NATIONWIDE & INTERNATIONAL 3-15-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS DWIGHT BARNES DEBRA BUTTS SONI CHACHAD JASON CHEPERDAK THERESA COOK JIMMY DYE LISA FOX VAL GALLAGHER RUSSELL GELLMAN JULIE HARRON ZACH KIRCHOFF DARLENE KUZMIC DAVE LEIDERMAN STEPHANIE N. McKEOUGH SONNY MALKI

COVER STORY

CHRIS KNIGHTON

RANDY MILLER MYRA MOLLETT TED MOSS CALA NEU SUE SASSEVILLE BETH SHIELDS ANDREW SOBEL PRUDENCE STEIN GREENE MUZDA STENNER EMERIC SZALAY AMANDA WHITE

NATIONWIDE & INTERNATIONAL EDITION

RANDY MILLER MUZDA STENNER

he first got into real estate back in Muzda Stenner could not have 6yet she’d found the path of her bliss. ways loved helping people,” she s. “And I was fulfilling that in my the health care industry. But there l something missing.”

It’s doubtful any of her clients would want 15 and raised in India 23 to. Born in Afghanistan for seven years before moving to Canada with her family, Muzda also brings a multicultural fluency to her work that is invaluable when trying to close deals. “Real estate is a people business, and respect is huge. That can look different depending on the culture. I have clients from Hong CHRIS KNIGHTON DWIGHT BARNES MUZDA STENNER Kong, Taiwan, China, and so forth, and SUE SASSEVILLE you must be able to look beyond people’s words and read their body language.”

CHRIS

10

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ut the clue to that missing piece of VAL GALLAGHER ZACH KIRCHOFF RANDY MILLER zle lay in her childhood. “When my moved to Canada, I was introduced toys for the first time. I had always When Debra Butts seeking career the world and we’re still inthe to Top was Agent Sonia Chachad – of Century 21 ooking at beautiful architecture, KNIGHTON 47 41 59 64 that would feed her passions, she turned very blessed.” 67 53 st remember taking the Legos and constructing When she’s not working, Muzda givesReal part Estate of her in Oakville, Ontario – Miller ski to real estate.

“Ithewanted a career I would mes out ofRandy them.”Miller began his real estate career freeintime to volunteering with Auxiliary British in fact we refer to them astoour real estate family. and deeply northis a hardworking, dedicated tar love,” Debra says, “and I found and it.” With As dedicated to her community There areHospital—fundraising instances where we have worked with west Michigan in 1988, before leavingColumbia’s real estate Children’s knowledgeable Realtor who consistently twenty-five The years inis the industry, Debra her clients, Debra does muchdep here alongtothepursue way, that dream got buried.

Until back creating self care.

3 generations rest of the about same family.

We provide perother ventures, coming into more the awareness. owns a brokerage under Keller Williams behind the scenes. “I don’t like places thephysically best interests Ott Muzda found herself in a situation where she bought “Doing of this,sonal if you aren’t mentally and care to all our clients, we go through a lot of of her many industry full-time in 2008.

“I had a all couin Clarksville, Tennessee.

Having grown about charity work,” Debra say to get herple home to sell onproperties, a tight budget. it compromises your ability to help your clients clientswith andfront grateful andthey center during tou events in their lives them, and of ready investment and offit,course the important up inworks the town and and spent fifty-seven years be generous and to give as muc sement needed finishing.

So I got on YouTube your charities.”

She out, reads, listens to music. transaction. co about them deeply.” With a long background real estate market was horrible in 2008,” Randy know we careevery there, Debra has on-the-ground expertise received.

I never want it to b ght myself to hang and mud drywall, to paint, to MOSS BETH SHIELDS DEBRA BUTTS SONI CHACHAD TED SONNY MALKI recalls.

“I decided to rent those homes out and I SUE SASSEVILLE the“It’s financial sidetown of the industry, Soni is do thatplans her clients love. a military as marketing or advertising rs, you name it. It made me realize that I could In the future, she to growin a team to better serve teamtoexpress theirher gratitude towith cli- superlative got my license to legally manage those proper- Randy and hisable clients hing I wanted. And I felt that passion again.” the increasingand number of clients Debra she is provide getting. community,” says, “soAnd we’re a Children, Animals and the el CONTENTS ongoing customer appreciation events, ties. The next thing I knew, people started asking ents with maybe—someday—get intopot. development.

She smiles. real melting We have people moving passion for Debra, and she love customer service and inadvocacy.

“I with Randy’s wife Jennifer serving their meis to them list every their homes.” reststill is hisays Muzda up help at five o’clock morning, The“It’s that Lego dream.

I never thought I’d find this from all over. It is the greatest place on as Earth to Head live.” the Humane Society and provide support liv for of Client Relations.

The team includes a full-77) 3 TEAM and Randy now heads up The Randy Miller 4) 5 STEPS ACHIEVE 38) HOW TO SPEED UP also FIRST-TIME to get to tory, work.

“Every dayTO brings something life, but here I am.” foster andBUILDING rescue animals. Work keeps Debr Soni was, in a sense, born intoanthe real estateTO REVITALIZE an timeher buyer a transaction coordinator, Team at RE/MAX d that joy Homes isLONG still there.

It makes me superEncore happy TERM SUCCESS AS in Clarkston. With HOMEBUYER TRANSACTIONS ownspecialist, team agents, Debra completed $35 milthat is how she likes it. “I work a lot because Top Agent Sue of Sasseville’s favorite part ofEXERCISES her job administrator, and a marketing specialist.

Randy and his team bring theirwith core values of pro- lion business.

“My father was a Commercial timI an take care of my clients and help them in sales last year across 145 transactions, and receiveIN satisfaction from helping others.

A REAL ESTATE AGENT MOMENTUM THE OFFICE is bringing newly licensed folks ontowith her houses team who 44) 5 FRESH NEW fessionalism, and integrity ure investments.

It makesethics, a big impact, not just Real Estate Developer,” she recalls, “and when I was every day is dif at every price point. “I treat every single customer the me my perfect day it would be helping others CREATIVE WAYS TO SAY APPROACHES TO but also on their families. will pass these have a hunger totype succeed. to9) helping theirPeople clients achieve their same,” Debra says, “whether they’re buying a $50,000 issue. amTHE a problem THINGS BESTsolver.” When Debra young, ICONTENT would things up81) for 9him andI help proofents on toreal their children, so it’s a huge deal.” estate goals.

THANK YOU MARKETING house or a $5 million house.” Debra has extensive experibreak from work, she loves spending time w

DEBRA BUTTS SONI CHACHAD

ZACH KIRCHOFF

DWIGHT “THE DOORKNOCKER” BARNES

TED MOSS

LEADERS NEVER SAY read his contracts.” Prior to becoming an agent, however,

When Sue Sasseville was working in retail man-

When she’s not

Sue’s favorite part of her job is bringing newly ence in new construction and custom-built homes, which band and daughter, her parents, and lots of

years 7 ago,REASONS she foundshe that she was miss- YOUR licensed onto her team who have 12) EMBRACING SMART 50) WHY followed her folks father’s advice toa hunger try a different goals, Soni enj rkets using e-blasts, social media platforms, Located in the farthest northern sub-HOMES: agement much of her “My perfect vacation would includ ing outrepresent on her children’s activities, andbusiness. she wanted to succeed. “I take new agents rightMAKE outnephews. of school.

85) SOCIAL MEDIA r flyers, depending on the demographic.

Her DOES NEW TECHNOLOGY REALLY PROSPECTS AREN'T TURNING careerShefirst, jobthein banking, which urb of metro Detroit, Randy and to find a career with more flexibility. decided and I likeSoni to moldselected them and teachathem right wayat the lake family or in the notably mountainsflying playing MARKETING s is evenlyhis balanced, with HOME a fifty-fifty split beto get her real estate license, and little did she to do things in this industry, because there are a YOUR CALLING team serve OaklandVALUE? County, INCREASE INTO CLIENTS proved incredibly beneficial as it taught her everything is also an arde Debra prioritizes excellent customer care, which is laughing,” Debra says. know that she would become an influential fig- lot of agents that don’t have enough direction.” epeat and new clients. Last year her volume CARDnew talent, Macomb County, and parts of southin reflected Northeast Ohio real estate.

Aftermortgages 19 years allSue lot of joy in coaching in the fact that nearly offinds her comes about andabusiness the finance side of the industry. the Board of the wn some due to Covid, but she did about 21) 6 WAYS TOstill GET YOUR CLIENTure 56) TOP in the business, Sue is aAGENT Top ProducingTIPS Realtor®AND and is proud of her fresh team as they closed an ern Genesee County. An impressive from repeat clients and referrals.

“My goal is excellent Debra is excited about what the future holds, 89) A STEP-BY-STEP GUIDE illion in sales. take a lotYOU of pride in my job, Starting out a lender and working her way up to an volunteers at lo with a penchant for passing on her expertise to a asaverage sale price of $223,000 in 2020, which TO“Iof TRUST QUESTIONS FOR CHOOSING 75% their business comes from customer Debra “I’m not in MLS the average. house to continue to grow.

With an expanding te new generation, whoservice,” hopes to share throughsays. her $40,000 than the Nothing makes ant my clients to expect the best. I’m at their TO CONVERTING INTERNET area manager for a major Canadian bank, Soni logged the Student Nut YOUR LISTING AGENT experiences howabout productive, humanitarian, and Sue happier thanto seeing how excited aenjoys new agenttraining new agents. “Lots of my To learn more Stenner, repeat andhigh-maintenance referral clients.BIG “WeSTATEMENT: are business, I’m inMuzda the people business.

I strive treat peoa 26) SMALL YARD? d call 24/7.

I create clients.” rewarding real estate can be.twelve years in getsthat after they closebefore their first deal.

LEADS TO REAL LIFE SALES field ultimately deciding to please call 778-240-3718, relationship people,” Randy says. ple the way I’d want to be treated.” from bigger cities,” Debra says.

“Teaching HOW TO MAKE THE MOST OUT OF 65) TIPS ON BREAKING email MuzdasStenner@gmail.com, “We treat in ourthat. clients like family, and become a Realtor in 2015. plans forb succeed in A thisNICHE market isSoni’s very rewarding, a hidden advantage “They can’t replace 93) IS toFINDING MICRO OUTDOOR SPACES INTO THE LUXURY MARKET or visit With realestatecoalharbour.com her intimate local knowledge and passion for the is the best place to live, and the best career e laughs.”

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

ness and her te MARKET RIGHT FOR YOU?

Top Agent Magazine area she serves, Currently Debra is Copyright uniquely to antici-Horseshoe people is your passion, is for me.” serving the Golden region of as itremains the sam 69) WHY DELEGATING IS positioned THE Copyright Agent Magazine pate the needs of herTop clients.

“I try to handle every aspect 96) 4 WAYS TO WIN Ontario, Soni can boast that almost the entirety of her providing her c KEY LONG-LASTING of theirTO process,” Debra says. “A SUCCESS lot of times with milTHE and BATTLE AGAINST business is based positive word- service that has itary families, they move here and the upon husbandreferrals deploys 73)away.

LIVING ON COMMISSION PROCRASTINATION a significant achievement in the highly right Thenof-mouth, the wife is alone in a new community.

They don’t know where to getworld a goodof burger, let alone “I’ve been told that I competitive real estate. where to get helpmake with the kids.

So I try to go above and my only client,” says each client feel as if they’re beyond to help them acclimate.”

Soni, when asked how she has managed to engender so

Phone 310-734-1440 | Fax 310-734-1440 much trust and loyalty amongst those she works with.

Debra’s clients are her true passion. “My favorite part mag@topagentmagazine.com |of www.topagentmagazine.com “I’m also much on top of my communication. this job is meeting all thevery military families,” Debra

For more about Debra Butts, call 931-2

says.

“I’ve had the pleasure of working with the bravest Realtors tend to get a bad for not answering their is No portion of this issue may be reproduced in any manner whatsoever without prior consent of rap the publisher.

Top Agent Magazine email debra@debrabutts.com menprecautions and womenphones in the world, and many of them have published by Feature Publications GA, Inc. Although are taken ensure thetexts, accuracy materials, Agent ortoreturning andof I published wanted to changeTop that. debrabutts@kw.com, become lifelong friends.

Now, by they’re locatedToall over Magazine cannot be held responsible for opinions expressed orMy facts supplied its authors. subscribe or change address, send or visit debrabu clients want answers, and they don’t want to wait inquiry to mag@topagentmagazine.com. Published in the U.S. www.

for days to get one. I make sure that they do.”

2

Copyright Top Agen

For more in Aside from her extensive background in the Topfinance Agent Magazine plea arena, there are many other factors that have contribemail S uted to Soni’s impressive success story. Chief among

THERESA COOK JASON CHEPERDAK JIMMY DYE DARLENE KUZMIC

LISA FOX

When isn’t working, she’s giving neal Theresa her real estate mailers forSince every single and estateCook earnedJimmy has served on the Community Ser starting the Theresa realJason estate industry Dye – a founding partner and bro- inlisting. online platforms to ensureLisa maximum expo76 back to the community through sponsoring se, she thought she was only going to 68 71 75 72 en a lifelong passionker-in-charge for Darleneof his first isalso the most stepFox of greatalready customer for the Greater Bergen Real eight yearscritical has team launch social media targeting ip houses The Cassina Group inago, Lisa sureserfor each listing, all ofCommittee which combined the Millington High tbeen for her personal real estate invest® School Band Program Circle for over four years and is involved received the New Jersey Realtors helping buyers and sellers vice.

That means carefully listening to their needs, Charleston, South Carolina – has more translate into fast sales for top dollar, not campaigns, as well as marketing on sites ult, Jason and the Shepherd’s Horn Band and Music s. “It soon evolved intothan helping others ® of Excellence Rebuilding Together, a local nonprofit Sales Award for 2017, After gra two decades of experience helping to mention happy clients who continue to al estate goals for over 40 years. staying accessible for any questions they might have, like Zillow and Trulia, Program. where they areistopalso heavily involved business, She their real estate goals, and turned into a focus on need-based home upkeep 2018, 2019 and 2020.

Fox made her career buyers and sellers achieve their real estate return and refer new clients.

Jimmy can class with oiness the business and always communicating inShe a knock onchurch, doors to ment be- I didn’t expect,” she says. ranked agents. “We alsowith St.busiWilliams. a than eighty that disabled andofelderly She also change after 20 transparent yearsher in the exercise goals. Honest, hardworking and committed boast that is more percent his persons.the Unive hl in school and manner,” she says. drive traffic from the neighborhood into e.

“That’s Eucharistic Minister, serves as a lector, love with it.” It’stoclear Theresa ticipates in aevents for The Center for F ness when her best friend suggested to providing excellent customer service, business is based upon referrals, sure Russell G who as she qualified for the open house. As a result, Givenwith herhave extensive experience, we theagent. n,” Jason works women’s club and teaches dhe heragent true calling, Action, providing those in ne her Robertson that she would make athegreat Jimmy and founding partner indicator of the top-of-the-line customer meals for at Dell s her clients she relishes in working with RUSSELL GELLMAN JIMMY DYE THERESA COOK LISA FOX neighborhood helping us sell each listing. ar selling JASON religious education with her husband.

Multi-Million Dollar CHEPERDAK Club with the DAVE LEIDERMAN “I wanted to do something that would Allen have elevated their respected bouservice he and The Cassina Group provide. © he soon ® y ever since. young people, as well as firstany time, she’s with phis Association REALTORS The results speak for During themselves: Jason uccessful Her work as a Realtor keeps LisaMb continue into the restMyra of free myhad life,” says hanging JULIEof tique HARRON always enjoyedout looking STEPHANIE N. McatKEOUGH agency to its ranking as the leading estate.tell On realactive estate time homebuyers, that she can helping rhe full yearDave in 2020.

Now husband, their 8 so kids and 3 love grandkids, Leiderman firsthisenrolled in real Through the years, hasaearned athey tre- though she’ll around the clock, Lisaclosed Fox, Sales Associate for Prominent and team 130her sales in 2020. s first achieve “I people home homes, admiring the various styles of Davefind ce boutique firm in Charleston.

Stephanie McKeough always wanted to anniversaries—and I’ll randomly call real estat reled, second continuing or she’s staying fit in herall home gym.saysreputation, coursesto inJulie 1997 while working mendous aslove evidenced hiswhat you do, youfen andyear, she she isestate educate them about of their “When you by love Properties Sotheby’s International Realty.

992 when maintains a seven-daysa-week schedlove,” Jimmy.

“I helping them architecture and home aesthetics.

After 84 79 80 87how they are doi beBeach. a real estategreat agent.

“I’m from83 theguidefigure textand them just to see and looks to serving more for Sea Colony innot Bethany Soon strong rate repeat and referrals; decided t hool and forwardDarlene ule and in values forging relationships er knowledge options andfarexpertly them Jimmy began his career 2001, selling theofpuzzle it work.” all, then helpKuzmic When he is working, Jason and his wife—who metmany working for years as aout manager in ofclients first Realtor in mybring family, so it’s kind of These arelifestyle friends, like I said, we s s. to Working throughout the greater Memphis Looking towards the future, Theresa’s sights are set Realtor,® Managing Partner Today, Fox serves northern New Jersey after, he started out by serving clients at in fact, he has ranked in the top 20% in ea get with like-minded realtors to her clients fullsotime condo units for developers.

He co-founded ing them figure out what kind of otiation skills, through the transaction process.

Li customer care, Myra saw a commercial when they were bothinprofessional icelaughs. dancers—enjoy d Homes Group with my DNA,” she in touch.”

Theresa always puts her clients first and does on becoming a certified mentor with EXP Realty.

Outside of real estate, Lisa is an avid exerciser, en in the areas of Bergen and Hudson counties as a nt for the theinamazing level offocuses service that makes her aThe boutique where henow learned volume at his a budget.” yearly experience basis.

614.531.2050 Cassinabrokerage, Group 2006 and efforts theywith want to live andreal doing sooffice withinon their investing to reveal M a grity.

DarleneVirgin“Ihis love working first-time that advertised careers in estate. taking ballroom dance lessons together, with the goal n Alexandria, ® Darlene@TeamKuzmic.com darlene@teamkuzmic.com reading and is a long-time subscriber to New York with Prominent Properties Sales Associate / Realtor onvinced stand out in her markets.

Julie and her team thing possible to get them what they want.

“With that status I will have more credibility and will the business from the ground up.

In the The key to his success?

“I’m probably a on transactions in historic downtown Charleston, Mt. know firsthand how homeownersh t ERA home and helping them an “Ibuyers looked at my husband and said, ‘I’d In theShe of eventuallystay competing. am on theReal principles When sheclients, setInternational outsending at nineteen tomentoring pursue markets her listings coming year, Lisa plans tothrough take her pb Sotheby’s Realty.

Mostthat of hernot clients are Jimmy I haven’t inSullivan’s touch with quarterly start empowering and other agents.”

AsBallet.

When he’s working, nothing more than years since,Old heVillage, has grown into aIsland, Multi people-person to aloves fault,” he says with a all, Pleasant’s Isle of Palms, he says.

“Above I wanted to nd serves cliunderstand every step of the dream, she had to overcome some doubts. advertisements and across all of nem really like to do that.’

He said, ‘Well, if somebody who dedie helping emails, upby onword social media, ness toanthe next level by expanding to marketpl referred Lisa has gained awants repuake my clients feel like they’re my only client,” Theresa’s career continues to evolve, she spending time outdoors, and avid boater, fisherand other desirable areas ofkeeping the Lowcountry.

Inof hismouth, twen- asand Million Dollar Producer in his region, one laugh.

“I anylove toistalk and get toaround know not “When I looked up all the agents at the those me.” social media avenues, but starts with ntral Ohio. way during the transaction.

I ni you’d like to do that, you know what?

Team In the future, Jason plans toaacontinue growing the team tecting That’s nts.” checking in with friendly call. beyond her localfamilies. area andAnd to continue her success tation as a people person who isman passionate real xplains.others.

“I’m very responsive and think about one thinking about pursuing real tomy strongly andestate birdabout hunter.

He is also philanthropic-minded, ty-plus year career, he has built portfolio of notable best for his acute knowledge of phone just clients, but STEPHANIE N. also their brokerage I wanted to work for,iteducating they were must-have: professional photos for all JULIE known HARRON DARLENE KUZMIC DAVE LEIDERMAN MYRA MOLLETT also enjoy younger m Kuzmic I’ll do with you!” top agent through her dedication to providing exce isand looking double their number of transactions do whatsituations we do, and estate, a great work ethic and diligence in to taking EMERIC SZALAY contributes a cnothing wide array of charitable organizaclient’s asthe if market itand were mygenuine own.toI’ve consider it, especially women reentering workforce sales including oceanfront estates, historic downtown passion forwith client there’s more rewarding than help-representing.

AMANDA WHITE M KEOUGH all very established people, and options. it was Athe properties she’s She Today, Russell is a Realtor at BSW yea gement to sellpeople on their lot of When it comes to marketing, Julie and ne of the services. care her clients’ needs. tions, including the Red Cross, Cystic in and 2021.

“I love having theofability tochildren. change people’s t. We genuinely helprelationships. homes waterfront properties. uraged a client to buy less than their qualification after raising “I’d toand encourage toclienttheir ing women themAmerican achieve goals.” intimidating.

I’m under five feetlike tall, utilizesthe all the available technology of help them throughout.

“I am a happy, positive services clients throughout the hertheir teamlargest utilize Google targeted adds and in amazing Myra and her husband got their realtor’s lio 020, Darlene’s them don’t realize that they make Emeric Szalay will tell you he has of them a De pu Fibrosis and the local Historic sion for and After the transaction, clients leave glowing groups because I marketing didn’t want them toreal feel financially consider options endless and to validate that they For Amanda White, real estate was always contract livespassion through asset,” Jason says.

“A lot of nd build re-with Working and integrity Given her95 level of Charleston success there are at that age I their still looked very juvenile.

I Foundation, industry, including dronethere’s footage, wa 88 91 92 97 es as person and am always looking on the bright leverage direct connection with clients via knit team “I love the feeling ofvarious accomplishment after ha comes down toreviews trust and professionalism,” Lisa he combines histogether, specialization licenses in 2011.

Inhave 2014, Myra became thethrough managing “Itaken believe it’s because of also my“It knowledge of the local Foundation, to just three ofitDave many. ibuted tofinancially.” hera purchase enough money to beasable toname pay the best job in the world.

“People put about ho ped and Sobel regret apeople year down the road.” have skills they have developed managers of their Today, Dave is Realtor for Keller Outside his career, serves in on herabout radar.

“I been around my to issues look atafully financial advisers as somebody who can ng them could not help but to wonder why videos and virtual staging. drew hasStein-Greene the their time together.

One Prudence isJimmy, many aspects of working in real state egion side.

Icommitted try to remind my clients that ifgoing somemultiple social media platforms, as can well as experiachieved aIllinois goal for somebody,” Lisa says.

“To says.

“People know they trust me, and I try my best Seven Oaks Realty market,” muses when asked how he manages broker at Seven Oaks Realty in Greenville, where sense of compassion to place buye ® keep asking me when I’m to deal done.

On any them the same advice she would give family homes.

We are only limited by our beliefs.

I am an c.nives She stresses less on a mortgage and own a Williams Realty where he assists clients throughout outreach events through his offices at Keller Williams people would trust me to help them with their biggest wholesaid, life, my father and grandfather I felt gi lir as with help them with theirconversations future, but Iorganically, think of Realtors estatetomarket by storm.

He recently “The Sobel Group, led by creating fostering ite-glove be successful, you have to be committed to puttin to warrant that trust from all my clients.”

One client giving her clients the highest level of that Prudence enjoys, but none of them ustry thing doesn’t work out, it wasn’t meant to be, Jimmy’s plans forSurfers future include growing his to inspire such impressive levels of trust and loyalty localknow high school she heads anot close-knit team.

Hersays. husband and bers.

Only wanting what is best for her example ofcommunities. what is possible.” oftoson any retire and Ihome, tell them that’s even never where yovf investments when I was not a homeowner personally.

I the Stephanie gives back the transaction. community she cess requires a at ease instead of having tofamily rent Ocean City andimpactful the clients, surrounding coastal and volunteers for Healing, an front organization that working as real estate brokers,” she daloves, said the most force on people’s financial lives. elp put clients interest in their inventory by word-of-mouth commualf ago, theythrough expanded about eight years ago, after a and Andrew Sobel, provides top notch customeffort.

If your priority isness. theshe satisfaction of a sang Lisa’s praises in asportZillow review after she oversaw already-thriving business –theThe Cassina Group closed amongst those he works with.

“Another is my ed as and when right itreason will work out.

It helps They are act felt Iit’s needed tohorizon,” experience that myself before I assisted unteering at her son’s school when can, serving uides them the transaction ensures are both brokers and auctioneers.

“Small but mighty,” on the he laughs.

“I’m you’ll get to meet.” service throughout each real estate transare as important as the relationships she Licensed in both Maryland and Delaware and hosts surfing events for children with autism and special aess. true willingfor many years,” she says.

“So after working inmillion the corporate world creative Inication seetoitdetail, as a fiduciary responsibility to ensure you’re attention toattention within theattention industry.

JH Group’s annual volume ner, “Our Madison Collum, clients and you’re toCommerce, go above beyon the sale of his latemuch home, getting a great price, more than $385 in 2020 alone.

Above all,willing however, and to my clients and their orking with a market research er service atof all price points and the support anyone else.” member ofthe the leadership committee out and of as her off are to1.ing make the decisions wel dents herwell-equipped eliminate the stress and Imother’s truly believe it.”

Myra says her brokerage which serves mid-southhaving too fun!” more than twenty years of professional experience, needs.

When he’sdevelops not giving back, Dave can be found When listing a home, Russell takes Firm belief inbest the reliability, truth, ability, “This is not a action.

With a background in the fashion with her clients.

“I love worka long time, I decided to transition into and call advising your clients and helping them with their lives, to buy or sell is consistently hits an needs impressive $20-50 million. over market as Chicagoneeds, achieve that, that’s the key.” and even taking care of the moving of furniture.

“He remains his overarching objective: continue providing listening to their and being able to put them donating to charity organizations annually and serv ble.

“My role is to provide information so that or strength of someone or something. firm.

“I decided that wasn’t of dedication of the entire team is outstandsupport local busin he has uncovered a unique niche in the buying and sellspending time with his son or relaxing on the beach. central Illinois area.

He’s found that the courprocess is anchored by a simple edyto commit a Beach.

When Darlene working— or move to Jason Palm real estate.”

She has now been house re bp and that’s athey huge deal totrust” me.” else,” says. was so glad Iefficient was ablewith toeventually handle everything for him, industry, Prudence started her real estate ing with people andAssociation. helping hisisn’t clients with the unparalleled service and results that them on in the property want while being asoff, Not to be put Stephanie got licensed, and on a serving Home Owners “relationships have to be built on ients can make informed decisions as they reach ing of beachfront properties.

“On a given day, I could He got started as a Realtor in 2003 fession’s bounty exten n I wanted to head in, and ing.

I highly recommend him for both exnort just Afterwards, clients love to spread the word drive as many people to a property EMERIC SZALAY CALA NEU ANDREW SOBEL PRUDENCE STEIN AMANDA WHITE in order to which is quite rare—she enjoys A Chicago native, Julie cares deeply about her city.

She is and he didn’tinto have towork. worry about anything,” sheunder says. theShe Dulles, Virginia region for The seven doesn’t talk them throughinallbe have become synonymous with Cassina Group. threw herself the is going on just their Isingle can Maryland, be.”mom journey 2008 as asaconfidence, looking this journey.

It’s abuilding huge life decision and goals.” inatime Ocean City, in the morning and move In the months ahead, Dave intends onthem on the his When she’s not wor As life-long residents of Greenville, Myra and her famwhen changes in his business as time closing table.

“M GREENE synonyms: belief, love the osand for about Cala’s work. recently said, “My founding member of the Joffrey Women’s Board and has grownwalk from covuggested Ithe getaway my real estate perienced and first homebuyers...I an include staying active and healthy.

As tenfaith, years in theOne industry now,has servicing the Greater When she’shad able to fall find in time off,with Stephanie loves years, and is showing no signs of slowing toproper the en they up to Rehoboth Beach, Delaware, in the afternoon,” steady momentum while staying on top of the market ing time with her to support her son.

Inspired by her great I feel grateful to be able to walk them certainty, assurance, conviction, ily are well versed in the local housing and agriculture aOrleans plastic-resin broker necessiand rented I living havea RV gained s helped raise funds forand cancer research at the University ld Coast, to become anJimmy picture themselves there.” local wife I live 4+ hours away from the Fox’s listings appear in apositive far-reaching network of kends.

A real a way to give back to her comNew area with Keller Williams, and loves travel.

“My family and I recently and di understands the delicate nuances of selling luxury says.

“I was always enamored quite experiences on the buying down.

“The company we work for is one about mD real estate is.” the transaction, clients leave glowing reviews credence, reliance he says.

“In myREALTOR transactions, get toincluding make aajob. client’s and meeting changes inthirty-day the industry.

Meanwhile, he ®Ion Myra and her husba tated selling warehouse.

“I had a building down in friends through this business, which is r markets.

Myra’s husband and son share an in-depth of Chicago.

Julie serves the Chicago Association s high-level service to aunt who worked as a through this process,” she says. in the every minute of her A notable ninety-eight percent websites the New Jersey Multiple Listing road trip out West.

It was my favorite va Covid environment, Russell’s st properties and is well-equipped to handle both buyers atheir huge milemunity, she free yoga euses and properties we were interested in teaches and Cala of the top producing teams inconthe region, mother, so IPalm figured IOne would trytrue. and selling ends of my real estate transactime together. recently said, “Mrs. dreams come After all, the beach is as where memooffers sound advice to any new residents ofashis beloved of Realtors Board of Directors and President for the hicago and Beach Plymouth, Indiana that I needed to sell, and I’d our agency, we treat all of our clients and can take their b understanding of farmland through their work aucof her business comes from repeat clients and referrals. tion ever!”

Service, Trulia, Zillow, and the real estate sections “good relationships are built on trust” and sellers to purchase or sell in Charleston.

Heher In addition to the complimentar so you need classes at local park. nt for was always incredibly flexible and accom1980s and created alooking successful business, ishaven’t wonderful and I his strongly recommend her.

She and we’ve done really well.”

The vast to call ah planning affirms ries are made.” beachside community: “Here, never to relationships Ie, looked back since.” tions.

Ito encourage any ofthat my friends Chicago Association of Last Realtors Foundation Board which nds on.” Julie explains tacted Collins help me.

Going family, so Ilimited think those year sheChris did Wall a he volume ofwould nearly eight and half tioneers, while Myra specializes inyou’re residential and of Bloomberg, Street Journal, and Newathrough York also works hard to maintain the relationships forms staging, andmost photography, Russel answer quesbachmodating (even though she was driving 1-2 d us buy a house for my dad earlier this year, Outside of work Prudence is passionate Prudence decided to take a chance and majority of her business consists of repeat clients and Amanda and tea just one beach.

I encourage my clients to get the and plan for their fudonates to organizations including Boys and Girls Clubs king spot in downtown million dollars. theexperience of her business, Stepha as a team, The Sobel Group, with their and family needing estate services the process with him, feltreal this was I Boston result offuture that attitude.”

Myra and herher husb Times online, to name a Ifew.

Inlike addition, Lisasomething can- inRegarding commercial properties.

Their home-town www.TeamKuzmic.com with his manyreferred grateful clients.

“I reach out to them www.TeamKuzmic.com tour to his sellers.

However, the off time,” she Darlene has no plans of slowing we were so happy we immediately her or in with hours or more herself).

Cala would show us When listing a home, Dave prefers a diversified out of everything here.

Don’t just walk out the door and referrals, a testament to her superior customer service and Red Cross, as well as organizing hands-on volunteer ressed the level of rational tool, not just would like to expand her team and bring on anot about her community, holistic living, got her license.

She currently works with vases potential clients through email marketing and could enjoy doing for a expertise.” living.”

Soon after, he got his team thus far, in the hope and breadth of expertise allow Myra’s tothecater to a“Everything—from multiple times each year,” explains. try toout keep being the core Boston markets.

With thehe area to“Iseek his same: ah relative help with amany process.

She is inof Darlene’s down her work anytime soon. approach, sharing his properties over athe variety of go to the beach that’s right in front of you; explore aworking, little across Chicago. ,pother had a togreat asefforts or as few properties asboth we wanted, asappropriate, often as we ashe $2.5 million listing.

Her secret?

“I think it’s really just the quality of my cusagent soon.

She currently operates with her assist and work ethic.

When Amanda isn’t ng in your own home direct mail flyers.

When Lisa includes When he’s not Emeric a license and began working for his new friend as an them up to date on their neighborhood and value of ness legacy tohas other variety of customer needs.

“We’ll work with any client and working with other parents.

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My know that Imake always going Melissa.

She’syour focused onpodcast expanding her prope involves working wanted, and showed patience in taking us toam the that focuses advertisements in local newspapers, and approaches tness waycomes to build wealththird their property.” agent at Collins & Company Realtors.

A few years enjoying life, which includes motorcyc of their community that needs help,” she says.

“We all have our specialties. a aNAR’s Green Designation, and is a part everything of aloves holistic throughout the Santa Clarita Valley, the San Fernando ther and a long Memphian.

She isleading energetic referrals, it’stime clear Andrew and hismultiple team When Andrew isn’t working, he’s admiring and colJulie loves a healthy, active lifestyle, exercising toeach dotimes whatever it takes to make sure they achieve their management portfolio.

You highlight from the communities.

He further amplifies his listings For more information about Theresa Cook, her time into inthink Ohio, under ERA sale with adivisions marketing strategy that the and ts’ needs. same properties over several visits while we “I lot of itthe issuits attentiveness,” Amanda explains. also homeownership as arounding camping in the RV. He’s also us, angardenin avid pick later, a prime location was found inbest Lakeville, he for support and to h Being in the customer service arena many years, I proactive scheduling things on short notice, goals, and they trust me.

I feel a client’s expectations daily with walks, tennis, and Pilates.

She is passionate Connect with Lisa by phone at 201-233-047 through his popular newsletter, From the Beach Chair please call 901-483-3032 sip wine and watch the sunset to t bove and beyond expectations. lecting art, working on and racing cars, or spending mom’s network, as well as a foundation that teaches Valley, as well as West Los Angeles. ng, including Real Solutions Realty umbrella: property.

Per brokerage records, Lisa closed 27 transAnother factor in exactly the success of The Cassina Group is its worked out what we wanted in a vacation home.

“In this industry, agents have a bit of a reputation for children and husban monthly payment.” is now the Managing Broker with nine agents, serving and a recreational pilot.

He gives part feel in going the extra mile about to ensure their should always behelp exceeded.

Imarbuild close relationships ging special inspections and helpful experts fromhosting about travel andawhich loves events to friends eymedia. can restShe easy, knowFor more information Dye, orJimmy bythat email at lfox39@juno.com of Dave goes out over one thou-confident or email Theresa@cookhomestn.com blocks away they can actions into nt utilizes social media commercial division as well as abusy property managefocus onLeiderman, thorough, marketing.

The company’s time with family and friends.

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In her being and not easily accessible.

People want feel service ontothe boardwhere of directors for pick the clients all north central Indiana. oeone signs ofsees slowing Cala wasbrands alsointelligent able to point us2020. to over trusted local contacts needs are met, and that everybody a happy result.” with people, and when the transaction is over, we tranety ofwho backgrounds.” ket their and business endeavors. beyond please call 843-452-6482 or sand individuals within his professional sphere.

Saturdays.

The buyers have no leave-no-stone-unturned approach includes high-end acebook, Instagram, and LinkedIn ment division.

With four agents already in training, To find out more about Jason Cheperdak, us on trying to provide our clients with the time to future plans, including building out the highly Indiana Association of Realtors and is like if they text you at 8:30 PM, you’ll always text them Looking ahead, Am gs, Jason hishometeamyears erage, Northwoods including: appraisers,and contractors, inspectors, and spare time loves to camp, hike, practice yoga, and prc Her many of experience knowledge in the lenders, sition from a client relationship into friends.

Andshe that’s picture ofand what email JDye@TheCassinaGroup.com photography and video, and expansive utilization of with the story and helping pay topothers. dollar sved the maximum exposure.

Darlenemake hopes to pass onbusiness her knowledge and experiplease call 774-278-1509, Mentone Club.

Eighteen years later, he’s still going strong, basically where my comes from.”

She’s also Top Agent Maga back.

So that’s what we strive for.”

When first meeting and “f nreceive to in drive “an nformation soinsane they can make anPrudence efficient and productive team.

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“I’ll through properties andclients. opportunity for to bemost a part ofher people’s real on his the“I region to help of repeat and referral always try Copyright Top Agent Magazine Russell provides equally d Orleans Northshore areas.

“It’s lovely here.

With with Darlene appreciate her personthat’s made her&people, the go-to real estate expert in Ohio for As for plans for the what futurean of his busines ty-five transactions.

Over seventy percent of those on staying authentic and helping networking with nthropy.

“Anything that or visit shepherdhomesgroup.com able, ready to answer any questions they might have. they want, an ple’s faces when they find a home they really like,” Myra nd mail thousands of aand growing portion Ifind and highly usingculture, her for allinofBoston, your delicious the would right home for recommend their needs.

Beyond honesty transparent. point out the positive endeavors not only but across the world, theforce one-of-a-kind beautiful homes, Going forward Prudence would like to grow a team be aand stabilizing and grounding for my clients assisting his buyers.

Because of hi customer care.

“Putting my clients so many years. their clients and other realtors to spread the word of their k up theto phone I’ll transactions came from repeat clients anot awants to keep offering great service to says.

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“I love and begin to mentor other agents.

She also wants to the transaction process.

I do many relothe keys and seeing their excitement.” team, so we have more of a boutique style and are able of availability—no matter what.

“When you make the ment tomight client satisplaceCopyright to live.”

Top Agent Magazine helping their clients unwherever theyI do, are, finding referral re about a $12be million that a downside.”

Andrew educate clients on the best deals what which is helping clients every way I know folks.

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We make sure our clients get the living.

“I would like to teach people how to985-727-7000 make their Particularly if they’re navigating an of state move ation. In a review, as a member of the Chamber of Commerce and supports conversation, either face-to-face or over the phone.

If her at 985-373-2155 (cell), (office resources needed to make a sound ever make, so he takes his time with office each ute of his work.

“I don’t know many other industries more. You don’t have hours; you can’t just turn email ocledo@gmail.com, come combined repeat and referral clients. provide As lifeto staying in touch with herfrom former clients.

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Not only does energy Amanda re at jharrongroup.com, facebook.com/JHarronGroup, e moment I signed local businesses and She loves spending eco-friendly efficient.

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Instead, you need out ayou lotcall of me, cards—Christmas/Holiday, birthdays, davesbeachhomes.kw.com time members of visit their community, Myra’s family elps, ensuring they’re well-prepared and that you can such successful as top-notch guidance throughout the experience, she’s group, and linkedin.com/company/julie-harron-real-estate-group, day; Cala me to with her family and is an exciting recent addition, their firstmy clients big fan of relying on voicemail.” toSo help while235-3828 ensuring a safe planetFind for our is tokept make sure that everything handled efficiently, be there for your clients whenever need you.” out more or and call (443) trusted names that friends know recexpect. the end of the day, I’m not youthey can in enjoys real estate. it’s family really rewarding to bethey a can also experienced enough to get her clients through any ato phone at “At 312.953.6408, and email at Julie@JHarrongroup.com. gate theand process.

I newborn son Tucker.

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The local nature of easy their business it easyCopyright Top Agent Magaz hurdles.

“There are lots of real estatemakes transactions. the purchase, the about ofreason this and it’s has always exciting.” ding personal touches however and the variety of recreational activities the area tosuccess, offer Apart big for Emeric’s perhaps, is Copyright the or email Top Agent Magazine to stay in touch with past clients.

It’s not uncommon for Top focus Agent Magazine 3 can their orattention on the family,” she says.

But difficult stuff does come up,with and you need someone is making the purchase sale to be confilaid back and personable approach he takes d the pictures she especially hiking in the woods orTop boating on area lakes as Copyright Agent Magazine knows to handle it.” how believes in fostering long-term relationships chever Prudence direction they are heading.” his clients.

“Peoplewho have told how me that they like

RUSS

MYRA MOLLETT

CALA NEU

PRUDENCE ANDREW SOBEL STEIN-GREENE

TRUST

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www.

www.

www.

me.” She provides

well as photography and gardening.

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.

4

Top Agent Magazine

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.

Top Agent Magazine

5

RANDY MILLER

Randy Miller began his real estate career in northwest Michigan in 1988, before leaving real estate to pursue other ventures, coming back into the industry full-time in 2008. “I had bought a couple of investment properties, and of course the real estate market was horrible in 2008,” Randy recalls. “I decided to rent those homes out and I got my license to legally manage those properties. The next thing I knew, people started asking me to help them list their homes.” The rest is history, and Randy now heads up The Randy Miller Homes Team at RE/MAX Encore in Clarkston.

Randy and his team bring their core values of professionalism, ethics, and integrity to helping their clients achieve their real estate goals.

in fact we refer to them as our real estate family.

There are instances where we have worked with 3 generations of the same family. We provide personal care to all our clients, we go through a lot of important events in their lives with them, and they know we care about them deeply.”

Randy and his team express their gratitude to clients with ongoing customer appreciation events, with Randy’s wife Jennifer serving as their Head of Client Relations. The team also includes a fulltime buyer specialist, a transaction coordinator, an administrator, and a marketing specialist.

Located in the farthest northern suburb of metro Detroit, Randy and his team serve Oakland County, Macomb County, and parts of southern Genesee County. An impressive 75% of their business comes from repeat and referral clients. “We are relationship people,” Randy says.

“We treat our clients like family, and 6

Copyright Top Agent Magazine

When it comes to marketing their listings, Randy and his team take a comprehensive approach to ensure maximum exposure. They place a heavy emphasis on social media, including expansive geographic targeting on those platforms. They also invest in more traditional methods like direct mail in neighborhoods where they do a lot of business. “We’re very strategic with our marketing,” Randy says. “We don’t cut corners, and we have a healthy budget we designate for that.”

The results speak for themselves: Randy’s team reached $23 million in volume this past year, up from $16 million the year before, and they are projecting to surpass $30 million in 2021.

However, Randy says that the boutique size of their team allows them to emphasize quality over quantity. “There are people who do more transactions than we do, but we’re very focused on the experience and the relationship,” he says.

Community involvement is important to Randy and his team, and they are active with fundraising and “food raising” for a local food pantry, Lighthouse of Oakland County. They also hold fundraisers for the Children’s Miracle Network.

When he is not working or giving back, Randy enjoys spending time with his wife Jennifer at their cottage in northern Michigan, hiking, fishing, and being active.

In the future, Randy plans to continue growing the team while still maintaining the same high-quality experience for clients and team members alike. “It’s amazing how in this last year, with the challenges of Covid and everything else, my vision has changed,” Randy says.

“It’s become less about the number of transactions we do, and more about trying to create a legacy within the families of our team. We want to help them in their life journey, help them buy homes of their own, fund their children’s educations and everything that goes along with that.

That’s what gets me up in the morning.”

Top Agent Magazine

To find out more about Randy Miller, you can contact him by cell at 248-346-4806, or by email at randy@randymillerhomes.com. You can also find him online at randymillerhomes.com https://

Copyright Top Agent Magazine 7

John Powe is proud to congratulate

RANDY MILLER

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

John Powe | Senior Loan Officer | NMLS # 162443 Cell: 248-705-7644 | jpowe@rossmortgage.com jpowe.rossmortgage.com

https://

7151 N. Main Street, Clarkston, MI 48346

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Top Agent Magazine

Creative Ways to Say Thank You

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

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

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

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

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

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

Top Agent Magazine

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

9

MUZDA STENNER When she first got into real estate back in 2014, Muzda Stenner could not have yet known she’d found the path of her bliss.

“I’d always loved helping people,” she explains. “And I was fulfilling that in my work in the health care industry. But there was still something missing.”

Turns out the clue to that missing piece of the puzzle lay in her childhood. “When my family moved to Canada, I was introduced to Lego toys for the first time. I had always loved looking at beautiful architecture, and I just remember taking the Legos and constructing little homes out of them.”

Somewhere along the way, that dream got buried. Until the day Muzda found herself in a situation where she needed to get her home ready to sell on a tight budget.

“The basement needed finishing. So I got on YouTube and taught myself to hang and mud drywall, to paint, to lay floors, you name it. It made me realize that I could do anything I wanted. And I felt that passion again.”

These days Muzda is up at five o’clock every morning, excited to get to work. “Every day brings something new, and that joy is still there. It makes me super happy that I can take care of my clients and help them with their future investments. It makes a big impact, not just on them but also on their families. People will pass these investments on to their children, so it’s a huge deal.”

She markets using e-blasts, social media platforms, or paper flyers, depending on the demographic. Her business is evenly balanced, with a fifty-fifty split between repeat and new clients. Last year her volume was down some due to Covid, but she still did about forty million in sales. “I take a lot of pride in my job, and I want my clients to expect the best. I’m at their beck and call 24/7. I create high-maintenance clients.”

There’s a hidden advantage in that. “They can’t replace me,” she laughs.”

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It’s doubtful any of her clients would want to. Born in Afghanistan and raised in India for seven years before moving to Canada with her family, Muzda also brings a multicultural fluency to her work that is invaluable when trying to close deals. “Real estate is a people business, and respect is huge. That can look different depending on the culture. I have clients from Hong Kong, Taiwan, China, and so forth, and you must be able to look beyond people’s words and read their body language.”

When she’s not working, Muzda gives part of her free time to volunteering with the Auxiliary to British Columbia’s Children’s Hospital—fundraising and creating more awareness. The rest is about self care.

“Doing all of this, if you aren’t mentally and physically fit, it compromises your ability to help your clients and your charities.” She works out, reads, and listens to music.

In the future, she plans to grow a team to better serve the increasing number of clients she is getting. And maybe—someday—get into development. She smiles.

“It’s still that Lego dream. I never thought I’d find this life, but here I am.”

To learn more about Muzda Stenner, please call 778-240-3718, email MuzdasStenner@gmail.com, or visit realestatecoalharbour.com Copyright Top Agent Magazine Magazine

Frieda Fung is proud to congratulate

MUZDA STENNER

on being featured for Canada in Top Agent Magazine!

FRIEDA FUNG | MORTGAGE ADVISOR CLEAR TRUST MORTGAGES DOMINION LENDING CENTERS Tel: 604-418-4816 | Fax: 604-495-8789 www.

friedamortgages.com

600-1200 West 73rd Avenue, Vancouver V6P 6G5

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11

Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 12

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

Top Agent Magazine ®

Top Agent Magazine

Smart home amenities range in price and return.

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

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

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

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Smart home amenities capture the attention of buyers

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

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

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

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CHRIS KNIGHTON Top Agent Magazine

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CHRIS KNIGHTON Top Agent Chris Knighton has grown his team into one of the most successful Keller Williams teams in Canada, with 60% of their business coming from repeat clients and referrals.

When Chris Knighton was about to embark on a hockey career in Europe, he instead entered the world of commercial real estate in Houston, Texas. After ten years, Chris and his family moved back to his home town of Hamilton, Canada, where Chris shifted his focus to residential real estate. “I loved 16Copyright Top Agent Magazine

commercial real estate, but I found a passion for helping people,” Chris says.

Over five years, Chris has grown his team into one of the most successful Keller Williams teams in Canada, with their 2020 volume at over 150 million dollars across Top Agent Magazine

250 transactions. With 60% of their business coming from repeat clients and referrals, Chris attributes this loyalty to the team’s mission. “Our mission is what we live by,” Chris says. “It is to build trust with clients, so our clients can build better lives. Focusing on Top Agent Magazine

relationships is how we’ve been able to grow from nothing to where we are today.”

What sets Chris and his team apart is the way they put client relationships first. “We have minimal external marketing for ourselves.

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“For me, it always comes back to building trust with clients and the community. I look at a personal mission every day to be my best self so I can show up for other people so they can live their best lives.”

Our main marketing is laser focused on our clients’ properties. Our clients hire us to market their homes, not ourselves,” Chris says. “We believe we’ll keep growing by people seeing us do what we do at the highest level.”

With an in-depth marketing plan, a full-time marketing director, and an soonto-be in-house marketing team, Chris has ample resources to dedicate to every client. “What we do differently is we do both an exclusive and an MLS listing,” Chris says. “From the moment we meet with someone, we market the property on a grassroots level. This is a strategy I developed in the commercial world. We put so much time and effort into each individual property, which shows in how much traffic we receive, how quickly our properties sell, and how high our list price to sales price ratio is.”

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What Chris likes most about what he does is the opportunity to live the mission of his team every day. “I know it sounds cheesy,” Chris says, “but for me, it always comes back to building trust with clients and the community. I look at a personal mission every day to be my best self so I can show up for other people so they can live their best lives.”

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In his free time, Chris is a family man and passionate about the outdoors. “I’m that guy who goes to work, and when I come home, I love spending time with my wife and kids.

They’re my fun time,” Chris says.

For the future, Chris has ambitious plans for growth, including a twenty-year vision to Copyright Top Agent Magazine19

complete 10,000 transactions a year. Chris envisions his team members starting their own ancillary companies. “I want to give people within our organization an unlimited opportunity to grow their own businesses as they see fit,” Chris says. He has also started an investment fund to provide every employee with full benefits. “They’re not

just staff members or independent contractors to me, they’re family,” Chris says. “I want to give them everything I can.” Chris also looks forward to increasing his team’s philanthropic contributions. “We’re very lucky to be in the business we’re in,” Chris says. “I want to give back every way that we can.”

To learn more about Chris Knighton, call 905-515-1276, visit knightonlistings.com or email Chris@knightonrealestate.comor 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.

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Be Responsive and Accessible

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

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

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Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

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Put Yourself in Your Client’s Shoes

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

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Be Consistent

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

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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DWIGHT “THE DOORKNOCKER” BARNES Top Agent Magazine

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DWIGHT “THE DOORKNOCKER” BARNES

Dwight was working a sales job over the summer before his last semester of college, when a friend suggested that he’d be a good fit for a career in real estate. “Back in high school, I believed in writing goals down, so you’d have something to dream for, and I wrote down real estate as a goal.” Dwight says. “To have that situation come full circle years later, I said, ‘it must be a sign.’ So, I signed up for the real estate course and now, here I am.”

Today, Dwight has been satisfying clients in the central Mississippi area for four years as an independent agent with Keller Williams. Approximately 75 percent of Dwight’s business comes from past client referrals. Thanks to his tireless work ethic, and the guidance of his Keller Williams MAPS Coach, Emily Baker, Dwight generated enough referral business to surpass his goal of selling 60 homes in 2020, ultimately closing 72 homes last year.

starts, just do the work and get the required help to see it through.”

Dwight explains that once a client gets preapproved for a home loan, he sits down with them for a “Buyer’s consultation.” Dwight makes sure every client understands the market so that they’re informed and comfortable with each step of the homebuying process as they begin looking for their dream home.

“When 2020 began I had only sold an investment property for $21,000,” Dwight remembers. “It doesn’t matter how the year 24

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Helping clients through the preapproval process and seeing their excitement when they’re preapproved is one of the aspects of being an agent that Dwight loves most. “You’d be surprised how many people don’t know where they stand in the process. I tell them, the worst thing that can happen is you get declined and then you find out what needs to be done to set you up to qualify, and now you have a game plan in place…helping them through that stage, that’s a great feeling.”

Dwight stays in regular contact with past clients through monthly text messages, friending many on Facebook, and hosting an annual Halloween Boo-Bash. “I let them know I appreciate the opportunity to served them whether it was one year ago or two years ago, I still want to stay in touch so we can build a long-term relationship.”

When it comes to marketing, Dwight employs a variety of strategies. Each of his listings is showcased on printed flyers to distribute to homes in the surrounding community. Also, as a Keller William’s agent, Dwight utilizes their Command system which collaborates with Facebook to effectively disseminate adds for listings to the most perspective buyers and sellers.

Dwight gives back by organizing community events, teaming up with catering services to feed the homeless members of his community.

Coordinating with his mother, a middle-school counselor, Dwight also visits classrooms to read and talk with students about career development and goal setting.

When he’s not working, Dwight loves going fishing with his son. “That’s one of the most amazing things about life, seeing how something so simple can bring such excitement to a young child.”

Dwight’s goal for this year is to help 85 clients sell or close on a home, or to close $18.5 million in volume. He concludes, “The more people that you help, the better your service gets over time, and the more people you can satisfy.”

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Find out more at dbarnes.kwrealty.com, facebook.com/DwightBarnesKellerWilliamsRealty, and instagram.com/dwightbarneskw.

Connect with Dwight at: 601-720-8821 (mobile) and 601-977-9411, and email dbarnes@kw.com www.

www.

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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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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VAL GALLAGHER Top Agent Magazine

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VAL GALLAGHER

Val Gallagher approaches every real estate transaction with a high level of professionalism and enthusiasm. Dedicated to providing her clients with personalized service, she walks buyers and sellers though every step of the transaction process and empowers them to make informed choices. Her personable approach combined with her skillful negotiation tactics make her an invaluable agent to clients throughout New Jersey.

can take me at my word. When I say I’m going to get something done, I’m get it done. I love negotiating, I love helping people transition to the next phase of their life, whatever that might look like,” she says.

A real estate transaction is a big milestone for many people, which is why Val handles each client with a great amount of care. “You are handling the largest investment someone is going to

Known for her positive energy and enthusiasm, Val has been an award-winning agent at Weichert® from the beginning.

Focused on creating long-term relationships with clients, she has managed to create a business that’s almost fully based on referrals from clients and business associates. “The people I work with appreciate that they 30

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make in their entire lifetime. This isn’t something anyone should take lightly,” she says. “I focus on the basics: being open and honest with my clients and committing myself to working hard and with integrity. I’m a no-nonsense person, I tell it like it is and I don’t sugarcoat anything.”

In order to help buyers and sellers accomplish all their real estate goals, Val always tries to think outside of the box. “You can’t just rely on Zillow in this business. Marketing is a crucial component, and sometimes you have to get creative with it. But you also can’t forget about the fundamentals. I see so many pictures of beautiful houses taken on an iPhone. To me that’s unacceptable.

Professional photos are key to presenting a house in the best light, and I think every client deserves that from their agent,” she says.

Val represents a variety of clients, but she takes special pride in her Seniors Real Estate Specialist® designation. “Although I’m very energetic and do things at a quick pace, I’m able to pivot when necessary, especially when I’m working with seniors. I’ve worked with many seniors and I have many trusted resources I’m able to offer them,” she says. “My empathy and compassion set me apart when working with older adult clients.”

Outside of her work as a full time REALTOR® Val loves to spend time with her husband, children and grandson as well as traveling. Going forward, she has many goals for her business that she hopes to accomplish. She is currently working on obtaining her broker’s license. She’s also interested in starting a team so that she can help out more clients. “My goal is to keep providing my clients with the highest quality service.

I want to form a team that’s going to work with the same values and always keep client satisfaction at the forefront.”

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To learn more about Val Gallagher email valsellsnj@gmail.com, visit valgallagher.com, or call (856) 904-7785 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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ZACH KIRCHOFF Top Agent Magazine

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ZACH KIRCHOFF

Zach Kirchoff found his passion for real estate at a young age. In the summer after Zach’s freshman year of college, a family friend (a successful real estate agent) suggested he try his hand in the industry. Zach became licensed and began selling real estate his sophomore year of college at The University of St. Thomas. Fast forward the clock and he now works at Lakes Sotheby’s International Realty serving clients in Minneapolis, with a focus on downtown Minneapolis, south Minneapolis, and the Minneapolis Lakes area.

way I can bring more value than anyone else serving that area.” He understands the ins-andouts of every neighborhood in Minneapolis, ensuring his clients are never taken by surprise during a home search or transaction.

He’s also known for always having a smile, kind word, and for bringing a sense of fun to the process.

His clients rave about his responsiveness and market knowledge, leading to over eighty percent of his business coming from repeat and referral clients. “I’m specific and intentional about focusing on a niche area and knowing it incredibly well,” he says. “That 36

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When it comes to marketing his listings, Zach understands that in today’s market, most buyers begin their search for a home online. He takes advantage of all the excellent tools Sotheby’s has to offer including exclusive contracts with Zillow, Trulia, and Realty.com; professional photographers and videographers; and partnerships with Dupont Registry, The Wall Street Journal, Homes. com, Luxuryestates.com, and others. He also consistently succeeds with targeted direct mail. The result of this thorough approach is often a quick sale at a very competitive price.

This year he’s on track to close over $14 million in transactions.

To stay in touch with past clients, Zach reaches out by text and phone, sends informative mailers twice monthly, and sends gifts during the holiday season and in the spring.

“I’m a very extroverted person, so talking with my clients is always fun and enjoyable,” he says. “Some of my past clients have become incredible friends of mine. Living and working in Minneapolis, I see so many clients around town—for an extrovert, there’s nothing better.”

Zach tithes ten percent of his income to the two churches he attends. He also buys classroom books and school supplies yearly for underserved area schools in Minneapolis. In his cherished free time, Zach enjoys reading, relaxing, fishing, hiking, and spending time at his cabin in northwest Wisconsin. “Anything outdoors, I’m all in!” he says.

For the future, Zach plans to takeover Minneapolis. “There is a little over a billion dollars of business every year in Minneapolis.

My goal for my team is to hit $200 to $250 million a year in volume and then see where we want to go from there!”

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To find out more about Zach Kirchoff, please call 651-587-3942 or email Zach.Kirchoff@LakesMN.com Copyright Top Agent Magazine 37

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

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 38

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

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

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

Set expectations upfront and often.

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

Then, tailor your outreach accordingly.

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

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

Know your first-time homebuyer programs and perks.

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

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

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

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

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

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

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SONNY MALKI Top Agent Magazine

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SONNY MALKI

Sonny Malki began his real estate career in 2003, after moving to Arizona from Chicago, where he worked in professional photography, operating family-owned businesses including a photo lab and restaurants. “I have always had a passion for real estate and always loved helping people,” Sonny recalls. “That is what drives me to work as hard as I do. I don’t stop, because I want to help as many people as I can.” With the empathy and patience to help meet clients’ individual needs, Sonny brings top-quality personalized service to his local real estate market.

same to help them make wiser decisions on what they need for the home—the important stuff.”

Sonny’s knowledge, expertise, and especially his patience set him apart. “I will show clients 100 homes if I need to,” he says. “I’m constantly working because it’s very important to me to help my clients as much as I possibly can. I have knowledge of all the different parts of the valley and can tell clients all about the restaurants, schools, hospitals, and anything else in a particular area.”

Sonny serves the Phoenix area, and an impressive 95% of his business comes from repeat and referral clients. “I walk my clients through the process step by step and advise them every step of the way,” he says. “On new builds I go with them to the design center and make sure they pick out the things they need to pick out. My goal is to help them save but at the 42

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Sonny’s dedication to helping his clients also extends to helping them find a rental if they need to “start new” but are not ready to buy yet. “If people can’t afford that home they want and have to rent, I will help them do that,” Sonny says. “I look at these situations as live leads, and often I can help turn them into homeowners a couple years down the line.”

In addition to residential and luxury properties, Sonny deals heavily in commercial real estate as well, estimating that commercial properties make up about 30% of his business. “Commercial is a crucial part of my business,” Sonny says. He has worked with everything from shopping centers and strip malls to hotel projects and beyond.

Community involvement is important to Sonny, and he is active in his church community, as well as his kids’ activities. Sonny also gives back by donating a portion of his commission on any transaction the charity of his clients’ choice. When he is not working or giving back, Sonny enjoys dining out and traveling, and is a dedicated family man who loves to spend time with his wife, 4 kids, and their dog.

He also loves sports, especially soccer and hockey.

Above all, Sonny loves to provide a great experience for his clients. “I love helping people find their dream home,” he says, “whether it’s a $100,000 condo or a $5-to-10 million house. Getting them into a home is what’s important to me. I love doing what I do. Real estate is my passion. It’s my calling, and I’m ready and willing to help anybody I can.”

In the future, Sonny plans to keep doing what he’s doing, “work hard, work smart, and make sure my clients are happy in their new homes.” He emphasizes the service aspect of what he does, and the importance of setting an example for the next generation. “It’s very important to me to help the people who need it most,” he says. “When I know that I can help someone, I will. I want my kids to grow up doing the same, and when I leave this world that’s the legacy I want to leave behind.”

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To find out more about Sonny Malki, please call 480-797-6469, email sonnyazrealty@gmail.com, or visit AZFamilyHomes.com www.

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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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TED MOSS

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TED MOSS

For the past 13 years Ted Moss has provided buyers and sellers with an unparalleled level of service, dedication, and real estate knowledge. Thanks to his years of experience in the industry, he is able to expertly guide clients through the many steps of a successful real estate transaction. He focuses on educating clients and ensuring that they make informed decisions that lead to long-term happiness and success.

the be the perfect career. There are a number of unexpected issues that might come up in any given transaction, and I’m a problem-solver who likes to tackle these issues right away so that my clients can have a smooth and stressfree transaction,” he says. Ted also enjoys the social aspect of the job and getting to know so many different people. “I love meeting and working with new people. This is one of the

Ted currently works at Berkshire Hathaway HomeServices and serves clients throughout Anderson and Madison County. A self-proclaimed workaholic, he thrives in the fast-paced world of real estate and all the challenges it presents. “I truly love everything about my job. As someone who enjoys working through obstacles, real estate has proven 48

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biggest purchases most people will ever make, as well as a huge milestone for them, and I like helping out and being a part of this crucial moment in their lives,” he says.

Communication and transparency are traits Ted values highly, as he believes they lead to the best results for the clients. That’s why he takes his time to listen carefully to their needs so that he can best advocate for them.

He is an experienced negotiator who enjoys getting his clients the best deal every single time. “I’m very detail-oriented and I always look out for what’s best for my clients,” he says. His positive disposition goes a long way in making clients feel comfortable and open about what they’re hoping to achieve from the transaction.

Ted is invested in forming long-lasting relationships with clients. Having previously owned a glass company, he has been able to establish a large network of clients over the years, and his business now runs primarily on repeat and referral clients who view him as a trusted advisor. His hard work and determination to help clients succeed results in about 40 transactions per year.

When he’s not working, Ted enjoys spending quality time with family and friends. Going forward he is focused on continuing to grow his business. “I want to provide my clients with the best service and always create a foundation for a great transaction,” he says. He has also started a team this year and he is passionate about mentoring his agents. “It’s crucial to have a good mentor who can guide you in the right direction and help you avoid certain pitfalls. I want to pass on my years of knowledge and help my agents become successful in their own right.”

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To learn more about Ted Moss please call (765) 730–6677 or email him at tmoss@bhhsin.com Copyright Top Agent Magazine 49

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

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

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

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Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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SUE SASSEVILLE Top Agent Magazine

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SUE SASSEVILLE

Top Agent Sue Sasseville’s favorite part of her job is bringing newly licensed folks onto her team who have a hunger to succeed.

When Sue Sasseville was working in retail management years ago, she found that she was missing out on her children’s activities, and she wanted to find a career with more flexibility. She decided to get her real estate license, and little did she know that she would become an influential figure in Northeast Ohio real estate. After 19 years in the business, Sue is a Top Producing Realtor® with a penchant for passing on her expertise to a new generation, who hopes to share through her experiences how productive, humanitarian, and rewarding real estate can be.

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Sue’s favorite part of her job is bringing newly licensed folks onto her team who have a hunger to succeed. “I take new agents right out of school.

I like to mold them and teach them the right way to do things in this industry, because there are a lot of agents that don’t have enough direction.”

Sue finds a lot of joy in coaching new talent, and is proud of her fresh team as they closed an average sale price of $223,000 in 2020, which $40,000 than the MLS average. Nothing makes Sue happier than seeing how excited a new agent gets after they close their first deal.

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Sue is no slouch herself, though. She is an elite Realtor® with market savvy who gives refined, personalized service to her clients. 90% of her business comes through referrals from satisfied customers, and she closed an impressive $25 million worth of total volume in 2020. Sue has put time and effort into honing her craft and learning the ins and outs of market trends and relationship-building, and she knows the importance of passing on everything she’s learned to future generations to fully realize the great potential in real estate as a whole.

With professional staging, photography, and walkthrough videos included as part of commission, Sue and her team put the work in to make sure their product is invariably high quality. They run a robust social media marketing campaign to reach a wide audience and make sure their homes are bought and sold for the best price possible.

The agents on Sue’s team are taught to put relationships with the client first. They build trust by keeping in touch with their clients, and they go above and beyond the call of duty to ensure their clients are consistently satisfied and cared for. “Our post-closing follow-up sets us apart.

Whatever obstacles are thrown our way, we are in complete with communication with our clients,” Sue says. “We build relationships in a way that many agents don’t do.” Sue’s team has one agent who specializes in each major town and community in Northeast Ohio, so no matter where the client is looking to locate, their personalized needs will be met.

Along with her agents, Sue is very involved with her community, volunteering and raising funds for various local organizations, including Project NICU. For the future, Sue hopes to continue building her rapidly-growing team, and to keep helping agents along on their road to success. If you’re looking to buy or sell a home in Northeast Ohio, reach out to Sue Sasseville today!

Top Agent Magazine

For more information about Sue Sasseville, call (440) 317-0422, email suesass@kw.com or visit thesuesassevilleteam.kw.com

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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: 56

Top Agent Magazine

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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BETH SHIELDS

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BETH SHIELDS

Beth Shields is a driven real estate professional committed to providing her clients with the necessary knowledge to turn their dreams into reality. Her industry insight and extensive experience allow her to effortlessly guide buyers and sellers throughout the transaction process, while her compassion and care make her an exceptional client advocate.

Beth’s journey into real estate is a unique one. She is the force behind Shields Group Colorado—a real estate agency she started while homeschooling six kids and taking care of a newborn. “I was a stay-at-home mom until my family started encountering financial hardships. That’s when I decided that I was going to set an example for my kids and show them that we are in control of our 60

destiny, and that we can change our lives for the better if we choose to.”

Known for her communication and the emotional support she always graciously offers to those that work with her, Beth has an incredible amount of returning and referral clients. “I think my clients really appreciate how attentive I am. I get to do real estate transactions

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all the time, but for many of my clients it’s a one-time process and it is very stress inducing.

That’s why I work hard to make it a positive and stress-free experience for them. My goal is to advocate for my clients and make sure they have all the necessary information to make the best decision for them and their family.”

In order to market her listings, Beth invests in a trusted professional photographer who captures each home’s unique appeal. She also offers her clients a comprehensive advertising package.

Whether it’s helping sellers get top dollar for their property, or helping buyers find the right home, she works tirelessly to meet their goals.

Beth’s passion for real estate is fueled by her heartfelt desire to help people and to always strive to be a better person. “I’ve developed many amazing relationships with my clients in this business. Real estate has helped me embrace who I am. It’s taught me to value myself and to value taking care of myself, which in turn has enabled me to be a much healthier person, mother, and wife.”

Outside of work, Beth is a sponsor for Running Start—a program designed to give women a second chance at becoming physically healthier, emotionally healthier, and mentally healthier. “I did this program, and it changed my life. That’s why I’m so passionate about keeping it going.” In her spare time, she loves being with family and friends, and enjoys reading and writing.

In the coming year Beth is focused on building a family team. “Our goal is to provide quality service and help more people. I want to leave a legacy for my kids and see them enjoy financial freedom and security. I also want to provide the community with agents that truly care about their needs.”

Top Agent Magazine

To learn more about Beth Shields email beth@shieldsgroupcolorado.com, visit shieldsgroupcolorado.com, or call (720) 587–9330 www.

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Laughs!

We’re still here!

Making the workplace happy is what we do.

A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.

Graham Harrop Cartoons

Companies large and small call on award-winning cartoonist Graham

the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…

for you!

Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

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

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DEBRA BUTTS When Debra Butts was seeking a career that would feed her passions, she turned to real estate. “I wanted a career I would love,” Debra says, “and I found it.” With twenty-five years in the industry, Debra owns a brokerage under Keller Williams in Clarksville, Tennessee. Having grown up in the town and spent fifty-seven years there, Debra has on-the-ground expertise that her clients love. “It’s a military town and community,” Debra says, “so we’re a real melting pot. We have people moving in from all over. It is the greatest place on Earth to live.”

With her own team of agents, Debra completed $35 million in sales last year across 145 transactions, with houses at every price point. “I treat every single customer the same,” Debra says, “whether they’re buying a $50,000 house or a $5 million house.” Debra has extensive experience in new construction and custom-built homes, which represent much of her business.

Debra prioritizes excellent customer care, which is reflected in the fact that nearly all of her business comes from repeat clients and referrals. “My goal is excellent customer service,” Debra says. “I’m not in the house business, I’m in the people business. I strive to treat people the way I’d want to be treated.”

With her intimate local knowledge and passion for the area she serves, Debra is uniquely positioned to anticipate the needs of her clients. “I try to handle every aspect of their process,” Debra says. “A lot of times with military families, they move here and the husband deploys right away. Then the wife is alone in a new community.

They don’t know where to get a good burger, let alone where to get help with the kids. So I try to go above and beyond to help them acclimate.”

Debra’s clients are her true passion. “My favorite part of this job is meeting all the military families,” Debra says. “I’ve had the pleasure of working with the bravest men and women in the world, and many of them have become lifelong friends. Now, they’re located all over 64

the world and we’re still in touch. I feel very blessed.”

As dedicated to her community as she is to her clients, Debra does much philanthropy behind the scenes. “I don’t like the spotlight about charity work,” Debra says. “I try to be generous and to give as much as I have received. I never want it to be perceived as marketing or advertising.” Helping Children, Animals and the elderly are a passion for Debra, and she loves to support the Humane Society and provide support for those who foster and rescue animals. Work keeps Debra busy, and that is how she likes it. “I work a lot because I choose to and receive satisfaction from helping others. If you asked me my perfect day it would be helping others through an issue. I am a problem solver.” When Debra does take a break from work, she loves spending time with her husband and daughter, her parents, and lots of nieces and nephews. “My perfect vacation would include the whole family at the lake or in the mountains playing games and laughing,” Debra says.

Debra is excited about what the future holds, as she plans to continue to grow. With an expanding team, Debra enjoys training new agents. “Lots of my agents come from bigger cities,” Debra says. “Teaching agents how to succeed in this market is very rewarding, because this is the best place to live, and the best career, if helping people is your passion, as it is for me.”

For more about Debra Butts, call 931-206-3600, visit debrabutts.com or email debra@debrabutts.com www.

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

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

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

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

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

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

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

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

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

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

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

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

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

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SONI CHACHAD Top Agent Soni Chachad – of Century 21 Miller Real Estate in Oakville, Ontario – is a hardworking, dedicated and deeply knowledgeable Realtor who consistently places the best interests of her many grateful clients front and center during every transaction. With a long background in the financial side of the industry, Soni is able to provide her clients with superlative customer service and advocacy.

Soni was, in a sense, born into the real estate business. “My father was a Commercial Real Estate Developer,” she recalls, “and when I was young, I would type things up for him and help proofread his contracts.” Prior to becoming an agent, however, she followed her father’s advice to try a different career first, and Soni selected a job in banking, which proved incredibly beneficial as it taught her everything about mortgages and the finance side of the industry.

Starting out as a lender and working her way up to an area manager for a major Canadian bank, Soni logged twelve years in that field before ultimately deciding to become a Realtor in 2015.

Currently serving the Golden Horseshoe region of Ontario, Soni can boast that almost the entirety of her business is based upon referrals and positive wordof-mouth, a significant achievement in the highly competitive world of real estate. “I’ve been told that I make each client feel as if they’re my only client,” says Soni, when asked how she has managed to engender so much trust and loyalty amongst those she works with.

“I’m also very much on top of my communication.

Realtors tend to get a bad rap for not answering their phones or returning texts, and I wanted to change that.

My clients want answers, and they don’t want to wait for days to get one. I make sure that they do.”

Aside from her extensive background in the finance arena, there are many other factors that have contributed to Soni’s impressive success story. Chief among Top Agent Magazine

them would be her expert negotiation skills and her thorough, intelligent, and targeted marketing strategies that include deft leveraging of social media platforms.

Other methods include videos, Matterport tours and print advertising, all of which combined translate into fast sales for top dollar, not to mention happy clients.

“I love everything about what I do for a living,” says Soni. “I like meeting people, and I especially enjoy working with first time home buyers. It’s a lot of fun, and every day is different.”

When she’s not helping clients achieve their real estate goals, Soni enjoys a variety of unique hobbies, most notably flying airplanes and riding motorcycles. She is also an ardent philanthropist who currently sits on the Board of the Canadian Cancer Society, and actively volunteers at local schools as a Council member and at the Student Nutrition Program with Food 4 Kids.

Soni’s plans for the future including growing her business and her team. Her primary objective, however, remains the same as it always has been: to continue providing her clients with the unparalleled customer service that has become synonymous with her name.

For more information about Soni Chachad, please call 647-220-2301 or email Soni.Chachad@Century21.ca 67 Copyright Top Agent Magazine

JASON CHEPERDAK Jason Cheperdak’s interest in real estate began early helping his parents flip houses at the ripe age of 6. As an adult, Jason started his own home staging business, then worked in property development before getting his real estate license. “That’s where I really found my passion,” Jason says. Jason is now in his fifth year selling real estate, and he has built a successful team around him to help his clients achieve their real estate goals.

Jason is the founder of Shepherd Homes Group with Samson Properties, and is based in Alexandria, Virginia. “I founded my real estate team on the principles of a shepherd,” Jason explains, “somebody who dedicates their life to guiding and protecting others. That’s the number one reason why we do what we do, and I think our clients appreciate that. We genuinely help guide them through everything and build amazing relationships with them while helping them financially.”

That guidance and personal care help put clients at ease during the buying or selling process. “Our attention to detail in how we prepare our clients to buy or sell is vastly more in-depth than anybody else,” Jason says.

“In our consultation process, we talk them through all the financials and what to expect, and they walk away with a different outlook on what real estate is.”

mailers for every single listing. Jason and his team also launch social media targeting campaigns, as well as marketing on sites like Zillow and Trulia, where they are top ranked agents. “We also knock on doors to drive traffic from the neighborhood into the open house. As a result, we have the neighborhood helping us sell each listing.

The results speak for themselves: Jason and his team closed 130 sales in 2020.

When he is not working, Jason and his wife—who met when they were both professional ice dancers—enjoy taking ballroom dance lessons together, with the goal of eventually competing.

In the future, Jason plans to continue growing the team and is looking to double their number of transactions in 2021. “I love having the ability to change people’s lives through their largest asset,” Jason says. “A lot of people look at financial advisers as somebody who can help them with their future, but I think of Realtors® as the most impactful force on people’s financial lives.

I see it as a fiduciary responsibility to ensure you’re advising your clients and helping them with their lives, and that’s a huge deal to me.”

Jason’s background in financial planning affirms his ability to help guide his clients and plan for their future. “Real estate is a wealth generational tool, not just a place to live,” Jason says. “Living in your own home is wonderful, but it is also the best way to build wealth over time. We help our clients see homeownership as a way of building wealth, not just a monthly payment.”

When it comes to marketing listings, Jason and his team mount a comprehensive campaign to drive “an insane amount of traffic” to those listings. They use analytics to target their marketing efforts, and mail thousands of 68

To find out more about Jason Cheperdak, please call 774-278-1509, email jason@shepherdhomesgroup.com, or visit shepherdhomesgroup.com Copyright Top Agent Magazine Magazine

Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 70

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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THERESA COOK When Theresa Cook earned her real estate license, she thought she was only going to use it for her personal real estate investments. “It soon evolved into helping others with their real estate goals, and turned into a business that I didn’t expect,” she says.

“I fell in love with it.” It’s clear Theresa found her true calling, as she qualified for the Multi-Million Dollar Club with the Memphis Association of REALTORS© in her first active full year in 2020. Now in her second year, she is continuing to grow and looks forward to serving more clients. Working throughout the greater Memphis area, Theresa always puts her clients first and does everything possible to get them what they want.

“I make my clients feel like they’re my only client,” she explains. “I’m very responsive and think about each client’s situations as if it were my own. I’ve encouraged a client to buy less than their qualification ceiling because I didn’t want them to feel financially strapped and regret a purchase a year down the road.”

She gives them the same advice she would give family members. Only wanting what is best for her clients, she guides them through the transaction and ensures they are well-equipped to make the best decisions possible. “My role is to provide information so that my clients can make informed decisions as they reach their goals.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “Mrs. Cook is wonderful and I strongly recommend her. She helped us buy a house for my dad earlier this year, and we were so happy we immediately referred her to another relative to help with a process. She is insightful and understanding based on her experience as a mother and a long time Memphian. She is energetic and proactive - scheduling things on short notice, arranging special inspections and helpful experts from a variety of backgrounds.”

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When Theresa isn’t working, she’s giving back to the community through sponsoring the Millington High School Band Program and the Shepherd’s Horn Band and Music Program. She is also heavily involved with her church, St. Williams. She is a Eucharistic Minister, serves as a lector, works with the women’s club and teaches religious education with her husband.

During any free time, she’s hanging out with her husband, their 8 kids and 3 grandkids, or she’s staying fit in her home gym.

Looking towards the future, Theresa’s sights are set on becoming a certified mentor with EXP Realty.

“With that status I will have more credibility and will start empowering and mentoring other agents.” As Theresa’s career continues to evolve, she wants anyone thinking about pursuing real estate to strongly consider it, especially women reentering the workforce after raising children. “I’d like to encourage women to consider their options endless and to validate that they have skills they have developed as managers of their homes. We are only limited by our beliefs. I am an example of what is possible.”

For more information about Theresa Cook, please call 901-483-3032 or email Theresa@cookhomestn.com

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JIMMY DYE Jimmy Dye – a founding partner and broker-in-charge of The Cassina Group in Charleston, South Carolina – has more than two decades of experience helping buyers and sellers achieve their real estate goals. Honest, hardworking and committed to providing excellent customer service, Jimmy and founding partner Robertson Allen have elevated their respected boutique agency to its ranking as the leading boutique firm in Charleston.

Jimmy began his career in 2001, selling condo units for developers. He co-founded The Cassina Group in 2006 and now focuses his efforts on transactions in historic downtown Charleston, Mt. Pleasant’s Old Village, Sullivan’s Island, Isle of Palms, and other desirable areas of the Lowcountry. In his twenty-plus year career, he has built a portfolio of notable sales including oceanfront estates, historic downtown homes and waterfront properties.

“I believe it’s because of my knowledge of the local market,” muses Jimmy, when asked how he manages to inspire such impressive levels of trust and loyalty amongst those he works with. “Another reason is my attention to detail, and attention to my clients and their needs, listening to their needs and being able to put them in the property they want while being as efficient with their time as I can be.”

online platforms to ensure maximum exposure for each listing, all of which combined translate into fast sales for top dollar, not to mention happy clients who continue to return and refer new clients. Jimmy can boast that more than eighty percent of his business is based upon referrals, a sure indicator of the top-of-the-line customer service he and The Cassina Group provide.

“I love helping people find a home they love,” says Jimmy. “I love helping them figure out the puzzle of it all, and then helping them figure out what kind of lifestyle they want to live and doing so within their budget.”

When he’s not working, Jimmy loves nothing more than spending time outdoors, and is an avid boater, fisherman and bird hunter. He is also philanthropic-minded, and contributes to a wide array of charitable organizations, including the American Red Cross, the Cystic Fibrosis Foundation, and the local Historic Charleston Foundation, to name just three of many.

Jimmy’s plans for the future include growing his already-thriving business – The Cassina Group closed more than $385 million in 2020 alone. Above all, however, remains his overarching objective: to continue providing his clients with the unparalleled service and results that have become synonymous with The Cassina Group.

Jimmy understands the delicate nuances of selling luxury properties and is well-equipped to handle both buyers and sellers looking to purchase or sell in Charleston. He also works hard to maintain the relationships he forms with his many grateful clients. “I reach out to them multiple times each year,” he explains. “I try to keep them up to date on their neighborhood and the value of their property.”

Another factor in the success of The Cassina Group is its focus on thorough, intelligent marketing. The company’s leave-no-stone-unturned approach includes high-end photography and video, and expansive utilization of 72

For more information about Jimmy Dye, please call 843-452-6482 or email JDye@TheCassinaGroup.com TopAgent Agent Magazine Magazine Copyright Top

Living On Commission

by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept.

“I could never live on that!” But loan officers have to do it all the time.

The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic.

When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation.

One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her Top Agent Magazine

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Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all!

She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

REALTORS® or other commissioned sales people. A little planning in advance for regular and predictable expenses and a slush fund for surprises and you’ll be covered!

Don’t let that happen to you. Loan officers aren’t that different from

Copyright©, Linda Brakeall.

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All rights reserved.

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LISA FOX Since starting in the real estate industry eight years ago, Lisa Fox has already received the New Jersey Realtors® Circle of Excellence® Sales Award for 2017, 2018, 2019 and 2020. Fox made her career change after 20 years in the exercise business when her best friend suggested to her that she would make a great agent.

“I wanted to do something that would continue into the rest of my life,” says Lisa Fox, Sales Associate for Prominent Properties Sotheby’s International Realty.

Today, Fox serves northern New Jersey in the areas of Bergen and Hudson counties as a Sales Associate / Realtor® with Prominent Properties Sotheby’s International Realty. Most of her clients are referred by word of mouth, as Lisa has gained a reputation as a people person who is passionate about real estate, with a great work ethic and diligence in taking care of her clients’ needs.

“It comes down to trust and professionalism,” Lisa says. “People know they can trust me, and I try my best to warrant that trust from all my clients.” One client sang Lisa’s praises in a Zillow review after she oversaw the sale of his late mother’s home, getting a great price, and even taking care of the moving of furniture. “He was so glad I was able to handle everything for him, and he didn’t have to worry about anything,” she says.

Fox’s listings appear in a far-reaching network of websites including the New Jersey Multiple Listing Service, Trulia, Zillow, and the real estate sections of Bloomberg, Wall Street Journal, and New York Times online, to name a few. In addition, Lisa canvases potential clients through email marketing and direct mail flyers. When appropriate, Lisa includes advertisements in local newspapers, and approaches each sale with a marketing strategy that best suits the property. Per brokerage records, Lisa closed 27 transactions in 2020.

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Lisa has served on the Community Service Committee for the Greater Bergen Realtors® for over four years and is involved with Rebuilding Together, a local nonprofit with a focus on need-based home upkeep for disabled and elderly persons. She also participates in events for The Center for Food Action, providing meals for those in need.

Her work as a Realtor® keeps Lisa busy around the clock, though she’ll tell you: “When you love what you do, you never work.”

Outside of real estate, Lisa is an avid exerciser, enjoys reading and is a long-time subscriber to New York City Ballet. In the coming year, Lisa plans to take her business to the next level by expanding to marketplaces beyond her local area and to continue her success as a top agent through her dedication to providing excellent client services.

“I love the feeling of accomplishment after having achieved a goal for somebody,” Lisa says. “To really be successful, you have to be committed to putting in the effort. If your priority is the satisfaction of your clients and you’re willing to go above and beyond to achieve that, that’s the key.”

Connect with Lisa by phone at 201-233-0477 or by email at lfox39@juno.com

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

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

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

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

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

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

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

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

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

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

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3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked.

Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies.

For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 78

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups.

Encourage groups to think up team names, and organize trivia questions into themed categories.

Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively.

Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked.

Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way.

At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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JULIE HARRON Julie started in real estate in 1992 when she was a applying to law school and thought it would be a good idea to get her real estate license. Her talent for the business came naturally and convinced Julie to make it her career. “I haven’t looked back!” she says. “I love helping people and winning for my clients.”

Julie maintains a seven-days- a-week schedule and values forging great relationships with like-minded realtors to bring her clients the amazing level of service that makes her stand out in her markets. Julie and her team stay in touch with clients, sending quarterly emails, keeping up on social media, and checking in with a friendly phone call.

Today, Julie’s JH Group is one of the most successful real estate groups in Chicago and features a close-knit team that brings decades of hands-on experience to their full-service, white-glove business model. A year and a half ago, they expanded to include a Palm Beach partner, Madison Collum, building business in the cross-over market as Chicago clients purchase second homes or move to Palm Beach.

Over the years, Julie’s business has grown from covering Lincoln Park and The Gold Coast, to become an adaptable operation, that offers high-level service to clients in a wide swath of the Chicago and Palm Beach areas. “Our brand is very hands on.” Julie explains how, when selling a client’s parking spot in downtown Chicago, the client was so impressed with the level of service that they gave JH Group a $2.5 million listing.

It’s no wonder all of Julie’s business comes by referrals or repeat clients.

When Julie takes on a client, they can rest easy, knowing they’re working with someone who sees beyond a transaction, grasping the big picture of what homebuying entails. Julie and her team help connect their clients with lifestyle resources, including everything from schools to doctors to philanthropy. “Anything that somebody would need, I’ll pick up the phone and I’ll make it happen,” Julie says. “We care about a $1,200 rental client as much as we care about a $12 million home sale.”

A Chicago native, Julie cares deeply about her city. She is a founding member of the Joffrey Women’s Board and has helped raise funds for cancer research at the University of Chicago. Julie serves on the Chicago Association of Realtors Board of Directors and as President for the Chicago Association of Realtors Foundation Board which donates to organizations including Boys and Girls Clubs and Red Cross, as well as organizing hands-on volunteer efforts across Chicago.

Julie loves leading a healthy, active lifestyle, exercising daily with walks, tennis, and Pilates. She is passionate about travel and loves hosting events to help friends market their brands and business endeavors.

Though Julie plans to continue expanding business in Chicago and Palm Beach, she and her team like to focus on staying authentic and helping people, networking with their clients and other realtors to spread the word of their great service. Julie and her team remain committed to helping their clients wherever they are, finding referral agents when their clients look into any market nationwide.

Find out more at jharrongroup.com, facebook.com/JHarronGroup, instagram.com/jharrongroup, and linkedin.com/company/julie-harron-real-estate-group, Connect with Julie via phone at 312.953.6408, and email at Julie@JHarrongroup.com. www.

www.

When it comes to marketing, Julie and her team utilize Google targeted adds and leverage direct connection with clients via multiple social media platforms, as well as creating conversations organically, fostering interest in their inventory by word-of-mouth communication within the industry. JH Group’s annual volume consistently hits an impressive $20-50 million.

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www.

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DARLENE KUZMIC Real estate has been a lifelong passion for Darlene first is the most critical step of great customer serKuzmic, who has been helping buyers and sellers vice. That means carefully listening to their needs, accomplish their real estate goals for over 40 years. staying accessible for any questions they might have, Darlene first got into the business and always communicating in a straight out of high school and transparent manner,” she says. has strived to be the agent who Given her extensive experience, educates and keeps her clients she relishes in working with as the main priority ever since. young people, as well as firstHer experience in the real estate time homebuyers, so that she can industry is unparalleled, and she educate them about all of their prides herself on her knowledge Darlene Kuzmic options and expertly guide them Realtor,® Managing Partner of the market, negotiation skills, through the transaction process.

614.531.2050 and business integrity. Darlene “I love working with first-time Darlene@TeamKuzmic.com currently works at ERA Real darlene@teamkuzmic.com home buyers and helping them Solutions Realty and serves cliunderstand every step of the ents throughout Central Ohio. way during the transaction. I Team also enjoy educating younger Kuzmic From property management to sellpeople on their options. A lot of ing 70 homes in 2020, Darlene’s them don’t realize that they make success can be attributed to her enough money to be able to pay relentless work ethic. She stresses less on a mortgage and own a that the road to success requires a home, instead of having to rent lot of sacrifice and a true willingfor many years,” she says.

1. Firm belief in the reliability, truth, ability, ness to help people. “This is not a or strength of someone or something.

9 to 5 job. You have to commit a When Darlene isn’t working— “relationships have to be built on trust” lot of hours and effort in order to which is quite rare—she enjoys synonyms: confidence, belief, faith, succeed, and that can include the staying active and healthy. As certainty, assurance, conviction, evenings and weekends. A real a way to give back to her comcredence, reliance estate transaction is a huge milemunity, she teaches free yoga “good relationships are built on trust” stone for most people, so you need classes at her local park. to be available to answer queswww.TeamKuzmic.com www.TeamKuzmic.com tions even in your off time,” she Darlene has no plans of slowing says. Another part of Darlene’s down her work anytime soon. hard work approach includes marThis year she is opening two new keting. She invests her time into divisions in Ohio, under the ERA extensive marketing, including Real Solutions Realty umbrella: both digital and print media. She utilizes social media a commercial division as well as a property manageplatforms such as Facebook, Instagram, and LinkedIn ment division. With four agents already in training, to ensure her listings receive the maximum exposure.

Darlene hopes to pass on her knowledge and experience and instill that same sense of integrity and ethics Clients who work with Darlene appreciate her personthat’s made her the go-to real estate expert in Ohio for alized approach to customer care. “Putting my clients so many years.

TRUST

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9

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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DAVE LEIDERMAN Dave Leiderman first enrolled in real estate courses in 1997 while working for Sea Colony in Bethany Beach. Soon after, he started out by serving clients at a boutique brokerage, where he learned the business from the ground up. In the years since, he has grown into a Multi Million Dollar Producer in his region, one known best for his acute knowledge of the market and genuine passion for client relationships.

Today, Dave is a Realtor for Keller Williams Realty where he assists clients throughout Ocean City and the surrounding coastal communities.

Licensed in both Maryland and Delaware and sporting more than twenty years of professional experience, he has uncovered a unique niche in the buying and selling of beachfront properties. “On a given day, I could be in Ocean City, Maryland, in the morning and move up to Rehoboth Beach, Delaware, in the afternoon,” he says. “In my transactions, I get to make a client’s dreams come true. After all, the beach is where memories are made.”

When listing a home, Dave prefers a diversified approach, sharing his properties over both a variety of third party search engines and promotions to the surrounding communities. He further amplifies his listings through his popular newsletter, From the Beach Chair of Dave Leiderman, which goes out to over one thousand individuals within his professional sphere.

Elsewhere, Dave is just as attentive to his buyers, leaning on his in-depth knowledge of the region to help find the right home for their needs. Beyond honesty and hard work, he believes strongly in the importance of availability—no matter what. “When you make the commitment to being in this business, you need to understand that your life is not really your own anymore. You don’t have office hours; you can’t just turn off the phone at five o’clock at night. Instead, you need to be there for your clients whenever they need you.”

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Through the years, Dave has earned a tremendous reputation, as evidenced by his strong rate of repeat clients and referrals; in fact, he has ranked in the top 20% in volume at his office on a yearly basis.

The key to his success? “I’m probably a people-person to a fault,” he says with a laugh. “I love to talk and get to know not just my clients, but also their families. And there’s nothing more rewarding than helping them achieve their goals.”

Outside his career, Dave serves in various outreach events through his offices at Keller Williams and volunteers for Surfers Healing, an organization that hosts surfing events for children with autism and special needs. When he’s not giving back, Dave can be found spending time with his son or relaxing on the beach.

In the months ahead, Dave intends on building on his steady momentum while staying on top of the market and meeting changes in the industry. Meanwhile, he offers sound advice to any new residents of his beloved beachside community: “Here, you’re never limited to just one beach. I encourage my clients to get the most out of everything here. Don’t just walk out the door and go to the beach that’s right in front of you; explore a little bit, make some discoveries, and enjoy your experience.”

To learn more about Dave Leiderman email ocledo@gmail.com, visit davesbeachhomes.kw.com or call (443) 235-3828 Copyright Top Agent Magazine 83

STEPHANIE N. McKEOUGH Stephanie McKeough always wanted to be a real estate agent. “I’m far from the first Realtor in my family, so it’s kind of in my DNA,” she laughs.

anniversaries—and I’ll randomly call or text them just to see how they are doing.

These are friends, like I said, so we stay in touch.”

When she set out at nineteen to pursue that dream, she had to overcome some doubts.

“When I looked up all the agents at the brokerage I wanted to work for, they were all very established people, and it was intimidating. I’m under five feet tall, and at that age I still looked very juvenile. I also could not help but to wonder why people would trust me to help them with their biggest investments when I was not a homeowner personally. I felt I needed to experience that myself before I assisted anyone else.”

She markets her listings through paid advertisements and across all of the social media avenues, but starts with her must-have: professional photos for all the properties she’s representing. She also utilizes all the available technology of the industry, including drone footage, walkthrough videos and virtual staging.

Not to be put off, Stephanie eventually got licensed, and threw herself into the work. She is going on just under ten years in the industry now, servicing the Greater New Orleans area with Keller Williams, and loves every minute of her job. A notable ninety-eight percent of her business comes from repeat clients and referrals.

Last year she did a volume of nearly eight and a half million dollars.

Her secret? “I think it’s really just the quality of my customer service. My clients know that I am always going to do whatever it takes to make sure they achieve their goals, and they trust me. I feel a client’s expectations should always be exceeded. I build close relationships with people, and when the transaction is over, we transition from a client relationship into friends. And that’s basically where my business comes from.” She’s also quick to point out the benefits of working in the New Orleans & Northshore areas. “It’s lovely here. With the one-of-a-kind culture, beautiful homes, delicious restaurants and wonderful people—it’s an amazing place to live.”

Stephanie prefers personal gestures when it comes to staying in touch with her former clients. “I send out a lot of cards—Christmas/Holiday, birthdays, 84

Stephanie gives back to the community she loves, volunteering at her son’s school when she can, serving as a member of the leadership committee out of her office, donating to charity organizations annually and serving on a Home Owners Association.

When she’s able to find time off, Stephanie loves to travel. “My family and I recently rented a RV and did a thirty-day road trip out West. It was my favorite vacation ever!”

Regarding the future of her business, Stephanie would like to expand her team and bring on another agent soon. She currently operates with her assistant Melissa. She’s also focused on expanding her property management portfolio.

Call Steph to buy, sell or invest. You can reach her at 985-373-2155 (cell), 985-727-7000 (office) or email her at smckeough@kw.com TopAgent Agent Magazine Magazine Copyright Top

Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 86

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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MYRA MOLLETT Myra had always enjoyed looking at homes, admiring the various styles of architecture and home aesthetics. After working for many years as a manager in customer care, Myra saw a commercial that advertised careers in real estate.

“I looked at my husband and said, ‘I’d really like to do that.’ He said, ‘Well, if you’d like to do that, you know what?

I’ll do it with you!”

Myra and her husband got their realtor’s licenses in 2011. In 2014, Myra became the managing broker at Seven Oaks Realty in Greenville, Illinois where she heads a close-knit family team. Her husband and son are both brokers and auctioneers. “Small but mighty,” Myra says of her brokerage which serves the mid-southcentral Illinois area.

As life-long residents of Greenville, Myra and her family are well versed in the local housing and agriculture markets. Myra’s husband and son share an in-depth understanding of farmland through their work as auctioneers, while Myra specializes in residential and commercial properties. Their home-town experience and breadth of expertise allow Myra’s team to cater to a variety of customer needs. “We’ll work with any client that needs help,” she says. “We all have our specialties.

Being in the customer service arena for many years, I feel confident in going the extra mile to ensure that their needs are met, and that everybody has a happy result.”

Myra to run into a past client in the grocery store, at school events and public festivities.

Likewise, when marketing her listings, Myra knows the value of word-of-mouth and local newspaper adds to spread the news of a new listing in her community. Her brokerage also utilizes online marketing through Facebook adds. Last year, Myra’s team closed over $12 million in listed property values.

Seven Oaks Realty sponsors the CEO program at the local high school for students looking to go into business. They are active with the Greenville Chamber of Commerce, as well as facilitating benefit auctions to support local businesses or individuals.

When she’s not working, Myra loves traveling and spending time with her soon-to-be thirteen grandchildren.

Myra and her husband recently purchased a motorcoach and can take their business on the road wherever they go.

Myra and her husband plan to build upon their success thus far, in the hopes of passing on a strong family business legacy to others and continuing to foster the support of their community. “It’s such a blessing for people to support us, and to help and watch our community grow.”

Helping her clients arrive at that happy moment is what Myra loves most about her work. “Seeing the joy in people’s faces when they find a home they really like,” Myra says. “Helping folks to the day of closing, handing over the keys and seeing their excitement.”

Today, Myra’s brokerage sees over half their business come from combined repeat and referral clients. As lifetime members of their community, Myra’s family are trusted names that family and friends know they can recommend. The local nature of their business makes it easy to stay in touch with past clients. It’s not uncommon for Top Agent Magazine

Find out more at sevenoaksrealtyllc.com or zillow.com/profile/myramollett. Call 618-664-4259 or email myramollett@yahoo.com https://

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CALA NEU A true people person who loves to help others, Cala Neu has made great strides as a real estate agent in the Northwoods region of Wisconsin. Cala’s interest in the industry was sparked when a friend who worked as an agent shared his story and convinced her to jump in. “My mom had also been encouraging me to try it, and that conversation just ignited something in me to decide to go for it,” she says. After contacting a few local agencies, she quickly earned her license and hit the ground running as a full-time agent for RE/MAX. Having already obtained a bachelor’s degree in Sociology with a minor in Human Behavior and Communication, she had a great foundation for a career that primarily involves working with people and understanding her clients’ needs.

Now in her fifth year, she is showing no signs of slowing down. She recently started her own brokerage, Northwoods Realty, LLC, which has been well received in the community from the start. Born and raised in the Northwoods, she has strong connections to the area, and a growing portion of her business consists of repeat clients and referrals, a testament to her hard work and commitment to client satisfaction. Her clients looking to sell are thankful for her attention to detail and great communication. In a review, one seller recently mentioned, “From the moment I signed the listing agreement to the final closing day; Cala kept me informed of everything I needed to navigate the process. I was particularly happy of the detail and personal touches she put into the listing description and the pictures she included. It really showcased my home.” She provides extensive marketing, promoting properties using a variety of methods including two multiple listing services, great online exposure, print ads, social media, and more.

“I’m a very honest and trustworthy person,” she explains.

“I like to make sure all the information is covered upfront, so people know what they’re getting into.” Not only is she dedicated to getting the facts to her buyers/sellers, allowing them to make the best decisions possible, she also guides

them throughout. “I am a happy, positive person and am always looking on the bright side. I try to remind my clients that if something doesn’t work out, it wasn’t meant to be, and when it’s right it will work out. It helps eliminate the stress and I truly believe it.”

Afterwards, clients love to spread the word about Cala’s work. One recently said, “My wife and I live 4+ hours away from the properties we were interested in and Cala was always incredibly flexible and accommodating (even though she was driving 1-2 hours or more herself). Cala would show us as many or as few properties as we wanted, as often as we wanted, and showed great patience in taking us back to the same properties multiple times over several visits while we worked out exactly what we wanted in a vacation home.

Cala was also able to point us to trusted local contacts including: appraisers, contractors, inspectors, lenders, and more, which helped make the entire process nearly stress free. We had an incredible experience working with Cala, and would highly recommend using her for all of your Northwoods real estate needs.”

When Cala isn’t working, she stays active in the community as a member of the Chamber of Commerce and supports local businesses and events. She loves spending time with her family and an exciting recent addition, their first newborn son Tucker. She thoroughly enjoys the outdoors and the variety of recreational activities the area has to offer especially hiking in the woods or boating on area lakes as well as photography and gardening.

Looking ahead, Cala hopes to bring on new agents to her brokerage while maintaining exceptional customer service.

“No matter what we do, I want Northwoods Realty to be synonymous with great service to our clients, and I want to be known for helping people while making it a positive experience. I love the Northwoods and am grateful for all the wonderful people I get to meet. It is very fun and rewarding to be able to help people achieve their dreams.”

For more information about Cala Neu, call 715-820-0636 or email cala@northwoodswi.com 88

Copyright Top Agent Magazine

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.

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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 signups. 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

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

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 90

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 modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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ANDREW SOBEL With a passion for marketing and real estate, Andrew Sobel has taken the Boston real estate market by storm. He got his start about eight years ago, after a brief stint working with a market research consulting firm. “I decided that wasn’t the direction I wanted to head in, and my mom suggested I get my real estate license,” he says. “I was always enamored with big houses so I figured I would try it out, and I haven’t looked back since.”

Today he has a team, The Sobel Group, with their main focus being the core Boston markets. With the vast majority of their business consisting of repeat clients and referrals, it’s clear Andrew and his team are going above and beyond expectations.

“I really focus on trying to provide our clients with the necessary information so they can make an informed decision,” he explains. “I’ll go through properties and I’m honest and transparent. I point out the positive aspects while simultaneously bringing their attention to anything that might be a downside.” Andrew understands that this is one of the largest purchases his clients will ever make, so he takes his time with each person he helps, ensuring they’re well-prepared and know what to expect. “At the end of the day, I’m not the one making the purchase, however I’m helping the person who is making the purchase or sale to be confident in whichever direction they are heading.”

For his sellers, Andrew leverages his degrees in marketing and entrepreneurship to provide exceptional marketing, showcasing each listing in a way that highlights all of its best features. “We price it in terms of where the market is, and we strategically come up with a plan for selling it. We creatively portray the listing so people can see, feel and experience the emotion of each place.

Having that online presence is so valuable in today’s digital world, because the first showings are always online.” Andrew is well tuned into what buyers are looking for, so he can relay that information to his sellers in order to make the listing even more competitive.

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After the transaction, clients leave glowing reviews about their time together. One recently said, “The Sobel Group, led by Andrew Sobel, provides top notch customer service at all price points and the support of dedication of the entire team is outstanding. I highly recommend him for both experienced and first time homebuyers...I had quite positive experiences on the buying and selling ends of my real estate transactions. I would encourage any of my friends and family needing real estate services in the Boston area to seek out his expertise.”

When Andrew isn’t working, he’s admiring and collecting art, working on and racing cars, or spending time with family and friends. He’s always dedicating time to future plans, including building out the highly efficient and productive team. “I think there’s a huge opportunity for us to be a part of people’s real estate endeavors not only in Boston, but across the world, because of the growing digital connectivity we have.”

As he continues to grow, he’s still enjoying every minute of his work. “I don’t know many other industries that you can meet such dynamic, successful people as you can in real estate. So it’s really rewarding to be a part of this and it’s always exciting.”

For more about Andrew Sobel, please call 617-417-2047 or email sobel@compass.com 91

PRUDENCE STEIN-GREENE Working with passion and integrity Prudence Stein-Greene is fully committed to giving her clients the highest level of service throughout each real estate transaction. With a background in the fashion industry, Prudence started her real estate journey in 2008 as a single mom looking to support her son. Inspired by her great aunt who worked as a REALTOR® in the 1980s and created a successful business, Prudence decided to take a chance and got her license. She currently works with Dilbeck Real Estate, and serves clients throughout the Santa Clarita Valley, the San Fernando Valley, as well as West Los Angeles.

Her many years of experience and knowledge in the industry have helped Prudence accumulate a large percentage of repeat and referral clients. “I always try to be a stabilizing and grounding force for my clients throughout the transaction process. I do many relocations, and that can be quite stressful for people.

Particularly if they’re navigating an out of state move with young children. I feel that my most important job is to make sure that everything is handled efficiently, and that they don’t have to worry about anything and can focus their attention on the family,” she says.

Prudence believes in fostering long-term relationships and she remains in touch with clients after the transaction is over through phone calls, post cards, as well as social media.

Part of Prudence’s recipe for success includes quality marketing. She begins the process with staging and then moves on to professional photography and videography. “Obviously with the COVID-19 pandemic we’ve all had to get more creative with marketing since we can’t do traditional open houses,” she says.

Her strategy definitely brings in the desired results, as she’s finishing this year slightly shy of $20,000,000 in sales volume.

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Given her level of success there are many aspects of working in real state that Prudence enjoys, but none of them are as important as the relationships she develops with her clients. “I love working with people and helping them on this journey. It’s a huge life decision and I feel grateful to be able to walk them through this process,” she says.

Outside of work Prudence is passionate about her community, holistic living, and working with other parents. She has a NAR’s Green Designation, and is a part of a holistic mom’s network, as well as a foundation that teaches parents unique play methods with their kids. In her spare time she loves to camp, hike, practice yoga, and do fun activities with her three kids.

Going forward Prudence would like to grow a team and begin to mentor other agents. She also wants to continue educating people on the benefits of green living. “I would like to teach people how to make their homes eco-friendly and energy efficient. Being able to help my clients while ensuring a safe planet for our children’s future is my biggest goal.”

To learn more about Prudence Stein-Greene please call (310) 592–3630, email prudence4homes@gmail.com, or visit prudencesteingreene.com http://

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 93

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 94

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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EMERIC SZALAY Emeric Szalay will tell you he has the best job in the world. “People keep asking me when I’m going to retire and I tell them that’s not even on the horizon,” he laughs. “I’m having too much fun!”

He got started as a Realtor in 2003 when changes in his business as a plastic-resin broker necessitated selling a warehouse. “I had a building down in Plymouth, Indiana that I needed to sell, and I’d contacted Chris Collins to help me. Going through that process with him, I felt like this was something I could enjoy doing for a living.” Soon after, he got his license and began working for his new friend as an agent at Collins & Company Realtors. A few years later, a prime location was found in Lakeville, and he is now the Managing Broker with nine agents, serving clients all over north central Indiana.

Eighteen years later, he’s still going strong, recording his best annual volume through a whopping seventy-five transactions. Over seventy percent of those transactions came from repeat clients and referrals, a loyalty Emeric earned the old-fashioned way. “I love what I do, which is helping clients every way I know how. I prefer getting to know someone through a real conversation, either face-to-face or over the phone. If you call me, I’ll answer if it’s at all possible. I’m not a big fan of relying on voicemail.”

A big reason for Emeric’s success, perhaps, is the laid back and personable approach he takes with his clients. “People have told me that they like how I’m just myself when dealing with them. I guess I’m not really your typical Realtor. I’m not a suit and tie kind of person. I love motorcycles, so I might even arrive to a showing on a Harley.” He also likes the variety of experience the job offers. “Every transaction is different, has its own challenges. With many Top Agent Magazine

of them there’s a puzzle there to put together, about how to get this deal done. On any given day, you never know where you’ll be or who you’ll get to meet.”

He’s found that the real estate profession’s bounty extends far beyond the closing table. “My wife, Cheri and I have gained so many new friends through this business, which is really cool. At our agency, we treat all of our clients like they are family, so I think those relationships are the natural result of that attitude.”

When he’s not working, Emeric has a huge zest for enjoying life, which includes motorcycle cruises and camping in the RV. He’s also an avid pickleball player, and a recreational pilot. He gives part of his time to service on the board of directors for the North Central Indiana Association of Realtors and is president of the Mentone Flying Club.

As for plans for the future of his business, Emeric just wants to keep offering great service to his clients. “I work with an incredible team, and I enjoy helping folks. I’m not going to give that up any time soon.”

You can text or call Emeric at 574-298-4000, or call his office at 574-784-8080. Email him at Emeric@emeric.biz. Check out his Facebook page at Facebook.com/FriendsofEmeric www.

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting 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 that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute 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 96

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 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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AMANDA WHITE For Amanda White, real estate was always on her radar. “I have been around it my whole life, with my father and grandfather working as real estate brokers,” she says.

“So after working in the corporate world a long time, I decided to transition into real estate.” She has now been serving the Dulles, Virginia region for seven years, and is showing no signs of slowing down. “The company we work for is one of the top producing teams in the region, and we’ve done really well.” The vast majority of her business consists of repeat clients and referrals, a testament to her superior customer service and work ethic.

“I think a lot of it is attentiveness,” Amanda explains.

“In this industry, agents have a bit of a reputation for being busy and not easily accessible. People want to feel like if they text you at 8:30 PM, you’ll always text them back. So that’s what we strive for.” When first meeting her clients, she lets them know she will always be available, ready to answer any questions they might have.

“We’re a locally owned business, not a huge corporate team, so we have more of a boutique style and are able to work directly with our clients rather than pass them off to someone else. We make sure our clients get the attention they deserve.” Not only does Amanda provide top-notch guidance throughout the experience, she’s also experienced enough to get her clients through any hurdles. “There are lots of easy real estate transactions.

But difficult stuff does come up, and you need someone who knows how to handle it.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “From the beginning Amanda and I hit it off. She literally jumps through hoops to get things done. I was involved throughout the entire process and the team she has working with her always makes sure that you are in constant contact. I had issues selling my house as 3 Top Agent Magazine

contracts fell apart at the last minute due to issues on the buyer’s end and just when I felt like throwing in the towel Amanda said ‘let’s try this…’ and with some creative marketing and some incentives and calling people who had looked at the house before, we finally sold it! But... it doesn’t stop there. Amanda was with me to the end and was just as excited as I was about my new home. She’s an amazing mother, agent and a Veteran and I’m glad to call her my friend. I highly recommend Amanda and her team!”

When Amanda isn’t working, she’s hosting her baseball podcast that focuses on the Washington Nationals. She also loves gardening and spending time with her five children and husband.

Looking ahead, Amanda is eager to continue growing and helping others. “Every purchase or sale is different.

I love that I have the ability to get to know them and what they want, and create an amazing transaction experience for them. That’s the best part.”

For more about Amanda White, call 703-593-6836 or email amanda@novahomehunters.com Copyright Top Agent Magazine 97

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