She went the extra mile to make us feel comfortable ahead of the move. She’s quick to reply to emails and phone calls and was easy to

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work with. Should we need to buy in the future she will be our first choice.” Another satisfied client said, “Shahla is a great agent to work with as she’s knowledgeable about all the granular details of the home buying process. She helped us find and negotiate the purchase of our dream home in Greenwich, CT.” In addition to being a valued member of the local real estate community, Shahla loves getting involved with her passions outside of work. She is a member of the Stamford Board of Realtors, which has allowed her to use her expertise and advocate for other realtors in the area. Shahla also loves to rescue cats and support animal rescue organizations, both in the community and in other areas. She also supports Habitat for Humanity, a nonprofit organization that helps people in the community build or improve a place they can call home. In her free time, Shahla enjoys yoga, spending time with her cats, helping her mom garden, and doing DIY projects around the house. While her business has grown substantially since she first began her career in real estate four years ago, Shahla looks forward to continuing this growth in the future.

She is currently working on updating her social media presence, and she also wants to bring in more clients from New York.

Overall, her goal is to continue growing her network. Shahla always works to build better relationships with her clients to keep them happy and coming back whenever they need more help.

She says, “I learned that customer service is the number one priority” a trait she learned from her father’s medical device business, and this dictates everything she does today. Shahla gets along with everybody and values each transaction no matter the price range, and she genuinely enjoys the process of getting to know people and doing her best to make a difference in their lives.

Shahla says, “I just love meeting new people and helping them find their dream home.”

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For more information about Shahla Husain, please call 646-303-0743, email shahla@kw.com or visit ctluxuryproperties.com www.

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

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

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 50

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Will you please describe your sales experience and local network?

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

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

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

How will you market the property? Each

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Now, let’s list!

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CAROLYN & WILLIAM KLINE Top Agent Magazine

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CAROLYN & WILLIAM KLINE

“I love to connect with people,” says Carolyn Kline, describing her favorite part of being a top agent for the past twenty-five years. “That’s the best thing about this business; when someone trusts you enough to help them with the biggest purchase of their life. That’s meaningful.”

Carolyn and her husband, William, own and manage Affirmed Realty. They work together as a team in Arizona, servicing Glendale, Peoria, Phoenix, Scottsdale and all the surrounding areas. “Realistically, we will go wherever our buyers want us to go,” says Carolyn. “If our clients want to look at homes in Queen Creek or Buckeye, then that’s where we’ll be.” This dedication has earned her a loyal base. Over sixty-five percent of Carolyn’s clients come from repeats and referrals. “It all comes back to the way you follow up,” Carolyn says. “This is the most 54 54

important purchase they’ll ever make. It has to be the most important to me as well.”

It’s truly Carolyn’s dedication that makes her a top agent in her area. “I go over and beyond real estate. A lot of people have questions after their purchase. They’ll ask me questions regarding their home warranty and so on,” Carolyn explains. “I always answer my phone. In today’s world of texting, you can’t get many agents on

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the phone. I’ve actually completed full transactions without ever speaking to the agent on the other side. That’s not me.

Like I said, I love to connect.”

Carolyn’s clients couldn’t be happier with her service. “Carolyn and her husband were amazing! Always informative, courteous, and punctual. She took my wants and needs in a home and found the perfect home for my family, and I would recommend Carolyn and William to anybody looking for a great home buying experience,” writes one Zillow reviewer.

Another satisfied customer says, “From beginning to end, Carolyn and William were extremely professional and helpful in my buying and selling process…

Carolyn was amazing at advocating for me. I would recommend them to my closest friends and family.”

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While Carolyn and her husband work hard—between the two of them, they average between sixty and seventy transactions per year—they find time to give back to their local community. “I do a lot of volunteer work and give a lot of time, whether it’s through the church, with refugees, or any other community,” says Carolyn. “It’s very rewarding to me.” She also enjoys spending time with her family. “We go to the lake, or, when it’s cold, go skiing. The family and kids try to do outdoor sports and fun stuff whenever possible.”

Looking to the future, Carolyn anticipates continuing her gold-standard service for a long time to come. “I don’t see us making a lot of changes. Things are going good, and I want to continue to help my clients and make an impact in the community.”

Top Agent Magazine

To learn more about Carolyn & William Kline, the team at Affirmed Realty, call 623-521-5510, visit carolynkline.com or email klineteamaz@gmail.com www.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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ANNA SNEGIREV

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ANNA SNEGIREV

Anna Snegirev was the youngest of 12 siblings. “Growing up, I watched my family talk about real estate and the passion they had for it,” she recalls. “I knew I wanted to get more involved.” She was living in Oregon at the time and went to work for a small brokerage. “I assisted a top producing agent learning about the marketing aspect of the business which gave me a little taste of the industry,” she says. Over the years she, she moved from Oregon to California, ultimately settling in Texas where she worked in information management. But she still had the desire for real estate. “I got to a point where I wanted more flexibility for myself and to spend more time with my children, so I took the real estate courses and received my license in 2005,” she says. She’s never looked back

professional who went over and beyond for my wife and I. She was able to conduct a virtual showing on a moment’s notice which was very valuable. Her experience and knowledge of the market provided insight into a pool issue which saved us thousands of dollars in repairs. Anna personality is well suited for this job as she always seemed to go out of her way to brighten our spirits during our search. This goes a long way in times like this. I would highly recommend her to my peers and colleagues.”

Anna now works with a team at Exp Realty in Houston, Texas, and reports that her business is 50% repeat and referral. “My clients know I have their best interest at heart,” she says. “Not only do I respond to their questions and concerns, I educate them throughout the entire transaction process, from applying for a loan to signing the escrow papers.”

It’s not surprising that Anna receives stellar reviews for her esteemed work ethic. One client recently wrote: “Anna was the consummate 60

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“I love helping people reach their goal of homeownership,” she asserts. “There’s nothing more satisfying than helping a new family, for example, buy their first home where they can put down roots. It brings them such joy.”

Anna has a unique method of marketing her high-end listings. She is a member of a group called The Big 12, which is made up of 12 female agents from 10 different brokerages.

“We collaborate and promote one another’s properties,” she explains. “The homes we market are $1.5+ million and are featured in a Luxury Showcase with business partners, potential buyers, sellers, and vendors who offers more exposure to the property.” The group also focuses on new home builders to help them liquidate their inventory.

“We drive traffic with our digital presence and social media,” she explains. “We are lined up with lender partners, title company, insurance companies, and inspectors to help facilitate the transactions.” In addition, Anna is both a host and guest on a live talk radio show featured on 91.1 FM, The Boss Media.

The station streams to 22 channels globally As part of her community commitment, Anna belongs to the Greater Houston Builders Association, Katy Chamber of Commerce, and the Greater Houston Women’s Chamber of Commerce. “I also spend a lot of time talking to local businesses, so I can promote them through social media,” she says.

“It’s an opportunity for them to be seen and known to the public.”

When not working or giving back her time, Anna enjoys being with her family. She also loves to travel. “Sometimes I’ll just drop everything and go somewhere to explore,” she says.

Anna reveals she has big plans for the future of her business. “I am currently working towards my broker’s license, so I can open my own agency and form my own team,” she says. “My goal is to continue to help members of my community realize the American dream of home ownership.”

Top Agent Magazine

To learn more about Anna Snegirev, please call (281) 221.5335 email anna@luxushowhomes.com, or visit luxushowhomes.com www.

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Business Growth Hack: Absorb Your Clients’ Stress!

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

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

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

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

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

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

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

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

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

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

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

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

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

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 64

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

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

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

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

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ROBERT WEICHELT Top Agent Magazine

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ROBERT WEICHELT

In the industry since 1986, and with experience spanning across the entire spectrum of the Real Estate industry—from Title Account Executive, to Mortgage Banker, and Real Estate Broker—Robert Weichelt brings an unmatched level of knowledge and customer service to the table. Robert currently serves as the CEO of Weichelt Real Estate Services, brokered by eXp Realty. His professionalism, expertise, and passion for getting his clients the best results have placed him amongst the best agents in the business.

always give his clients the upper hand. “People genuinely enjoy working with me. And my passion for making things happen is what keeps my clients coming back.” Although his average price range is usually around $700k+, he prides himself on being an agent who’s happy to work with

Robert’s commitment to clients inspires him to always seek out ways to get them the best deal. One way he does it is by providing them the opportunity to participate in online auctions with transparent bidding, and a buyer’s premium, that help his sellers save money. One thing clients can be certain of when working with Robert is his unbridled enthusiasm and dedication to go above and beyond for them. From meticulous marketing strategies, to ensuring that his listings are competitively priced, he works hard to 66

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any price. “I’m the type of man that will help anyone. I’ve done both mobile homes and mansions.”

Whether he’s calling clients to let them know that they’ve officially become home owners, or flexing his negotiation skills at the closing table, real estate continues to provide Robert with excitement that keeps him eager to go to work everyday. “I love coming up with solutions and helping educate people throughout the process. Being able to tell someone that they are now homeowners is a fantastic feeling.”

Robert has extensive involvement in his community and volunteers in various local organizations. He is a former Vice President for the Greater San Diego Association of REALTORS®, as well as a State Director for the California Association of REALTORS®.

Most recently he has become a member of the Lake Murray Fireworks and Music Festival Committee, and Independent Rates Oversight Committee, as well as a Board Member for the Lincoln Club of San Diego County, where he serves on the Membership Committee.

Robert has been an active elected member of the Downtown Community Planning Council & Downtown Parking Management Group, and Navajo Community Planners. In his spare time, he loves going to the beach, riding his bike, and spending time with his wife, Carla, and kids, Brittney and Brandon.

Going forward, Robert, who is a “Certified Mentor”, plans to keep growing his business and wants to expand his team to well over a thousand agents. He also has words of advice to younger agents who are just starting out in the business: “Relax, enjoy, and have fun. Real estate is an amazing opportunity to earn a living while being able to help people reach their goals.”

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To learn more about Robert Weichelt

email robert@robertweichelt.com, or visit Find your Next Home ~ robertweichelt.exprealty.com Want to Schedule a Meeting ~ calendly.com/robertweichelt Career Opportunities ~ robertweichelt.exprealty.careers https://

https://

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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THE CULLEN TEAM

Top Agents and twin sisters Kathleen Cullen Meier and Ann Cullen Rothweil – of Realty Executives Premiere in St. Louis, Missouri – are two dedicated Realtors currently working in the St. Louis market. They are Honest, hardworking with great work ethics and are very motivated. They have strong values, are very dependable and dedicated to their work. The pair have built a solid business based on a foundation of true concern for the wellbeing of their many clients. Possessing a combined twenty-one years of experience in the industry, Kathleen and Ann have more than earned their stellar reputation as trusted real estate advocates for both buyers and sellers.

Selling and buying homes in St. Louis and surrounding areas, Ann and Kathleen pride themselves on providing exceptional, above-and-beyond customer service for their clients. Currently, a significant portion of their overall business is based upon referrals and returning clients, an impressive achievement in the highly competitive world of real estate. “We don’t feel like our clients are just clients,” says Kathleen, when asked how the pair manage to inspire such impressive levels of trust and loyalty. “We develop friendships with our clients, and we treat them the way we would someone in our own family.” Adds Ann, “we also keep our clients involved by sending out several mailings each year, and invite them to community events.” The Cullen Team 70

is involved in many events throughout the year. Some of these include toy drives at Christmas, Eureka Days, trunk or treat at our Eureka/St. Louis County office, the Pacific car show, food drives and customer appreciation events just to name a few. The Cullen Team has been a member of the Eureka Chamber for 6 years while Kathleen is on the Board of Directors as Secretary for the last three-and-a-half years.

Other factors that come into play when assessing Kathleen and Ann’s continuing and ever-growing success story. Their deep industry knowledge, negotiation skills and an approach to marketing their listings which almost always results in fast sales for top dollar, not to mention happy – and returning clients who also refer friends and family.

“We enjoy meeting new people,” says Kathleen, when asked what they enjoy most about what they do for a living. “We love to bring some fun into the transaction, while being professional, upfront and personal with our clients.” They also enjoy the freedom of being their own bosses, and the flexibility it provides. “We are always working for our clients and holding their hands throughout the entire transaction. We have no need for a transaction coordinator; we are there every step of the way.

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Proof of the top-of-the-line service The Cullen Team provides can be found in their many glowing reviews, including these from Zillow.com, on which site they are Premier Agents: “They were always available to answer our questions. They were honest and worked hard to accommodate our needs. I would defiantly call on them again and recommend them to anyone.

They are rare gem in the real estate market.”

“The Cullen team was the absolute best.

Kathleen and Ann were ON IT for us. We’ve had a couple eight-hour days looking at houses all around our area, we’ve been through multiple offers with them, including a seven-month short sale that they devoted their time and patience to keep us updated on the process, no matter how many calls and emails it took. We were first time home buyers, and we were informed and comfortable with making a big decision thanks to them. We were supported with our best interest in mind before, during, and even after our sale.

This team is motivated, accommodating, and will always be working for YOU. I have referred two of my friends to them. When it comes time to sell our home and buy a new one, you better believe I’m going to them first.”

The Cullen team’s mission as Real Estate agents is to make the buying and selling of real estate as cost effective as possible while maintaining the highest level of service, and to provide accurate and up-to-date information and sound real estate advice. Also, they explore new ideas and technology to make the selling and buying of real estate faster, less costly and easier.

Both Ann and Kathleen understand that being successful in real estate is dependent on referrals from friends, family and our past, present and future clients. If you know of someone considering buying or selling real estate, please contact The Cullen Team so they can assist them with all of their Real Estate needs.

Above all what remains their primary objective is to continue providing their clients with the unparalleled customer service that has long been synonymous with their names.

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For more information about The Cullen Team, please call 314-359-8769 or email KathleenMeier@RealtyExecutives.com or AnnRothweil@RealtyExectuives.com Copyright Top Agent Magazine 71

MISSY ELARDI

Top Agent Missy Elardi is a branch broker serving the Wasatch and Summit counties region, with clients also in Utah County and Salt Lake County.

Missy had dabbled in the idea of real estate long before she became an agent. With a background in professional IT, and years of experience in management and business, all she was missing was her license and knowledge of the market. “When we decided we were going to purchase a new home, I thought, I’m going to get my license and I’m going to represent myself,” Missy says. Over the next four years, Missy’s career grew from there.

Missy is now a branch broker serving the Wasatch and Summit counties region, with clients also in Utah County, and Salt Lake County. In the last year, Missy closed 36 transactions, 6 of which were repeat clients.

Missy gets to know her clients and works directly 72

with them through the transaction from start to finish, foregoing a transaction coordinator, lending a personal touch to each interaction.

“I definitely take a lot of time getting to know my clients, to make sure I understand what their needs are. I feel like I deal with my clients on a personal level more than some agents,” Missy says. “One of the most important things about real estate and having a Realtor® is having someone there that not only supports you through the legal aspects of the transaction but supports you through the emotional.

It’s a rollercoaster!”

Along with a monthly newsletter, Missy keeps in Copyright Top Agent Magazine Magazine

touch with past clients with personalized emails on the anniversary of their home-buy. When she’s in a former client’s neighborhood, Missy makes the time to pop by with home-made treats and say hello. “Just going and saying, ‘Hey, how are you? Is there anything I can do for you?’ goes a long way.”

With her strong IT background and computer savvy, Missy is an expert at marketing her properties through social media, posting walk-through videos, 3D tours and professional photography across multiple platforms. Missy also syndicates her listings across various MLS markets, and posts up-to-date flyers at her listings. Through her marketing ingenuity, Missy has seen her annual volume increase every year.

In 2020, she saw her highest volume to date with $11,200,000, at a range of $350 thousand to $1.4 million per transaction.

For Missy, her real estate career is about more than just making great end-of-year numbers. As what her friends call a “Jacquie-of-all-trades,” Missy has worked a wide variety of jobs throughout her life, but she’ll tell you that being an agent is the most rewarding job she’s ever done. Missy says, “I absolutely love the way it makes me feel when my clients are happy.”

Living in the mountainous Wasatch region, Missy stays involved with the Utah Snowmobile Association, and donates annually to the local avalanche center. She served as a member of Kamas 2020, and hopes that more community engagement in her town can resume on the other side of the Covid-19 pandemic, and stays connected via Zoom meetings in the meantime.

An avid snowmobiler, Missy hits the snow whenever she can. She also enjoys hiking and backpacking in the breathtaking Uinta mountains with her husband and their two dogs. Missy has four adult children and seven grandchildren and loves being able to be there for her family whenever and however she can.

Missy looks forward to growing her branch, and supporting new agents there to grow, encouraging them to set the sky as the limit. “If you ever have a dream in your life and you ever felt like maybe you couldn’t reach your goals, don’t give up. Go for it!”

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For more about Missy Elardi email roxy@xmission.com, call 801-234-0873 or visit missysrealestate.com

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BROOKE FOX DRAKE

“When you call, you can be sure you’ll be speaking with me directly. My goal is to be extremely accessible, readily available and communicative,” says Brooke Fox Drake, a Maryland Top Agent. “People really appreciate that personal touch--I’m very much a one-on-one kind of REALTOR®.”

With a life-long passion for distinctive homes, architecture, and the history of buildings, Brooke was always interested in real estate. “I love to live in old houses, and I really got started because I used to visit lots of open houses with my children when they were babies,” she says. “Everybody used to tell me that since I spent so much time going to houses anyway, I ought to become an agent—so I did!”

Brooke’s clients are glad that she made that decision. More than half of her business comes from repeat clients and referrals. “Something that’s very meaningful to me is that I’m now working with the grown children of some of my former buyers & sellers,” Brooke says. “when I have the opportunity to work with multiple generations of the same family it’s wonderful!”

Home With Diversity (AHWD) designations from the National Association of Realtors. A consistent state and local Top Producer and GCAAR award winner, Brooke has also taught the Real Estate pre-licensing course and mentored new agents.

Brooke is an associate of Charis Realty Group’s New Market office. She services all of Maryland and is willing to go where her clients would like to be. However, she specializes in the ‘Four County’ region which includes Montgomery, Howard, Carroll, and Frederick.

Brooke explains, “I’ve lived here my whole life, so I know the area very well.”

When it comes to her listings, Brooke’s number one goal is maintaining a high level of personalized service for all

Brooke has over 27 years of experience as a full-time Realtor. She has proudly earned the Accredited Buyer Representative (ABR) and At 74

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of her clients. She utilizes creative online marketing techniques as well as direct mailings and customized print advertising . Though her approach to target marketing has evolved over the years, Brooke has always enjoyed collaborating with other real estate agents. “I have a strong network of colleagues that I’ve worked with in the past,” she says. “I spread the word as much as I can--and always welcome the opportunity to connect with other real estate professionals.”

Brooke approaches her work with a grounded, realistic viewpoint. “Real Estate for the Real World” is her social media hashtag as well as one of her core values. Honesty & integrity are her highest priorities when dealing with clients and colleagues. “People want to be listened to and have their thoughts and feelings respected. It is a privilege for me to be able to work so closely with my clients on one of life’s most important decisions---the purchase or sale of their home.” Brooke is dedicated to building long-term relationships that exceed expectations and go beyond the transaction.

When she isn’t hard at work for her clients, Brooke is very involved in her community. Over the years she has served on the board of directors for such organizations as Montgomery Preservation Inc and Great Strides-Healing with Horses. She is also particularly interested in supporting several local animal rescues.

In previous years, she has hosted client appreciation events in various venues, including an annual sponsorship of a local Steeplechase Race on Kentucky Derby Day. Brooke & her husband live on a small farm with 3 horses, a dog & 3 cats. They also enjoy getting out on the water when time allows. They especially love sailing on the Chesapeake Bay and exploring the small towns & waterways of Maryland’s Eastern Shore.

Brooke’s husband is currently building a larger cruising boat which they look forward to spending time on in the future.

Looking ahead Brooke is excited to continue to grow her business while staying rooted in her core philosophy. “My tag line is There’s No Place Like Home,” she says, “ I feel very fortunate to be able to help people find the home they truly want to live in; one that is their sanctuary, their oasis, their happy place.

That’s why I do this.”

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To contact Brooke Fox Drake, please call 301-980-0469, email brookefoxrealty@gmail.com, or visit brookefoxhomes.com www.

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ISMAEL ONTIVEROS

Top Agent Ismael Ontiveros – of HomeSmart PV & Associates in Modesto, California – is a hardworking and dedicated Realtor who is truly committed to helping his many buyers and sellers in The Golden State’s Stanislaus County achieve their real estate goals.

Ismael began his journey in real estate in 2008, following a career as the owner of a cabinet shop. Currently, Ismael works alongside his wife, Minerva, also a licensed agent and his life partner of over thirty-one years. “She is exceptional at what she does,” says Ismael, “and I love working with her. “No one knows me like she does, and our working together allows us to stay involved with each other in all aspects of life.”

The pair’s son-in-law, Anthony Vallesteros, rounds out the team. “I’ve been with HomeSmart PV & Associates since 2018,” says Ismael, “and couldn’t ask for better Brokers and mentors than the company’s Todd Priest and Robert Vossoughi.”

when asked how he and his team manage to generate such impressive levels of trust and loyalty. “We answer our phones, we return text messages, and we make an effort to stay in touch and help them with anything they need long after the closing table. We work hard to solve problems and resolve issue for our customers and make the entire transaction memorable for them. Many of our clients become friends of ours.” Ismael continues to show how much he values his clients by carving out custom wood signs for them, which often trigger emotional responses.

This level of concern for his clients has translated into his achieving Master’s Club honors four out of the last

Currently, the lion’s share of Ismael’s business is based upon returning clients and referrals, a sure indicator of the exceptional customer service his team provides. As evidence of this is his perfect, five-star overall rating on Zillow.com, comprised of scores of glowing testimonials. “I believe it’s because we’re honest and upfront with our clients,” says Ismael, 76

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five years, representing his top producer status and good standing with the Department of Real Estate.

There are many other reasons behind Ismael’s success story, and chief among them would be his expert negotiation skills and a thorough marketing approach that combines both old school and cutting-edge technologies, both of which result in fast sales for top dollar, not to mention happy clients.

When he’s not working, Ismael enjoys nothing more than spending time with his wife, their three children and their two young grandchildren. The family loves traveling, attending MLB games, attending their kid’s sporting events, walking and riding bikes, and above all, simply spending time with family in their backyard, barbequing and watching baseball games.

Ismael is also very deeply committed to the community in which he was raised, and he spent twenty-four years coaching and running a baseball program that had over ten teams and over one hundred kids involved, which was called The Orville Wright Flyers and instituted for kids in the rough neighborhood in which he was raised. Ismael has even published a book on the subject, “The Fighting Flyers,” which is available for order on amazon.com or lulu.com, which is based on his personal quest to share a golden time in his childhood, having taken on the task of bringing that same childhood haven to a new generation of children in this downtrodden community.

Many of the kids I have coached have come back to me as adults to purchase or sell their homes,” he says.

“When that happens, it really feels like all my time and effort has come full circle for me.”

Looking to the future, Ismael’s plans for his business are continued growth, to obtain his Broker’s license.

He also wants to continue coaching youth baseball and his grandchildren, one of whom begins playing next year. Above all, however, remains his unwavering commitment to providing the exceptional customer service that has become synonymous with his name.

When asked what advice he might have for newer agents, Ismael grows thoughtful for a moment. “I feel that if you conduct yourself with honesty and integrity,” he says, “no matter what you do you can become successful.”

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For more information about Ismael Ontiveros, please call 209.531.4134 or email Ismael@homesmartpva.com Copyright Top Agent Magazine 77

MARION POINDEXTER

Marion Poindexter had a longstanding interest in real estate before she earned her license four years ago. Coming from a background in sales, Marion has found her niche and built strong relationships with her clients. They know they can trust her to provide a smooth, personal experience when helping them make their real estate dreams come true.

interaction part of real estate,” she says. “For me, that’s what this is all about. I especially love working with first-time buyers, and I’m a firsttime buyer certified agent. I’ll do whatever I can to help them attain that dream of owning a home.”

When it comes to marketing her listings, Marion makes extensive use of social media to ensure

As an agent with Coldwell Banker Road-runner Realty, Marion serves Twentynine Palms, Joshua Tree, Yucca Valley, Desert Hot Springs, Palm Springs, and Coachella Valley. A significant portion of her business comes from repeat and referral clients, and it’s easy to see why people keep coming back to work with Marion again. “Clients value my perseverance,” she says. “I don’t give up. Real estate is really about knowing how to work with people in a timely manner, and I feel sometimes like I can pull a rabbit out of a hat to make deals happen and to get things moving for my clients.”

Marion stays in touch with past clients via handwritten notes, as well as a friendly text now and then to see how they’re doing. “I love the human 78

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a listing reaches as wide an audience of likely buyers as possible. “I love social media,” Marion says. “When I market, I’m not just using sites like Zillow and Redfin, but I’m also doing media campaigns on Facebook, Instagram, Snapchat, and other platforms.”

Although she works with both buyers and sellers, Marion has carved out a niche for herself as the consummate seller’s agent. “I’m a sales person, because that’s my background,” Marion explains, “so I really enjoy that side. I love going in and having a house staged, getting it looking beautiful, hiring photographers, and doing aerial footage if it’s a large ranch property.” Marion’s sales acumen helps her make sure that a listing will stand out from the crowd and make an impact.

Marion loves to be out and about attending Chamber mixers, business openings, meet-and-greets, and other local community events. She participates in the Phoenix Project in Twentynine Palms, working to help improve the city and bring more tourism to it. When she’s not working, Marion loves spending time with her family, and has recently taken up kayaking with her grandson.

In the future, Marion plans to continue growing her business. “I work very hard for people to know my name and to get the word out there about Coldwell Banker,” she says. “I chose Coldwell Banker because it was a very well-established and reputable brand, and they’ve offered me amazing training through Coldwell Banker Roadrunner Realty. I’m just trying to hone my skills, and do whatever I can to help my clients achieve the dream of homeownership.”

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For more about Marion Poindexter, please call 541-408-8771, email mpoindexter.cb@gmail.com, or visit facebook.com/MPoindexterCB www.

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AMY ZUKOWSKI

Amy Zukowski began her impressive real estate journey in the early 2000s as a financial educator and counselor for the United States Air Force and United States Army. During that time, she received a designation called Accredited Housing Counselor, which enabled her to advise her clients on the ins and outs of home buying, which she enjoyed immensely.

From there, she went on to do budget analysis for the state and federal government. “It was a great job, but I missed the human service and interaction,” she recalls. Amy and her husband relocated to Colorado over a decade ago. “I decided at that point that I wanted to go back to working with people to help them make smart real estate decisions,” she says.

“That’s when I pursued my real estate license, and I’ve never looked back.”

member of the Buckley Spouses’ Group. “I’m very active in the community and help incoming families with relocation,” she asserts. “I am a resource for schools, community info, plus I provide verified rentals. I try to be the kind of agent my husband and I needed when we were new to a location.”

Amy now oversees the Amy Z Team–her “3-woman army,” as she calls it–covering the east side of the Denver Metro region. Amy reports that her volume in 2019 was 60 transactions and that her business is at least 95% repeat and referral clientele. She credits the team’s focus on communication, client education, and consumer protection as the keys to her successful referral-based real estate team. Many of her clients are serving at Buckley, and Amy is an active board 80

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Her professional awards include Rookie of the Year, Cherry Creek Properties, South Metro Denver Realtors Association Diamond Circle Award (Individual and Team), and HomeSmart Cherry Creek Elite status. In addition, she was awarded both the Air Force Honorary First Sergeants Award and the Army Medal for Civilian Service.

Amy prefers the “personal touch” when reaching out to her clients. “I’m a huge fan of dropping by their homes to say ‘hello’ or drop off small gifts,” she says. “I also hold client appreciation events. For me, it’s about being an upstanding member of the community, and they appreciate that.”

Marketing her listings includes promoting professional photography and videos along with 3-D walkthroughs via social media, real estate syndicates and “Just Listed” post cards. “We also offer staging appointments to maximize the clients’ profit,” she adds.

Amy says what she enjoys most about her work is having the opportunity to use her financial education background to help her clients make good housing decisions and build personal wealth. “Our military families get a tax-free housing allowance, but they also have lots of questions,” she says. “It’s my job to educate them on their rights and privileges.”

For her community service, Amy is one of the sponsors at the Buckley installation where she is also the Scholarship Chair for the spouses group. “Our mission is to help active duty spouses and dependent children pursue their education,” she explains.

When not working or giving of her time, Amy loves spending time with her two adult kids and rescue pets. She also enjoys exploring quirky Colorado mountain towns as well as discovering new snorkeling locales with her husband of twenty-five years.

As for the future of her business, Amy is in the process of bringing on an additional agent to act as a showing concierge to allow her team to increase their level of client care. “My goal is to continue to serve my community in order for them to attain their real estate goals.”

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To learn more about Amy Zukowski, please call (303) 330-6026 email amyzteam@gmail.com, or visit homesbyamyz.net www.

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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

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

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TARA ALLEN Top Agent Tara Allen – Lead of Allen Edge Real Estate team at Keller Williams Realty Sioux Falls, South Dakota – is a hardworking, impassioned Realtor who has built her business on a rock-solid foundation of honesty and integrity. Deep industry knowledge and true empathy for her clients have helped forge Tara’s reputation as a trusted real estate advisor for any buyer and seller in the Sioux Falls market.

Tara began her journey in real estate officially in 2012, following a decade-long career in the service industry.

“I worked in call centers for a long time,” she recalls, “and I was doing exceptionally well at that job. But I was sick of having my income capped. One day while I was fishing on a boat with my husband, I read Donald Trump’s book, and I told my husband that I should be thinking bigger. So, the following Monday I quit my job. I’d never purchased a house prior to that, and I’d never even watched HGTV.” Tara found stunning success almost immediately, selling 65 homes her first year in the game. Soon, her husband Nic and her sister joined her, and the Allen Edge Team was born.

Currently, Tara employs a highly dedicated team of agents and administrative assistants who share her client-first business ethos.

As evidence of the top-of-the-line customer service Tara and her team provide, well more than half of the team’s overall business is based upon repeat clients, referrals and positive word of mouth, a significant achievement in the extremely competitive world of real estate. “We have amazing systems in place to help our clients,” says Tara, when asked how she has managed to engender such impressive trust and loyalty amongst those she works with. “We follow through

with our buyers and sellers, and we’re able to deliver consistent customer service. At the end of the day, we are here to make sure everyone has an exceptional experience.”

Tara’s investment in her clients transcends just a sale or a purchase. “My mission statement,” she explains, “is to empower and inspire others to live their best lives intentionally, so that they can live a happy and fulfilled life.”

There are many other factors that come into play when assessing Tara’s impressive and continually growing success story, and chief among them would be her expert negotiation skills and thorough, intelligent and cutting-edge approach to marketing her properties.

Combined, these talents result in fast sales for top dollar, not to mention happy customers.

When she’s not working, which is rare, she admits, Tara enjoys nothing more than being with her family, which includes two young children. She is also an active participant in her community, and she gives back to it through organizations that support local elderly people and others. Additionally, Tara is a member of the local Chamber of Commerce and the Young Professionals Network.

Tara, who is focused on building her business – she just purchased her own office building – grows thoughtful for a moment when asked what advice she might have for those considering a career in the real estate industry. “I think a lot of people live in mediocrity, and that’s the worst place to be. In this business, if you work hard enough, and simply believe in yourself, you can find success.”

For more information about Tara Allen, please call 605-929-5010 or email TaraAllenYourRealtor@gmail.com Top Agent Magazine

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MANRAJ BAINS Manraj Bains has been in real estate for six years after transitioning from a successful career in sales. “I had a lot of family in the real estate industry,” Manraj says. “I saw them doing well, and enjoying their careers, so I decided to make the leap.”

Now an Associate Realtor at RE/MAX in Surrey, British Columbia, Manraj is the head of a growing team. “Our business has been doing so well,” Manraj says, “that we are expanding to make sure our clients continue to receive toptier service.” Manraj and his team have started to reach out geographically, working in other nearby cities and towns surrounding Vancouver. With expertise in residential real estate as well as development and investment properties, Manraj is able to serve the needs of a diverse clientele.

With the bulk of his business coming from repeat clients and referrals, Manraj believes it is his personable style and the trust he builds that keep clients coming back. “I’ve helped a lot of people get into the market for the first time,” Manraj says. “That builds trust.

They know I will do right by them.” Dedicated and client-focused, Manraj keeps in touch with his clients through personalized communications and annual home-delivered gifts. “I make sure I touch base with everyone,” Manraj says. “It is important to me that my clients know I value their business, and that I’m here for them.”

Manraj and his team leverage the power of social media to market their properties. With a comprehensive online presence, Manraj is able to give his clients extensive visibility. Passionate about real estate, Manraj loves learning new things and encountering new challenges. “For me, this career is not about the commission or the number of transactions,” Manraj says. “I genuinely love real estate. There is always 86

something new to learn. Property history is fascinating, and helpful for my clients. I love to support the development of raw land into a finished project. It is very exciting.”

Committed to giving back to the community, Manraj and his office volunteer at the local food bank every month. Additionally, Manraj donates a portion of every paycheck to the Children’s Hospital and the Cancer Society. When Manraj is not busy serving his clients, he loves being active, either playing basketball or heading to the mountains.

For the future, Manraj and his team plan to continue to expand to meet the needs of their growing business.

“We want to keep putting in 100%,” Manraj says.

“With every client, we focus on the details, and we work hard to make sure we are giving them a great experience. If they want to try something, we’ll find a way to do it. We don’t shut our clients down. They are the reason we get to do what we do.”

To find out more about Manraj Bains, call 778-840-4092, visit manrajbains.ca, or email manrajbains@remax.net www.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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SAMMI COOK-KUEHN For Sammi Cook-Kuehn, real estate was a natural fit.

Between working for a landlord and managing her first rental property, she had the opportunity to master the industry from the ground up.

Meanwhile, her studies in contract law and real estate law at Kaplan University gave her the ability to navigate complex deals with ease. But Sammi was ultimately drawn to real estate for the ways it blended her entrepreneurial spirit with her passion for the environment.

Today, Sammi works as a solo agent at National Realty Guild where she services clients throughout the Twin Cities Metro Area, along with Northern and Western Wisconsin. Specializing in sustainable living, Sammi offers a unique perspective to both her buyers and sellers. “The process is never about me,” she says. “From start to finish, I’m always putting my clients at the forefront of the transaction.”

When listing a home, Sammi is there for her clients with a personalized touch. In particular, she focuses on ways in which green features could increase the value of a home. By leaning on her extensive professional network and expertise in sustainable living, she can also facilitate any significant alteration to a property. Once the house is ready, Sammi shares it over a variety of digital and social media outlets, as well as her own sphere in the real estate industry. Meanwhile, her open houses are known to generate plenty of additional buzz in the neighborhood. “I’m always looking to go above and beyond for my clients,” she says. “At the end of the day, I’m responsible for meeting their needs while keeping the experience as lighthearted as possible.”

Sammi is equally as hands-on with her buyers, carefully guiding them through the ins-and-outs of their purchase. Along the way, she places a special emphasis on integrity. “I give my clients the Top Agent Magazine

facts and let them make their own informed decisions.

But I would never push someone into a deal; rather, I want them to find the perfect home for their needs.”

In fact, Sammi continues helping her clients long after the transactions are finished, providing ongoing service to ensure they are satisfied in their new homes. For her tireless commitment, she has won an outstanding reputation around the Twin Cities, with the vast majority of her volume coming from referrals.

Outside of her career, Sammi is active in her community. On top of participating in Walking with a Purpose, a program that assists unsheltered homeless around the Twin Cities area, she also serves as chair for the Community Engagement Committee and is on the Government Affairs Committee. Elsewhere, Sammi is a well-known advocate for environmental causes and an NAR Green Designee. When she’s not assisting clients or giving back, she can be found spending time at home with her beloved family or hiking in the woods.

Going forward, Sammi has a strong vision for her future.

In the months ahead, she intends on expanding her client base while taking her sustainability to the next level.

Most importantly, she will continue standing as an impactful and devoted educator throughout her region.

“Sustainability is my passion,” she says. “I am so excited to be a pioneer and make an impact in my community.”

For more about Sammi Cook-Kuehn please call 651-208-3468 email sammicookkuehn@gmail.com or visit solarsammirealty.com www.

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ANNA DAHLBY For Anna Dahlby, real estate was going to be a weekend gig. “I was in the medical field for 16 years. But once I started as an agent, I ended up falling in love with it,” she says. By her third year, she was a full-time Realtor®. “It was probably the best career decision I’ve ever made.” Now she’s in her fourth year and is showing no signs of slowing down. A member of SOTA Home Group at RE/MAX Advantage Plus in Lakeville, MN, she treats her clients like family and has a growing amount of repeat business. The vast majority of her clientele consists of referrals, as those who work with her love to spread the word about their experience.

“I focus on building relationships,” Anna says. “The number one priority for me is building that rapport and trust.” This includes guiding her buyers/sellers throughout the transaction and ensuring that no question goes unanswered. Understanding that this is one of the biggest purchases they will make in their lifetime, Anna goes above and beyond to meet their needs and make sure they feel safe. “I want people to know that they shouldn’t be scared of the home buying process,” she says. “The fear holds a lot of people back. It is the agent’s job to step in and educate our clients, especially our first time home buyers.” No matter if her clients are seasoned investors or new to the process, everyone she helps is given the same great service.

After each transaction, glowing reviews are written about Anna’s work. One recent buyer said, “Anna is AMAZING!!! I am sure we would not have found our dream home without her. She was always on time and answered every phone call and text right away, it was like having a Realtor® genie but with the best personality ever. She was fun and enjoyable to 90

spend time with, which is very important because you can end up spending lots of time with your agent when searching for the right place. If you are looking for an agent look no further, if you are already working with her congratulations you are with the best! Thanks Anna.”

Another wrote, “Anna was very professional, knowledgeable, and exhibited a thorough understanding of the local real estate market. Her guidance on how to make a strong offer in a hot market was invaluable and we were able to swiftly secure the second property we were interested in.”

When Anna isn’t working, she’s staying active outdoors, fishing and boating. She also enjoys babysitting her friends’ children and reading.

But it’s safe to say that working is one of her favorite things to do. In the future she plans to continue her upward momentum and have even more of an impact on the team. “I really love what I do. I enjoy being out and meeting people from all walks of life, learning about them and helping them achieve their goals.”

For more information about Anna Dahlby, please call 612-388-1916 or email anna@sotahomegroup.com

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion92

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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DAVID DIAZ At first, when David Diaz entered the work force, he hadn’t planned on being a Realtor®. He had begun a stint as an investor, until one day he elected to try something new.

He walked out of his corporate job without a plan for the future. After watching the flip shows on HGTV, David became enamored with the autonomy offered by a career in real estate, and he decided to give it a shot.

He never looked back. David has been serving the Atlanta area for 8 years now, garnering a great deal of success through his own unique style of conducting real estate business. David does zero advertising, using Facebook as his only method of marketing himself to potential and past clients. This provides an insulated and innate community of people who can get in contact with David at a moment’s notice, without the awkwardness of meetings and cold calls. “I run my business a little differently from most agents,” David explains. “My whole database is my Facebook page. I interact with my clients in a natural way, every day.” People like David’s less artificial approach; 80% of his business comes from repeats and referrals. His constant, easy communication is what keeps them coming back.

According to David, he is a “no BS” agent who cuts to the chase.

Honesty is his first prerogative when conducting business with his clients, and he leaves no stone unturned. “I know their time is valuable as much as mine is. I don’t sugarcoat anything.

I don’t promise anything I can’t give them,” he states with confidence.

No breath is wasted with David. He speaks candidly and works day in and day out to ensure his clients receive the service they need to accomplish their real estate goals.

He even works when he’s camping in his RV! “I never take a break,” David admits. “I work seven days a week, and I love what I do. Some days I work two hours, some days twenty, but work is always foremost on my mind.” David’s love for his career is what keeps him motivated, toiling around the clock to provide the best possible service to home buyers and sellers in Atlanta.

In his free time, David loves to explore the outdoors: camping, hiking, riding four wheelers, you name it. He doesn’t have a whole lot of free time, though; he keeps himself busy, planning to have closed 28-33 transactions by the end of 2020. For the future, David hopes to elevate his marketing strategy, as well as bring on a buyer’s agent to his business and start a team.

To learn more about David Diaz call (404) 273-0402, email dinodiaz8@gmail.com, or visit his Zillow profile at zillow.com/profile/user22752726.

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TREY FORBES Trey Forbes is in his ninth year in real estate, having worked on the appraisal side of things out of college before earning his real estate license. His business grew quickly, and early this year Trey started his own team; he now has nine other agents working with him. Clients value Trey’s deep knowledge of the industry, his trustworthiness, and his easygoing demeanor that helps build that trust.

Trey is based in Kendallville, Indiana and serves the surrounding area, including some of Fort Wayne. Close to 90% of his business comes from repeat and referral clients, an impressive feat that speaks to the loyalty and trust he inspires. “I’m a pretty laid-back guy, and I try not to be pushy,” he says. “I’d rather talk you out of a house that’s not right for you than talk you into it. That leads to trust, and you have to gain people’s trust in order to work with them properly.”

Staying in touch with clients is important to such a referral-based business, and it comes naturally to Trey.

“Most of my clients turn into friends,” he says. “This is a pretty tight-knit community, so I often see them socially, or at local high school athletic events, and we’ll stop and chat.” Trey makes sure to touch base with clients regularly via quarterly emails, but more often, he says, “I just stop over to say hi, or I see them out and about, or I shoot them a text or give them a call to see how the family is doing. It’s a broad connection-based business.”

When it comes to marketing his listings, Trey is able to draw upon a large social media following to ensure a listing reaches as many potential buyers as possible.

His team’s Facebook page has about 2,500 followers, so new listings are quickly shared with them. He also tailors his approach depending on the listing, and draws on his extensive personal connections to find the right buyer. “I’m always networking, because I like to talk to people,” he says. “If I’m out and about, I’m always 94

talking to people. So networking goes a very long way.”

The results speak for themselves: Trey’s business is growing every year. Last year he did just over $8 million in volume, and this year he is on pace to reach $10 million.

Community involvement is very important to Trey. A former high school athlete, he regularly sponsors local sports teams. He and his team also participate in holiday food drives for the needy, and they do an annual golf outing to support Riley Children’s Hospital, which is always a huge success. When he’s not working or giving back, Trey loves to spend as much time as possible with his family, especially his 3 young kids.

In the future, Trey plans to continue growing his team and expanding his business. “I want to make certain that we’re doing business right and that we’re fun to work with,” he says. “My favorite part of real estate is talking to people, getting to know them and their families. The most enjoyable thing I do is being able to communicate with people and create relationships with them.”

To find out more about Trey Forbes, you can reach him by cell at 260-318-0929, or by email at trey.forbes@live.com. You can also find him online at zillow.com/profile/treyforbes www.

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

2

Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

3

Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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4

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

5

Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

6

Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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PATRICK FOSTER “I grew up in a construction family,” Patrick Foster explains, and as he became more involved with real estate, he found buying and selling properties to be his perfect career fit. He began working in the industry by building custom homes for several years with his dad, transitioning into project management afterwards. Eventually, Patrick explains, “I decided I wanted to sell the products I was building.” Patrick has about two years of experience as a Nashville-based real estate agent, but he also benefits from about 15 years of experience in related industries.

Though still a fairly new agent, Patrick is already picking up referrals and repeat business from former clients. “I’m a unique kind of real estate agent,” he explains. Not only does he have helpful expertise with home building and remodeling, but he also primarily works with investors as his clients. He helps them find, buy, flip, and sell properties. “We’re taking something that is an eyesore in the community and making it better”. In order to reach his goal of improving neighborhoods for future generations, Patrick says, “We are using target marketing to select properties that are in rough condition and would otherwise be overlooked”.

Patrick also contributes to local charities through his brokerage. In his free time, some of Patrick’s favorite things to do are going hiking with his dog Bella, skydiving, biking, and rock climbing.

“From the bottom of my heart, I like taking homes and making them new again,” Patrick explains. “I leave things better than I found them.” This ability to help people, both through revitalizing neighborhoods and giving clients their dream homes, is his favorite part about the work he does. As his work grows and changes in the future, Patrick plans to start a real estate flipping business. This will allow him to perfectly combine his experiences in the industry while also pursuing his genuine passion for this work. In particular, Patrick looks forward to working within his own neighborhood, as he is currently remodeling two homes in the neighborhood now. “We’re revitalizing neighborhoods with the houses,” he says, and with the addition of this new business venture, this movement is sure to only expand in the future.

Patrick’s clients appreciate the personalized experience he provides them, as well as the expertise he has in the real estate industry. One former client said in a five-star Facebook review about Patrick, “He’s an honest man and cares about making his customers happy.” Patrick is consistently down-to-earth and truthful, which allows him to truly understand his clients and their needs.

During any transaction, Patrick’s intention is to meet his buyer’s/seller’s goals, as well as their individual expectations. This honesty and genuine interest separate him from the majority of other real estate agents.

The commitment Patrick has to Nashville can be seen through his community involvement as well. He is a part of various real estate investor organizations, including the Real Estate Investors of Nashville group.

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To learn more about Patrick Foster please call 618.521.7827 or emal PatrickFosterREALTOR@gmail.com.

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CHRIS FRAMAN “It’s simple really,” says Chris Framan, a top agent with Century 21 Rainbow Realty, describing his success as a REALTOR®.

“I listen to my clients and hear their needs, wants, and priorities. This helps me to create a roadmap from listing their homes, through the marketing and sales process, and until escrow has closed.”

For the past eight years, Chris has worked exclusively in the Orange County, California senior community of Laguna Woods.

Laguna Woods is comprised of approximately 13,000 homes. “I love working with seniors,” says Chris. “Many of my clients have amazing life stories to tell. It’s a privilege to get to know them and to help make their real estate transactions as seamless and stress-free as possible.”

Chris turned fifty-five last year and right away moved into Laguna Woods. “It made perfect sense,” he says.

“Living in Laguna Woods provides a wonderful opportunity to meet neighbors, make friends, and cultivate relationships that help to expand my constantly growing business. Living here also allows me to be far more accessible to provide service for my clients’ needs – I’m a quick few minutes’ drive from all my clients.”

“One of the most important elements of excellent service is regular communication and fast response time both during and even after escrow has closed,” says Chris. Repeat clients and referrals make up nearly half of Chris’s business. Chris has achieved this by staying in close contact with past clients and regularly offering assistance. “Speaking of communication,” Chris adds, “the most common complaint I hear from clients who have had a bad previous experience with another REALTOR® is inconsistent communication and weak follow-up. I make myself readily available and respond very quickly.”

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In addition to marketing his listings online via the MLS, Chris takes advantage of the international reach of the global Century 21 network. Chris also markets vigorously on a local level, connecting with the other REALTORS® who specialize in the community. “Cultivating an excellent reputation among my fellow agents as a fair and honest professional has paid off enormously. Real estate transactions can be and should be a win-win for everyone involved. At the same time, I aggressively defend my clients’ interests.”

When he isn’t busy helping his Laguna Woods clients, Chris relaxes with music and movies. An avid guitar player, Chris enjoys playing for fun just to unwind.

Chris is also a movie buff, although, he says, laughing, “It can sometimes take days to get through a single movie. I rarely get more than twenty minutes into a movie before the phone rings, and I jump right back into work!”

Chris currently works solo, but he is planning to grow a team in the year ahead. In order to manage his ever-expanding business, Chris will be bringing on a full-time assistant in 2021. Currently, selling about twenty homes a year, Chris is looking to double that figure.

To learn more about Chris Framan, please call 949-235-9249, email ChrisFraman@gmail.com, or visit c21rainbow.com/agents/chris-framan

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

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

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

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

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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

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

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

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

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

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

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 100

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

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

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

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

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

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KRISTIN GENNETTI For Kristin Gennetti, real estate was the perfect way to combine her people-loving personality with her passion for homes.

She got her start in 2005, after working as an occupational therapist. Once she had her daughter in 2013, she decided to go full-time in real estate, and hasn’t looked back since. “Since then I’ve been growing my business, and then partnered with Century 21 North East in 2018 to open an office in Malden, Massachusetts, where I grew up,” she explains. Her team is called The Kristin Gennetti Group, and they have built their business largely off of referrals from past clients and Kristin’s wide sphere of influence. Serving the greater Boston area, specifically around Malden, they continue to exceed expectations, with Kristin recognized as the #1 Malden Realtor for 2019 and 2020.

“My clients keep coming back to me because I am really in tune with what's going on in the market, and provide a white glove style of service," she explains. "I'm also very detail oriented and I think my clients really appreciate that.” Kristin is self-motivated and goes above and beyond for her clients. “I don’t leave any stone unturned, I’ll be there from start to finish.” Her clients love that she is so well-connected and intertwined with everything going on in Malden. She recently started a group in Malden as a way for local leaders in the business community to connect with each other. “We’ve been doing the meetings virtually since April because of the pandemic, but it’s really evolved. I initially thought of it more as a support group but it’s turned into a lot more than that,” she says.

With a full-time social media and marketing coordinator on staff, Kristin’s clients rest assured their properties are advertised as much as possible. “We utilize Instagram/Facebook ads, send out mailers, offer professional photos, virtual staging, regular staging, we really have a whole gamut of marketing efforts. My staff coordinates and makes sure that we’re giving our sellers optimal marketing and prospective buyers are Top Agent Magazine

seeing their houses in the best light and in a variety of mediums.”

After the transaction, buyers and sellers don’t hesitate to leave glowing reviews about their time together. One recently said, “Kristin is not only our agent, but a long time good friend. Her professionalism and general interest in assuring we were satisfied with the sale of our house and finding our new perfect forever home was amazing! She is honest, very responsive and hands-on. Her entire staff was great!! With all the COVID restrictions and needing to have your agent with you for open houses, she was always ready and willing to go to any open house with us. It was great to work with Kristin and I highly recommend her to anyone buying or selling a home.”

Looking ahead, Kristin is eager to continue growing her team and seeing them help more families. No matter where this path leads, Kristin will undoubtedly enjoy every second of it. “My personality is geared towards helping people, so assisting clients with their biggest financial assets is an amazing feeling. It’s extremely gratifying to be able to love your career.”

For more information about Kristin Gennetti, please call (781) 704-7040 or email kristingennetti@gmail.com

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IOLANDA GIGLIO-IWIG Iolanda Giglio-Iwig is a Realtor® who has served Southeast Michigan for the last four years, ever since she left the food retail industry. She got involved with real estate at the recommendation of her supportive husband and her mother-in-law, a Realtor® for over thirty years, who saw a lot of potential in Iolanda due to her friendly and generous disposition. Iolanda has built a flourishing career in real estate over a short amount of time, achieving the Top Producing Agent Award in 2018 after only three years in the industry! Through a winning combination of honesty, knowledge, and a giving nature, Iolanda is taking the real estate industry by storm.

Iolanda got into real estate for the same reason she got into retail management originally; she loves helping people. “Real estate is a great way for me to get through to people,” she says. “I truly enjoy helping them.” Iolanda’s attitude about being a Realtor® is that she is there to serve her clients in a focused manner, whenever and however they need it. She keeps herself available at all times for texts and phone calls, and finds making her clients comfortable to be incredibly important to her success. She makes her best effort to alleviate stress for her clients by providing them with attentive service around the clock.

It’s no surprise that Iolanda gets over 75% of her business from referrals and repeat clients. She knows that the key to effective communication is honesty, and she designates her level of honesty as one of her strongest traits as a Realtor®. “I’m a pretty upfront person,” Iolanda says. “I wouldn’t advise somebody to do something I wouldn’t advise for my own family member. My clients appreciate that.” She gives every client a rundown of the situation as she sees it at the very beginning of their relationship: the positives, negatives, and the huge potential changes that inevitably occur in real estate.

She leaves nothing out, which is a big reason why her clients keep coming back to her; she earns their trust.

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Iolanda’s knowledge of the real estate industry is second to none. She’s worked hard to learn as much as she can about market trends, recognizing that her insight isn’t worth much if not backed up by information.

“People appreciate the knowledge I have as a Realtor®,” Iolanda says. “Knowledge and honesty are the big keys in real estate.”

Iolanda communicates that knowledge to her clients in a way that’s easy to understand, enabling them to make informed decisions when conducting their real estate business.

Iolanda loves her job as a Realtor®, and she makes sure to stay focused while on the job. Her family is very important to her as well, though, and in her free time, she likes to spend quality time with them. For the future of her business, Iolanda wants to stay on top her game and continue to put herself out there for the world to find, expand her knowledge in Commercial and Cultivation real estate, and become a licensed broker by the end of 2021. She also aims to grow her team of agents; The Giglio Team is hoping to expand their reach throughout the metro-Detroit area in the next few years. Let Iolanda help you with all your real estate needs by contacting her today!

For more about Iolanda Giglio-Iwig, please call (586) 854-8283, email giglio639@gmail.com or visit iolanda.rehometowne.com

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 104

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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MELANIE GIGLIO-VAKOS When the purchase of her first home turned out to be a negative experience due to an inexperienced real estate agent, Melanie Giglio-Vakos vowed to never let anyone else buying or selling a home go through the same horrendous transaction process again. Considering she was in sales throughout her life, she decided that real estate may be her calling. With her passion to help clients and her mission to give them the highest level of service, she’s been successfully operating her business for over 18 years now. Melanie works at Compass Real Estate and is the team leader of The MVP Team, serving clients all throughout Chicago and the surrounding suburbs.

Due to her extensive knowledge of the Chicago market, Melanie is able to maximize her marketing strategy and negotiate the best results for her clients. And thanks to her dedication and strong work ethic, she has been able to build a wide network of repeat and referral clients. “My clients know my strong work ethic and trust that I have their best interest in mind at all times.

They also value my experience and knowledge of the market,” she says. Melanie’s team ensures that they always provide a white glove service to clients and communicate constantly throughout the entire process. Communication is a main pillar of her business methodology, as she sees her role in her clients’ lives extending far beyond just one transaction, but into a longterm relationship where she can remain a resource for them anytime in the future.

Another large part of Melanie’s success is her talented team of real estate professionals with in-depth market expertise.

Comprised of 15 agents, an operations manager, a full professional marketing team, as well as Melanie’s own personal staging company, The MVP Team has no issues standing out against the competition. With many of the agents being native to Chicago, they come with an unparalleled knowledge of the area and are constantly on the forefront of any market changes. This is why they have consistently stayed in the top 1% of the Chicago Association of Realtors consecutively for the past 11 years, have been awarded the Platinum Level for units and transactions, and find themselves in the top 10 of REALTORS® in Chicago to date, as well as being recently awarded the #1 Team in West Town.

For Melanie, there is no better feeling at work than being able to help her clients, whether it’s buyers or sellers, achieve their desired outcome. “I love the feeling of satisfaction I get when we’re able to find our clients their dream home, or being able to get my sellers a great price for their property. It’s rewarding to help them accomplish everything we set out to do,” she says. That’s why, even though she’s busy in her leadership role, she is still hands-on with all of her transactions. “I’m very personally involved with everything going on in our team. I’m dedicated to making this team the absolute best,” she says.

It’s important for Melanie to be involved in her community, and she does so by donating to various charities. The one closest to her heart is Imerman Angels, an organization that offers one-on-one cancer support by matching cancer survivors with cancer patients. She’s been involved with Imerman Angels for many years, never knowing that one day she would also need their help. In 2012, shortly after giving birth to her daughter and in the midst of working hard to grow her real estate business, Melanie was diagnosed with triple negative breast cancer. The dire news came as a shock, but giving up was simply not an option, so instead Melanie fought hard the entire first half of 2012 all the while taking care of her baby and working. Thanks to her perseverance, that year turned out to be the best year of her career at that time. As a survivor herself, Melanie volunteers as a Mentor Angel and offers support to those who are still fighting.

When she’s not busy at work or volunteering, Melanie enjoys spending quality time with her 9-year-old daughter.

Together they love to do art projects, play sports and musical instruments, bike, rollerblade, garden and cook.

Going forward her goal is to continue growing her business at a steady pace. “I’m never scouting for new agents, my team has always grown organically, but if I come across a broker who shows the strong work ethics that I expect, I will always consider them for joining the team. We have a high set of standards, and I want our agents to always follow best practices and be the best trusted advisor for our clients.”

To learn more about Melanie Giglio, email melanie.giglio@compass.com, visit mvpchicagorealestate.com, or call (312) 953–4998 www.

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JOHN GRAHAM The Legacy Group Network is a Washington based real estate firm providing personalized high-quality service to its clients by dedicated agents with years of industry expertise and knowledge.

The team is led by John Graham, a former teacher and basketball coach who decided to explore his passion for business in corporate America for many years before transferring over to real estate. The group serves buyers and sellers throughout Spokane, Washington, Coeur d’Alene, Idaho, as well as Missoula, Montana, and consistently remains one of the most successful firms in the region.

With a work mantra of professionalism and high standards, the agents at The Legacy Group Network have built a strong reputation in their community and the real estate world. “For the past 13 years we have prioritized working with strong ethics, high integrity, and with the desire to produce the best results for our clients. I think that reputation, and the image we have established through our branding has led to that industry credibility we now have as a real estate company. And that’s what attracts a lot of repeat and referral clients to work with us,” John says.

Even though they pride themselves on their ability to embrace industry changes and keep up with technological advances, one thing The Legacy Group Network is never looking to leave behind is the old-school values of hard work and professional conduct. “The market has changed quite a bit and become more laid back and relaxed. But as much as we have fun working with our clients, we also realize that this is the largest investment most people are going to make in their lifetime so we take it very seriously, and we stay on top of our education, and provide them with the highest level of customer care.”

The Legacy Group Network pulls out all the stops when it comes to their marketing. From radio and 106 106

television appearances, to social media, open houses, and door knocking—the team sells an impressive 400 houses per year, for a total of 100 million dollars in sales volume. “We have a great team that works really hard to always keep clients satisfied. We really enjoy helping people, whether it’s buying or selling a house.

This is such an emotional event, so there are a lot of highs and lows involved. What we enjoy the most is seeing that smile on someone’s face when they get their new home, or when they sell a house and start a new chapter in their life.”

Going forward The Legacy Group Network has many exciting projects in the works. Thanks to their proven track record of real estate excellence, they have been invited to film The American Dream, a National Television Show that highlights lifestyle and real estate in various cities. The filming starts in January 2021, and the show is set to come out in the early Spring. John also hopes to evolve the company into a one-stop-shop for all things real estate, and further expand their locations and growth while remaining a strong and inspiring leader for his team.

To learn more about John Graham email johngraham.legacy@gmail.com, visit thelegacygroupnetwork.com, or call (509) 954–7083 www.

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

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

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

Here are some things that you can do to increase morale and productivity in your workplace: 107

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

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

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

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

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

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

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

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

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NOEL HALL Working in fashion design may not seem like a typical start to a career in real estate, but for agent Noel Hall, the transition from running a multimillion-dollar operation for a fashion conglomerate to launching a solo real estate business was surprisingly smooth— and success came quickly. Only two years after obtaining her license, representing the west side of Cleveland as a member of EZ SalesTeam (the #1 real estate team in Ohio), Noel is on track to close on $8 million in sales in 2020.

The truth is, upon reflection, Noel’s landing in real estate makes sense. In 2018, while still working for a well-known luxury designer, she could see the fashion industry was moving online and her job would require more hours and increased travel, so she began looking for other options. She had an interest in real estate fueled by her own buying experiences and a healthy dose of HGTV, a masters degree in business, experience in finance, and connections from her first career who knew and trusted her. Perhaps most importantly, real estate would give Noel the chance to work for herself—and therefore, she hoped, determine her own work-life balance.

“It was the right choice,” Noel says now, and her clients would certainly agree. Two years in, nearly 40% of her clients, primarily investors, are repeat customers. If you ask her what brings them back, she’ll tell you it’s a combination of flexibility, reliability, and integrity. “I treat others the way I want to be treated,” she adds.

Noel’s listings range from $70,000 - $400,000, with an average price around $175,000. Mindful that buying real estate involves a commitment of time, money, and effort for everyone, regardless of price-point, she strives to be sensitive to whatever her clients may need. Whether it’s calming a nervous family buying their dream home, helping an investor assess a property, or finding a lender, Noel works hard to be a trusted resource, solving problems and answering questions. What she values most about her job is “knowing that my skillset can help make a very stressful situation easier for somebody else.”

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Given her previous career, Noel also recognizes the value of strong marketing.

She focuses on producing professional, high-quality visuals that incorporate drone footage and 3D walkthroughs; places listings on the MLS, Zillow, and other online platforms; seeks opportunities for targeted marketing on social media; and reaches out regularly to clients, past and present, with emails, anniversary cards, and holiday calendars—noting she “stays on the fridge year round.”

Looking to the future, Noel’s next step is determining how best to leverage her volume and referrals while creating opportunities for others. As a member of “Work with the Winners,” she organizes networking events for commission-based professionals and small business owners, including realtors, lenders, photographers, builders, and custom gift suppliers, noting that, along with supporting her community, she’s made connections that account for 20% of her new business.

Best of all, Noel is happy to report she’s finding that the well-balanced life she hoped for is possible. Outside of work, she volunteers at her son’s school and her local animal shelter, and teaches PSR at their church. She also enjoys shopping, gardening, and spending time with her son—watching him play football, hiking, and creating memorable experiences.

For more information about Noel Hall, call 216-210-3310, visit EZSalesTeam.com, or email noel@EZSalesTeam.com www.

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ANNIE HERNAEZ Annie Hernaez had plans to become a massage therapist when she switched tracks and became a notary for her friend’s brokerage. From there, she found her way into real estate when she was recruited to break away with a small group that formed their own business in 2007. The group began as a local business in San Bernardino and Riverside Counties, and soon they were so successful that they extended nationally.

Now a Top Producing Agent at Keller Williams, Annie loves where she has landed. “Keller Williams provides so many tools and knowledge,” Annie says. With all of her business coming from repeat clients and referrals, Annie attributes her success to her client-centered approach. “When I partnered with John Simcoe, I learned so much from him,” Annie says. “I learned the value of treating clients like family. He has been one of the top producers in the Inland Empire, and he taught me to give clients everything, to make them feel how much you value them and their business. I make clients my priority every day.” Annie does almost no external marketing for herself, as she lets her reputation bring the business. “If you do your best by your clients,” she says, “they will go out to sell you better than you could sell yourself.”

clients. Our in-house marketing alone gives them enormous exposure.”

One of the aspects of her career that Annie appreciates the most is the flexibility it affords her to focus on raising a family.

Annie has a husband and four children, and together they love taking part in athletic activities. “We’re all very competitive as athletes,” Annie says. “Everything we do is a race.” Annie is also dedicated to giving back to the community. Active in her church and the food pantry, Annie helps hand out and deliver meals to over 200 families a week. “There are so many people who are not so fortunate right now, with Covid especially,” Annie says. “I love that I am able to give back.”

For the future, Annie looks forward to expanding her geographic reach, and extending her services to highend clientele. With a love for learning new things, Annie is excited about what the future of real estate has to offer. “My entire career has been one market change after another,” Annie says. “That’s what I’ve learned. It’s always changing, and you have to change with it. There’s always a buyer for every kind of market, you just have to transition to meet their needs.

I love that challenge.”

Dedicated to the ever-changing nature of the real estate industry, Annie is committed to adapting with the times. She has extensive experience in the wholesale market, and she can offer investors her expertise.

“My investment knowledge separates me from the majority,” Annie says. “It’s a really different world.

And there is huge interest in investment right now.”

With a versatile and comprehensive marketing approach, Annie is able to market her clients’ properties through social media campaigns, as well as by leveraging her network. “Our office is the Number One brokerage in the area,” Annie says. “Working with a good brand, a good company, and good agents is so impactful for our 110 110

For more about Annie Hernaez call (951) 808-2377 or email AnnieHernaez@gmail.com.

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Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans112

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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JENN HILL Compassionate and determined, Jenn Hill has quickly become a prominent agent in the Salem, Oregon real estate market. She earned her license in 2016 after seeing her parents go through a disappointing transaction with a Realtor®. “It inspired me and made me realize there are people who need someone on their side, and I could become the person to help them,” she explains. Making it her goal to put her clients first and do whatever it takes to make them happy, she has built a strong network of referrals. It is her vibrant personality and down-to-Earth nature that helps her stand out in her field.

“Most people come back to me and refer me to others because we have fun during the process, and we develop a good connection,” she says.

“I’ve also been told I have great energy, and that people appreciate me putting them first.

That’s the bottom line. My clients goals are my goals, and they know that.” Whether she’s guiding a buyer through the process of finding their perfect home, or getting a seller the most for their property in the shortest amount of time, she is always going above and beyond. “I go the extra mile, from small to big.” This carries into her marketing as well, with all listings being advertised on Instagram and Facebook.

She also belongs to two different MLS’s, hosts

open houses, and isn’t afraid to go door knocking.

Afterwards, clients leave glowing reviews about their time together.

One recently said, “Ms Hill was very professional in helping me with my purchase. She was very knowledgeable and helped make an otherwise stressful process go smoothly. With today’s housing atmosphere, having a professional who is willing to advocate for you and even hold your hand a little is priceless. Give Jenn Hill a call, you won’t be dissatisfied.” Another wrote, “Jenn was absolutely amazing. The whole way through she was very eager to help, respectful, fun and most importantly knowledgeable. It was nice to have someone I could trust when going through something so important and scary. I would absolutely recommend Jenn.”

Looking ahead, Jenn plans to continue exceeding expectations. “This includes more marketing, more communication, more client care and figuring out new ways to bring more value to the table.” As she grows, she will no doubt love every minute of her work, as it truly is a dream career for her. “I like the connections and stepping into people’s lives. I get to be a part of this experience with them, develop a close relationship and help them achieve their goals. It’s so rewarding.”

For more information about Jenn Hill, please call 971-208-2800 or email thejennhill@gmail.com Top Agent Magazine

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ASHLEY HUTSON For Ashley Hutson, real estate runs in the family. Ashley has deep roots in the industry and provides her clients with a lifetime of knowledge and experience in the business.

She works hard to ensure that each transaction feels effortless for her clients, and always brings them the best results. Ashley and her team, brokered by eXp Realty, service clients throughout the Greater Phoenix Area.

Ashley’s expertise paired with her dedicated approach has brought her a large number of repeat and referral clients over the last four years. “My mantra is ‘Treat people how you want to be treated’. I strive to be generous and compassionate about the journey my clients are going through. Buying and selling a home is one of the biggest financial steps a person will take in their lifetime, so I don’t take that lightly,” she says.

Her hard work ethic gives clients the confidence that whatever their real estate goal is, it will get accomplished with Ashley. “I try to go above and beyond to make the process as smooth and easygoing as possible for them.”

some people have about REALTORS®. “Sometimes agents get a bad name, but I want people to know that there are many of us who care, and who are passionate about what we do, and who truly want to help. This is a big investment and we want them to be safe and protected. We want to make sure they can afford it and be comfortable,” she says.

Outside of work, Ashely is involved in her local community. She volunteers at Feed My Starving Children, and in her spare time she is a busy mom of two boys and a girl, and frequently helps out at their school and their sports activities. In the future, Ashley looks forward to growing her current team while ensuring that new members share the same values and work ethic. “We want to keep setting goals and working hard to reach them, all the while keeping our clients happy and giving them the best possible service. At the end of the day, we want to make the world a better place and show people that we care.

Staying proactive is an important part of Ashley’s savvy marketing strategy and helps get her listings sold quickly, efficiently, and for top price. She informs other agents whenever she has an upcoming listing, sends out emails to her large database, and posts listings on social media platforms such as Facebook, Instagram and Youtube for maximum exposure. Her effort and hard work ethic have the team on track to reach $20,000,000 in sales volume by the end of the year.

Listening closely to her clients’ needs and goals Ashley is able to figure out exactly what buyers and sellers are hoping to achieve, and make it a reality. She takes her work to heart, and hopes that her attentive and caring approach will help turn around the perception 114 114

To learn more about Ashley Hutson email soldbyashleyh@gmail.com, visit soldbyashleyh.com, or call 602-291-4090 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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BLAKE KESSNER Knutson & Associates has been in Blake Kessner’s family for generations. The Real Estate Sales & Property Management company was founded by his grandmother in 1976, and his mother took over after she retired. After coming of age, Blake saw fit to trailblaze his own path, attending college in Seattle and climbing the ladder in the hotel management industry. But when the time came for his mom to retire, Blake was drawn back to Hawaii to pick up the torch. “My family has given me everything,” he says. “I couldn’t stay away from the business knowing that our legacy would not continue.”

Today, Blake is the Broker in Charge at Knutson & Associates, the longest standing property management company on the Kona Coast, where he services clients throughout the Big Island. From overseeing over 150 vacation, rental and investment properties to helping first time homebuyers, he possesses a diverse skill-set to assist any buyer or seller. “Our main focus is on maintaining a reputation for integrity,” he says. “Here, we’ve brought a corporate mindset to a boutique, family business.”

When listing a property, Blake, a fourth generation broker, combines his business background with his wealth of professional contacts to net his clients the best return on their investment. Always looking to go above and beyond the standard MLS tools, he utilizes his extensive referral networks and designations through NAR to connect clients with agents around the world. Elsewhere, he remains on the cutting edge of his industry, sharing his listings over a variety of social and digital media platforms. “I reach a global network—not just through marketing, but also through contacts we’ve built through 44 years of business,” he says.

Blake is just as comprehensive when assisting his buyers, offering them a hands-on advocate for their best interests throughout the transaction. Because of his strong property management experience and decades spent on the island, he empowers his clients with the knowledge and resources needed to make strong investments.

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“I don’t just talk the talk,” he says. “Whether I’m personally seeing to their home inspection or attending a listing appointment, I’m there for my clients—no matter what.” Moreover, Blake stays in contact with his clients well after closing to ensure they are satisfied in their new homes. Able to connect them with vendors, contractors, managers and other working professionals on the island, he remains an ongoing resource for all their needs.

Outside his career, Blake is tremendously active within the community he loves, participating in charitable initiatives and putting together fundraisers for local organizations such as Feed Kona Hawaii, which helps families in need. He is also a proud representative of gay entrepreneurs in Hawaii, standing for equality and serving an example for gay youth in his community.

When he’s not assisting clients or giving back, Blake can be found exercising or spending a relaxing afternoon on the beach.

Going forward, Blake intends on building on his boutique model and growing his sales team. But through it all, he is focused on what matters most. “At Knutson and Associates, we’re all about the spirit of Aloha,” he says.

“Looking at how far we’ve come, I know my grandmother can look down at me and feel proud of what I’ve brought to her legacy.”

To learn more about Blake Kessner please call 808-987-9295 email blakekessner@gmail.com, or visit konahawaiisales.com www.

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CRYSTAL LONG & KELLY PARKER For Crystal Long and Kelly Parker, sisters and co-owners of Carolina Realty Co. Southeast, real estate, like life, is all about family and community.

For clients, working with Crystal and Kelly is a great package deal, because as Crystal puts it, “When you hire me, you get Kelly too, and when you hire Kelly, you get me too.” Not surprisingly, the two sisters often hear that when clients come to work with them, “they feel like family,” and walking into the 1901 historical home Crystal and Kelly renovated into an office “feels like home.”

All of this comes naturally to the two sisters because for them, “that person-to-person connection is the most important thing.”

The first step for each new listing is meeting the client and touring the property to complete an initial assessment. Then Crystal and Kelly return to their office to devise an individualized marketing strategy because “each home is different, each home needs something different, and each client is looking for something different.”

Crystal and Kelly are prepared to do whatever it takes to get a property ready for sale. Not only are they one of the only firms in the area to include staging, but they often go above and beyond—they’ve raked yards and cut grass, they’ve even “pressure-washed a house together.”

Crystal and Kelly care about the people they work with and understand sometimes clients can’t do these things for themselves. When that happens, the two sisters are there to step in. They are also prepared to invest time and resources in marketing, hiring professional photographers, producing videos for YouTube, and purchasing ads on Facebook—and their properties get noticed—one of their recent Facebook posts garnered over 16,000 views.

The result? The agency has a strong social media presence and clients become friends. Crystal and Kelly have received numerous glowing recommendations and 25% of their business is repeat/referrals. “People go out of their way to leave a kind word,” Crystal said, “and this means the world to us.” Crystal and Kelly keep a calendar and, like family, they send out anniversary cards, congratulating buyers on another year in their home. In addition, the sisters make a point of calling to check in with clients, past and present, offering service-oriented help like finding contractors or an electrician, asking “do you need anything at all?”

Giving back is important to Crystal and Kelly. One of their priorities is the Richmond County School District. Both former teachers, they remember dipping into their own pockets to purchase supplies, so they created a program last year called “Cash for Class,” and donated $100 from each commission earned to local teachers. They purchase meals to feed teachers and nurses.

And when they heard students in grades 6-12 would all be moving to online learning, Crystal and Kelly held a drawing and gave away a brand new laptop computer to a lucky student.

Outside of work, the two sisters love the outdoors, gardening, going to the beach or the lake, and, of course, spending time with family and friends—a group that continues to grow.

Carolina Realty Co. Southeast currently represents clients in Richmond, Scotland, Moore, and Anson Counties, but plans for the future include hiring more agents and expanding their reach.

For more information, please visit carolinarealtycompany.com, call (910) 716-9000, or email crystallong.realtor@gmail.com https://

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Are You In or Out?

by Barry Eisen

Have you ever felt like you’re doing all the right things but your wheels are just spinning? You’ve invested a lot of time into a business, a job, a relationship, a sport, a course of study, but the results don’t justify the effort or time. You have so much invested, you just can’t walk away. You can see the light at the end of the tunnel but it doesn’t seem to be getting closer.

What to do, what to do?

As a business/personal coach I hear feedback every week from those who feel frustrated, powerless, and stuck in one or more areas. The reasons, or justifications for continuing doing things they tolerate rather than love are many. But, like panic attacks, unless you address the issues and make changes they get worse and you get more of them. For most, not paying attention and continuing in the same direction is a mind numbing experience, which produces a low selfesteem and is a recipe for a boring life.

Ask yourself the question, “What area Top Agent Magazine

or areas of my life am I tolerating and simply taking the path of least resistance?” In other words, “Where am I painting by the numbers?” (That’s a reference to the over 50 reader.)

Without being defensive (that’s the part of the ego that says everything is all right and points the finger of blame outward rather than to the real inward source) are there areas in which you’d like to be more passionate, confident and more in tune?

When I ask those who feel stuck or trapped if they know what to do to make the positive change, most everyone knows their own truths. Knowing and doing are very different. As Khalil Gibran once said, “To know yet not to do is to not really know.” And most are honest enough to admit that they’ve lost their vision of what was important and let distractions get in the way.

(Damn those bright shiny objects!)

A remedy that works most of the time is to refocus by identifying the area of concern, setting a short term goal 119

Visualize the success you desire. Top performers do this in every field. Do it too...with consistency.

(such as six months), creating a plan of action and following through like your hair’s on fire for that period of time.

Six months simply represents a period of time to get past the learning curve of establishing new attitudes and actions.

At the end of the six months, do a reality check. Is the success you’ve created by doing things right without excuses worth the effort you’ve put in? Or, was the victory not so satisfying? If not, move on to something else. But whether you stay focused on your successful makeover or decide to move on, you decide KNOWING, not playing mental gymnastics with yourself. Not knowing is the pain of guilt many carry. “What if?!”

Passion, confidence and a positive self-esteem don’t develop by working on them, they happen by creating victories.

Keys to getting unstuck: 1) Be willing to own your shortcomings 120

and poor attitude as well as your strengths. The truth CAN set you free.

2) Be teachable and open to learn better ways of thinking and acting.

Learn from those ahead of you, not the ones behind you.

3) Associate with those who will support, not tear you down.

4) Consistently read or go to seminars, from those who have done their homework, to get new ideas and reinforce the basics.

5) Accountability buddies and coaching work. Live up to goals.

6) Visualize the success you desire.

Top performers do this in every field. Do it too...with consistency.

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

MARIBEL LOPEZ For years, Maribel Lopez lived in the corporate sphere, serving as a vice president in banking. Seeking a career that would allow her to better balance her family life with her passion for helping others, she was drawn to real estate. “When I was in banking and management, I found the most fulfilment in helping people grow,” she says. “So when I was choosing my next career path, I wanted to settle on something rewarding—and what could be more rewarding than guiding someone to the next chapter of their life?”

Today, Maribel is the Lead of Team Essence with Keller Williams Infinity where she assists clients throughout Naperville and the surrounding areas. Having organized her team around a blend of professionalism and patience, she has cultivated a process to protect the best interests of all her buyers and sellers.

When listing a home, Maribel is hands-on, providing a boutique experience and her unmatched attention to detail. A certified home stager, she personally ensures that her sellers’ homes look immaculate by the time they reach the market. After supplying professional photography, drone photography and videography, she proceeds to share a property through a variety of targeted digital and social media campaigns. As she describes, “It doesn’t matter if it’s a $100,000 listing or a $600,000 listing; all my clients receive the same care and finesse needed to sell their homes.”

Elsewhere, Maribel offers her buyers both a friend and an educational resource for the nuances of their transaction. “When I work with somebody, I promise to hold their hand from start to finish,” she says. “Things happen over the course of a deal. Problems come up. But I’m the one who can get to the bottom of an issue, scale down the tension and keep us moving forward.”

In fact, Maribel keeps standing up for her clients well after closing, keeping in touch to make sure they succeed in their new homes. She has won an outstanding reputation Top Agent Magazine

around Illinois, with the vast majority of her volume coming from either repeat clients or referrals. The key to her success? “When it comes to real estate, people are looking for someone who is genuine and knowledgeable,” Maribel says. “Through everything, I’m always working from good intentions.”

Outside of her career, Maribel loves giving back to her community. Recently, she has served as the vice president of her area Boys and Girls Club; meanwhile, she is an active member of the Brookdale PTA, sponsoring fundraisers and school events. When she’s not assisting clients or giving back, Maribel can be found spending quality time with her husband, three children and their two dogs. In particular, she loves to travel with her family.

Looking ahead, Maribel has strong plans for the future.

On top of expanding into a commercial division, she has also begun flipping houses with her husband. However, as her business and team continues to grow, she will never lose sight of the values that brought her to real estate in the first place. “No matter what happens, I’m blessed to be a part of the most exciting transaction of someone’s life,” she says. “It’s an honor to know that my clients have put their trust in me, and that pushes me to deliver for them. Every time.”

To learn more about Maribel Lopez email essencerealtyteam@gmail.com visit teamessence.kw.com or Realtor.com or call (630) 888-2113 https://

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LESLIE LYNN With thirty-seven years in the business, Leslie Lynn is one of the most trusted names in real estate in Oklahoma City and the surrounding areas. She provides customer-centered, boutique service to her much-appreciated clients.

In 1982, Leslie wasn’t expecting to find her passion when she took a real estate class to support a friend interested in the Real Estate business. However, when the friend dropped out, Leslie stuck with it. “I’m not a quitter,” she says with a smile. Back then, real estate was an older person’s game, and fresh-faced Leslie often surprised fellow agents and clients alike with her expertise and true desire to help her clients achieve their goals.

These days, almost eighty-percent of Leslie’s business comes from repeat and referral clients who remember Leslie because of the incredible service she provides. “I recently had one couple come back after twenty years,” she says. “It’s always a joy to help previous clients again.”

Her clients rave about her honesty and willingness to advise them on every step of the process. Leslie becomes friends with her clients and follows up with them long after the transaction is over—because she cares.

When it comes time to market listings, Leslie’s expertise really shines. She understands that in today’s market, most buyers start their search for a home online, so she creates virtual tours and videos. She’s also not afraid to pick up the phone and call other top agents who often have a buyer who’s a perfect match. “Some of those old skills are so valuable. It’s impossible to overestimate the power of a personal connection,” she says. The average price of her present listings is around $450K. Her median closed transaction (Buyer & Seller side) is approximately $327K with sales prices ranging from $5K to over $1.5Million.

Each year she closes between $7 and $8 million in transactions.

Leslie’s favorite parts of the job are meeting people and learning new things.

“I like making connections,” she says.

Leslie has a BFA in Advertising Design and a background in Art History and Marketing. She believes that Real Estate is such a varied and interesting profession because it utilizes all sorts of skill sets.

One her her favorite complements came from a beloved mentor who said, “Leslie works just as hard for the couple buying a tiny starter home as she does for clients with high dollar properties!”

To give back to the community, Leslie sits on the Board of the Lynn Health Research Institute whose goal is to improve healthcare in improverished and underserved areas and provide support for children in foster care.

Other volunteer efforts include helping with food drives for people in “food deserts,” and serving on committees for local art organizations. She is also an officer in her sorority alumni group and a deacon at her Presbyterian church. In her cherished free time, Leslie creates art, seeks out interesting antiques and (lately) spends socially-distanced time with her sister, brother, and 90 year-old dad. She also loves connecting people throughout the community and is even known as a bit of an amateur matchmaker—she’s successfully set up about 8 couples who eventually married!

For the future, Leslie plans to stay apprised of the ways the pandemic is shaping real estate. “I want to be as attentive as I can so I understand changes in direction in the industry and continue to provide the best possible service,” she says. “During this time of great change, we have to go forward and to pull together as a community to make sure no one is left behind.”

To find out more about Leslie Lynn, please email leslielynn@ccoklahoma.com call (405) 627-9153, or visit facebook.com/realtorforhire.org or oklahomaandlovingit.com www.

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5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

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

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

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

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

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

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

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

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while promoting my business?

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

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

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

4. Get involved in your community.

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

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

5. Show your gratitude when you do 124

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

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

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

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

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

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

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MARICELA MEZA Four years ago, when Maricela Meza began working for a property management company, she had no idea that path would lead to a successful career as a real estate agent. Her boss was also a broker and recommended that she get her real estate license so they could list properties on the MLS. “I did decide to get licensed, then I left the company and was licensed under a different broker,” Maricela explains. Now, Maricela is a solo agent who serves the Down River area and Metro Detroit, Michigan.

In just three years, Maricela has made great strides.

Nearly 99 percent of her business comes from referrals, which she credits to her dedication to serving her clients, as well as her ability to speak both English and Spanish. There is a large population of Spanishspeaking people in the area, and they feel comfortable turning to Maricela to help them with their real estate needs. Additionally, Maricela always looks out for her clients and does more than necessary to make sure that they end up with the best possible results. “I go out of my way a lot, but I enjoy it,” she says.

It is clear that Maricela’s clients are very happy with her services, with many leaving glowing reviews about their time together. One recent client shared, “This experience could not have gone any better. I am truly satisfied with the service I received and the care and dedication Maricela provided. It truly made all the difference in what could›ve been a difficult process.

Maricela knew exactly what she was doing, she›s very knowledgeable. You can tell that she is passionate about her work and her client’s satisfaction.” Many of Maricela’s clients run in the same circles, so she finds it easy to keep in constant contact with them. “We’re always in each other’s faces,” she says.

When she is not working, Maricela loves spending time with her two children. Through servicing the Hispanic community in the area, Maricela is truly Top Agent Magazine

helping the Metro Detroit community as a whole. Many people do not know that home ownership is a real possibility, and Maricela experienced this firsthand watching her parents feel this way throughout their lives. Her upbringing has solidified her passion for helping others achieve their goals. She recognizes the need for an agent who is honest and wants the best for their clients, and she loves to be the person her clients can rely on.

With all this considered, it is no surprise that when asked what her favorite part of the job is, Maricela says, “It definitely is helping people.” She knows that she has a unique skill set and worries that if she is unable to help, then nobody will. In the future, Maricela wants to continue growing her business in order to help as many people as possible. “I am overwhelmingly busy to the point that I know having someone on my team would be very beneficial to my clients and to myself as well,” she says. Maricela has proven that you can achieve anything if you put your mind to it, so to agents and potential clients alike, she says, “Whatever you’re thinking of doing, just take a leap of faith and do it.”

For more information about Maricela Meza, please email meza0316@icloud.com 125 Copyright Top Agent Magazine

STEVE PETTIT Top Agent Steve Pettit – Lead of Pettit Properties at Keller Williams Grand Rapids in Michigan – is a hardworking, forthright Realtor who is consummately dedicated to providing the very best customer service available in his market.

Steve’s business has been built on a foundation of honesty and integrity, hence his stellar reputation as a trusted real estate advocate and advisor who consistently goes above and beyond for his many grateful clients.

Steve, who was originally licensed in 1994, first spent years working for the state of Michigan. “I wanted to retire,” he recalls, “buts I’m a very busy person and I believed that sitting around and not doing anything would drive me crazy. So, in 2016 I decided to get back into the real estate business.” Steve found success almost immediately, based on his client-focused approach that puts the needs of his buyers and sellers above his own.

Currently, Steve oversees a dedicated team of eight agents, all of whom share his customer-first business ethos. “We’re a pretty diverse group,” he says. “We build relationships, we don’t sell houses. We guide our clients and we give them advice. But ultimately, they’re going to choose the home they want. We don’t hard sell. We try to understand our clients and their needs, and then help them find the house that is right for them.” This has resulted in a thriving business that is based considerably on referrals from past clients, a percentage that continues to grow, year after year.

“I view real estate through a specific prism,” says Steve, when asked how he manages to engender such fierce loyalty amongst his clients. “If I wouldn’t sell a

home to my mother or my children, I’m not going to try and sell it to a client. I make sure that they understand exactly what they’re getting into, because I can always help them find another home if the one that they’re looking at has some issues. If the house we sell them turns out to be a money pit or not what they anticipated, the chief person they’re going to blame is me. Therefore, it is incredibly important to everyone on my team that we take care of our clients as if they’re family.”

There are many other factors that have played a large role in the success of Pettit Properties, including fierce negotiating skills and comprehensive, intelligent marketing strategies that translate into fast sales for top dollar. “We’re very lucky to be a part of the largest brokerage in Grand Rapids,” says Steve, acknowledging the large assist in listing prominence Keller Williams provides.

When he’s not working, Steve enjoys nothing more than spending time with his family, including having spent a week on an aircraft carrier with his son, who is active duty in the Navy. He is also an ardent philanthropist who supports multiple charitable efforts, including Gilda’s house, which provides support to those living with cancer.

Looking to the future, Steve’s plan is to continue doubling his annual business, which he has done consistently since the inception of Pettit Properties.

“When you focus on the client,” he says, “you are able to provide an awesome client experience. That is going to be a huge driver for our business as we move forward.”

For more information about Steve Pettit, please call 616-600-1041 or email StevenPettit@gmail.com 126

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 128

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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JACQUELINE REVOIR Jacqueline “Jackie” Revoir began her real estate career in early 2016. Her mom is a Realtor®, and after working in the fitness industry for several years, Jackie decided to switch gears and pursue a career in real estate. That was almost 5 years ago, and Jackie hasn’t looked back. Her clients value her hard work, organization, and the personal service she provides in helping them achieve their real estate goals.

With Keller Williams Hometown Realty in Mullica Hill, Jackie services the Central and South Jersey areas. She also belongs to a worldwide referral network, allowing her to assist people not only in all of New Jersey and throughout the nation, but internationally as well. About 90% of her business comes from repeat and referral clients, a truly impressive feat that speaks to the loyalty and confidence she inspires. “Five years in, I’m already relisting and reselling houses I’ve sold in the past,” Jackie says. “I get the bulk of my business from people I know or who have worked with me before and have spread my name around.”

It’s easy to see why people keep coming back to work with Jackie again, and again. “Clients tell me they appreciate my communication and how available I am for them,” Jackie says. “I carry them throughout the process and give them recommendations and referrals for everything they need. I’m always one step ahead of where they’re thinking, and that puts their minds at ease.”

The personal connection Jackie forges with her clients is priceless, and it helps her to serve their individual needs.

“Throughout a real estate transaction, I’m not just there to talk about the business aspect,” she explains. “I want to connect with them personally. Real estate is a

relationship-based business, and I try to foster those relationships.” Her approach is customer-focused from beginning to end. “I care about getting my clients to where they need to go on time, with the least amount of hassle, while keeping them fully informed. It’s not a numbers game or a timeline game where things have to go a certain way. It’s really specific to the client.”

When it comes to marketing her listings, Jackie uses a mix of old-school and newer methods including the latest technology. She sends out both e-cards and physical mailers for each listing, but she says, “Social media marketing is really the big thing for me. I do a lot on my business Instagram and Facebook, and I make sure to promote listings on my stories and pages.” Jackie also constantly updates her website with new listings.

The results speak for themselves: Jackie’s total volume was about $7.5 million last year, and she is on pace to do the same or better this year.

When she is not working, Jackie likes being active outdoors with her husband and their 1-year-old son. She enjoys fitness, getting outside, and traveling.

In the future, Jackie plans to team up with her mom, with a goal of eventually earning her broker’s license.

“I would like to get into doing my own investment properties and grow my business so that I can deal in different forms of real estate,” Jackie says. Above all, Jackie wants to continue giving her clients the best service possible. “I’ve always been a people person, and I like having those connections with people,” she says.

“I enjoy sharing my positive attitude and outlook, and keeping my clients in the right state of mind.”

To find out more about Jackie Revoir, please call 609-468-4219, email jackierevoir@kw.com, or visit jackierevoir.kw.com www.

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SHIRA ROST When Shira Rost took a year off before starting law school, she had no idea her decision would lead her to a highly successful and acclaimed career in real estate. Since then, her business has earned numerous awards, and she has built a reputation as one of the most trustworthy, dedicated, and passionate realtors in New Jersey.

Shira spent the early part of her career in luxury real estate marketing. “I loved the strategic creativity, brand development, contract negotiations, and the multi-tiered partnerships,” Shira says. “Working in luxury marketing taught me how to develop an eye for detail and produce results-driven growth.” When she moved with her family from Manhattan to New Jersey, she decided it was the right time to return to her original passion, real estate sales, and she applied her skillset to new challenges. Since then, she has earned consistent accolades for her business, including the prestigious New Jersey Realtors Circle of Excellence Award. Shira is ranked in the top 1% of New Jersey Realtors, has been a Top Producing realtor, and is now a founding member of Compass Short Hills.

Shira’s business consists primarily of referrals, a testament to her fierce commitment to her clients. “It’s about trust,” Shira says. “My clients trust me to work harder, to go to bat for them.” She covers a wide geographical area, serving New Jersey towns all within one hour of Manhattan, including Short Hills, Livingston, Maplewood, and Chatham. “I’ve found that having expertise about many towns is helpful to my clients,” Shira says. “When they come to me, many of them aren’t sure where they want to buy, and my knowledge of diverse markets is invaluable to them.”

Shira’s fresh take on customer care and marketing gives her business an edge. Ahead of the curve on the use of multimedia, Shira also actively cultivates local knowledge, helping her clients find homes not 130

yet on the market. With her background in luxury marketing, Shira knows how to sell homes in their best light. “What I always think about is how to get buyers to notice one house out of a thousand, and how I can help my clients’ homes stand out from the crowd.”

Outside of running her successful business, Shira loves spending time with her family, which includes her husband, her three children, and two dogs. Active and engaged in the community, Shira donates a portion of every sale to charity in her clients’ names. She also serves on the board of Temple B’nai Jeshurun in Short Hills, specializing in community service and philanthropy.

Shira’s passion for real estate is palpable in how she speaks about her profession. “I love how it changes every day, every second,” Shira says. “I’m the kind of person who loves a new challenge. It is an incentive to do better, to think differently, to work hard for my clients.” For the future, Shira plans to continue to be involved in every aspect of her business. “I think my clients appreciate that when they work with me, they get me,” Shira says. “My plan is to keep making my clients happy.”

To find out more about Shira Rost call 856.214.2639 or 973.768.9003, email shira.rost@compass.com or visit shirarost.com/meet-shira

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Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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ERIC TUTSCH Top Agent Eric Tutsch – of C3 Real Estate Solutions in Fort Collins, Colorado – is a hardworking, dedicated Realtor® who is deeply committed to providing his many grateful clients with exceptional customer service. Eric’s success has been built on a solid foundation of honesty and integrity, and it continues to grow year after year as more and more of his buyers and sellers refer him to family and friends.

Eric began his journey in real estate four years ago, following a long stint in the remodeling business.

“My wife and I were living in Wisconsin,” he recalls, “and when it came time for us to have our first child, I began looking for a job that provided a better work/ life balance. I was working constantly in order to make a decent living, and I wasn’t home that much.

That’s when I decided I needed a change.” Having visited his mother-in-law who lived in Colorado, Eric and his wife had an affinity for the area, and they decided to move to the Centennial State. “It was a fresh start for us, and I had no sphere of influence, so I just put my faith in God that it was the right choice for us.”

Eric signed on with C3 Real Estate Solutions and quickly overcame his broker’s doubts about his potential for success, and rapidly built an ever-growing business with his fierce work ethic and true empathy for his many buyers and sellers. Currently, nearly the entirety of his considerable business is based upon returning clients and referrals, a sure indicator of the top-of-the-line service he provides. “When I bought my first home,” he recalls, “I had an agent who didn’t provide very good service at all, and it’s my goal to

make sure no one else goes through that kind of experience. So, I keep my clients informed throughout the entire process, and I’m incredibly responsive to them.”

“I always try to make my clients feel as comfortable as possible,” says Eric.

“Many of my clients become friends, and I work hard to stay in touch with them long after the transaction is complete, just to make sure their needs are being handled. I treat everyone as if they’re a friend rather than just a transaction.”

There are many other factors that come into play when assessing Eric’s ascension in the real estate industry, including his personable nature, his expert negotiation skills and his thorough and intelligent approach to marketing his listings. All of this, combined, translates into fast sales for top dollar, not to mention happy clients.

When he’s not working, Eric enjoys nothing more than spending time with his wife and two daughters, and is an avid outdoorsman who enjoys hunting, fishing, and simply enjoying the scenic beauty Colorado has to offer.

Looking to the future, Eric’s plans include continuing to grow his business and to keep offering the go-above-and-beyond service that has quickly become his calling card. “A real estate transaction is probably one of the largest deals someone is going to make in their lifetime,” he explains, “and I just get a lot of satisfaction out of being able to help someone through that.”

For more information about Eric Tutsch, please call 970-689-7766 or email ETutsch@c3-re.com Top Agent Magazine

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DANIELA SARDO When Daniela Sardo was young, she would ride her bicycle to a nearby neighborhood where custom homes were being built. Looking at these homes planted a seed of interest in real estate and home ownership within her. That seed would manifest itself slowly over the course of her life as an adult. When Daniela first became involved with real estate part-time, she was juggling her budding career along with a Master’s degree and a separate full-time job. She would find, however, an incomparable joy in guiding people along the path to home ownership, and move into building a vastly successful career as a full-time Realtor.

Daniela’s primary goal as a Realtor is to get her clients into the home of their dreams. She is willing to work outside of her job description to make this happen. “I go above and beyond,” she says. “I had my neighbor tell me, ‘you are the only Realtor I know who would do the things you do.’” From painting houses to pointing people towards the right resources for the Down Payment Assistance and other aid programs, Daniela truly does it all.

Daniela works so hard to get her clients where they want to be because she genuinely cares about them. “I really try to help people get past any barriers that they have to home ownership. Without a doubt, my favorite part of my job is helping people achieve that. There is nothing that feeds my soul more than listening to people tell the story of their incredible accomplishment after closing. It feels good to help people reach this massive milestone in their life.” Daniela’s clients can see and feel how much she cares. Over her career, she has built a vast sphere of influence including clients both past and present, and her business is currently 100% referral-based. People appreciate 134

Daniela’s devotion to the cause of their success, which makes it a no-brainer for them to return to her services and refer her to their friends and family.

Daniela knows real estate like the back of her hand, having gained a wealth of experience as a Realtor over the last decade.

Her advertising is exceptional – she does everything from high-end, professional photography to 3D Matterport tours to make her homes look the best they can be – allowing her to cast a wide net to reach as many different people as possible.

Daniela currently closes 35 transactions per year. Her immense success can be attributed to great marketing, an intimate familiarity with current market trends, and her generous spirit with which she serves her clients to the fullest extent.

As an independent broker, Daniela currently serves the state of Oregon. She plans to continue to build her sphere and her database day by day, and to reach out to as many people as possible in the coming years. If you’re in need of real estate service in the Oregon, don’t hesitate to contact Daniela Sardo today!

For more about Daniela Sardo, please call (503) 310-9127, email daniela@lovebuysellhomes.com, or visit danielasardo.com for more information www.

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Four Challenges and Solutions from the Front Lines of the Real Estate Industry

By Walter Sanford

There should be more profit-refining rather than adding a new layer of overhead or technology. Sometimes, the basics are not addressed when looking to increase the company’s or individual agent’s net returns.

1. Lack of training from top agents.

Many times, the agent who was average in production but great at the process becomes a training manager. There are broker/owners who just don’t have the time to train; there are the top producers in the office who don’t have the time or motivation to train; and then, there are the previously mentioned managers who took that job because it was as financially lucrative as production. Too many agents are not receiving superstar training in lead generation. I have coaching clients who receive training on process rather than lead generation at their offices.

There are many solutions, two of which are detailed below: A A brokerage system that brings the top agents into the training and recruiting business -- the two best known systems are Keller Williams and EXIT Realty. It is easy to reproduce these systems by giving better splits for listings sold or pieces of profit on new hires given to the introducer.

B Set up systems in the office that promote production like meetings where everyone puts their best buyer and best seller together; where the office performs certain lead generation systems until agents commit to them like expired solicitation; where top trainers are brought in and agents are held accountable to new ideas.

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2. Reliance on purchased leads.

Agents have lost their ability to prospect for sellers from hot demographics, because they buy leads from consolidators. If the purchased leads are good one year, they will go up in price or decrease in the number of leads in the next year. Agents need to prospect hot seller demographics blending “new school” with old school tools like direct mail, phone, follow-up, database, and closing abilities. The value you can offer certain seller demographics should be discussed at training meetings.

3. Offer macro-economic services.

An agent has the ability to offer great information on a local level. It is the only way to compete with national websites. Whether you develop neighborhood websites or a newsletter based on local statistics, honing your local value is the only way to beat national efforts.

4. Financially struggling agents who don’t understand budgeting, planning, and investing.

Many agents are struggling financially and they cannot devote their full attention to maximizing client satisfaction. They do whatever it takes to make the deal; they are in panic mode. With office services in place like setting up agent savings systems at close, training on tax-deferred investments, promoting real estate investing for groups, and budgeting analysis – offices have more agents who don’t live commission to commission. These agents are always better at making deals when the deals are based upon client satisfaction and not agent survival.

Before you attend another webinar from a trainer or a tech guy (who never sold real estate) as they try to make your job easier – take a step back and start firming up some of the basics.

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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JAYNE SCHIRMACHER When Jayne Schirmacher was in her early 20’s, a neighbor suggested she get into real estate. “I said, ‘I can’t do that, I’m not pushy enough,’” she recalls with a laugh.

“But my neighbor responded, ‘You’d be great.’” She went ahead and got her license.

“I worked part time, saved my money and in six months, I quit my hospital job and pursued real estate full time,” she says.

That was 42 years ago, and she’s never looked back.

Jayne now heads up a team at Compass, serving Chicagoland and its suburbs. Her annual volume ranges from $18-$20 million. Jane reports that her business is 98% repeat and referral clientele. “I treat my clients like I would treat family,” she notes. “Everything I do is in their best interest even if it means talking them out of a deal. I know they appreciate my honesty.”

It’s not surprising that Jayne receives stellar reviews for her esteemed work ethic. One client recently wrote: I was both selling and buying at essentially the same time.

Jayne and her team managed to sell my place within the first 24 hours it was listed...at full ask. They also helped me buy and close on a place on the same day I was closing on my current home. Vicky was tireless in showing me places and helping really identify what I needed...as well as picked up my taste preferences very quickly. Responsiveness is really important to me and I felt the whole team was ridiculously responsive...even weekends and nights! I would highly recommend Jayne and her team, and I feel really fortunate to have worked with them!! Thanks to all!

“Nothing is more exciting to me than the gratifying feeling I get from helping people meet their real estate needs,” she asserts. “I know how important it is for my clients to find their dream home or get the best

offer for their property. Therefore, I make it my responsibility to help them achieve those goals.”

Because Jayne cares so much for her clients, she reaches out to check on them on a regular basis. “Especially now, during the pandemic, I often call people to make sure they’re okay and ask if they need anything,” she explains. “They often tell me they appreciate my calls.”

In addition to relying on Compass’ top-notch marketing program, Jayne takes extra steps when promoting her listings. “Right now, properties need two things to sell; the right price point and great online aesthetics,’ she says. “Because we use professional photography and video for virtual marketing and price our listings to sell, they usually go pretty quickly.” Jayne says she also goes the extra mile to market to the right community in order to find the perfect buyer.

What Jayne loves most about her job are the relationships she forges. “I genuinely love my clients,” she exclaims. “I get to know them, their families, their kids, and I get to help them. This brings me great joy.”

Jayne strongly believes in giving back to her community and has been involved with a number of events, programs, and associations over the years.

The mother of four “beautiful” daughters, Jaynes says she’s spent the majority of her free time being there for them. “I used to have more hobbies, but now, my life is about my kids and my business,” she says.

As for the future of her business, Jayne wants to spend more time mentoring her agents. “I’m very particular about who I hire,” she notes. “So, I want to help my existing people be more productive and successful.”

To learn more about Jayne Schirmacher, email jayne.schirmacher@gmail.com, visit compass.com/agents/jayne-schirmacher, or call (708) 945-3232 www.

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A Step-by-Step Guide to Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online. Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter sign-ups. Don’t let an online lead go to waste by taking too long to engage and follow-up. Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION

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

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

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

Digital leads don’t have to be difficult to capture.

The internet plays a powerful role in funneling When online back-and-forth goes stale, commumodern clientele your way, but in order to take nication drops off quickly. If you’re following full advantage of the web’s reach, you’ll need up via e-mail, social media, or text, be sure to to tailor your follow-up technique. Mastering keep topics focused squarely on the potential the fundamentals of digital communication is client. Ask open-ended questions to give your the first step to converting digital interest into lead the opportunity to loosen up and engage concrete business. Keep these tips top-of-mind on a personal level. There’s no better way to as you build your online presence and mine the cement a digital lead than to take a pointed vast world wide web for an endless wealth of interest in the specifics of their situation. Doing clientele. Earning a command of digital lead so transforms the impersonal invisibility of the conversion is the surest way to bolster your internet into a true connection. business in the ever-evolving digital era.

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ERIN & JASON WEST Sometimes it takes a leap of faith. For more than a decade, Erin and Jason West circled around the real estate industry. After investing in rental properties, Jason decided to leave his corporate career and attain his license.

Sure enough, Erin joined him. “We’ve been able to realize a lot of our personal goals through the real estate market,” she says.

“It only felt natural to go all in and give that opportunity to others.”

And the Wests haven’t looked back. Today, they are Leads of the West Realty Team through eXp Realty, where they service clients throughout Collin County, Denton County and the Dallas Fort Worth area.

Together, this power couple has combined their experience and business savvy to cater their process to the needs of any client. “Our business is founded on going the extra mile,” Jason says. “You’d be hard pressed to find a client who couldn’t reach us in a time of need.”

When listing a home, Erin and Jason prefer a hands-on approach. By employing a comprehensive, 39-point marketing plan, they offer their clients a precise strategy to ensure that their home reaches as many prospective buyers as possible. Moreover, their marketing resources run a gamut from targeted social media campaigns to their own extensive network of buyers and fellow Realtors. Through it all, though, Erin and Jason are there for their clients— no matter what. “We’re here for anything and everything our clients need,” Jason says. “Whether it’s pulling weeds from their lawn or repainting their house, we’re there to help them through the process. Above all, we want to keep it upbeat and alleviate the stress of selling their home.”

Elsewhere, the Wests are equally as attentive when assisting their buyers, offering careful guidance and advocacy throughout the deal. “We don’t treat our clients like transactions,” Erin says. “Instead, we’re partnering with them throughout the purchase to make sure they find the perfect home for their needs.”

Over the years, Erin and Jason have earned a fantastic reputation around the Dallas Fort Worth area, with 75% Top Agent Magazine

of their volume coming from repeat clients and referrals. But most importantly, they love what they do. “There’s nothing more rewarding than helping a client find a home,” Jason says. “When our buyers and sellers succeed, we get to share in that joy. To be honest, we’re in it as much as they are.”

Outside of their career, Erin and Jason are active in their community. Currently, they volunteer for Lovepacs, a non-profit organization that supplies meals to children in-need. When they aren’t serving clients, the Wests can be found spending quality time together or traveling. Jason, an avid golfer, also enjoys hitting the links with his sphere of fellow Realtors and builders.

Looking ahead, the Wests have strong plans for their future. As they continue building on their momentum, they also plan on deepening their mentoring relationships throughout eXp Realty, partnering with agents around the world and helping them grow their business. Meanwhile, this husband and wife team will continue setting the bar for service in their community. “We’re dedicated to our craft,” Erin says. “Jason and I have been truly blessed through the friendships we’ve made across our career; going forward, our mission is to make a positive impact and change as many lives as we can.”

To learn more about Erin and Jason West email info@westrealtyteam.com, visit westrealtyteam.com or call (214) 906-8995 or (214) 906-9331 www.

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