5 STEPS TO ACHIEVE

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.

1FIND 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.

2CONTINUOUS 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.

3BUILD 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.

4BUILD A SOLID FOUNDATION 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.

5SET GOALS 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.

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 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.

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.

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

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 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

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

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!”

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

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

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.”

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, 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

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.”

For more information about Ismael Ontiveros, please call 209.531.4134 or email Ismael@homesmartpva.com

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.

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 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

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.”

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

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.”

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 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.”

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

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