NATIONWIDE & INTERNATIONAL 3-16-20

NATIONWIDE & INTERNATIONAL EDITION

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Fresh New Approaches to Content Marketing

TURN OPEN HOUSES INTO DESTINATIONS HOW TO SEND

SMARTER EMAILS

If It’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

Turn Open Houses Into

DESTINATIONS RECONSIDER REFERRAL-ONLY

When Planning for the Future

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

CREATIVE MEDITATION for the Real Estate Professional

NATIONWIDE & INTERNATIONAL EDITION

Barry Allen & First State Bank Mortgage are proud to congratulate

MATTHEW NEISTAT BETHAN

JACKIE STAHL

7

BEV BLUME

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JACKIE STAHL on being featured for the State of Kansas in Top Agent Magazine!

CHRIS STANGE

24

20

BETHANY PURVIS

MATTHEW NEISTAT

MELISSA CHEETHAM CHRIS STANGE

Melissa spearheads her real estate business Real Producers, which is the Top 300 agents 37 33 under the from the Eastern to Western Shore. CONTRERAS 29banner of Keller Williams Flagship 30 34 ABEL of Maryland and the “Move With Melissa After says. aonless st Abel Contreras his our marketpla Barry Allen |clients Sr. Loan all Officer | NMLS 445771 Real Estate Team,” serving across When listing properties, Melissa blends Jacques Alfonso believes that Carbutti and teaches marketing, things that helpson,” ainfound Jonathan likes tobookkeeping, say $100 million.

“I’m my@properties father’s Jonathan “Ithannot my business quality TopheAgent Matthew Neistat, of P: 913-749-0133 | M: 816-786-4099 purchasing her Top Agent Bethany Purvis is the passion for real estate at a explains.

The Central Maryland, including the Eastern the best practices of digital and traditional constantly growing, it’s org Chicago, is a consummately dedicated real estate “grew up in the real estate busihave the entrepreneur spirit in my blood.

And I really while buying or selling a home small business make a mark on the community.” ballen@fsbfinancial.com Katy competitive Shore. There, more than half ofthat her business In addition staging and explains. professional who provides histo clients with As exemplary young age. a college student p ness.”beHis father started marketing. their enjoy mentoring and coaching the new agents.

IDonovan know kne is afsbfinancial.com process shouldn’t RE/MAX Connection in Flowood M Blvd. Ste.100, Overland Park, KS 66211 a better e customer service.

Armed with aCal wealth of industry he wasprovide is driven by repeat 6800 andCollege referral clientele who professional photography that showcase at Poly—where a at family company in 1986, and involved what works and whatsponsorship, doesn’t. I like showing them$500,000. how taken lightly, there’s no reason Jacques is also in local his journey and a angles, true concern foralso theMillenium wellbeing his Matthew on the communities inbegan Rankin, Hin fellow veterans and rely upon her seasoned experience, local aknowledge home’s best sheGates the ofScholar—his Branch Manager & Mortgage Advisor Jonathan started working there totournaments be consistent and to gets work smarter.” it can’t be a comfortable supporting local karate and dance revues. though long befor buyers sellers, Matthew hasand earned sterling in 2012, knowledge, and superlative service. “I’ve or fun word outand through Just Listed Just his Sold community.

InAbel’s 2013 best friend’s parents owned a What’s in 1998 graduating college.

KATY DONOVAN CHEETHAM JACQUES JONATHAN reputation ascreate a his trustworthy, honest and sincere in the business. “Technicall ABEL (503)ALFONSO 819-7703 experience.

“It shouldn’t be afterRecently Jacques dugCONTRERAS ownbuzz, pockets to help always loved helping people,”CARBUTTI Melissa says. MELISSA postcards tointo area in addition to takeam matters into brokerage and they Abel ablehas to heh tstinson@financeofamerica.com Like many agents, realbecause estate the firs my family alwa Realtor, one who consistently places the needs of hishired Jonathan bought the company When he’s not working, Jonathan loves towasn’t spend “From the beginning, I’ve a passion door-knocking in thetimes neighborhood toagents from stressful,” hehad says.

“It shouldn’t local vets whotoclients had fallen oncommission hard and couldn’t FOAmortgage.com/tstinson and earned herdidn’t lice to recruit top the support for p he explains.

“I really above his check. career path Bethany Purvis followed.

Afte in 2010, and now he has grown timeinterest. with his family.

He loves traveling really and golfing. for what I do.bePeople knowItthey’re going drum up local From exposure about providi chaotic. should be very afford tickets to a local Veteran’s Ball -there, he Area. bought their Bay He soon working realized purchase or sh sa before this, and a family fr spending 15 years as a Nurse, the business to encompass two Jonathan also loves to give back to his community and to be in greatsmooth, hands when is“Putting furthermy secured visibility on priority,” the not only people like military servicem of me, theirs raninhis rental clients through first is my number one and working my job with as a real tickets for them. he’d found his calling andand myown own injured back on the job decided toedu ge plans a third.

Clientsleading appreciate that is very“and involved in hisifher local YMCA. He and his son me.” In fact, she branches, has helpedwith one of her for clients acquire onlinesays listing platforms andthat social media outlets, was looking to hire someon Matthew, means during due may be used to moving around, but also became licensed before his graduation from the busiwhat’s happen estate agent is to make life as ® her estate license, intending tohired work pa over 100 properties to date.

Further underscoring hera local, along with broker’s andsomething open that lure Carbutti & Company Realtors are family-owned volunteer there houses regularly, and Jonathan serves on that him, and I was right diligence opens we found thatreal makes my clients CONTENTS need an agent they can trust and who is ness schoolJacques with a degree in play Technology in January ership team av oa easy as possible whentrack buying a home.

And When he’s giving loves to sports impressive record is her emphasis on selling communicaideal buyers in shortback, order.

“If it’s it’sbetter priced shows uncomfortable, then notright, tountil dodirectors it.she However, time wasand healthy.

“But when I starte organization’s board of capital improvebusiness with deepwhen knowledge of the area and annot honest, explains.

“That’s where it all began.”

2019.

He then joined Keller Williams “I the retains San Luis a home mytion, job responsiveness, is to get thededicated most possible in thetheirand spend with his family which growing.

Matthew, most the time there is a-on way to structure the dealIfull-time. so and money guiding her clients attentively right, andtime with allofthe things I do top ofisthat—the doing real estate realized I likewho this atime, lot!”anAb sha ment board. approach to serving customers. took my work ethic, my drive and my free success, says “I don’t really everyone feels comfortable.”

Matthew, who also takesdeterminathroughout the transactional process.

“Communication house sells very fast,” Melissa explains.

In fact, last shortest amount of time possible.”

“We have twins on the way!” he says.

Jacques and his “But I serves also realized if I wanted t 4) RECONSIDER REFERRAL22) 3 SUREFIRE METHODS 39) 9 explains.

THINGS BEST KatyTHE clients across the expe Virg tion, and I hit theapproach ground running,” he explains.

“Ithat tries and or marketing of myself; I a decidedly egalitarian toNow, his average business, says is central to how I conduct my business,” she explains.wifeyear shetraveling, closed roughly fifty transactions at an love with recent trips Italy, beaincluding successful at I’d have to do it full Jonathan and his team serve Connecticut from their“It two Inmatter the future, Jonathan plans toitFrederick, open a Luis third office intime.” ofmillion Loudoun, Winchester, and Fh my business.”

Much of doesn’t to me if it’s $4 purchase had a great first year.”

He now serves San attending mar ONLY WHEN PLANNING FOR THAT MAKE FOR A LEADERS NEVER SAY always there for my clients to answer calls and quesprice-point of about $400,000. “What better investment Jacques is “I’m a native of St. offices, BernardinParish, and 95% of Martha’s Vineyard and county, Disney World.

Now they’ll County, to continue growing Wallingford and Branford.

Their status as theclients banner of Keller Williams, she drives th isPismo basedhis onasteam. positive word or an a $150,000 purchase, ofand my receive Obispo including San Luis Obispo, Tony Robb tions, and even after the transaction is complete, we stay MEETING is there to make than inFairfield a home?” sheeach says.

THE FUTURE PRODUCTIVE growing number of Abel satisfie theBeach, same level ofabout customer service.

I business definitely godown his business happens there.

He had been a successful have two new travel companions to join them.

So began a 6 year journey that has led her through repeat and referral “It’s growing the right culture and the right independent, family-owned business allows them to Paso Robles, and the wine country, into future, ptc in touch.” Through client appreciation events, natural WAYS TO MAKE for assistance with sale above andpeople, beyond43) for allI 3 of them.”

Unlike much of we trust her experience, touch, andor Bethany becoming the Director ofalives Agen agent in and New Orleans, but a few yearscultitake a more nuanced approach than bigger companies. and think that’s something dopersonal reallynity well,” Northern Santa Barbara county. he in bornaround friendships, and dedicated follow-up, Melissa Beyond the office, Melissa gives back to her community his competition, Matthew would rather close fewer YOUR WORKSPACE WORK record ofgrow Above all, Katy prioriti Development at RE/MAX Connection i we’re not aathe big corporate we can run a and maintain he says.

“We’re alooking full-service, family-owned business ago Jacques decided he “Since wanted to beyond open As he grows his family, Jacques isexcellent also his local food vates relationships that extend closing table.entity, through hosting regular events around town, including asuccess.

26) 5boutique FRESH NEW is required of deals the level of to service that If evidence 10) TURN OPEN HOUSES open communication, and fighting for her Flowood Mississippi.

Although she primaril FOR YOU fishing tournament for charity, Breakfast with Santa, and that’s been here since 1986.

And we’ve found that little bit in faster and a little bit harder than those other Already a substantial portion of his business comes business, so h brokerage that would specialize his own commuhis business.

“In 2019 I set a personal goal of selling has become his stock-in-trade. “I prefer to focus beyond business ethos is n APPROACHES TO CONTENT interests. working me,Hind my INTO DESTINATIONS Melissa Cheethamcompanies,” described herJonathan firstmost forayhistoric in real estate sponsored bingo nights and happy that draw new focuses onthat the“When communities in with Rankin, from referrals. clients rave he’s incredibly achieve their consumers to work with us for that reason.

Our explains.

“Our hands aren’t tied nity. “I wanted to represent New Orleans’ three properties per month andHiswant Ihours sold 37 properties MARKETING exactly what know what they’re getting,” as a happy accident.

At the time, she was on the hunt for and familiar faces together.

In her free hours, she most patient, taking the time to talk them through each step Madison and Simpson counties, her offic as ourtight-knit marketing.

So we haven’t been our2020agents actually inproperties the communities where they Cos 47) THE FIRST neighbor,” he says. “Thisasisfar a very commutotal,” hecutting says. “In my goal is toWHAT selllive four always available, I do what say, Ia a part-time job during her high school years, andother landedcompanies enjoys time spent family and friends, theavailable. of with buying and selling, andtraveling isfirst-hand always He’s operates throughout the Jackson area. work, and they have experience of theIMetro area.and services when a lot of these have.” nity, with aa position population about That 48 properties.

And my company’s goalfor THING YOU DO AFTER with aof local firm. 48,000.

“I dove right intomeans it, and nowa month world,and andsell getting out on the water to boat.

As for the amazing job them.

I’m very compassio 15) CREATIVE MEDITATION also straightforward, honest, patient, provides an and that’s That’sinwhat you getinwhen youand work with us, 31) 5restMORNING HABITS I see my clients I go the grocery store, when sell over $12 million real estate Bernard it’s all when I know,” shetoremembers.

“The is history.”is to future, Melissa intends to keepWORK momentum steady as she do,Stand IABOUT go to batresults. forYOU my clients, no matt SAYS incredibly level ofvalue.” service that delivers Jonathan places special importance on presentation whathigh our clients FOR THE REAL ESTATE I eat out atMelissa a restaurant, when I go out to our commuparish, which will double what we soldand income.

2019.” cut her teeth in various roles, earning her license eyesDAY an expansion tomakes Florida in the years to TO MAKE YOUR SUPER Katy, estate more than just a profess He his clients theirreal goals hisis highest when preparing listing.Today, He andshehis agents work with PROFESSIONAL 2000 and becoming a veritablea expert. also provides an outlet for her service-orie nity’s greatinparks.” priority.

To stay in touch with past clients, he PRODUCTIVE 51)behind HOW TO SEND sends professional and videographers to decades make of experience has built a steadfast reputationphotographers as an agent known for Now, with her, MelissaI was in the military for so lon “Because emails full of helpful market updates, teams up with sure a home looks best and in promotional materials.

SMARTER EMAILS her communication, commitment to her its clients, her Cheetham considers what she enjoys mostdrive about her required doevery right by my clients,” It’s that sense of community in St. Bernard thatinJacques local vendors to send coupons, and reachestoout Jonathan enlists the services a local homepersonal touch.TO Melissa takesalso great prideIF being one of ofchosen field.

“I love seeing the positive this change in you have to have a why that m 19) CREATIVE WAYS SAY 35) IT’S GOOD FOR business, quarter by phone to check in and see if they need any loves the most about his job.

“I really enjoy the interMaryland’s Top Agents. wins several awards people’s lives and being part of one of the biggest stagingShe company, which hasyearly been especially helpful.

55) BECOMING THE BEST My why is my daughter.”

After her daugh additional help or referral to local vendors.

THANKactions YOUandfor meeting THE SOUL, IT’S GOOD FOR new people,” he says.

“It’s a her production.

Shejust is a had part aofproperty the Baltimore Real on decisions they’ll make,” she says. “It’s rewarding to hold “We that was the market with diagnosis, Katy knew she wanted to use h OF THE BEST which another consists of the THE Top 4% BUSINESS ofus, all agents in selling,” their hand through it, and it makes me so proud to see a relationshipProducers, type of business, andagency I love building those before but wasn’t Jonathan vehicle to serve and provide a stron Whentoitfruition comes for time to market listings, Abelothers has the Central Maryland.

SheBuying is alsohad aapart the like that come them.” relationships as I help people. house is aChesapeake scary says.

“We ourofhome stager go indream and paint some

JACQUES ALFONSO JONATHAN CARBUTTI

KATY DON

www.

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forreceiving her daughter, well into the future. edge of a digital native. Since his Marketing

process if you’ve never gone through it before, so you and put new furniture rooms, take out all the furniture degree, he’s continued his education at every To learn more Melissa Cheetham in,you andout change the show carpeting in the master bedroom need someone there to help and just youabout Applying the same dedication to her opportunity, immersing himself in digital marketing upstairs. selling for $5,000 over embarks upon the listing what you needemail to do Melissa@MovewithMelissa.com, and how you That need home to do ended it.” up visit MoveWithMelissa.com, or in call (410) 852–5277 conferences order to hone his skills.

“I get myprocess with vigo

Phone 310-734-1440 | the Fax 310-734-1440 find ou to prepping homes asking price. Buyer experience is important, and listings the most exposure possible by using tools for like marketTothrough call across 805-7 photography, exposure is secured many agents justindon’t invest in home staging the way Jacques is deeply and personally involved his commuFacebook, Instagram, and even YouTube.

I’ve found mag@topagentmagazine.com | www.topagentmagazine.com Copyright Top Agent Magazine online listing platforms and social med we do.” www.

I can reach an additional 20,000 to 30,000 people Carbutti, in nity, including a group called Leadership St. Bernard.

To find outpublisher. more about Jonathan No portion of this issue may be reproduced in any manner whatsoever without prior consent of the Top Agent Magazine is she leve to increase visibility.

Likewise, “It’s a great program,” he says. “It’s for people who please call 203-980-6886, Williams’ global Top platform to source ide published by Feature PublicationsJonathan GA, Inc.and Although precautions are To taken to ensure the accuracy of published materials, Agent his team handle a steady volume of transfind out more about Jacques Alfonso, want to get into leadership positions in the community, email jonathan.carbutti@gmail.com, actions, about $56 million last year.

He saysby they Magazine be held fortotaling opinions expressed supplied its authors.

To subscribe or change address, send andcannot they learn a lotresponsible about local history, workforce lead- or facts visit stbernardrealty.com/jacques-alfonso, or visit carbuttirealestate.com are looking to doubleinthat number this year, surpassing inquiry to mag@topagentmagazine.com.

Published the U.S. ership and things like that. I’ve also been involved with call 504-228-3803 or Grow St. Bernard, which is aimed at small business email him at info@stbernardrealty.com Copyright Top Agent Magazine www.

www.

2

Top Agent Magazine

Copyright Top Agent Magazine

es in the Pocono Farms Country Club. There are around 1500 homes in the association, with the e itexclusively as just myself or just my team, I see ears, a licensed by “The her side. At Pocono Farms Realty Inc., they specialize in selling and leasing get herwith clients towardsassistant their goals. office manager, me becoming a real estate agent,” she explains. She’s now been in real estate for he finish line withwhich me.” led Lextowants the the financial industry for nearly 13 years, Lex Colon was looking for something new. “I got a job s.working “Even ifinanother agent is struggling

Colon rovides superior customer service and 500 homes in the association, with the ., they specialize in selling and leasing KELLY McGINNIS CORR DREW MOR 46 41 DUNNING 38 LAWRENCE 42 CHARLIE 45 HUTCHINSON JULIE HAYWARD plains. She’s now been in real estate for Kelly McGinnis Corr together When time you talk to D HAYWARDImplementing HOME GROUP / KELLERAfter WILLIAMS REALTY “We see a lot of “smart” (instituon real Withhisa philosophical determinationperspectives to the provide company called ooking for something new. “I got a job took leap into real estate theLigh very about from his life expe

tional) money chasing investments estate, Lawrence happily shares his wisdom and mentors inHutchinson 2011, she had no that regrets. which match Charlie business not hard to today, see why In the challenging worldsuperior of real service, Julie and her team leverage their 89-point marketing “I’ve loved it ever since,” wanted.

Them in Chicago,” Lawrence estate, Dunning new agents.

He advises them to be forever students, “I’m tion to service has has made great strides as a real and a videographer. sometimes you have to plan which includes Facebook marketing, circle prosshe explains.

She got her andreal sheestate was d effective says. “At one point in 2019 thereOlympic-like a huge reader, I’m always reading business books estateand in and the southeastern but everyone possess skills to agent pecting, personalized cards to video, previous clients.

In start in Scottsdale, Arizona fit.

Once we After spending sev wereJULIE 60 HAYWARD cranes building highand inspirational biographies.”

Lawrence believes that run your business.

Meet Julie addition, she DREW andgot herMORRIS husband are book authors.

Wisconsin region.both Charlie his raphy.

Wetiating make sure CHARLIE HUTCHINSON KELLY McGINNIS LAWRENCE DUNNING before moving to Seattle, under active duty in the BARBARA WEIDMAN ® rises in Chicago, the most out of a REALTOR you have to who invest in yourself, be patient and realizeWhat You Need to M Hayward, Julie wrote Knocks: start afterCORR leaving theOpportunity music industry prior the away photow Washington, wherein she’s Drewtoappointments came any major city in America.

The there may be ‘life hacks,’ but there are no real shortcuts. heads up Hayward Group Know Buying &toSelling Real Estate.

“We’re BarbaraHome Weidman has had a About lifelong When itsimple comes t to -work in a time caree been working as an agent I highly recom in Nashville and moving back his home a task ALEX MidwestPLUMB has always seen “You’re either evolving, oryears dying,” he continues, withhigher Keller Williams in Twenty able toyou’re provide additional resources,” she continue says.

“Ifto ha passion forRealty real estate. ago, BRIAN Barbara’s dedication, TANYA REDDISH | KELLER WILLIAMS SOUTHERN ARIZONA JULIE ROSENBLUM could SELLITTO for the past five and a half 54 57 hometown, Milwaukee.

“The day I 50 53 cap rates than 49 the coasts, but Chicago wasNaperville, the only Illinois. “and I’m astudent big believer in Inarea, a world she started career in real as an a myself. really As aher I’mestate notevolving using professional stager, I ough am aapproach certified impact on his Kelly comm years.

Serving the entire she works When Alex Plumb’s interest in the real in Northwest Colorado, and thewas White River isIPuget atook GoldSound moved back to Milwaukee the day the real After the transactio investor, buying, remodeling, selling, and in a ‘Refresh, Stage, When Julie Rosenblum built a that highlights its best qualities, w undervalued housingestate market in a recent study of 20 where everyone looks for life-hacks, achieving worthand gymnast at Illinois State staging consultant and will give the seller a checklist When Tanya flipped a with outlook positive as well.

When I am insupeneed ofthe angoing Brian Sellitto got started in real str solo a transaction coordinator.

By providing communi business started earlier MedalReddish Fly Fishing river for trout. eventually becoming licensed asDrive an the agent in a wellapproach,” she says.

Fo estate exam,” he says.

He passed test and hit the about their time toge home on Knoll with looking as realistic as possible.

University, Julie trained under gymnastics coach Béla after going room by room to tell them what needs to financial centers by UBS Group.” while things, like building a successful company, or property with her best friend a agent in the future, I will not hesitate to make sure in 2009, inthe theCorps midst homeown After leaving inof2013, Drew than most. His parents built rior service andbeen guidance throughout, she has been able Northwest 2013. “Real estate has always a love estate of town, Barbara goesAr th known builder, Kevin Knight Károlyi, Olympic gold medalist Mary be done to value and get the most money running.

Today Charlie acommunity, team, Houseworks an exceptional Realt fewground ago, she was instantly Tanya is by my side again.”

Another wrote, “Tanya isandits ashejiujitsu black belt—there are no shortcuts.” earned his license and began a looks seven year custom homeswho andalso he trained took a years Alex enjoys working people inhas his astheir the Great Recession.

Seeing socauses don’ tofor earn around half of increase her business from repeat clients benefi ofgetting mine,” says.

She currently works as the home best. ® infirst 1983, she fell in love with After transaction, leave g Lou Retton.

Whileat Julie’s gymnastics days are behind inthat the period of time.”

Last year, Julie’s team interest in looking propwell as aof outside buyers, clarifying theshortest home buying “That was my .5people Her marketing skills areclients on exceptional Realtor solo agent leading aan team that includes prepare aof property tovo has led him tothe become the head the RealE many lose their homes sale,” heseh Lawrence keys intokeen these details thanks tohooked. his past, and referrals.

She also Collective Keller Williams, consists of agents about him and my the undiscovered little region of their time together.

One recently s an assistant and a marketing department, from removing all furn erty and working on homes with process for them and relieving their anxiety about such Your Castle Real Estate.

Serving the Denve her, she brings that same strength andLawrence agility to the completed $3.5 million.

“We’re projected double intro into estate, and Irealsold point.

Shemillion sold ourto home week after she listed it.toclasses We foreclosure, healso decided that some pea for pe between his MBA in Finance, a decade running hisreal pushes himself not only in business, but and support staffas“Iand has 30 in the 1last 12 with him for aTwo coup as well Although hand-picked top agents who to cleaning, landscapin Jefferson Township inhelp Blacklick ond experience with Julie. ye themestate at a young age. “I’ve a large purchase. like helping these buyers by making and Colorado’s front range, Drew andany his market everyalways day. that to $7.2 million this year,” she says. loved it,” she says. were very impressed with how quickly she answered “I think what sets me apart is that I create a lasting During he could have a positive impact homeown own trading company, and his passion for financial in life.

He stays highly active: training and competing BRIAN SELLITTO BARBARA WEIDMAN TANYA REDDISH ALEX PLUMB JULIE ROSENBLUM months.

The ofsettling his business consists of offer on a‘refreshed house instyla host vast her open houses.

She currently serves with afor been enamored with architecture their experience as majority stress-free as possible,” he says.

He Ohio.

After into the home, find a perfect home our lifestyl referred to as the “Drew Crew”) have built she worked with her husband our questions and kept us up to date.

Tanya has a ‘get relationship with them,” she says.

“I keep in contact running, time helptriathlons a lot of inpeople by vanities, with us, literacy. Looking forand more income stability, as repeat the high inhears jiujitsu, and running marathons and the entire Monterey Coast Regionhe as well as and counters, floom homes in general,” he says. alsoclients often that people appreciate his honesty and and referrals, which credits to his ability fast.

He makes you a she brought many friends to visit, didn’t hesitate to contact her whe for delivering high-quality service to their Julie began her floor career in pharmaceutical sales and As far as community involvement, Julie serves on the post closing, and Ilocation just remain an advisor on allwhat things intraders his Zipline construction it done’ work ethic and that’s exactly she does! getting into the world offixtures. short home aga the Bay Area.

“My primary office This allows mec frequency trading began to shut out the at exotic locations.

“Health always has to be the number Selling real estate was a “natural integrity, which he and says brings him return clients and then connected the builder to needing to relocate.

Julie was ex to make the process enjoyable, fun and educational. to find you exactly w home and lifestyle related.

We have abeing lot to of help people who looks isher Monterey with four locations inAffairs for themAs in aReal timely thenhe took timehimself off tobusiness begin raising four children.

Government Committee for Midwest for a while, she evenAother big thank you Tanya for such athe pleasure toshe sales.

“We get homethey arema the Chicago Board offitTrade, found investing one priority inhome your life.

And money onthe for him,” and he has had referrals.

“I then had complete confidence in hisIinlove knowledge aafriend, who built with him the spending same every phase of are themy process.

She ga Drew’s emphasis on using technology three counties I awork from.

Iwith.” have strong of value-added api move to Seattle from other places, and so if people set on buildin Her husband’s career as real estate and bankruptcy Estate Association, the Steering Committee for the tually wanted to be her own work owners avoid foreclosure and shore up the community to be able early andbegan rapid success and advice,” saysand one client.

“My wife and IIhe were first areas in real estate. Lawrence with astarting commercial experiences, not explains.

His favorite area.

Soon her husband suggested she get her real estate on home staging, pricing, and nego business client tiespossessions,” infor the Bay area. know both additional charge,” she says.

Once his approach to listing properties.

In addit looking a restaurant or community organization, business, and boss, and becoming an agent washomebuyers, the perfect path. attorney got extremely busytime when thedenying market crashed Chamber of Commerce of Naperville, a member alot little bit,” Brian says of in hisjob work.

“The When banks is give “There’s no a she agents dothorough ahis good and Charlie isn’tth his own real from estate there, business, Properties, and he was very clear incredibly says. professional photos have been strip-mall; heAlpine reallyWest began to appreciate place towell,” unwind isof Hawaii, with wife.

“There’s justwhen license. “I was a schoolteacher before, soand I had a lot of expedient scheduling thetaken appa traditional marketing techniques, his team I’m a good resource for that.”

Both buyers and sellers love people, Tanya has now been an agent for almost 3 years, with As Tanya looks ahead, she is hoping to add more in 2008.

“A lot of his clients went into foreclosure of the National Association of Divorce Professionals, homeowners debt forgiveness, so it’s huge for the When he at the age of 26. In just four years, he has become an all of ahishigh explanations.

What I appreciated the most was provide level of service,” Charlie explains.

“But events with next level to spread thewere wordorgani aboutsto th experience dealing withappreciate people,” she explains.

“At the closing knowing we under the value of real estate investing and why it was the something about the vibe there,” he says.

“We love the of 3-D virtual tours and interactive her efforts inon educating them throughout the connecting wft established presence in Northwest Colorado, where his transparency and honesty.” a and transaction by her side.

Serving Tucson members to her team.

“We are growing so I would had to coordinator dispose of he their homes.

He was referring and served school executive boards.

“I like helping homeowners.

And it’s also great for the neighborhoods, with his Over fifty percent of her business comes from repeat and aerial video and 3D Matterport tours a lot of our clients choose us because they see we are Foundation, Salvatio time I was teaching aerobics, taking carebuyers, of spirits two daughShe was always very responsive custom URLs to promote his listings acro secretbuyers of theandultra-wealthy, and transitioned from people, they feel like –starts our wedding was For by sitting down with serves sellers inand the areas ofhe Craig, What keeps her coming back strong presence in magazine and prin the surrounding region, vast referral majority of process. her like toher someone help me more with marketing because akindred lothave of clients these buyers are investor-buyers who loves them out toMeeker, other agents,”the recalls Julie.customers.

“And then people,” saysshe Julie.

“I like putting the pieces ofHethe online platforms.

In advice. contrast to many ag ters under two years old and doing some bookkeeping gave helpful Julie istrackab abso excited about what we do and we make it an exciting Charlie also plays gu Trading to Real Estate full time.

It’s also when he met a traditional Polynesian wedding in Tahiti!

– and of them and doing a buyer walkthrough of all the stuff that and eager to refer Barbara to their friends and family? data-driven marketing for a Dinosaur, Hamilton, Hayden, Maybell, Rangely, and Alex is proud to be involved with his community in business of repeat clients referrals.

Sherehab I don’t want toSobecome a figure big team.

Iwhat wantwe to need keeppacking, the properties. helping bring neighborhe said,consists ‘Why don’t you get yourand license and we can but puzzle together.

I it’s try and out to do insists on using video walkthroughs for for my husband’s business.

So I thought, “Why not get we’ve had the pleasure of working “People know I’m straightforward and trustworthy,” she media.

This is all to ensure the listing Steamboat Springs.

With his specialized knowledge other for ways aswork well.Hawaii Hethey ishoods theis secretary for theto Rio Blanco need to prepare for.

With her sellers, she does process them.

Charlie’s wife, Jeni, joined the team own music in his spal his real estate mentor, Mo Dadkhah, owner of Main course absolute paradise!” back too.” credits her to herof personality and ethic. things personable and continue to also provide excepkeep it insuccess house?’” inprovide order get the property sold, or iftheir they’re buying, ings, regardless of says.

“My ultimate goal isin to 1986, value-added service. of potential buyerspricing. who are aIt’s goodall m my real estate license?”

That was and she hasn’t home building, photography, and staging, he is uniquely County Fair board and is involved with 4-H and the a walkthrough and tells them what to update if needed, Street Real Estate Group. as Director of Operations tional in identifying theservice Fall of 2018 properties In has the fud towhat my clients.” it isand that has would be the perfectand home

My primary life’s mission make aagents difference in SheJulie hostsclient Broker tours, and wellstay att belief that “every deserves a premie back since.

Today sheredoing is oneisprograms. oftothe top When isn’t working, she’s qualified to get clients the best deal on homes, farms,looked Future Farmers of America youth “It is still like floors, painting orin staging.

All ofIt’s Kelly’s Brian Northeast Ohio, alook.” focus on the distressed “Real estate isone about relationships, so Ipeople’s am very hands The become wife and husband team formed Edge Realty, aabout for them and making that happen. gratifying.” since helped grow the team ininserves both agent count and sales last 3 years on a atHum few lives.

IOhio care my clients personally and amwith The result isvery often a quick sale a ve platform and the Northeast Columbus, region.

Having been in the munity.

She gives back to the and ranches, and he has quickly of the top very agriculture-oriented here northwest Colorado,” listings are professionally photographed.

Oneabout unique extraordinarily attentive to Tanya, their realreal estate transactions, “As with any business, you have tosays. play theClients long game,” Cleveland market.

Brian estimates that 25%can’t so During he can Tanya “It’s personable professional For estate is aindream career, and she short sale company which ran for seven years based volume, selling 30 dollars real estate 2019. producing Realtors in the on,” White River Valley. he service, says.

“It means amillion lot for our residents when they see business for 34 years, she has worked inofColumbus and American ORT, more. option Kelly offers is Compass Concierge, which is aand as I would be with a family member.”

Barbara has a backWhat’s Barbara’s favorite part of a jo of his buyer pool consists of repeat investor-buyers.

Clevelan he explains.

“I’ve built standing results. also make relationships it fun and have great energy.” picture herself anywhere else.

“Working hard and outlong ofIand Naperville.

However, they joined Keller But it’s Drew’s personal touch that really praise his local knowledge, expertise responsiveness. locally-owned businesses giving back to the local youth.” many surrounding cities, isknowledge happy toorganization help any buyer playing tennis, going tose Charlie also hasrunning extensive about Work of his zero interest loan thecreated brokerage canassupply the client ground aand large nonprofit asinvestment well myto clients and singing, beisanone instrumental pa “Because we’ve aAtname forend ourselves inkeeps thiswith and we’re With a background inclients, customer service, Tanya absoseeing my clients happy at the is what me with one many builders, and repeat who Williams a year ago and their company the Says satisfied buyer,investors “Alex has mastered the art oforrenamed the end of every closing, Drew’s team seller with their real estate goals.

With around half of piano or hanging out family an successful “for-profit” small 20 tions,” says.

To give back to “I the properties,owning as he astarted investing in properties a couple truly passion. if they need to pay forbusiness staging,for painting, newshe roof orhis industry and in the Cleveland, Ohio market, we’re say lutely lovesHome a part of business her clients’ lives, and going.

That’s what Iitclients love about what I do, Making showing homes. house we investment looked atbeing he seemed toThey’re The future looks bright for Alex and Alpine West Hayward Group.

“We focus on Naperville, but with what he calls a clientBrian apprecia understand realEvery estate as an model. years.

Focusing her business and life on helping others volunteered and oversaw a large rec her consisting of repeat clients or referrals, is any license. updates. “It takes away a lot of the upfront costs. years after comes obtaining his Acurrent large partexperience of and helping my team know every detail about it,only and he was Properties.

While ensuring that his clients areCharlie’s getting referrals,” Brian says.

“We referrals and give wants what for them. guides them Moves Together.” sign them up forget a one year wine subscri naturally to her.

Hermore life and business church for many years.

Currently, other areasable include Cook, DuPage, and Will counties. not looking to buy just one property -toaispoint lotbest ofout them are clear she isShe going above and beyond expectations.

As Julie ahead, she plans on do We are able to docomes ithis in business. thefrom best possible waylooks without features we would not havethroughout noticed.” well served, Alex is working hard to grow business is repeat, and much of that his real reach a larger audien set her apart from her peers.

“I know how to negotiate well young adult women—age 18 to ye from real estate brokerages whohave don’t handle short they’ll adoing, wine bottle delivered to30 the the transaction makes sureortoLake educate I’llyear do something in Kane county looking to buy property Occasionally after property, afterand year.” been as it brings her so muc them having to access any of their personal funds.” for my clients.

I’ve run government contracts, business, support and mentorship in order to a He looks forward to satisfying real estate needs in the sales, and from our previous clients who know of other month for the year,” he says.

“People alw estate clients whogood are price looking larger return them along the leaving no unan-- depending on way, the property.”

“I am investor ablequestions to get people for for theira home the cherished people that meet.she That’s nonprofit real a estate all very successfully.”

She enjoysenjoy In her freeI time, enjo Alex reaches clients on multiple fronts. His primary region for years toand come.

Drew also makes a point to send cupcake friends or family members who are in a distressed swered.

When it comes to marketing, Tanya also goes and I’m following through,” Julie says. than the committed stock market canstrategically give them.

“The midwest has Lawrencelisting brings a relationship approach business. assisting hertoclients in selling or buying goingremember to the movies, spending time wi After the transaction, clients seemand to always multiple services are REcolorado andto the greetings to former clients on important position orboth a negative equity position on mortgage. above and beyond, hiring professional Julie that customers rely on thewhat team’s thor“They’re getting Ithehow promised them.”

It’s also Julie’s tophotographers help make process enjoyable beginning to end. andtheir vacationing some great opportunities for local and national patient and from enthusiastic she was throughout theat her home on the “I’m not trying to push sale for a quick commission,” Glenwood Association, and ahe usesbelieves Facebook and other as birthdays and anniversaries.

His“That’s effor And I like to be able to help people in that situation.” and offering virtual tours, drone footage and more.

Barbara has received Century 21 top producing awards she enjoys paddle boarding. ough knowledge.

“A lot of times, legal questions extensive experience in the industry that has helped her For mor entire process.

“They also appreciate my honesty. If I online tools, to reach out-of-state buyers. But he says.

“Iparticularly want to get a lifetime of business.

Iinvestors want to - for and the returns can be inmuch more substantial lasting relationships with his clients has the past four years.

To stay touch with past clients, she says.

For the future, Barbara isp “I love virtually staging vacant homes and excel.

She seen all atypes of transactions and up area ...multiple and it’stransactions really easy forhas me toproviding get quick given “sees some the shying away think something is alearn goodscenarormore bad fit, I will Julie say it,”Hayward, she ple workthat withheclients who people willcome beindoing than that of the stock about Barbara reachesmarket”. out by phone, andTo sends personal cards obtaining herbusiness broker’s license so she tive, with 80% of his coming fro Brian posts his listings in the MLS, and that is generally staging, I’m all about creative details ios, hasthe designed, and sold therefore response because it’s and just a phone call or abuilt text away from the Internet,” he also accessory uses the local newspaper says.

Theyspec lovehomes to leave glowing reviews emai and holiday gifts. and about mentor their young agents coming int for the rest of my career, by building a relationship referral clients. email juliehayward@kw.com the “Because these are when preparing homes for the“Whereas market,” explains. good knowledge ofallconstruction; sothat she isisnecessary. able other paper advertising. Serving rural communities nothaving to my husband,” she says. ifshe you’re using a promotion based on trust and honesty.

One of the key philosophies Visit distressed properties, the prices completely reliant on moderndifferent technologyattorney, has advantages, When itprepare comes totime marketing, Charlie andhaywardhomegroup.com his teamaregotypically below to better her buyers and sellers for potential outsometimes there’s a lag with Barbara Weidman I have, istotoAlex, not focus whatthe Iencountering can get from my clients, according such ason regularly clients market value,” hemore explains. get 504-9228 a lot of activity , comes or that problems.

When itutilize comes toFor marketing, she orabout call (312) After transaction, clients leave glowing above and beyond.

They videography to“We capture response because they don’t have directreviews conduit.” around and via of hisvalue position as a board member but on town, the amount I can provide to them.

I see relatively quick, and usually multiple offers relatively For more about Lawrence Dunning, call (831) 254-6559 / (408) 398-2343 or email at barbarajweidman@ makes sure the listing is seen as many eyes as posabout their time together. aOne recently said, highly property at its“Ibest, andbythe Houseworks Collective on theofMeeker chamber commerce.

Andonalthough a lot new agents whoof are so focused a to quick.

Socompany’s that gives website, us more than enoughTop exposure. sible.

“I showcase listings on my recommend Tanya ifjust youmaking are trying sell your home.

Copyright Agent Magazine email lawrence@mainstreetreg.com brand on social media to reach a large audience.

Charlie rural areas can be slower-paced, Alpine West Properties cashand investor-buyers quick sale instead of cultivating relationships.” social media, and the Zillow, my listings continue to reach out She was amazing every step of the way.Realtor.com There is noAnd Copyright stays active year-round. Alex partially attributes this to has aalso talent photography, which he discovered toabout us,websites. because come a couple hundred syndicated onto many I we work with across a when Tofor learn more Alex Plumb, way I would have been ableare to get through this process the region’s appealing amenities, including hunting, he first entered thedrone business.

“I would myAgent own company to provide photography andshoot video Top walka year, which helps themlistkeep their business email sold@alexplumb.realtor, Copyright Magazine andsnowmobiling, keep my sanity I hadproperties For more To abfi fishing, hiking/backpacking, andwithout four- Tanya. Whenever For more about Tanya Reddish, throughs.

I also have my clients write down every update going as well.” visit alexplumb.realtor or call 970-420-8076 ings, and agents at my brokerage were always wondering questions, she was wheeling. The area also features the largest herdalways of Elk there with an answer. If I please c

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

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

Please contact mag@topagentmagazine.com or call 310-734-1440 for call to520-329-0955 or as well as the price they have paid forplease was stressing about anything throughout the process, who photographed them.

I needed athose wayitems, to make moreFor more about Julie R ad rates and information. email tanyareddish@kw.com include the listing andmy toBrian be used in a being report that email likes ableI preto help homeowners who charlie@e she always remained positive and in helped to keep

http://v

https://

Copyright Top Agent Magazine money (as a struggling first year Realtor), so I started a

call 614-554 pare for the appraiser. This insures the home’s valueand is to keep his please face a difficult situation, community email julie.rosenblum@he properly portrayed.” Each property is presented in a wayCopyright Top Agent Magazine

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Copyrigh

Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 4

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

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

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Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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BEV BLUME

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BEV BLUME After working as a residential home builder for almost 15 years, Bev Blume decided to transition into a career as an agent when the recession of 2007-2009 hit. “I had to reinvent myself,” she explains. “A lot of my friends thought I was crazy for jumping in at that time, since I had been self-employed the majority of my adult life, and having spent a significant amount of time in real estate as a residential home builder, it seemed like a natural fit.” And it was, as Bev Blume quickly flourished. “I sold a lot of homes that were short sales, and with my construction background, I had a knack or a special set of skills, like knowing how much it would be to fix or maybe replace something in a property,” Bev says. Today she has a small team of agents serving the greater Portland region.

Her business continues to grow with each passing year, a testament to Bev’s hard work and commitment to clients.

“I’m the queen of follow up,” she says. “We appreciate our clients and celebrate them as often as possible to stay in touch.” Throughout the transaction, she always does what is best for her clients and puts their needs above everything else. “They can count on the fact that I will always act in their best interest, because I’m not in this business for the paycheck. It is my duty to advocate and protect them and their investment. I promise to treat their money as if it were my own, and I live by that.”

Understanding that this is one of the largest purchases her clients will ever make, she goes above and beyond to get them towards their goals and makes sure no question is left unanswered.

After the transaction, clients love to spread the word about her work. One recently said, “Bev and her team were exceptional in getting our property sold. They kept us informed at all phases of the process, went the extra mile to research all the offers and made smart suggestions as to what was needed to get the best deal.

They were always just a phone call or text away from answering our questions and made the whole process much easier. We recommend them to everyone and will definitely have them help with our next property sale.”

Another wrote, “Bev and her team are just incredible to work with. I always felt that we were well taken care of 8

and a priority. We have both bought and sold through Bev before and each time she has impressed me! We will never use anyone else!”

As Bev looks towards the future, she plans on helping her team grow even more and create opportunities for them and for others. As a recent Keller Williams franchisee a little over a year ago, she also wants to help develop that territory in the coming years. “The Keller Williams Mission statement is my battle cry,” she concludes. “To build careers worth having, businesses worth owning, lives worth living, experiences worth giving and legacies were leaving.”

Bev is still just as passionate about this industry as she was the first day she started. She can’t imagine doing anything else. “I love witnessing the joy when we get an offer accepted on a purchase or sell a home faster than they expected, and simply providing an enjoyable experience. Providing the best service a client deserves is what drives me every day.”

For more information about Bev Blume, please call (503) 482-8005 or email bevblume@kw.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

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

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Top Agent Magazine

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

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

Your client’s benefit is the buzz.

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

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

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

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

Consider inviting representatives of community

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

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

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JACKIE STAHL A true people person with a love for real estate, Jackie Stahl has made great strides as an agent in Kansas’ Johnson County region, ranking in the Top 1% of all Realtors in the KC Metro. She started her professional life as a teacher and decided to jump into the family business of real estate after having her first child.

Her parents owned a real estate company, so she began working with them and growing her own client base.

It took off from there, and after 18 years of working with the same brokerage, she recently helped facilitate the switch to a new one. “We wanted a company that was more aligned with our philosophy of family business and a client-first mentality,” Jackie explains. They interviewed several companies and ultimately decided to go with Keller Williams Diamond Partners, Inc., a decision they have not regretted. “It was the perfect fit.

Keller Williams is very agent focused and supportive of us. Everything that we need to be successful agents is supplied here.”

With a large portion of Jackie’s business consisting of repeat clients and referrals, Jackie and her team are no doubt exceeding expectations. Her team consists of two buyer’s agents, along with her mother who also has one buyer’s agent. “My mother and I are very active in listing and selling, as well as training new agents.

We’ve trained and coached many agents over the years, and have helped them to become very successful. We want to continue doing that.” Although Jackie’s new brokerage has helped her flourish as an agent, it’s her service and client connections that has kept her successful. “I had a very loyal client tell me, ‘people don’t hire you because of a logo, they hire you because you’re you,’ and once she said that, I realized it was okay to make the change to a new company because my clients will hire me regardless of the logo on my sign.”

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One really good thing that has improved since switching to Keller Williams is her marketing strategies. “The Keller Williams network is bigger, so when I put something out on social media or out to my office, I get more interest and engagement. My office is very supportive with broker open houses, open houses, and showing our listings.” Jackie and her team also feel more supported than ever before with Keller Williams’ training network and tools. “It just feels like the whole company wants me to succeed. It’s a great place to grow your business.”

When Jackie isn’t working, she’s staying involved with the community through various events. “Our company had a free Halloween party where we offered trunk or treat, face painters and the Sheriff’s office came to do ID cards for the kids. We had over 4,000 people there.”

She also participated in a blanket drive to supply blankets to the local pet shelter. Her office loves to help others and they’re always looking for more ways to bring happiness to the community.

As Jackie looks towards the future, she wants to continue her family’s legacy in real estate. “O’Connor and Associates is known for our customer service, and I want it to stay that way. Thank you to all my loyal clients/friends for your continued support.”

For more information about Jackie Stahl, please call 913-707-7241 or email jackieostahl@kw.com Copyright Top Top Agent Agent Magazine Magazine

Barry Allen & First State Bank Mortgage are proud to congratulate

JACKIE STAHL

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

Barry Allen | Sr. Loan Officer | NMLS 445771 P: 913-749-0133 | M: 816-786-4099 ballen@fsbfinancial.com www.

fsbfinancial.com

6800 College Blvd. Ste.100, Overland Park, KS 66211

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Top Agent Magazine

Creative Meditation

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

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

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

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 15

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try:

1

For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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CHRIS STANGE

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CHRIS STANGE It’s safe to say Chris Stange loves everything about real estate.

“The best part is that every day is different and every transaction is different,” he says. Coming from over a decade of working in the insurance industry, he lives for the excitement real estate provides.

He’s been an agent for five years and now works with brokerage Utah Real Estate in Salt Lake City. The vast majority of his clients come from referrals, a testament to his determination and client-first mentality. He goes above and beyond to make sure his buyers and sellers are happy, guiding them through the transaction and always making himself available.

“I’m always looking for the client’s best interest,” he says. “If I’m representing them, I’ll give them 110% and to top it off I make it fun. We’re going to have a great time regardless.” Chris truly cares about his clients, but he also loves the process. He’s a people person and enjoys spending time with them, whether it’s helping them find their dream home or selling their house for top dollar. When it comes to marketing, he also exceeds expectations, promoting all his listings on social media and making sure they are professionally photographed. By doing everything right from the start, many of his listings sell before he can even fully promote them. “There’s usually not enough time to market the properties before they sell. We do mega open houses and usually get 50-100 people to see the home.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “Chris was absolutely amazing to work with. From the very beginning, he was honest and upfront. We really appreciated his dedication to understanding what our needs were and being so communicative. He was so 18

easy to get a hold of any time we needed him and answered all of our questions. He was always in a good mood and always had our best interest in mind.

We would recommend Chris to ANYONE and we know that with Chris - you are in good hands.”

Chris is also passionate about giving back, and offers to cover the adoption costs for a pet when his client buys or sells a home. “We’ll go to a local Humane Society and they can pick out a pet for their new home. If they don’t want a pet, we donate a couple hundred dollars in the client’s name to the shelter.”

He also hosts blood and food drives, and promotes local businesses for free. “We’ll post a video blog about a local business to spread the word about it.”

As he looks ahead, he is eager to continue growing.

“I want to put all my energy towards my clients. My overall goal is 50 transactions a year.”

He’s still as excited about his work as he was the first day he started. “Guiding my clients through the process, relieving their fears, it is all so rewarding.”

For more information about Chris Stange, please call 801-604-5973 or email chris.utahrealestate@gmail.com Copyright Top Top Agent Agent Magazine Magazine

To learn more about JC Silvey, email jc@silveygroup.com

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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MATTHEW NEISTAT

Top Agent Matthew Neistat, of @properties in Chicago, is a consummately dedicated real estate professional who provides his clients with exemplary customer service. Armed with a wealth of industry knowledge and a true concern for the wellbeing of his buyers and sellers, Matthew has earned his sterling reputation as a trustworthy, honest and sincere Realtor, one who consistently places the needs of his clients above his commission check.

“Putting my clients first is my number one priority,” says Matthew, “and that means if during due diligence we found something that makes my clients uncomfortable, then it’s better not to do it. However, most of the time there is a way to structure the deal so everyone feels comfortable.” Matthew, who also takes a decidedly egalitarian approach to his business, says “It doesn’t matter to me if it’s a $4 million purchase or a $150,000 purchase, each of my clients receive the same level of customer service. I definitely go above and beyond for all of them.” Unlike much of his competition, Matthew would rather close fewer deals and maintain the excellent level of service that has become his stock-in-trade. “I prefer to focus 20

my business on quality not quantity. My business is constantly growing, it’s organic and meaningful,” he explains.

Matthew began his journey in the world of real estate in 2012, though long before that had been interested in the business. “Technically, I got into this business because my family has always worked in real estate,” he explains. “I really didn’t enjoy the job I was doing before this, and a family friend told me that a friend of theirs ran his own rental company in the city and was looking to hire someone. I went in and talked to him, and I was hired right away.”

Matthew, who retains an air of modesty despite his success, says “I don’t really do much self-promotion or marketing of myself; I don’t do cold calling for my business.” Much of his considerable business is based on positive word-of-mouth and an evergrowing number of satisfied clients returning to him for assistance with a sale or purchase.

If evidence is required of Matthew’s go above and beyond business ethos is needed, one need look no Copyright Top Agent Magazine

further than his profile on Zillow.com, on which site he has garnered scores of glowing testimonials to his excellent customer service. “Matt is a true professional. He was able to help us navigate purchasing our first commercial real estate property with ease. His knowledge of the local market, and his connections within the city of Chicago were beneficial in getting our team across the finish line,” reads just one.

Exceptional and thorough marketing strategies have also played a significant role in Matthew’s success. Matthew first prepares his properties so they are shown in the best light possible, and then ensures they are seen by as many potential buyers as possible. Fast sales for top dollar are the result.

Matthew’s has many plans for the future of his business; chief among them is his desire to utilize technology to benefit his clients and the general public. “There are a lot of things I find that people don’t understand about this business,” he explains. “For example, our industry isn’t as cutthroat as realtors believe, I refer out business and business is referred to me. It’s leveraging relationships to make sure everyone wins.”

Matthew’s also expressed immense gratitude to those who have helped him on his real estate journey, including His Team Lead David Baran; Managing Broker Rick Sobin; fellow Realtor and desk neighbor Barbara Ball; Broker Kevin Rocio; and the entire administrative team at his ELP office; and of course his clients and his wife, son and extended family.

Matthew’s most important goal for the future supersedes all others: to continue providing the unparalleled customer service that has become synonymous with his name.

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For more information about Matthew Neistat, please call 847.714.2913 or email Matt@ChicagoHome.com Copyright Top Agent Magazine 21

3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those Top Agent Magazine

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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BETHANY PURVIS

Top Agent Bethany Purvis is the Director of Agent Development at RE/MAX Connection in Flowood Mississippi, where she primarily focuses on the communities in Rankin, Hinds, Madison and Simpson counties.

Like many agents, real estate wasn’t the first career path Bethany Purvis followed. After spending 15 years working as a Nurse, she injured her back on the job and decided to get her real estate license, intending to work part time until she was healthy. “But when I started doing real estate I realized I like this a lot!” she explains. “But I also realized that if I wanted to be successful at it I’d have to do it full time.”

So began a 6 year journey that has led to Bethany becoming the Director of Agent Development at RE/MAX Connection in Flowood Mississippi. Although she primarily focuses on the communities in Rankin, Hinds, Madison and Simpson counties, her office operates throughout the Jackson Metro area.

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When you ask Bethany why she enjoys working in real estate she’ll tell you it’s all about the people. “I like making people happy.

I love it when I have a successful transaction and I feel like I’ve made a friend for life.”

This focus on satisfying her clients’ needs is complimented by the high level of personal service she brings to every deal. “I really get to know my clients, walk them through each step of the process and make sure they know how it all works.” On top of this, Bethany does everything herself, ensuring that each aspect of the transaction has her personal attention and oversight.

Bethany’s attention to detail and focus on bringing joy into her client’s lives has given Copyright Top Agent Magazine

her a stellar reputation within the community, so it’s no surprise that nearly 70% of her business comes from repeat clients or referrals.

Besides working directly with clients, she also spends a great deal of her time mentoring new agents. As the director of agent development, she is responsible for implementing an extensive training program for her office. “We feel like learning needs to be deep, not wide,” Bethany explains. “We believe that an agent really has to learn to do the core things well instead of a whole wide gamut of things.” To achieve this depth of knowledge, Bethany personally teaches a series of twelve core classes that help provide the agents with the tools they need to thrive in the industry.

When Bethany isn’t busy working she enjoys reading a good book and spending time participating in activities at the Park Place Baptist Church.

In addition, she plans and organizes her office’s annual golf ball drop benefiting Children’s Miracle Network. Last year this event raised over $7000, and she’s hoping to raise at least $10,000 in 2020.

With an eye to the future, Bethany wants to improve the RE/MAX Connection office by offering incentives to attract more high quality agents. “We are now modifying our structure to make our plans more agent friendly and appealing so that more agents can have access to all the benefits that RE/MAX Connection offers.”

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For more about Bethany Purvis, visit homeinms.com, call 601-326-3670 (office) or 601-209-9905 (mobile) or email bethany@realestate601.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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JACQUES ALFONSO Jacques Alfonso believes that while buying or selling a home is a process that shouldn’t be taken lightly, there’s no reason it can’t be a comfortable or fun experience. “It shouldn’t be stressful,” he says. “It shouldn’t be chaotic. It should be very smooth, and my job as a real estate agent is to make life as easy as possible when buying a home. And when selling a home my job is to get the most money possible in the shortest amount of time possible.”

Jacques is a native of St. Bernard Parish, and 95% of his business happens there. He had been a successful agent in and around New Orleans, but a few years ago Jacques decided he wanted to open a boutique brokerage that would specialize in his own community. “I wanted to represent New Orleans’ most historic neighbor,” he says. “This is a very tight-knit community, with a population of about 48,000. That means I see my clients when I go to the grocery store, when I eat out at a restaurant, when I go out to our community’s great parks.”

and teaches bookkeeping, marketing, things that help a small business make a mark on the community.”

Jacques is also involved in local sponsorship, supporting local karate tournaments and dance revues.

Recently Jacques dug into his own pockets to help local vets who had fallen on hard times and couldn’t afford tickets to a local Veteran’s Ball - he bought their tickets for them.

When he’s not giving back, Jacques loves to play sports and spend time with his family - which is growing.

“We have twins on the way!” he says. Jacques and his wife love traveling, with recent trips including Italy, Martha’s Vineyard and Disney World. Now they’ll have two new travel companions to join them.

As he grows his family, Jacques is also looking to grow his business. “In 2019 I set a personal goal of selling three properties per month and I sold 37 properties total,” he says. “In 2020 my goal is to sell four properties a month and sell 48 properties. And my company’s goal is to sell over $12 million in real estate in St Bernard parish, which will double what we sold in 2019.”

It’s that sense of community in St. Bernard that Jacques loves the most about his job. “I really enjoy the interactions and meeting new people,” he says. “It’s a relationship type of business, and I love building those relationships as I help people. Buying a house is a scary process if you’ve never gone through it before, so you need someone there to help you out and just show you what you need to do and how you need to do it.”

Jacques is deeply and personally involved in his community, including a group called Leadership St. Bernard.

“It’s a great program,” he says. “It’s for people who want to get into leadership positions in the community, and they learn a lot about local history, workforce leadership and things like that. I’ve also been involved with Grow St. Bernard, which is aimed at small business Top Agent Magazine

To find out more about Jacques Alfonso, visit stbernardrealty.com/jacques-alfonso, call 504-228-3803 or email him at info@stbernardrealty.com www.

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JONATHAN CARBUTTI Jonathan Carbutti likes to say he “grew up in the real estate business.” His father started their family company in 1986, and Jonathan started working there in 1998 after graduating college.

Jonathan bought the company in 2010, and now he has grown the business to encompass two branches, with plans for a third. Clients appreciate that Carbutti & Company Realtors® are a local, family-owned business with deep knowledge of the area and an honest, dedicated approach to serving their customers.

$100 million. “I’m my father’s son,” Jonathan says. “I have the entrepreneur spirit in my blood. And I really enjoy mentoring and coaching the new agents. I know what works and what doesn’t. I like showing them how to be consistent and to work smarter.”

Jonathan and his team serve Connecticut from their two offices, in Wallingford and Branford. Their status as an independent, family-owned business allows them to take a more nuanced approach than bigger companies.

“Since we’re not a big corporate entity, we can run a little bit faster and a little bit harder than those other companies,” Jonathan explains. “Our hands aren’t tied as far as our marketing. So we haven’t been cutting our services when a lot of these other companies have.”

In the future, Jonathan plans to open a third office in Fairfield County, and to continue growing his team.

“It’s about growing the right culture and the right people, and I think that’s something we do really well,” he says. “We’re a full-service, family-owned business that’s been here since 1986. And we’ve found that consumers want to work with us for that reason. Our agents actually live in the communities where they work, and they have first-hand experience of the area.

That’s what you get when you work with us, and that’s what our clients value.”

Jonathan places special importance on presentation when preparing a listing. He and his agents work with professional photographers and videographers to make sure a home looks its best in promotional materials.

Jonathan also enlists the services of a local homestaging company, which has been especially helpful.

“We just had a property that was on the market with another agency before us, but wasn’t selling,” Jonathan says. “We had our home stager go in and paint some rooms, take out all the furniture and put new furniture in, and change the carpeting in the master bedroom upstairs. That home ended up selling for $5,000 over the asking price. Buyer experience is important, and many agents just don’t invest in home staging the way we do.”

Jonathan and his team handle a steady volume of transactions, totaling about $56 million last year. He says they are looking to double that number this year, surpassing 30

When he’s not working, Jonathan loves to spend time with his family. He loves traveling and golfing.

Jonathan also loves to give back to his community and is very involved in his local YMCA. He and his son volunteer there regularly, and Jonathan serves on that organization’s board of directors and capital improvement board.

To find out more about Jonathan Carbutti, please call 203-980-6886, email jonathan.carbutti@gmail.com, or visit carbuttirealestate.com www.

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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MELISSA CHEETHAM Melissa spearheads her real estate business under the banner of Keller Williams Flagship of Maryland and the “Move With Melissa Real Estate Team,” serving clients all across Central Maryland, including the Eastern Shore. There, more than half of her business is driven by repeat and referral clientele who rely upon her seasoned experience, local knowledge, and superlative service. “I’ve always loved helping people,” Melissa says.

“From the beginning, I’ve had a passion for what I do. People know they’re going to be in great hands when working with me.” In fact, she has helped one of her clients acquire over 100 properties to date. Further underscoring her impressive track record is her emphasis on communication, responsiveness, and guiding her clients attentively throughout the transactional process. “Communication is central to how I conduct my business,” she explains.

“I’m always there for my clients to answer calls and questions, and even after the transaction is complete, we stay in touch.” Through client appreciation events, natural born friendships, and dedicated follow-up, Melissa cultivates relationships that extend beyond the closing table.

Real Producers, which is the Top 300 agents from the Eastern to Western Shore.

When listing properties, Melissa blends the best practices of digital and traditional marketing. In addition to staging and professional photography that showcase a home’s best angles, she also gets the word out through Just Listed and Just Sold postcards to create area buzz, in addition to door-knocking in the neighborhood to drum up local interest. From there, exposure is further secured through visibility on the leading online listing platforms and social media outlets, along with broker’s opens and open houses that lure ideal buyers in short order. “If it’s priced right, shows right, and with all the things I do on top of that—the house sells very fast,” Melissa explains. In fact, last year she closed roughly fifty transactions at an average price-point of about $400,000. “What better investment is there to make than in a home?” she says.

Beyond the office, Melissa gives back to her community through hosting regular events around town, including a fishing tournament for charity, Breakfast with Santa, and sponsored bingo nights and happy hours that draw new and familiar faces together. In her free hours, she most enjoys time spent with family and friends, traveling the world, and getting out on the water to boat. As for the future, Melissa intends to keep momentum steady as she eyes an expansion to Florida in the years to come.

Melissa Cheetham described her first foray in real estate as a happy accident. At the time, she was on the hunt for a part-time job during her high school years, and landed a position with a local firm. “I dove right into it, and now it’s all I know,” she remembers. “The rest is history.”

Melissa cut her teeth in various roles, earning her license in 2000 and becoming a veritable expert. Today, she has built a steadfast reputation as an agent known for her communication, commitment to her clients, and her personal touch. Melissa takes great pride in being one of Maryland’s Top Agents. She wins several awards yearly for her production. She is a part of the Baltimore Real Producers, which consists of the Top 4% of all agents in Central Maryland. She is also a part of the Chesapeake

Now, with decades of experience behind her, Melissa Cheetham considers what she enjoys most about her chosen field. “I love seeing the positive change in people’s lives and being part of one of the biggest decisions they’ll make,” she says. “It’s rewarding to hold their hand through it, and it makes me so proud to see a dream like that come to fruition for them.”

To learn more about Melissa Cheetham email Melissa@MovewithMelissa.com, visit MoveWithMelissa.com, or call (410) 852–5277 www.

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ABEL CONTRERAS Abel Contreras found his passion for real estate at a young age. As a college student at Cal Poly—where he was a Gates Millenium Scholar—his best friend’s parents owned a brokerage and they hired Abel to recruit top agents from the Bay Area. He soon realized he’d found his calling and became licensed before his graduation from the business school with a degree in Technology in January 2019. He then joined Keller Williams full-time. “I took my work ethic, my drive and my determination, and I hit the ground running,” he explains. “I had a great first year.” He now serves San Luis Obispo county, including San Luis Obispo, Pismo Beach, Paso Robles, and the wine country, down into Northern Santa Barbara county.

Already a substantial portion of his business comes from referrals. His clients rave that he’s incredibly patient, taking the time to talk them through each step of buying and selling, and is always available. He’s also straightforward, honest, patient, and provides an incredibly high level of service that delivers results.

He makes his clients and their goals his highest priority. To stay in touch with past clients, he sends emails full of helpful market updates, teams up with local vendors to send coupons, and reaches out every quarter by phone to check in and see if they need any additional help or referral to local vendors.

When it comes time to market listings, Abel has the edge of a digital native. Since receiving his Marketing degree, he’s continued his education at every opportunity, immersing himself in digital marketing conferences in order to hone his skills. “I get my listings the most exposure possible by using tools like Facebook, Instagram, and even YouTube. I’ve found I can reach an additional 20,000 to 30,000 people in 34

our marketplace. It’s a cost effective strategy,” he explains. The result is often a quick sale at a very competitive price. Abel typically sells houses starting at $500,000.

What’s Abel’s favorite part of the job? “I like that I am able to help people. It’s very fulfilling to provide support for people as they make such a significant purchase or sale. And I love having the ability to invest in my own education, so that I can stay informed about what’s happening in the industry.” Abel is on the leadership team of his local church and is a member of the San Luis Obispo Chamber of Commerce. In his free time, Abel enjoys traveling to different countries and experiencing different countries, as well as attending marketing and business conferences such as Tony Robbins Unleash the Power Within. For the future, Abel plans to give back more to the community he lives in, donating time to church programs and his local food bank. He’ll also continue growing his business, so he can help as many people as possible achieve their real estate goals and dreams!

To find out more about Abel Contreras, call 805-709-7143, email abelj@kw.com, or visit investslo.com www.

Copyright Top Agent Magazine

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 36

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KATY DONOVAN After a less than stellar process purchasing her first home, Katy Donovan knew she could provide a better experience to fellow veterans and others in her community. In 2013, she decided to take matters into her own hands and earned her license. “It was really about providing service to not only people like me, military servicemembers who may be used to moving around, but also to those who need an agent they can trust and who is available,” she explains. “That’s where it all began.”

Now, Katy serves clients across the Virginia counties of Loudoun, Frederick, Winchester, and Fairfax. Under the banner of Keller Williams, she drives the majority of her business through repeat and referral clientele who trust her experience, personal touch, and proven track record of success. Above all, Katy prioritizes integrity, open communication, and fighting for her clients’ best interests. “When working with me, my clients know exactly what know what they’re getting,” she says. “I’m always available, I do what I say, and I always do an amazing job for them. I’m very compassionate in what I do, and I go to bat for my clients, no matter what.” For Katy, real estate is more than just a professional path; it also provides an outlet for her service-oriented mindset.

“Because I was in the military for so long, I have the drive required to do right by my clients,” she says. “In this business, you have to have a why that motivates you.

My why is my daughter.” After her daughter’s diabetes diagnosis, Katy knew she wanted to use her career as a vehicle to serve others and provide a strong foundation for her daughter, well into the future.

Applying the same dedication to her clients, Katy embarks upon the listing process with vigor. In addition to prepping homes for market through professional photography, exposure is secured across the leading online listing platforms and social media platforms to increase visibility. Likewise, she leverages Keller Williams’ global platform to source ideal buyers in Top Agent Magazine

short order. Last year, she closed roughly twenty-six transactions, some averaging up to $800,000 in list price. No matter the real estate challenge, Katy remains unfazed. “I’m a genuine person and I tend to wear my heart on my sleeve,” she says. “I did two tours in Iraq, and my husband did two tours, as well. I feel like there’s nothing that can be put on my plate that I can’t handle.

Whenever a transaction comes across that seems tough, I know there’s always a solution, and I don’t quit. That’s what makes me a strong agent.”

Beyond the office, Katy gives back to her community by supporting the Cub Scouts of America, as the President of her local middle school’s PTA, and by contributing to care packages shipping to troops stationed overseas during the holiday season. In her free hours, she most enjoys time spent with family and loved ones.

As for the future, Katy intends to keep progress steady as her business continues to grow. She hopes to add team members to her ranks in the years to come. Now, with seven years of insight, Katy Donovan considers what she enjoys most about her chosen field. “I love meeting all different people who have all different backgrounds and experiences,” she says. “I’ve met some amazing clients. No day is the same, and that’s something I really love about this business.”

To learn more about Katy Donovan call 703–955–1823, email katyd@kw.com or visit her website here https://katyd.kw.com/ 37 Copyright Top Agent Magazine

LAWRENCE DUNNING “We see a lot of “smart” (institutional) money chasing investments in Chicago,” Lawrence Dunning says. “At one point in 2019 there were 60 cranes building highrises in Chicago, the most out of any major city in America. The Midwest has always seen higher cap rates than the coasts, but Chicago was the only undervalued housing market in a recent study of 20 financial centers by UBS Group.”

Lawrence keys into these details thanks to his past, between his MBA in Finance, a decade running his own trading company, and his passion for financial literacy. Looking for more income stability, as the high frequency trading began to shut out the floor traders at the Chicago Board of Trade, he found himself investing in real estate. Lawrence began with a commercial strip-mall; from there, he really began to appreciate the value of real estate investing and why it was the secret of the ultra-wealthy, and he transitioned from Trading to Real Estate full time. It’s also when he met his real estate mentor, Mo Dadkhah, owner of Main Street Real Estate Group.

Implementing his philosophical perspectives on real estate, Lawrence happily shares his wisdom and mentors new agents. He advises them to be forever students, “I’m a huge reader, and I’m always reading business books and inspirational biographies.” Lawrence believes that you have to invest in yourself, be patient and realize there may be ‘life hacks,’ but there are no real shortcuts.

“You’re either evolving, or you’re dying,” he continues, “and I’m a big believer in evolving myself. In a world where everyone looks for life-hacks, achieving worthwhile things, like building a successful company, or getting a jiujitsu black belt—there are no shortcuts.”

Lawrence pushes himself not only in business, but also in life. He stays highly active: training and competing in jiujitsu, and running marathons and triathlons in exotic locations. “Health always has to be the number one priority in your life. And I love spending money on experiences, not possessions,” he explains. His favorite place to unwind is Hawaii, with his wife. “There’s just something about the vibe there,” he says. “We love the people, they feel like kindred spirits – our wedding was a traditional Polynesian wedding in Tahiti! – and of course Hawaii is absolute paradise!”

“As with any business, you have to play the long game,” he explains. “I’ve built long standing relationships with many builders, investors and repeat clients, who understand real estate as an investment model. They’re not looking to buy just one property - a lot of them are looking to buy property after property, year after year.”

Lawrence brings a relationship approach to business.

“I’m not trying to push a sale for a quick commission,” he says. “I want to get a lifetime of business. I want to work with clients who will be doing multiple transactions for the rest of my career, by building a relationship based on trust and honesty. One of the key philosophies I have, is to not focus on what I can get from my clients, but on the amount of value I can provide to them. I see a lot of new agents who are so focused on just making a quick sale instead of cultivating relationships.”

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For more about Lawrence Dunning, email lawrence@mainstreetreg.com Copyright Top Agent Magazine

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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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JULIE HAYWARD

HAYWARD HOME GROUP / KELLER WILLIAMS REALTY In the challenging world of real estate, sometimes you have to possess Olympic-like skills to run your business. Meet Julie Hayward, a REALTOR® who heads up Hayward Home Group with Keller Williams Realty in Naperville, Illinois. As a student and gymnast at Illinois State University, Julie trained under gymnastics coach Béla Károlyi, who also trained Olympic gold medalist Mary Lou Retton. While Julie’s gymnastics days are behind her, she brings that same strength and agility to the real estate market every day.

Julie and her team leverage their 89-point marketing plan which includes Facebook marketing, circle prospecting, and personalized cards to previous clients. In addition, both she and her husband are book authors.

Julie wrote Opportunity Knocks: What You Need to Know About Buying & Selling Real Estate. “We’re able to provide additional resources,” she says. “If I’m not using a professional stager, I am a certified staging consultant and will give the seller a checklist after going room by room to tell them what needs to be done to increase their value and get the most money in the shortest period of time.” Last year, Julie’s team completed $3.5 million. “We’re projected to double that to $7.2 million this year,” she says.

Julie began her career in pharmaceutical sales and then took time off to begin raising her four children.

Her husband’s career as a real estate and bankruptcy attorney got extremely busy when the market crashed in 2008. “A lot of his clients went into foreclosure and had to dispose of their homes. He was referring them out to other agents,” recalls Julie. “And then he said, ‘Why don’t you get your license and we can keep it in house?’”

As far as community involvement, Julie serves on the Government Affairs Committee for the Midwest Real Estate Association, the Steering Committee for the Chamber of Commerce of Naperville, is a member of the National Association of Divorce Professionals, and served on school executive boards. “I like helping people,” says Julie. “I like putting the pieces of the puzzle together. I try and figure out what we need to do in order to get the property sold, or if they’re buying, identifying what it is that would be the perfect home for them and making that happen. It’s very gratifying.”

The wife and husband team formed Edge Realty, a short sale company which ran for seven years based out of Naperville. However, they joined Keller Williams a year ago and renamed their company the Hayward Home Group. “We focus on Naperville, but other areas include Cook, DuPage, and Will counties.

Occasionally I’ll do something in Kane or Lake county -- depending on the property.”

Julie believes that customers rely on the team’s thorough knowledge. “A lot of times, legal questions come up ... and it’s really easy for me to get a quick response because it’s just a phone call or a text away to my husband,” she says. “Whereas if you’re using a different attorney, sometimes there’s a lag time with response because they don’t have that direct conduit.”

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To learn more about Julie Hayward, email juliehayward@kw.com Visit haywardhomegroup.com or call (312) 504-9228 www.

41 Copyright Top Agent Magazine

CHARLIE HUTCHINSON With a determination to provide superior service, Charlie Hutchinson has made great strides as a real estate agent in the southeastern Wisconsin region. Charlie got his start after leaving the music industry in Nashville and moving back to his hometown, Milwaukee. “The day I moved back to Milwaukee was the day I took the real estate exam,” he says. He passed the test and hit the ground running. Today Charlie has a team, Houseworks Collective of Keller Williams, that consists of 5 agents and support staff and has sold 30 million in the last 12 months. The vast majority of his business consists of repeat clients and referrals, which he credits to his ability to make the process enjoyable, fun and educational.

company called Light Photography Group.” He still has that business today, which includes two photographers and a videographer. “Not every listing needs a feature video, but everyone needs high end looking photography. We make sure each property stands out by going in prior to the photoshoot and staging and prepping the home - a simple task that a lot of agents forget”

“There’s no denying a lot of agents do a good job and provide a high level of service,” Charlie explains. “But a lot of our clients choose us because they see we are excited about what we do and we make it an exciting process for them. Charlie’s wife, Jeni, joined the team as Director of Operations in the Fall of 2018 and has since helped grow the team in both agent count and sales volume, selling 30 million dollars of real estate in 2019.

Charlie also has extensive knowledge about investment properties, as he started investing in properties a couple years after obtaining his license. A large part of Charlie’s business is repeat, and much of that comes from his real estate investor clients who are looking for a larger return than the stock market can give them. “The midwest has some great opportunities for both local and national investors - and the returns can be much more substantial than that of the stock market”.

When Charlie isn’t working, he’s sponsoring different events with organizations like the Cystic Fibrosis Foundation, Salvation Army, or Habitat for Humanity.

Charlie also plays guitar, and piano as well as writes his own music in his spare time. He enjoys working on his properties and has done some major renovations in the last 3 years on a few of his properties.

When it comes to marketing, Charlie and his team go above and beyond. They utilize videography to capture a property at its best, and the Houseworks Collective brand on social media to reach a large audience. Charlie has a talent for photography, which he discovered when he first entered the business. “I would shoot my own listings, and agents at my brokerage were always wondering who photographed them. I needed a way to make more money (as a struggling first year Realtor), so I started a 42

After the transaction, clients leave glowing reviews about their time together. One recently said, “Charlie is an exceptional Realtor! I can’t say enough good things about him and my home buying experience. I worked with him for a couple DAYS before I had an accepted offer on a house in a market that was moving incredibly fast. He makes you a priority and does his absolute best to find you exactly what you’re looking for.”

Work is one of his favorite things to do, because it is truly his passion. “I like being an expert for my clients and helping my team build a large brand. It’s exciting to reach a larger audience and continuously grow.”

For more about Charlie Hutchinson, please call 262-224-2084 or email charlie@houseworkscollective.com Copyright Top Agent Magazine

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

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

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

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

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

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

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

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KELLY McGINNIS CORR After Kelly McGinnis Corr took the leap into real estate in 2011, she had no regrets.

“I’ve loved it ever since,” she explains. She got her start in Scottsdale, Arizona before moving to Seattle, Washington, where she’s been working as an agent for the past five and a half years. Serving the entire Puget Sound area, she works solo with a transaction coordinator. By providing superior service and guidance throughout, she has been able to earn around half of her business from repeat clients and referrals.

“I think what sets me apart is that I create a lasting relationship with them,” she says. “I keep in contact post closing, and I just remain an advisor on all things home and lifestyle related. We have a lot of people who move to Seattle from other places, and so if people are looking for a restaurant or community organization, I’m a good resource for that.” Both buyers and sellers appreciate her efforts in educating them throughout the process. For her buyers, she starts by sitting down with them and doing a buyer walkthrough of all the stuff that they need to prepare for. With her sellers, she also does a walkthrough and tells them what to update if needed, like redoing floors, painting or staging. All of Kelly’s listings are professionally photographed. One unique option Kelly offers is Compass Concierge, which is a zero interest loan the brokerage can supply to the client if they need to pay for staging, painting, new roof or any updates. “It takes away a lot of the upfront costs.

We are able to do it in the best possible way without them having to access any of their personal funds.”

After the transaction, clients seem to always remember how patient and enthusiastic she was throughout the entire process. “They also appreciate my honesty. If I think something is a good or bad fit, I will say it,” she says. They love to leave glowing reviews about their Top Agent Magazine

time together. One recently said, “Kelly was fantastic from the very start. She had a non-stop supply of houses which matched our criteria in the neighborhoods we wanted. The whole experience was very transparent and she was dedicated to making sure we found the best fit. Once we found the house she did a great job negotiating under asking and provided all the contacts and appointments we needed to navigate closing smoothly.

I highly recommend Kelly to anyone looking!”

When Kelly isn’t working, she’s staying active in the community. Previously with the Junior League’s Northwest Arts Committee and is hoping to join more causes benefiting environmental protection and policy.

She also volunteers teaching first time homebuyer classes for people who need down payment assistance.

During any free time, she is enjoying food, yoga, running, time with friends or traveling.

As she looks towards the future, Kelly has her sights set on building a team. She loves everything about this business, and can’t imagine doing anything else. “I just love people, and being able to help them. I’m all about connecting with and creating long lasting relationships.”

For more about Kelly McGinnis Corr, please call 206-501-8545 or email kelly.corr@compass.com 45 Copyright Top Agent Magazine

DREW MORRIS When you talk to Drew Morris about his life experiences, it’s not hard to see why his dedication to service has made him an effective real estate professional.

After spending seven years of active duty in the Marine Corps, Drew came away with a desire to work in a career where he could continue to have a positive impact on his community.

After leaving the Corps in 2013, Drew immediately earned his license and began a seven year journey that has led him to become the head of the RealEthos Team at Your Castle Real Estate. Serving the Denver Metro area and Colorado’s front range, Drew and his team (often referred to as the “Drew Crew”) have built a reputation for delivering high-quality service to their clients.

Drew’s emphasis on using technology is central to his approach to listing properties. In addition to using traditional marketing techniques, his team makes use of 3-D virtual tours and interactive story books at custom URLs to promote his listings across numerous online platforms. In contrast to many agents, Drew insists on using video walkthroughs for all of his listings, regardless of their pricing. It’s all part of his belief that “every client deserves a premier marketing platform and look.”

But it’s Drew’s personal touch that really sets him apart.

At the end of every closing, Drew’s team provides his clients with what he calls a client appreciation gift. “I sign them up for a one year wine subscription where they’ll have a wine bottle delivered to their door each month for the year,” he says. “People always love it.”

Drew also makes a point to send cupcakes and video greetings to former clients on important dates such as birthdays and anniversaries. His efforts to create lasting relationships with his clients has proven effective, with 80% of his business coming from repeat or referral clients.

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When Drew isn’t delivering world-class service to his clients, he enjoys spending time with his family, taking his kids to sporting events, and giving back to his community. He calls Flatiron Community Church his church home and donates 10% of his commissions to support the church and it’s many philanthropic endeavors, including its mission to provide educational services to underserved communities in Afghanistan. In addition, he and his wife are advocates and supporters of various veteran-related and children-related non-profits such as the Tennyson Center for Children, a non-profit organization that works with children who have suffered trauma.

In thinking about the future, Drew says he would love to see a transaction-centered app developed that helps educate homebuyers about different stages of the process and keeps them in the know during their under contract process. “Right now a lot of our systems are built around email, but it would be great to have an app that incorporates educational videos, texting, messaging. So say your next step is your appraisal, here’s a quick video that runs through what an appraisal is and what to expect next.” In all aspects of his life, Drew says that he “likes to be a part of things that do great work.” His work, both professionally and personally, proves that he’s a man of his word.

For more information about Drew Morris at the RealEthos team, visit realtordrewmorris.com, call 303-929-7844 or email drew@realethos.com https://

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 48

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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ALEX PLUMB Alex Plumb’s interest in the real estate business started earlier than most. His parents built custom homes and he took a keen interest in looking at property and working on homes with them at a young age. “I’ve always been enamored with architecture and homes in general,” he says.

Selling real estate was a “natural fit for him,” and he has had early and rapid success starting his own real estate business, Alpine West Properties, at the age of 26. In just four years, he has become an established presence in Northwest Colorado, where he serves buyers and sellers in the areas of Meeker, Craig, Dinosaur, Hamilton, Hayden, Maybell, Rangely, and Steamboat Springs. With his specialized knowledge of home building, photography, and staging, he is uniquely qualified to get clients the best deal on homes, farms, and ranches, and he has quickly become one of the top producing Realtors in the White River Valley. Clients praise his local knowledge, expertise and responsiveness.

Says one satisfied buyer, “Alex has mastered the art of showing homes. Every house we looked at he seemed to know every detail about it, and he was able to point out features we would not have noticed.”

Alex reaches clients on multiple fronts. His primary multiple listing services are REcolorado and the Glenwood Association, and he uses Facebook and other online tools, particularly to reach out-of-state buyers. But given that he “sees some people in the area shying away from the Internet,” he also uses the local newspaper and other paper advertising. Serving rural communities not completely reliant on modern technology has advantages, according to Alex, such as regularly encountering clients around town, and via his position as a board member on the Meeker chamber of commerce. And although rural areas can be slower-paced, Alpine West Properties stays active year-round. Alex partially attributes this to the region’s appealing amenities, including hunting, fishing, hiking/backpacking, snowmobiling, and fourwheeling. The area also features the largest herd of Elk Top Agent Magazine

in Northwest Colorado, and the White River is a Gold Medal Fly Fishing river for trout.

Alex enjoys working for people in his community, as well as outside buyers, clarifying the home buying process for them and relieving their anxiety about such a large purchase. “I like helping these buyers by making their experience as stress-free as possible,” he says. He also often hears that people appreciate his honesty and integrity, which he says brings him return clients and referrals. “I had complete confidence in his knowledge and advice,” says one client. “My wife and I were first time homebuyers, and he was very clear and thorough in all of his explanations. What I appreciated the most was his transparency and honesty.”

Alex is proud to be involved with his community in other ways as well. He is the secretary for the Rio Blanco County Fair board and is involved with 4-H and the Future Farmers of America youth programs. “It is still very agriculture-oriented here in northwest Colorado,” he says. “It means a lot for our residents when they see locally-owned businesses giving back to the local youth.”

The future looks bright for Alex and Alpine West Properties. While ensuring that his current clients are well served, Alex is working hard to grow his business.

He looks forward to satisfying real estate needs in the region for years to come.

To learn more about Alex Plumb, email sold@alexplumb.realtor, visit alexplumb.realtor or call 970-420-8076 https://

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TANYA REDDISH | KELLER WILLIAMS SOUTHERN ARIZONA When Tanya Reddish flipped a property with her best friend a few years ago, she was instantly hooked. “That was my first intro into real estate, and I loved it,” she says. Although she worked with her husband in his Zipline construction business for a while, she eventually wanted to be her own boss, and becoming an agent was the perfect path.

Tanya has now been an agent for almost 3 years, with a transaction coordinator by her side. Serving Tucson and the surrounding region, the vast majority of her business consists of repeat clients and referrals. She credits her success to her personality and work ethic.

“Real estate is about relationships, so I am very hands on,” Tanya says. “It’s personable service, professional results. I also make it fun and have great energy.”

With a background in customer service, Tanya absolutely loves being a part of her clients’ lives, and only wants what is best for them. She guides them throughout the transaction and makes sure to educate them along the way, leaving no questions unanswered. When it comes to marketing, Tanya also goes above and beyond, hiring professional photographers and offering virtual tours, drone footage and more.

“I love virtually staging vacant homes and providing accessory staging, I’m all about the creative details when preparing homes for the market,” she explains.

After the transaction, clients leave glowing reviews about their time together. One recently said, “I highly recommend Tanya if you are trying to sell your home.

She was amazing every step of the way. There is no way I would have been able to get through this process and keep my sanity without Tanya. Whenever I had questions, she was always there with an answer. If I was stressing about anything throughout the process, she always remained positive and helped to keep my 50

outlook positive as well. When I am in need of an agent in the future, I will not hesitate to make sure Tanya is by my side again.” Another wrote, “Tanya is an exceptional Realtor®. Her marketing skills are on point. She sold our home 1 week after she listed it. We were very impressed with how quickly she answered our questions and kept us up to date. Tanya has a ‘get it done’ work ethic and that’s exactly what she does!

A big thank you Tanya for being such a pleasure to work with.”

As Tanya looks ahead, she is hoping to add more members to her team. “We are growing so I would like to have someone help me more with marketing but I don’t want to become a big team. I want to keep things personable and continue to provide exceptional service to my clients.”

For Tanya, real estate is a dream career, and she can’t picture herself anywhere else. “Working hard and seeing my clients happy at the end is what keeps me going. That’s what I love about what I do, Making Moves Together.”

For more about Tanya Reddish, please call 520-329-0955 or email tanyareddish@kw.com Copyright Top Agent Magazine

How To Send

SMARTER EMAILS

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

1. SEND A WELCOME EMAIL TO

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

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2. NURTURE YOUR RELATIONSHIP

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

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

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

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

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

4.

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

5.

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

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

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

6.

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

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

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JULIE ROSENBLUM When Julie Rosenblum built a home on Knoll Drive with a wellknown builder, Kevin Knight in 1983, she fell in love with the undiscovered little region of Jefferson Township in Blacklick Ohio. After settling into the home, she brought many friends to visit, and then connected the builder to a friend, who then built a home with him in the same area. Soon her husband suggested she get her real estate license. “I was a schoolteacher before, so I had a lot of experience dealing with people,” she explains. “At the time I was teaching aerobics, taking care of two daughters under two years old and doing some bookkeeping for my husband’s business. So I thought, “Why not get my real estate license?” That was in 1986, and she hasn’t looked back since. Today she is one of the top agents in the Northeast Columbus, Ohio region. Having been in the business for 34 years, she has worked in Columbus and many surrounding cities, and is happy to help any buyer or seller with their real estate goals. With around half of her business consisting of repeat clients or referrals, it is clear she is going above and beyond expectations.

“I am able to get people a good price for their home and I’m committed to following through,” Julie says.

“They’re getting what I promised them.” It’s also Julie’s extensive experience in the industry that has helped her excel. She has seen all types of transactions and scenarios, has designed, built and sold spec homes therefore having good knowledge of construction; so she is able to better prepare her buyers and sellers for potential outcomes or problems. When it comes to marketing, she makes sure the listing is seen by as many eyes as possible. “I showcase listings on my company’s website, social media, Realtor.com and Zillow, and my listings are also syndicated onto many websites. I work with a company to provide drone photography and video walkthroughs. I also have my clients write down every update as well as the price they have paid for those items, to include in the listing and to be used in a report that I prepare for the appraiser. This insures the home’s value is properly portrayed.” Each property is presented in a way Top Agent Magazine

that highlights its best qualities, with photos and videos looking as realistic as possible.

After the transaction, clients leave glowing reviews about their time together. One recently said, “This is our second experience with Julie. Two years ago she helped us find a perfect home for our lifestyle and price range. We didn’t hesitate to contact her when we found ourselves needing to relocate. Julie was extremely competent in every phase of the process. She gave us expert guidance on home staging, pricing, and negotiation. Julie was very expedient when scheduling the appraisal, inspection and closing knowing we were under tight time constraints.

She was always very responsive to our questions and gave helpful advice. Julie is absolutely the best realtor we’ve had the pleasure of working with.”

When Julie isn’t working, she’s staying active in the community. She gives back to the Humane Society, Women’s American ORT, and more. During any free time, she’s playing tennis, singing, going to the gym, playing the piano or hanging out with family and friends.

As Julie looks ahead, she plans on doing exactly what she’s been doing, as it brings her so much happiness. “I really enjoy the people that I meet. That’s my favorite part.”

For more about Julie Rosenblum, please call 614-554-0174 or email julie.rosenblum@herrealtors.com 53 Copyright Top Agent Magazine

BRIAN SELLITTO Brian Sellitto got started in real estate in 2009, in the midst of the Great Recession. Seeing so many people lose their homes to foreclosure, he decided that he could have a positive impact and help a lot of people by getting into the world of short sales. “We get to help the homeowners avoid foreclosure and shore up the community a little bit,” Brian says of his work. “The banks give homeowners debt forgiveness, so it’s huge for the homeowners. And it’s also great for the neighborhoods, because a lot of these buyers are investor-buyers who rehab the properties. So it’s helping bring neighborhoods back too.”

Brian serves Northeast Ohio, with a focus on the Cleveland market. Brian estimates that about 25% of his buyer pool consists of repeat investor-buyers.

“Because we’ve created a name for ourselves in this industry and in the Cleveland, Ohio market, we’re getting more referrals,” Brian says. “We get referrals from real estate brokerages who don’t handle short sales, and from our previous clients who know of other friends or family members who are in a distressed position or a negative equity position on their mortgage.

And I like to be able to help people in that situation.”

Brian posts his listings in the MLS, and that is generally all the promotion that is necessary. “Because these are distressed properties, the prices are typically below market value,” he explains. “We get a lot of activity relatively quick, and usually multiple offers relatively quick. So that gives us more than enough exposure.

And the cash investor-buyers continue to reach out to us, because we come across a couple hundred properties a year, which helps them keep their business going as well.”

Brian likes being able to help homeowners who face a difficult situation, and to keep his community 54

going strong at the same time. “We’re working with homeowners who have no idea which direction to go and don’t want their homes to sell at a foreclosure sale,” he says. “We get to help them and give them some peace of mind. The bank pays our fee, so the homeowners never owe us anything. And after working with us, many of them are able to restructure and get a home again, but this time do so within their means so they are able to keep the house. So it’s a good feeling to be able to help.”

When he’s not working, Brian enjoys spending time with his family and attending his kids’ sporting events.

He loves outdoor activities, especially skiing, backpacking, hiking, and bicycling.

In the future, Brian is looking at expanding to other distressed real estate markets throughout America so he can help other cities the way he has done for Cleveland. “We like what we do, we treat people right, and we’re honest with homeowners in the community,” Brian says. “We try to help them out the best we can, and give them some relief.”

To find out more about Brian Sellitto, please call 440-382-1252, email briansellitto@gmail.com, or visit puppyrealty.com http://

TopAgent AgentMagazine Magazine Copyright Top

Becoming the Best of the Best

By Verl Workman

Becoming one of the best agents in your market requires hard work, time, and dedication. One of the most important things you can bring to the table is your real life market knowledge and expertise. As you increase your market knowledge IQ, your confidence will grow and you’ll win the trust of your clients.

• Preview all the homes that come on the market in that area. By attending all the open houses and tracking price reductions on properties in your area, you’ll know the nuances that pictures cannot convey…but be careful with your time.

• Track closings and sold prices in your target area so you become To do that, you need to know more familiar with list-to-sell ratios about your market than the average consumer. That’s more of a challenge • Become familiar with vacant land than it used to be since consumers in your target area can easily find market statistics online, quickly and easily preview • Get active in the community by listings on the web, and access public doing things like attending county meetings where changes in zoning records without many barriers. and housing are to be voted on, and Clearly, becoming an expert offer your input requires effort, more now than ever before. Here are a few things you • Write articles and offer your can do to establish yourself as an expertise to newspapers and radio stations on trends and happenings in expert in your area. your area • Select the area you want to become • Start a community blog where you an expert in

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post information and articles that affect those homeowners • Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information.

• Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country.

Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge 56

through public sources like blogs, print media, emails, and unique approaches like Podcasts, and public videos, your customers will increasingly look to you as the definitive source. Data is everywhere, so think in terms of how to educate your customers and make them experts so they don’t have to do all the legwork. By doing so you’ll win their respect and loyalty.

Bottom line: get fully committed to becoming an expert in your chosen career and you’ll reap the rewards.

Verl Workman is the national technology speaker/trainer that stands out as #1 when it comes to showing companies and their sales associates how to make money using today’s technology. © Verl Workman. All rights reserved.

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BARBARA WEIDMAN Barbara Weidman has had a lifelong passion for real estate. Twenty years ago, she started her career in real estate as an investor, buying, remodeling, selling, and eventually becoming licensed as an agent in 2013. “Real estate has always been a love of mine,” she says. She currently works as a solo agent leading a team that includes an assistant and a marketing department, as well as hand-picked top agents who help host her open houses. She currently serves the entire Monterey Coast Region as well as the Bay Area. “My primary office location is Monterey with four other locations in three counties I work from. I have strong business and client ties in the Bay area. I know both areas incredibly well,” she says.

Over fifty percent of her business comes from repeat and referral customers. What keeps her clients coming back and eager to refer Barbara to their friends and family?

“People know I’m straightforward and trustworthy,” she says. “My ultimate goal is to provide value-added service.

My primary life’s mission is to make a difference in people’s lives. I care about my clients personally and am extraordinarily attentive to their real estate transactions, as I would be with a family member.” Barbara has a background running a large nonprofit organization as well as owning a successful “for-profit” small business for 20 years. Focusing her business and life on helping others comes naturally to her. Her life and business experience set her apart from her peers. “I know how to negotiate well for my clients. I’ve run government contracts, business, nonprofit and real estate all very successfully.” She enjoys assisting her clients strategically in selling or buying and to help make the process enjoyable from beginning to end.

Barbara has received Century 21 top producing awards for the past four years. To stay in touch with past clients, Barbara reaches out by phone, and sends personal cards and holiday gifts.

When it comes time to marketing listings, Barbara’s dedication, expertise, and thorough approach really shine. “I specialize in a ‘Refresh, Stage, and Sell’ marketing approach,” she says. For clients who live out of town, Barbara goes the extra mile to ensure the home looks its best. “Whatever it takes to prepare a property to sell, I’ll take care of it, from removing all furniture and belongings, to cleaning, landscaping and minor updating with a ‘refreshed style’ that includes new counters, vanities, flooring, paint, and light fixtures. This allows me to achieve top dollar for them in a timely manner. This is all part of my value-added approach I offer at no additional charge,” she says. Once the house is ready and professional photos have been taken, Barbara goes to the next level to spread the word about the listings. She creates aerial video and 3D Matterport tours, luxury flyers, and a strong presence in magazine and print. She then uses target data-driven marketing for a trackable impact on social media. This is all to ensure the listing is seen by thousands of potential buyers who are a good match for the property.

She hosts Broker tours, and well attended Open Houses.

The result is often a quick sale at a very competitive price.

What’s Barbara’s favorite part of a job? “I love to support my clients and be an instrumental part of their life transitions,” she says. To give back to the community, Barbara volunteered and oversaw a large recovery ministry at her church for many years. Currently, she hosts classes for young adult women—age 18 to 30 years old—looking for support and mentorship in order to achieve their dreams.

In her cherished free time, she enjoys yoga, meditation, going to the movies, spending time with friends and family, and vacationing at her home on the beach in Baja where she enjoys paddle boarding. “That’s my go-to get away,” she says. For the future, Barbara is actively working on obtaining her broker’s license so she can expand her team and mentor young agents coming into the field.

For more about Barbara Weidman, call (831) 254-6559 / (408) 398-2343 or email at barbarajweidman@gmail.com Top Agent Magazine

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