NATIONWIDE & INTERNATIONAL 3-2-20

NATIONWIDE & INTERNATIONAL EDITION

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

Turning Your Profession into a PASSION

WHY EMPLOYEE APPRECIATION MATTERS

6 Ways to Get Your Client to Trust You

NATIONWIDE & INTERNATIONAL EDITION

11

7

MONIQUE GRAHAM

VINCE J. INCORVIA

N BECKETT & KAREN CALAGNA

15

KEVIN L. KELLOGG

19

BLAINE TATJE

PAULA COOK and a $4.2 million beach home…and every24 ANGELA CALTEUX-KALLAY 28 31 CALLA 27 JESSICA CARTER thing in between! They make use of the whole Paula Cook got her start in real rem Edi gamut of marketing tools to sell homes, from prides Angela Calteux-Kallay As Broker/Owner, Angela likes encourage her- Callan agents “I sometimes think I’m living Withtotwo daughters a three hom yea estate fifteen years ago, playing interest in r just-listed cards to print advertising to email herself on being open, honest to be their selves.month “I love other “I’m a dream; I get to authentic work every old -the Jessica spends wh several parts inencouraging industry years ago s blasts. Depending on and the property, they will real. “Something that agents to live their best life,” she into says.

“My day doing something I love, has with her family.

Adjusting t before settling her rolebiggest as my leap to bec tailor their approach to certain areas. at our I’vetarget always encouraged is can’t to encourage agents toto be well-rounded many goal people say that.” has changed an our agent.

Prior herJessica’s tenurelots inperspect of pray They also invest in advertising platforms brokerage on is running your busiso that property they serve their clients to theon Jessicaindividuals Carter attributes her can “We put so much emphasis m management, Paula cut Bey of her husb such as Zillow and Trulia, that rather than ness so in a way that’s authentic best of their ability, butteeth notwhen at expense of serving PAULA COOK CALLAN EDICK JESSICA CARTER ANGELA success in real estate to a true it comes tolending, being a succes LAUREN BECKETT her in the residential did,” shethro rem to youtheas usual a person,” she says. themselves their That goes both back merely appearing among results CALTEUX-KALLAY & KAREN CALAGNA love of the job, and persistence “But I have a husband andto I have andfamilies. today she hasjust parlayed and looked back “I thinkare clients appreciate the honesty with our clients real estate is what we do, the on those sites, their listings featured as that, lat experiences intoforher and the best clients. “I truly Success merepertoire meansa-decade being able and they know they can talkhave to as the it’s clients. notPaula whoIwe Luis Obispo County. “premiere properties” and reach a greater audience. proven asinanher agentonknow abut Realtor. hasare.” beenaand the topreputation producer spec best would make it to gymnastics Sa us and that there forwithout them company community-oriented p ss comes from repeat for the last three years and has carvedpractice, out a and able not bewe’re where I am their continued support throughout the both process. the end of the day, when She extends that to her own life.

“I love spending time approach of working Overall, Lauren and Karen say At their favorite part of as anThey agenthave known Jessica’s for her communication, through repeat business reputation and referrals. plans for the futurefree in Callan clients under t we’re sitting at the closing we’re sitting with our today.” withAnd my two sons 80% and myToday, daughter, andserves right nowclients my nts the best experience their job is helping their clients.

“I lovetable, the fact that expertise, and personal touch. love gotten me toevery where I am it’s true, great service she gives n 4)getting WELCOME HOME: 17) BUYERS AND 29)job3 isWAYS JOINING Realty Emerald Coast, whe Weand create relationship that most important to Williams be a role model for them,” ith us, you are transaction isfriends. different has aits challenges that carries we getthrough hus of Jessica’s business comes from repeat clients and across me for my experience and my Florida’s panhandl and that’s “We whatget brings clientsour back and brings referrals, Serving she says.

“IA like them to seeAlabama, thatnorthwest a healthy lifestyle is WORKING WITH UNDERPROFESSIONAL lot alike, but we also to solve,” says Karen. toSELLERS: make clients’ dreams clients across Paula spearreferrals.

For Jessica the most important part ofNorthern the live “I want to akeep giving themshe thas in such beautiful place,” because people know that it’s genuine.” important.

I’m training for the Green Bay Marathon and come true. keystransaction and bringing thattheHOME heads herbut work under the banner of Weichert Realtors As RELOCATORS INI love handing over those STANDING HOW CAN isn’t commission theORGANIZATION happiness on service.” this we’re welcoming her work alo my son is running the 5K, and goingspirit to betorunning smile to someone’s face.”

– The Space Place.

There,YOUR a community, sizable BUSINESS contingent ofherher steai of her clients. ARE of which husband TRANSITION INSPECTIONS MAKE That authenticity is key to Angela’s success in real as fundraisers for the Leukemia & Lymphoma Society. auren adds. “We pride business is driven by repeat and clientele whoand her up-a Air referral Force Base close by, estate.

She got Lauren intoNEGOTIATION the fifteen years ago TOOLS BETTER think of every possible When they are not working, andindustry Karen like to give truststrong her knowledge the region her commitment duty and Air Force servicemember,yea Ca Jessica’s been building that business ofsince thinking it would allow her to spend more time at home “My 13-year old son is in the office on weekends now,” WHY we execute 9) it. We will EMPLOYEE back to their community. They volunteer with various orgain the relocation to her clients’ best the interests.

Above all, Paulachallenges says, she facing Coom 2005, and she loves serving clients all over San with her kids. “So I found out pretty quickly that’s a she continues. “He’s our fact, cleaning person,of and that’s is theshe majority her business ble way we APPRECIATION can make nizations in their area, as well 21) as coaching youth sports prioritizes personal connection builds with her field MATTERS HOW TO MAKE YOUR 33) BECOMING THEall Fernando Valleys fromthe her office in misconception!” she laughs. “I did workand fromConejo home for showing him responsibility.

I went through the yearswhile servicemembers or veterans, xplains that& their partincluding soccer, volleyball, and cheerleading.

They also clients.

“I stay in touch with my clients,” she says.

“It’s says Calabasas.

“Before real estate I used to work for the CAN BOOST YOUR COMMUTE BEST OF THE BEST thirteen years, though, and two years ago PRODUCTIVE we opened our as a working mom where I felt guilty about working driven by repeat andsell ref uniquely responsive to donate to local charities, including the weekend,” Shelby Sudbrink not justwait about business to me.practice I try toiscreate a personal she says.

“I couldn’t for Friday.

But first physical office space.” so much, but now my perspective is that I’m showing BOTTOM LINE sing her praises.

“It comes down t with off.” everyone I work with.” What’s more, into e. We’re always accesFoundation. Each year they donate a full Christmas a few I love real to estate - I never relationship look for my them hardday work pays off.Callan I’m showing themwith what says. “I work myaclien 25) 8love THINGS Paula is an ardent believer in keeping the lines of first nd night.” families in need.

Lauren and Karen also to spend time 39) 5 LESSONS FROM Angela went from being a top producer to Broker/Owner good work ethic is.” way and talking them through the pr communication open from start to finish.

“I strongly theth with their ownoffamilies, and their kids are close friends with 13) CREATIVE SUCCESSFUL PEOPLE A big part of what keeps her excited and motivated is ton of first-time homebuyers, and Benefit Realty in 2010, and she’s built a team SILICON VALLEY TO believe that when you say you’re going to do somenoth stay in touchMEDITATION with past one another. the daily variety real estate brings.

“No transaction of education.

It’s exciting to buy yo FORof 23 agents servingNEVER DO all of Southeast Wisconsin, MODERNIZE AND thing, you do it.

You don’t make excuses,” she says.

“I t’s having lunch or just is the same,” Area.

Jessica says. “Each one is a new can be scary, too. It’s one of the bigg which includes all of the Greater Milwaukee THE REALInESTATE answer my phone, available, and I’m very responprogressing in a new the future, Lauren and Karen want to continue to educate makeYOUR in their life. I’m very passion challenge, a learning opportunity.

And IMONETIZE loveI’m going PROFESSIONAL sive.

No matter if we’re dealing with good news or badof homeo clients on the possibilities e their friends. “With themselves on their industry, hard,outapart and andput showing homes. A lot of agents BUSINESS at this point “We’ve really setwork ourselves in clients’ the local it can do for them in the long-run.” news, very upfront with my clients.” , they’re done,” says needs at the forefront of each transaction. very in“I’m their career strictly want to doI’m listings, but I love marketplace by offering a high level ofhappy service bulary. Our clients are with our business currently and where we are,” Lauren says, the one-on-one time with the client. This job is but| not a high commission for that,” Phone 310-734-1440 Faxcharging 310-734-1440 In addition to her work and with militar When listing properties, Paula taps traditional ng when the escrow is “so I would love to continue on this path.”all never boring!”

Angela says. “We charge clients the same also works with many buyers digital marketing efforts to ensure homes find a wide and mag@topagentmagazine.com www.topagentmagazine.com ed us. They can always commission across| the board, and we treat all the second vacation mark audience short order, andAgent in fact, thehome vast and majority business growing with 2019 “It’s all about being honest, hard for our clients and has clients theworking but Jessica’s take their individual No portion of this issue may our be reproduced insame… any manner whatsoever without priorbeen consent ofinthe publisher.

Top often Magazine serves as a is main point of conta of her properties move swiftly off Top the Agent market due to being hertaken best year yet the with over $19 million inmaterials, puttingPublications our clients’ needs first,” Karen adds.

“That’s what needsGA, into consideration.

We’re always setting the published by Feature Inc. Although precautions are to ensure accuracy of published to know the area for the first time. preparation and strategic pricing. volume and sales price of $900,000.

Magazine be held opinions expressed or facts supplied authors.

To subscribe or change address, sendBeginning expectation, making sure they know what allaverage ofby its proper e results: they averagecannot we’ve beenresponsible about sinceforday one. We came together soan that all the way through, and after closin andmydocumentation, the sure options so that they cantaken make informed to mag@topagentmagazine.com.

She’s accomplished that ashigh-quality a lone agent photography within become vely. Within inquiry that total, we could make our are clients’ needs were care of. all of with friends,” she says. “My h Paula takes tonetwork the leading online listing platforms For about decisions.

We always make sure thatwe’re clients haveby an To Pinnacle, supported excellent in-house with them, or more I’ll see them out atJess the p like to point out thatin theAnd we want to always show that here findthen out more about Angela Calteux-Kallay, Published U.S.going forward, and and leverages her giving network supermarket. of fellow professionals jessicacarterho visit Having that connectio the and information they can doassists what’s best formarketing that with paperwork, 65,000 modular home to take care ofall them we have so their best interests ather heart.” visit benefit-realty.com/agent/angela-calteux-kallay, e past clients.

Lastfirst year, she closed roughly 57 them. What one client’s besther choice is might be on and call her at (818) 59 the space to focus the client experience call 414-412-4088 or email her at 2 Top Agent Magazine transactions, ranging from $20,000 lots to $700,000 different from another clientand looking at the same email jessicacarterhom foremost. htt more about Lauren Beckett and Karen Calagna, akallay@benefit-realty.com estates and everywhere in between.

To Paula, the focus contract.”

na work nts’ real estate 17 business lt strong o know ide them ith great ouch.

23

CONTENTS

87 or 805.674.4482, or email laurenphr@gmail.com.

www.

www.

32

JEFF KALLAS 41 42 CHRISTOPHER ARRON GROOMES 35 FILANGERI 38 ARI KOUFOS

KELLY

Jeff Kallas supportsme his These are all the things that go into Jeff be With If a one talentdeal forfalls business and represented purchases and sales here inth Christopher Filangeri, Chris apart, there will be another on onemultiple right ® Koufos started his career in Prod Kelly M clients from A to Z. “I get Ari Association of REALTORs Top for the realcorner, estate,and Arron Pittsburgh.

I’ve worked with many agents in the past and for short, was working as aa passion around when that one comes, you need gradof them ready in advance, and pharmaceutical lead to his tracksales recordafter of selling listing every Groomes has made great strides have never worked with anyone else since finding him!

Notho substitute teacher in his area to make the most of it.”

I’m there all the way through as average market time.

That success uating from Bentley University and uniqi as a Realtor® in the Pittsburgh does“I’m he get everyJeff saletounder contract within 48 hours due to a lack of full-time closing,” only he says. there be 1997, especially honest with hisW c in 1988.

In his best friend, tailors his area. Filangeri Specializing investors he also helps me understand value priorthat to purchasing. to shy makeaway sure everything big enough broker don’t need Ipe to jobs, and took real estate on alsoindoesn’t from thegoes truth, even Mark Messina, was Iworking and to ea who flip properties, he usessmoothly his own an investment company and rely on week,” his knowledge through the whole buy something every he says.

“I as a summer gig, getting his ifJEFF it’s aKALLAS hard truth. Telling aARI client who wants for to sell KELLY McBARTLETT CHRISTOPHER ARRON GROOMES KOUFOS a local real estate company an experience to provide guidance daily!

Hands down the best agent in the city!” innovativ process.” persuade people to buy an expensive co FILANGERI license in 2013. But it turned a property at $600,000 that it’s really only and worth encouraged Ari to fly out ho throughout each transaction. afford, I can take the time to helpunde the That into something far more $500,000 is something he has no problem doing.

And to Arizona with him to meet ph attentionhis to detail through theWhen processArron has earned right for them, their family and theirthe fut AfterThatearning bachelor’s isn’t working, he’s staying active in Kelly’s l lucrative than he imagined. clients, he says, usually end up coming around to his with the franchise owners of Jeff a terrific flow of referral business.

“I get a lot degree in accounting 49 from the community. 50 He’s been a board member of BOMA, whichby MEG WALDOWSKI 45 46 53 growing “It developed into somethingUniversity full-time,ofsoPittsburgh, I just tookhe decided oftothinking, resulting ingood a good deal everyone Realty Executives.

By Speaking the and timeManagers theyfuture, left Arizona, ofway referral business because with firstfor time of the Jeff’s is bright.

H pursue real estateI’m is the Building Owners Association.

Atof w he explains. of first time buyers can recently their firstmother child they had purchased theMeg rights to welcomed a real estate franchise of Waldowski always puts As a into peop it and ran with it,” he says. instead. Needless to say, hisbuyers,” involved.

Again, it“A alllothe comes back to keeping things career flourished, and BOMA, he worked with Pittsburgh Fire Chief Darryl Karen Millikan is as comfortable 6000-square-foot brick and mortar serves as aTrudy Trudy Scott took aoffice long path tothe isthat passionate abo “I always knew wanted to get Chris Rooney literally has estate talks onlooking Hesprinkler feel and they need someone to walk them the to build himself acoache team at herhe’s clients first,subject. even ifIsafety motivates for real the towns oftoWatertown, Waltham, and Belmont, Mi in itlost, perspective and managing expectations.

“Buyers hasn’tas looked back love and I’m glad I decided Jones to propose legislation for ® gated change on water she is on since. land. “I After big draw.

Because it’s located in front of the lake becoming a REALTOR and people have notic , and closing table.”

“I’m looking for people who are driven means advising them not to and knowi point in my life,” he says.

“Bec Massachusetts.

Ari for and also received se his Both his were teams, and coached baseba Today, Filangeri works solo, covering Dutchess, and blood. sellershe get frustrated if things don’t quickly. choose path,” heinsays. works withparents exempt highmove risestudied buildings downtown.

Athis thelicense, University all, to she’s beenthis at the helm of a Today area, customers will walk in their door sobuy they can be“I educated by me,” he “With my ba a the house. just on their fac every step ofofitthose gave her Year atdon’t Coldwell Bank ty-focused, and itsays. letsground you put quithis hisaPittsburgh, pharmaceutical sales job, and hit the so YourTowninRealty, 100% of hiscan business consisting of heSchool. founded the Real Estate Association atro Putnam, and Westchester Counties New with York’s You preemptively squash lot fears if Realtors, and he dove into career In his free time, Chris is co The sale isn’t the most by important thing Jeff. “Some andfor my real estate experience selltrainer a house the sake ofbecause coupleof I juIh successful real estate company accompanied aexperience real estateforagent for their tour. last year and know-how to running.

“Mark and I became franchise owners of gi of repeat clients and referrals.

Arron has a stable base Pitt, helped start the Certificate in Real Estate Finance, Hudson Valley. “Coming from an education and aas brokers you are up-front andinfrom honest with [them], and givea house,” arejust only interested making the sale,” Jeff situated to helpMeg people get their ownan c selling says. just had soon as he graduated college marketing ideas and new innovat that’s been finding people their succeed.

“Twenty years ago, I community and tireles Realty Executives and worked together for the next ou of investors that continuously purchase and sell properis an Official Real Estate Student Mentor, and Teaches Kelly has put his roots down in N coaching a great circle of influence,” notes. them a very realistic outlook.”

“But I look out for my clients, I make sure to And IJEFF see myself staying at @prop “I the willteam talk them out of itheresense of sa MEG WALDOWSKI KARENbackground, MILLIKAN I had CHRIS ROONEY TRUDY SCOTT YACOS dream homes along some of the Prospective buyers are then introduced at in 1990.

He now serves the south and sports fan, he enjoys watching his ties,And but he hehas alsothe works with standard buyers and sellers.

Real Workshops.

He’s alsobroker/owner an active member inLarim hisB awarded theofso2019 worked foraEstate abuyer real estate 10 years,” he said.

Aricompany isinto now the pa he clients inan they’re ready.

Sometimes it’s better for to wait, aIserves more managerial position.

That w before talk them intolargely it. importa he says of his 80% referral rate. advanmostInstunning lakefront property Lakefront Living Realty who arepeople, deeply engaged in 2019, Arron was ranked the #1 Agent for Number community and neighborhood of Troy Hill. west metro areas of the Twin Cities, plays volleyball, and his son is oi office with twelve experienced agents in Watertown, as their marketing director,” she and Wellness Family While they’re looking to see for them. to revisit in a few months.

I try to look out for bring other people up, service my clients as well as some of the citiesSt tage of pulling clients from multiple generations: the Real estate, as well as his dedication to keeping things in eastern with the community.

“Each agent individually chooses afamily.

FlipsTennessee.

Sold and #6And Agent for Number six marketing miles west of Boston.

He Cambridge, di ifactive their fitsserves in the living and hearin especially in a of bigResidential city Chicago, they can time for my It’s the needs best all w for special fam recalls.

“Iwhere knew to be where he’s known for team in sofa Italy.

Chris started Integr currently have listings asof high kids he used to coach are nowoffirst-time home buyers, in perspective, alsolike allows Filangeri toI wanted stay overListings 30 years of experience in community project and then we all jump in and help,” Closed in AlleghenygetCounty on the market.

Looking® Watertown, ahead, he’sroom planning on Waltham, continuing to invest I’m looking for theNewton we everinm taken advantage of.” aIn Somerville, Belmont, an REALTOR but when spotlight onaoth mountains all the back way agents to cu while many of their parents are downsizing. in the community involved in, asthen, wellin assigns in his luxury andwoods, lakefront properties.

An ashe’s impressive 90% 2019 toI get established t of aaspotential problem, a handful of offsays market sales In well properties himself and help many as he can withho this addition, neck of he thedoes she can Karen. addition to working passionately on people and Boston. on land in Wellington in the $5 had my first daughter there were Hometown Heroes vi educational background.

He’s been a youth football oflifestyle his clients repeat and referral careers. industry could use whether itreally be atotermite infes-to work Megwith and This comes naturally to Jeff; as business. a former personal aren’t counted in these from statistics. their real estate goals.

“I’m“This fortunate speak eloquently about thethat of this come enchanting shoreline cleanup, donating backpacks and supplies w past year Idoas helped folks His multigenerational approach also extends to trainer coachwith fora25 years. “[Real estate] gives me the oppororganizations orwor pes complications atthe birth, soeducation,” I“This had with, tation or water in basement.

These areto theget things community degree in Exercise Science, he’s used to people I enjoy spending time to what I love, and he says.

He area which boasts over 540,000 miles of lake acreage. school children as well the women’s shelters in the Past as clients rave that Ari is approachable, easy to talk so astill professional youfirst, have of, and you have Miracle N $300,000 condo intotown togiving a $3 staying in touch. While calls and texts work best tunity to bejob flexible, tothrough be a journies. dad a be coach, people step-by-step life Jeffto totaking leave that to take care of her.

Now, twenty years community and “I become friends a lot of myarea, clients,” says. and be able to make a aware difference in real estate.” to, that and straightforward, but they say the thing production that and w thehisArron team active in community building them spotlight their strengths What keeps hiswith clients coming back andremains eager to spread use knowledge to properly guide buyers.” literally guides clients through Chicago real estate, for the older crowd, the younger clients are largely a husband,” he says.

Filangeri is a dad to four sons, tion home on acreage.” client sold When over 80+ houses with me, so Ito have awhat all about wha later, here I am able do I sets wanted to do years ago, Realtors really him apart from other iscareers hissharing knowlhi “It’s the perfect field for “One me,” says has Karen. she activities long after their transaction is completed.

Meg loves driving them through the diverse neighborhoods he the word about Chris to their friends and family?

He steps to create the they w reached through social media.

Socialbusiness.” media also including triplets.

“There are so many other things in lot of repeat Investors trust Arron to guide them,edge in the community.

So and working for myself.” of the area he serves.

“I’ve lived in Watertown he first moved to the area intakes 1998, care she brokered with a “Pickleball the latest and craze for Knowing thatgreatest Meg looking out forretiretheir best interests helping ou represents, includingisRiver North, Lincoln Park,isWest ofwhat his heclients, sure are educated if they doKelly things the right way, plays a role in advertising, with Filangeri shooting his world would that should take front stage.” often asking him thinksthis a making property bethey worth For the relationship helped my family oveih since 1974,” he explains.

He’s been top agent inwith why about 85% herwill business inthe the form Loop and even as far north is as Libertyville.

Heof then RE/MAX office. By 2000, shetheopened On The Lake ment communities and the tournament be a comes huge once renovations are completed.

“Since I sell and host own videos to post, and taking a thrifty approach to end when the transaction closes. goals.

No wants to years work each step ofLiving the way. always the as much of repeat clients and referrals.

She serves It’s beenmo aH guides them give through theclients process, hooking up help them.”

In“I the twenty years since her first brush with real estate, Watertown forthem over 10 years of one thePhiladelphia, twenty-two Realty which later became Lakefront Realty success,” Karen says. houses for a lotI of newly renovated homes, I know marketing. “I don’t spend a open lot on advertising. find of business last year came fr Lower Bucks County and Montgomery County; born anytime with his preferred lender, walking them through the information asten I can sowhat that they can make Isomeone can show them how he’s informed been in the as business.

Ashis who’s gone to toso Trudy built up her own small business asmarter. wedding/ and has been growing everwhat since.

With agents, buyers areaher looking for and they process value,” and he says. and raised in Philadelphia, Meg knows theknows area and sheins-andshe clients says. “ that if a property is priced appropriately, property credit check getting them pre-approved. and 17% came from past school and raised kids in the area, he the event/party coordinator eventually worked aslooking the Having built ayears strong decisions,” he expertise says.

Chris takes the time toand get tothe know half the time,out while increasing the Karen has developed a niche business with ininthe Karen’s success certainly isn’t a secret.

Larger compaHe knows trends different areas, and stages will knows people.

When she’s for clients old On seller side he even homes for his clients. sells itself,” he says. In fact, he’s foundabout that tobuyer be key. to “There him.her Those numbers speak outs of with the school districts. islooking nothing I don’t activities director atthrough atheir retirement community.

Trudy’s issays. forward totom selling lakefront and lake access homes along Tellico nies have come knocking hopes to purchase educate his clients on them.

“When I walk buyers them and their goals, and he always puts needs first. to clients,” he Now those are she’s really looking out for neighbors. much and “People ask me what the secret to real estate is. It’s maintains contact.

“I have a m know about the area,” he explains.

He’s committed to like I still home, ask them what they think the finishes time,other she’sRealtors grateful foh attention toabout organization skills and“It hard work and Loudon lakes. right.”

So whataTo separates from the other company claiming that she could become much bigger.

“I also have a detail, boutique staging company,” he says. stayI will inher touch with past clients, Chris and his team host he’s sure to help to pricing the® property educating first-time home buyers during each step of that goes out that keeps them up brings decades of expertise to her clients and started a elements few with me buying furniture to “My what they would I take all thatyears feedback and to do one change. thing were and Realtors in the area? “Weorchoose “That’s not ago what IMeg want,” she says. goal forthat led her here.

“Ov all used in her work ethic to bring joy fun appreciation events, such as a recent Stargazer event the process.

He also has his construction license and is market,” he says.

“I also send o neighbors.

She got her license in 1983 (“It was the best help clients sell their property and now I have a couple help my investors apply that to the next property. get we while do it well,” says.

Lakefront is to and dominate the andTosales everything myJeff dau and happiness to Living herWe clients, oftenmade,” she listings was present find out more for about And the realshe estate business can getset stressful and able to advise clients possible renovations.

I ever sheabout says) and has been building of storage units full.

Staging with isdecision important because 95% high tech telescopes, a Chef Night cooking from local vendors that they awith really nice of data right from the buyer’s perspective, across lakeimportant area.”strong Andpoints with in her keen focus on the have things in place fov atofsome ofwill thethe most lives.

All business ever since.

Her husband, Paul, also call (312) 576-3067 hectic, Filangeri’s other secret keeps him from thatmatter people look attastings. properties online first, sotheir that husband and I islove running or into which is pretty cool.”

No who he’swine working with,a future classes, andfor a much Wine Night with “We like Karen knows that clients are looking more community, Karen’s looks very promising. of that set her up perfectly for estate. for that’s everything in theisreal business and ahaslisting been atproperties.com/agents/JeffKalla for over and 40 years, and initial impression is vital.” anxiety. “I keep things in perspective,” he says.

“One Ari primarily agent, when it comes all clients appreciate Arron’s honesty, ideas, and expertise. become friends around town, too (3) Existing Structure Flipsclasses at one of to host smaller events to talk with just things a house with a in beautiful interior.

“We sellso I have a chance together they haveataught real estate market property, his expertise really shines. ofthan the first I learned my first office [was] “I know how to properly liquidate a house by using tactfultime tow/ Rooftop Decks & Views of Downtown to stay active in the community local colleges. Educating her clients is a crucial a lifestyle,” don’t just want a people,” helet says.

“That’s just my nature - the helping people,” He advises owners Trudy on howsays. to prepare their property ‘You work yourshe realsays. estate“They business, don’t yourto realbuy marketing and comparing its performance metrics to data Copyright Top A to so us.” part of Meg’s success.

M. Filangeri,town feel very special home. They want to meet friends and go to parties.” And For more about Christopher

KAREN MILLIKAN, LAKEFRONT LIVING REALTY TRUDY SCOTT CHRIS ROONEY

43) FOUR CHALLENGES AND SOLUTIONS FROM THE FRONT LINES OF THE REAL ESTATE INDUSTRY

47) TURNING YOUR PROFESSION INTO A PASSION

51) 6 WAYS TO GET YOUR CLIENT TO TRUST YOU

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thatmy it looks its best, hires professional photogdaughter forand 19 he years, from prior the past years.” what I’ve done with estate business work you.’” What doesflips thatover mean?

“I “That’s For more about Arronthe Groomes, email cfilangeri@bhhshudsonvalley.com, withlose so many years living inthat thefall community herself, raphers to take photos that highlight listing’s best don’t my mind over deals apart, I don’t it’s whatlistings, comes naturally fora buyer’s me.”

When®it comes time and to market Chris knows it’splease “When first startingSupporting out, I just don’t go out his community is im call 412-712-7702 as well as a beloved she’s become a trusted REALTOR visit spreading chrisfilangeri.com or call features.

He914-224-4519 then aggressively markets the listing on the transaction, clients love the wordthere and show them houses,” she says.

“I bring them chase business. It helps me toAfter keep a calm, cool head. important for the home to look its best.

He employs a and he focuses his philanthrop or email arron@urbanpgh.com neighbor. “A lot of these about people yoursaid on Zillow, “Arron hasinto hiswind work.up Onebeing recently social all realteach estate websites, and the media, officehas and sitthe withmajor them and them how instinct towards helping people rocketed Trudy areas,especially including “Th stager and designer toThat help homeowners to to prepare theirFirst-time friends,” she adds. buy a house. buyers can education. be to success in the San Antonio area with less than 4 years here in town called Give Nex Copyright Top Agent Magazine Copyright Top Agent Magazine very, very green, but when they leave my office they property, and he’s always up-front with clients,letting To find in the business. When Top Agent her of she had and closing cost leave theretalked with a to bunch papers With over 150 transactionsthem over the past year, Karen’s know which minor improvements will increase visit he estimates so they can get a feel for what they’re going celebrated six closings in the previous month, had done firm is selling at an average price of $400-450,000. or ema theirrange sale price.

“I tellover themseven everything they need to know to need.” million dollars in volume last year and had She estimates that she does about 60% of her business to maximize the most equity they can getresidential out of their recently had the highest closing in her whole through referrals and that another 20% comes directly home,” he says.

Once the home is ready, Chris and his company, a home that sold for $1.76 million. through her family and friends. However, she continues team create high quality, full color marketing materials to search for avenues to attract new customers.

Top Agent Magazine 3 learnthe more Karen Millikan, But it’s notToabout money Trudy.

“I don’t set that include professional photographs, as wellabout asforvideo email To find out m money goals,” she Karen@LakefrontLiving.com, says. “But I am naturally a hard In addition to marketing within multiple print www.

Please contact mag@topagentmagazine.com or call 310-734-1440 for ad rates and information.

https://www.realtor.com/

tours and aerial photos. “I always want my materials to

Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 4

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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MONIQUE GRAHAM Top Agent Magazine

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MONIQUE GRAHAM Monique Graham isn’t just good at what she does, she loves it. “It’s so rewarding and fulfilling to help someone achieve the American Dream,” she says. “Because that’s what home ownership is. It’s a monumental point in people’s lives, and even when I’m dealing with investors it’s monumental because they’re looking at this as their retirement and residual income. It’s gratifying to help someone reach that plateau.”

With 16 years experience behind her, Monique uses her skills, knowledge, and energy to serve her clients’ best interests, utilizing the latest technologies and the best tools available. “I am aggressive, knowledgeable and an expert in negotiating both Residential and Commercial Real Estate,” she says. “I can assure the highest level of professionalism. With all of my resources, I bring outside-the-box thinking and successful results!”

She’s been getting those results from the beginning; in her first year in real estate, Monique was named Rookie of the Year. That was just the beginning of her success, and she’s made an incredible career for herself serving the Washington DC and Maryland region as a full-time licensed RE/MAX ALLEGIANCE agent, with over half her business coming from returns and referrals.

“I make myself available,” she says. “I work around my clients and their needs. They may have demanding careers, and I often work with military clients, who may be stationed overseas. I make myself available to them at a time that works for them.”

She also brings patience. “This process can be scary,” she says. “I try to give my clients the comfort to be able

to ask any question, as many times as they must, so that they can understand what’s happening and so they can be a part of the process. There is nothing too big or too small for me to help my Clients achieve if willing. I help them go through all the steps of a real estate transaction as easily as possible, and I’m with them to close the deal.”

Monique remains actively involved in her community. As a full-time licensed ® REALTOR with RE/MAX ALLEGIANCE, a portion of every closing goes to various charities, but on a personal level Monique loves to volunteer with her daughter’s school and to be involved in feeding the hungry, working on food drives for the less fortunate in the community.

When it comes to time off Monique prefers to take it easy. “I love to sit back and enjoy my family and life,” she says. “And shopping. That’s my therapy!”

While Monique takes it easy in her leisure time she definitely doesn’t take it easy when it comes to work.

She’s always looking ahead, figuring out how to grow, change and expand to better serve her clients and to build her own success. “In this industry it’s all about coming up with something new, something bold, getting stronger and better,” she says. “It’s important to listen and get feedback and figure out which processes can be implemented. And I’ll tell you what, I believe with marketing it’s like style - things have a way of coming back around, and if you’re paying attention you can see those trends Coming back and repeating itself, which is one of the ways to help me stay on top of my game.”

To find out more about Monique Graham visit myallegiancehome.com/agents/61327-monique-graham, call 202-909-3917 or email her at moniquegrahamrealty@gmail.com www.

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 10

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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VINCE J. INCORVIA

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VINCE J. INCORVIA When Vincent Incorvia earned his real estate license in 1995, he had already been working with his mother for two years learning the business. They decided to open a location for their real estate company.

“Through that process we had a medium sized agency with 78 agents,” he explains.

“We taught them all strategies on how to list and sell.” Today, the vast majority of his clients come from repeats and referrals. Serving the suburbs of Cleveland, Vincent has become wellknown in the region for providing guidance and support throughout the transaction.

on the purchase of a condominium, so it made sense to employ Vince again to sell our primary home. His experience as a real estate professional shows, and he has a very good understanding of the housing market.

Vince was a pleasure to work with and I would strongly recommend his services.” Another wrote, “Vince is a total pro, he knows the process and industry inside and out! Catered to our particular needs and was great with follow up in all areas. Highly recommend Vince if you are serious about buying or selling. True to his word he will deliver!”

“I provide a three step process, which sells homes faster and for money than the comparable homes in that neighborhood,” he explains. He grew up flipping properties, so he is knowledgeable about rehabbing homes and making them look their best. “I can give my clients an approximate cost for fixing a home, I know the materials and can walk through a property and can tell what needs to be done and for how much,” he says. When it comes to marketing, he tackles it from many angles, including social media advertising. But what truly sets him apart from others in the industry is his dedication to superior service.

“I want to provide exemplary service at all times, I am available 24/7 for my clients,” he explains.

As he looks towards the future, he is eager and continues to research new innovative ways to help his client’s transition into their new homes. No matter how much he grows, he will no doubt continue to love every minute of his work. “By providing great service and staying in touch, the business will grow on its own.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “When it came time to sell our Strongsville/OH home of 23 years, we had very clear requirements on what we needed to get out of the house (after commissions), and we had a fairly aggressive timeline. Vince was great to work with, and did an outstanding job in meeting our goals and respecting our needs during the entire sales process. We had a previous (and positive) experience with Vince several years ago 12

When Vincent isn’t working, he’s staying active in the community through donating time to local nonprofits.

He also loves spending time with family and playing golf.

For more about Vincent J. Incorvia, please call 216-952-3975 or email vince@incorviarealestate.com Copyright Top Top Agent Agent Magazine 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 13

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.

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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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KEVIN L. KELLOGG

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KEVIN L. KELLOGG Kevin L. Kellogg started his real estate career when he was only a teenager, offering his lawn-mowing services to a local property owner.

At first, the property owner declined, but Kellogg, business-savvy at a young age, left a card with him anyway. And a few weeks later, he was employed. “Our friendship and professional relationship just grew from there,” he says.

And it was here that Kellogg learned the lesson he would carry with him for the rest of his career: “If you take care of your people, they’ll take care of you.”

“I have rolled all that into everything I do: take care of people, treat them the way they need to be treated -- with dignity and respect,” he says. “You never know what someone is going through.”

Kellogg has been an agent for the past decade, and has owned his own brokerage for the past three years after dreaming about it for some time. Finally, he took the plunge. “I came home just toying with [the idea], and that was when I made the decision that it was time to bring that dream to life and we created Logical Choice Realty Group.”

Today, Logical Choice, or LCRG for short, is a small team handling Lee, Collier, and Charlotte Counties in Southwest Florida. Kellogg himself handles the buys and sells for their investors, most of whom have grown into repeat clients. Today, LCRG has international as well as local investors. With far-flung relationships like these, Kellogg knows that his philosophy of excellent customer service, with an emphasis on reliability, honesty, trust, and “just good communication” is key.

Even something as simple, and comparatively low-tech, as a phone call can make a huge difference, Kellogg has found. “People just don’t return phone calls,” he says. “I can’t tell you how many sales we have gotten because [people say] ‘You’re the first agent to call me back. I’ve called half a dozen people and nobody returns my phone call.’” Kellogg puts 16

it plainly: “I think answering the phone and doing what you say you’re going to do is the biggest part of being successful today.”

And he knows that taking good care of current tenants may very well lead to future buyers. Recently, LCRG helped restore a tenant’s credit so he could purchase a beautiful new $339,000 property in Lee County’s historical district through them. “One thing after the other fell in place, and we were able to put it together, and we’re thankful.” It’s also the little things that keep his customers coming back, like switching out locks for clients. “That’s being conscientious of their money, and it’s doing the right thing.”

They’re also dedicated to looking out for their agents, as well; LCRG is in the planning stages of a project that will help agents create a steady monthly income.

Speaking of doing the right thing, LCRG also works closely with community organizations as a way to give back, which Kellogg says is his favorite part of both the job and of being a member of the community. “Kids and cats and dogs are people, too. They need someone to take care of them, and we’re thankful that we’re able to do that.” Thankfulness, Kellogg says, is the core of everything he and LCRG do. “I think the biggest thing that really makes a difference is being thankful. LCRG is a faith-based company and they give God all the Praise for their success and those who cross their path.”

Kevin L. Kellogg | Logical Choice Realty Group 2019 Best of Fort Myers Award: Real Estate Agency category by the Fort Myers Award Program 239-677-9450 | Kevin@yourlogicalchoice.com Copyright Top Top Agent Agent Magazine Magazine

Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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BLAINE TATJE

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BLAINE TATJE Blaine Tatje doesn’t just work a transaction with his clients, he creates an experience with them.

“I’m staying in constant contact with them, I’m sharing what’s going on in the market and I have the staff to make sure their calls always get picked up,” he says.

“On top of that I come to them with total honesty and I manage their expectations.”

swimmer; now he gives back to his community by serving on the board of the Piranha Swim Organization in his hometown of LaPlace. “It’s a youth swim league for kids ages three to eighteen,” he says. “And while it’s a summer swim league, we plan for it during the whole year.”

That honesty is a cornerstone of Blaine’s approach.

“The first thing we do with a property is take a tour and and let the seller know what needs to happen,” he says. “It’s difficult to walk into someone’s house and tell them an aspect of their home they love may not be right for the general market, or that something needs to be painted or removed, but I want to make sure every home I show has the correct clean, crisp feel that helps us sell it.”

While he’s been incredibly successful quickly, Blaine knows he didn’t do it alone. “Getting my start with Keller Williams allowed me to get here,” he says.

“Their tools and their training allowed me to be the best agent I could be and to take the best possible care of my clients. Without Gary Keller and the systems he’s developed I wouldn’t have made it so far so quickly.”

This approach works, as proven by Blaine’s 85% repeat and referral rate. Clients know when they refer friends and family to Blaine he’ll get their home sold. That rate is especially impressive when taking into account the fact that Blaine started Team Tatje at Keller Williams just three years ago.

He’s rocketed to success serving the Greater New Orleans area, consistently selling over 80 homes a year. His team has grown to include four people, and the Team Tatje office is a great place to work. “We have so much fun in the office,” Blaine says. “We have a great time together, and we get to laugh and enjoy ourselves as we’re helping our clients create wealth.

At the end of the day this is the largest investment most people will make in their lifetimes, and while we like to have fun, we take that very seriously.”

Blaine also volunteers with Keller Williams Cares, where he and his team give back in many different ways, ranging from food drives and fundraisers to building homes for the needy.

He’s come far, but Blaine still has his eyes on the horizon. “I’m in the middle of a five year plan,” he says. “I intend to gross a million by 2025. But the bottom line is that it’s about me reaching my full potential and being the best agent I can be.”

To find out more about Blaine Tatje, visit his website at teamtatje.kw.com, call him at 504-273-9063 or email him at blaine@teamtatje.com https://

When he’s not working Blaine is at home in the water.

Blaine grew up outside of New Orleans and was a 20

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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LAUREN BECKETT & KAREN CALAGNA Lauren Beckett and Karen Calagna work together as a team to serve their clients’ real estate needs. Karen got started in real estate 17 years ago, and Lauren has been in the business for 10 years. Together, they have built strong relationships with their clients, who know they can trust Lauren and Karen to guide them through every stage of a transaction with great problem-solving skills and a human touch.

Lauren and Karen serve all of San Luis Obispo County.

An impressive 85% of their business comes from repeat and referral clients, and their unique approach of working in tandem helps them give their clients the best experience possible. “When you are working with us, you are getting both of us,” Karen says. “We think a lot alike, but we also think differently.”

“We are great at problem-solving,” Lauren adds. “We pride ourselves on that. We take the time to think of every possible option. We come up with a plan, and we execute it. We will sit down and hash out every possible way we can make something work for our client.” She explains that their partnership model also allows them to be uniquely responsive to clients: “One of us is always available. We’re always accessible to our clients, morning, noon, and night.”

Lauren and Karen make an effort to stay in touch with past clients throughout the year, whether it’s having lunch or just following up to hear how things are progressing in a new home. Many of their clients become their friends. “With some agents, once the deal closes, they’re done,” says Lauren, “but that’s not in our vocabulary. Our clients are for life, and we are not done working when the escrow is closed. We’re here as long as they need us. They can always call on us.”

Their approach has yielded impressive results: they average a volume of $15-20 million collectively. Within that total, there is room for any budget. They like to point out that they have handled purchases of a $65,000 modular home

and a $4.2 million beach home…and everything in between! They make use of the whole gamut of marketing tools to sell homes, from just-listed cards to print advertising to email blasts. Depending on the property, they will tailor their approach to target certain areas.

They also invest in advertising on platforms such as Zillow and Trulia, so that rather than merely appearing among the usual results on those sites, their listings are featured as “premiere properties” and reach a greater audience.

Overall, Lauren and Karen both say their favorite part of their job is helping their clients. “I love the fact that every transaction is different and has its challenges that we get to solve,” says Karen. “We get to make our clients’ dreams come true. I love handing over those keys and bringing that smile to someone’s face.”

When they are not working, Lauren and Karen like to give back to their community. They volunteer with various organizations in their area, as well as coaching youth sports including soccer, volleyball, and cheerleading. They also donate to local charities, including the Shelby Sudbrink Foundation. Each year they donate a full Christmas to a few families in need. Lauren and Karen also love to spend time with their own families, and their kids are close friends with one another.

In the future, Lauren and Karen want to continue to educate themselves on their industry, work hard, and put clients’ needs at the forefront of each transaction. “I’m very happy with our business currently and where we are,” Lauren says, “so I would love to continue on this path.”

“It’s all about being honest, working hard for our clients and putting our clients’ needs first,” Karen adds. “That’s what we’ve been about since day one. We came together so that we could make sure our clients’ needs were taken care of.

And going forward, we want to always show that we’re here to take care of them and we have their best interests at heart.”

To find out more about Lauren Beckett and Karen Calagna, call 805.305.1287 or 805.674.4482, or email laurenphr@gmail.com.

You can also find them online at zillow.com/profile/Lauren-Karen-Team www.

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23 Copyright Top Agent Magazine

ANGELA CALTEUX-KALLAY Angela Calteux-Kallay prides herself on being open, honest and real. “Something that I’ve always encouraged at our brokerage is running your business in a way that’s authentic to you as a person,” she says.

“I think clients appreciate that, and they know they can talk to us and that we’re there for them throughout the process. At the end of the day, when we’re sitting at the closing table, we’re sitting with our friends. We create a relationship that carries through and that’s what brings clients back and brings referrals, because people know that it’s genuine.”

That authenticity is key to Angela’s success in real estate. She got into the industry fifteen years ago thinking it would allow her to spend more time at home with her kids. “So I found out pretty quickly that’s a misconception!” she laughs. “I did work from home for thirteen years, though, and two years ago we opened our first physical office space.”

Angela went from being a top producer to Broker/Owner of Benefit Realty in 2010, and she’s built a team of 23 agents serving all of Southeast Wisconsin, which includes all of the Greater Milwaukee Area.

“We’ve really set ourselves apart in the local marketplace by offering a high level of service but not charging a high commission for that,” Angela says. “We charge all clients the same commission across the board, and we treat all our clients the same… but take their individual needs into consideration. We’re always setting the expectation, making sure they know what all of the options are so that they can make informed decisions. We always make sure that clients have all the information so they can do what’s best for them. What one client’s best choice is might be different from another client looking at the same contract.”

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As Broker/Owner, Angela likes to encourage her agents to be their authentic selves. “I love encouraging other agents to live their best life,” she says. “My biggest goal is to encourage our agents to be well-rounded individuals so that they can serve their clients to the best of their ability, but not at the expense of serving themselves and their families. That just goes back to the honesty with our clients - real estate is what we do, but it’s not who we are.”

She extends that to her own life. “I love spending time with my two sons and my daughter, and right now my most important job is to be a role model for them,” she says. “I like them to see that a healthy lifestyle is important. I’m training for the Green Bay Marathon and my son is running the 5K, and we’re going to be running as fundraisers for the Leukemia & Lymphoma Society.

“My 13-year old son is in the office on weekends now,” she continues. “He’s our cleaning person, and that’s showing him responsibility. I went through all the years as a working mom where I felt guilty about working so much, but now my perspective is that I’m showing them hard work pays off. I’m showing them what a good work ethic is.”

To find out more about Angela Calteux-Kallay, visit benefit-realty.com/agent/angela-calteux-kallay, call 414-412-4088 or email her at akallay@benefit-realty.com www.

Copyright Top Agent Magazine

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 26

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

7

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

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THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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JESSICA CARTER “I sometimes think I’m living a dream; I get to work every day doing something I love, many people can’t say that.”

Jessica Carter attributes her success in real estate to a true love of the job, persistence and the best clients. “I truly have the best clients. I would not be where I am without their continued support through repeat business and referrals. They have gotten me to where I am today.” And it’s true, 80% of Jessica’s business comes from repeat clients and referrals. For Jessica the most important part of the transaction isn’t the commission but the happiness of her clients.

With two daughters - a three year old and a seventeen month old - Jessica spends whatever free time she has with her family. Adjusting to the role of mother has changed Jessica’s perspective on the business.

“We put so much emphasis on money, money, money when it comes to being a successful agent,” she says.

“But I have a husband and I have kids. I want balance.

Success for me means being able to close a great deal and make it to gymnastics on Saturday morning.”

Jessica’s plans for the future involve continuing the great service she gives clients now. “People come to me for my experience and my expertise,” she says.

“I want to keep giving them that one on one, handson service.”

Jessica’s been building that strong business since 2005, and she loves serving clients all over the San Fernando and Conejo Valleys from her office in Calabasas. “Before real estate I used to work for the weekend,” she says. “I couldn’t wait for Friday. But I love real estate - I never look for my day off.”

A big part of what keeps her excited and motivated is the daily variety real estate brings. “No transaction is the same,” Jessica says. “Each one is a new challenge, a learning opportunity. And I love going out and showing homes. A lot of agents at this point in their career strictly want to do listings, but I love the one-on-one time with the client. This job is never boring!”

Jessica’s business has been growing with 2019 being her best year yet with over $19 million in volume and an average sales price of $900,000.

She’s accomplished all of that as a lone agent within Pinnacle, supported by an excellent in-house network that assists her with marketing and paperwork, giving her the space to focus on the client experience first and foremost.

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For more about Jessica Carter, visit jessicacarterhomes.com, call her at (818) 590-4246 or email jessicacarterhomes@gmail.com www.

27 Copyright Top Agent Magazine

PAULA COOK Paula Cook got her start in real estate fifteen years ago, playing several parts in the industry before settling into her role as an agent. Prior to her tenure in property management, Paula cut her teeth in residential lending, and today she has parlayed both experiences into her repertoire as a Realtor. Paula has been the top producer in her company for the last three years and has carved out a reputation as an agent known for her communication, expertise, and personal touch.

Serving clients across Northern Alabama, Paula spearheads her work under the banner of Weichert Realtors – The Space Place. There, a sizable contingent of her business is driven by repeat and referral clientele who trust her knowledge of the region and her commitment to her clients’ best interests. Above all, Paula says, she prioritizes the personal connection she builds with her clients. “I stay in touch with my clients,” she says. “It’s not just about business to me. I try to create a personal relationship with everyone I work with.” What’s more, Paula is an ardent believer in keeping the lines of communication open from start to finish. “I strongly believe that when you say you’re going to do something, you do it. You don’t make excuses,” she says. “I answer my phone, I’m available, and I’m very responsive. No matter if we’re dealing with good news or bad news, I’m very upfront with my clients.”

When listing properties, Paula taps traditional and digital marketing efforts to ensure homes find a wide audience in short order, and in fact, the vast majority of her properties move swiftly off the market due to proper preparation and strategic pricing. Beginning with high-quality photography and documentation, Paula then takes to the leading online listing platforms and leverages her network of fellow professionals and past clients. Last year, she closed roughly 57 transactions, ranging from $20,000 lots to $700,000 estates and everywhere in between. To Paula, the focus 28

remains on the person or family at the heart of every home bought or sold. “At the end of the day,” she says, “I’m just trying to do the best I can for my clients and my company.”

Beyond the office, Paula gives back to her community through efforts supporting the Wounded Warrior Project, and by contributing a portion of her commission to the closing costs for veterans. “Veterans hold a really special place in my heart,” she says, “and I like to be able to give back to them through this process.” In her free hours, Paula enjoys time spent with her family and loved ones, traveling, boating and fishing alongside her husband, and enjoying the occasional round of golf.

As for the future, Paula intends to keep progress going steady as she grows her business and helps mentor up-and-coming agents in her office. Finally, with fifteen years of experience and insight to her name, Paula Cook considers what she enjoys most about her chosen field. “I love making people’s dreams come true,” she says. “It makes me so happy, whether they’re thrilled to sell and move on to their new home or they’re moving into the home of their dreams. I also love working with first-time homebuyers and watching them experience the joy of homeownership for the first time. There’s nothing more rewarding than that.”

To learn more about Paula Cook email PaulaCook.Realtor@gmail.com, visit PaulaCookRealtor.net, https://www.caliberhomeloans.com/loan-consultant/Indiana/Avon-IN/khughes or call (256) 998–8713 www.

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 30

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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CALLAN EDICK Callan Edick always had an interest in real estate, and five years ago she finally made the leap to become an agent after lots of prayer and the support of her husband. “I’m so glad I did,” she remembers. “I haven’t looked back since.” Now, halfa-decade later, Callan has built a proven reputation as an agent known for her integrity, community-oriented practice, and personal touch.

Today, Callan serves clients under the banner of Keller Williams Realty Emerald Coast, where she serves clients across northwest Florida’s panhandle. “We’re blessed to live in such a beautiful place,” she says, and she brings this welcoming spirit to her work alongside the military community, of which her husband is a part. With Eglin Air Force Base close by, and her husband an activeduty Air Force servicemember, Callan is well-versed in the relocation challenges facing military families. In fact, the majority of her business is comprised of active servicemembers or veterans, while the entirety of her practice is driven by repeat and referral clientele who sing her praises. “It comes down to communication,” Callan says. “I work with my clients every step of the way and talking them through the process. I work with a ton of first-time homebuyers, and that comes with a lot of education. It’s exciting to buy your first home, but it can be scary, too. It’s one of the biggest decisions they’ll make in their life. I’m very passionate about educating clients on the possibilities of homeownership and what it can do for them in the long-run.”

In addition to her work with military personnel, Callan also works with many buyers and sellers operating in the second home and vacation market. This means she often serves as a main point of contact for those getting to know the area for the first time. “I stick with them all the way through, and after closing, my clients often become my friends,” she says. “My husband might work with them, or I’ll see them out at the playground or in the supermarket. Having that connection to our community Top Agent Magazine

is really important to me, and I know it’s played a major role in my success.” When listing properties, Callan applies the same diligence in readying homes for market and securing wide-ranging visibility online and beyond. Last year, she closed 89 transactions, with average list prices ranging from $250,000 to $500,000.

“I love marketing, and that was my major in college, so it’s fun to be creative in showcasing these properties,” she says. As a veritable expert in her community, clients benefit from a professional with unparalleled knowledge of the area, its inventory, and trends. Last year, she was even featured on HGTV’s popular television series, Beachfront Bargain Hunt.

Beyond the office, Callan stays committed to her community through various efforts, including as an active member of her church, and as a Key Spouse for the 823rd Red Horse Squadron at Hurlburt Field. In her free hours, she most enjoys time spent with her family and loved ones and getting out on the water.

Now, five years later, Callan reflects on what she enjoys most about her career. “I love the people I get to meet, hands down,” she says. “A property is more than just a house—it’s a home. It’s where you make memories, and it’s really special to play a part in that process.”

To learn more about Callan Edick, email CallanEdickRealtor@gmail.com, https://www.emeraldcoastkellerwilliams.com/agent/edick-callan/ visit her website here, or call (850) 612–4401 31 Copyright Top Agent Magazine

CHRISTOPHER FILANGERI Christopher Filangeri, Chris for short, was working as a substitute teacher in his area due to a lack of full-time jobs, and took real estate on as a summer gig, getting his license in 2013. But it turned into something far more lucrative than he imagined.

“It developed into something full-time, so I just took it and ran with it,” he says.

Today, Filangeri works solo, covering Dutchess, Putnam, and Westchester Counties in New York’s Hudson Valley. “Coming from an education and a coaching background, I had a great circle of influence,” he says of his 80% referral rate. And he has the advantage of pulling clients from multiple generations: the kids he used to coach are now first-time home buyers, while many of their parents are downsizing.

His multigenerational approach also extends to staying in touch. While calls and texts work best for the older crowd, the younger clients are largely reached through social media. Social media also plays a role in advertising, with Filangeri shooting his own videos to post, and taking a thrifty approach to marketing. “I don’t spend a lot on advertising. I find that if a property is priced appropriately, a property sells itself,” he says. In fact, he’s found that to be key.

“People ask me what the secret to real estate is. It’s pricing the property right.”

And while the real estate business can get stressful and hectic, Filangeri’s other secret keeps him from that anxiety. “I keep things in perspective,” he says. “One of the first things I learned in my first office [was] ‘You work your real estate business, don’t let your real estate business work you.’” What does that mean? “I don’t lose my mind over deals that fall apart, I don’t chase business. It helps me to keep a calm, cool head.

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If one deal falls apart, there will be another one right around the corner, and when that one comes, you need to make the most of it.”

Filangeri also doesn’t shy away from the truth, even if it’s a hard truth. Telling a client who wants to sell a property at $600,000 that it’s really only worth $500,000 is something he has no problem doing. And clients, he says, usually end up coming around to his way of thinking, resulting in a good deal for everyone involved. Again, it all comes back to keeping things in perspective and managing expectations. “Buyers and sellers get frustrated if things don’t move quickly.

You can preemptively squash a lot of those fears if you are just up-front and honest with [them], and give them a very realistic outlook.”

Real estate, as well as his dedication to keeping things in perspective, also allows Filangeri to stay active in the community he’s involved in, as well as in his educational background. He’s been a youth football coach for 25 years. “[Real estate] gives me the opportunity to be flexible, to still be a dad first, a coach, a husband,” he says. Filangeri is a dad to four sons, including triplets. “There are so many other things in this world that should take front stage.”

For more about Christopher M. Filangeri, email cfilangeri@bhhshudsonvalley.com, visit chrisfilangeri.com or call 914-224-4519 www.

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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 34

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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ARRON GROOMES With a talent for business and a passion for real estate, Arron Groomes has made great strides as a Realtor® in the Pittsburgh area. Specializing in investors who flip properties, he uses his experience to provide guidance throughout each transaction.

After earning his bachelor’s degree in accounting from the University of Pittsburgh, he decided to pursue real estate instead. Needless to say, his career flourished, and he hasn’t looked back since. “I love it and I’m glad I decided to choose this path,” he says. Today he works with YourTown Realty, with 100% of his business consisting of repeat clients and referrals. Arron has a stable base of investors that continuously purchase and sell properties, but he also works with standard buyers and sellers.

In 2019, Arron was ranked the #1 Agent for Number of Flips Sold and #6 Agent for Number of Residential Listings Closed in Allegheny County on the market. In addition, he does a handful of off market sales as well that aren’t counted in these statistics.

“I become friends with a lot of my clients,” Arron says.

“One client has sold over 80+ houses with me, so I have a lot of repeat business.” Investors trust Arron to guide them, often asking him what he thinks a property would be worth once the renovations are completed. “Since I sell and host open houses for a lot of newly renovated homes, I know what buyers are looking for and what they value,” he says.

He knows about buyer trends in different areas, and will educate his clients on them. “When I walk buyers through a home, I will ask them what they think about the finishes or what they would change. I take all that feedback and help my investors apply that to the next property. We get a really nice set of data right from the buyer’s perspective, which is pretty cool.” No matter who he’s working with, all clients appreciate Arron’s honesty, ideas, and expertise.

“I know how to properly liquidate a house by using tactful marketing and comparing its performance metrics to data from prior flips over the past years.”

After the transaction, clients love spreading the word about his work. One recently said on Zillow, “Arron has Top Agent Magazine

represented me on multiple purchases and sales here in Pittsburgh. I’ve worked with many agents in the past and have never worked with anyone else since finding him! Not only does he get every sale under contract within 48 hours he also helps me understand value prior to purchasing. I own an investment company and rely on his knowledge daily! Hands down the best agent in the city!”

When Arron isn’t working, he’s staying active in the community. He’s been a board member of BOMA, which is the Building Owners and Managers Association. At BOMA, he worked with Pittsburgh Fire Chief Darryl Jones to propose legislation change for safety sprinkler exempt high rise buildings downtown. At the University of Pittsburgh, he founded the Real Estate Association at Pitt, helped start the Certificate in Real Estate Finance, is an Official Real Estate Student Mentor, and Teaches Real Estate Workshops. He’s also an active member in his community and neighborhood of Troy Hill.

Looking ahead, he’s planning on continuing to invest in properties himself and help as many people as he can with their real estate goals. “I’m really fortunate to work with people I enjoy spending time with, get to do what I love, and be able to make a difference in real estate.”

(3) Existing Structure Flips w/ Rooftop Decks & Views of Downtown

For more about Arron Groomes, please call 412-712-7702 or email arron@urbanpgh.com 35 Copyright Top Agent Magazine

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

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Laughs!

We’re still here!

Making the workplace happy is what we do.

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

Graham Harrop Cartoons

Companies large and small call on award-winning cartoonist Graham

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

for you!

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

grahamharrop.com

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JEFF KALLAS Jeff Kallas supports his clients from A to Z. “I get them ready in advance, and I’m there all the way through closing,” he says. “I’m there to make sure everything goes smoothly through the whole process.”

That attention to detail through the process has earned Jeff a terrific flow of referral business. “I get a lot of referral business because I’m good with first time buyers,” he explains. “A lot of first time buyers can feel lost, and they need someone to walk them to the closing table.”

The sale isn’t the most important thing for Jeff. “Some brokers are only interested in making the sale,” Jeff notes. “But I look out for my clients, I make sure they’re ready. Sometimes it’s better for a buyer to wait, to revisit in a few months. I try to look out for people, especially in a big city like Chicago, where they can get taken advantage of.”

These are all the things that go into Jeff being a Chicago Association of REALTORs® Top Producer, and that lead to his track record of selling listings twice as fast as average market time. That success is what allows Jeff to be especially honest with his clients. “I’m a big enough broker that I don’t need to have a client buy something every week,” he says. “I don’t have to persuade people to buy an expensive condo they can’t afford, I can take the time to help them find what’s right for them, their family and their future.”

Speaking of the future, Jeff’s is bright. He and his wife recently welcomed their first child into the world, and he’s looking to build himself a team at work as well.

“I’m looking for people who are driven and want to be educated by me,” he says. “With my background as a trainer and my real estate experience I feel perfectly situated to help people get their own careers started.

And I see myself staying here at @properties, moving into a more managerial position. That way I can help bring other people up, service my clients but also have time for my family. It’s the best of all worlds.”

This comes naturally to Jeff; as a former personal trainer with a degree in Exercise Science, he’s used to taking people step-by-step through life journies. Jeff literally guides his clients through Chicago real estate, driving them through the diverse neighborhoods he represents, including River North, Lincoln Park, West Loop and even as far north as Libertyville. He then guides them through the process, hooking them up with his preferred lender, walking them through the credit check process and getting them pre-approved.

On the seller side he even stages homes for his clients.

“I also have a boutique staging company,” he says. “It started a few years ago with me buying furniture to help clients sell their property and now I have a couple of storage units full. Staging is important because 95% of people will look at properties online first, so that initial impression is vital.”

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To find out more about Jeff Kallas call (312) 576-3067 or visit atproperties.com/agents/JeffKallas/aboutme Copyright Top Top Agent Agent Magazine Magazine

5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 40

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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ARI KOUFOS Ari Koufos started his career in pharmaceutical sales after graduating from Bentley University in 1988. In 1997, his best friend, Mark Messina, was working for a local real estate company and encouraged Ari to fly out to Arizona with him to meet with the franchise owners of Realty Executives. By the time they left Arizona, they had purchased the rights to a real estate franchise for the towns of Watertown, Waltham, and Belmont, Massachusetts. Ari studied for and received his license, quit his pharmaceutical sales job, and hit the ground running. “Mark and I became franchise owners of Realty Executives and worked together for the next 10 years,” he said. Ari is now the broker/owner of an office with twelve experienced agents in Watertown, six miles west of Boston. He serves Cambridge, Somerville, Watertown, Belmont, Waltham, Newton and Boston.

Past clients rave that Ari is approachable, easy to talk to, and straightforward, but they say the thing that really sets him apart from other Realtors is his knowledge of the area he serves. “I’ve lived in Watertown since 1974,” he explains. He’s been the top agent in Watertown for over 10 years of the twenty-two years he’s been in the business. As someone who’s gone to school and raised kids in the area, he knows the ins-andouts of the school districts. “There is nothing I don’t know about the area,” he explains. He’s committed to educating first-time home buyers during each step of the process. He also has his construction license and is able to advise clients about possible renovations.

Ari is primarily a listing agent, and when it comes time to market a property, his expertise really shines.

He advises owners on how to prepare their property so that it looks its best, and he hires professional photographers to take photos that highlight the listing’s best features. He then aggressively markets the listing on social media, all the major real estate websites, and Top Agent Magazine

through his extensive network in the area. The result is often a quicker-than-average sale at an excellent price.

What’s Ari’s favorite part of the job? “I love helping make people’s dreams come true. It’s a very competitive market and it’s a great feeling to help people find their dream home or sell a property so they can move on to the next phase of their lives.” His community service is shaped by his experience having a son who is now a survivor of leukemia. He donates to Pennies for Patients, a part of the Leukemia & Lymphoma Society, as well as to the Make a Wish Foundation. “The Make a Wish Foundation sent my family to the Super Bowl back in 2008 when my son was sick,” he explains. “So it’s important for me to give back to that organization.” Ari is not afraid to step outside his comfort zone to be of service. Last year he participated in his local Rotary Club’s Dancing with the Stars. “I’m not a dancer,” he said with a smile. “But I did it to support the Rotary Club and local businesses and it was fun!” In his free time, he renovates and resells homes. He loves to travel to Cape Cod and to Greece with his family. For the future, he wants to expand his social media outreach and continue to grow his business while maintaining his boutique, personal service. With his vast experience and proven track record of success, he’s sure to make those plans a reality.

To find out more about Ari Koufos, email arirltyex@aol.com, call 617-799-8948, or visit arikoufos.com www.

41 Copyright Top Agent Magazine

KELLY McBARTLETT Kelly McBartlett knows that every home is a bit different and unique. That’s why he tailors his strategy to each client and to each house, bringing an innovative approach to each.

That understanding comes from Kelly’s lifetime in real estate; growing up in Colorado his mother was a real estate broker.

“I always knew I wanted to get into real estate at some point in my life,” he says. “Because it’s so community-focused, and it lets you put roots down.”

towards inspiring philanthropy in younger adults – middle school and high school age,” he says. “And we support financial stability through a program called Project Self Sufficiency, which helps single parents pay for child care so they can attend school and become more self sufficient.”

Kelly has put his roots down in Northern Colorado, and he serves clients largely in Larimer and Weld Counties, as well as some of the cities in Boulder County. “I currently have listings as high as $2.5 million in the mountains all the way to a custom home build site on land in Wellington in the $500,00 range,” he says.

“This past year I helped folks sell everything from a $300,000 condo in town to a $3 million new construction home on acreage.”

Even with seven years of experience and success as a real estate broker, Kelly is excited to keep growing himself and his business. “I’d like to focus on helping luxury clients sell their homes,” he says. “Aside from quality photography, videography & staging, I’m always looking for new ways to get these properties out into the world and bring new clients to Northern Colorado. I’m looking for new channels to tell the story of Northern Colorado to folks who might be looking for a second home, or a great place to live in retirement.”

For Kelly the relationship with his clients doesn’t end when the transaction closes. He estimates 80% of his business last year came from repeat clients and 17% came from past clients referring people to him. Those numbers speak to how well Kelly maintains contact. “I have a monthly newsletter that goes out that keeps them up to date with the market,” he says. “I also send out monthly gifts from local vendors that they can redeem. My husband and I love running into clients that have become friends around town, too. We try our best to stay active in the community and it makes our town feel very special to us.”

Supporting his community is important to Kelly, and he focuses his philanthropic work in a few areas, including education. “There’s a program here in town called Give Next that is geared 42

Kelly and his husband love to enjoy everything Colorado has to offer, from the great outdoors to great dining. “We like to hike in the mountains, which are only 15 minutes away,” he says. “And we like to meet up with friends at restaurants, breweries and wineries in town and just spend a nice afternoon in the sun.”

To find out more about Kelly McBartlett, visit kellymcbartlett.com/our_offices/loveland, call 970.541.0571 or email him at kmcbartlett@thegroupinc.com www.

Copyright Top Agent Magazine

Four Challenges and Solutions from the Front Lines of the Real Estate Industry

By Walter Sanford

There should be more profit-refining rather than adding a new layer of overhead or technology. Sometimes, the basics are not addressed when looking to increase the company’s or individual agent’s net returns.

1. Lack of training from top agents.

Many times, the agent who was average in production but great at the process becomes a training manager. There are broker/owners who just don’t have the time to train; there are the top producers in the office who don’t have the time or motivation to train; and then, there are the previously mentioned managers who took that job because it was as financially lucrative as production. Too many agents are not receiving superstar training in lead generation. I have coaching clients who receive training on process rather than lead generation at their offices.

There are many solutions, two of which are detailed below: A A brokerage system that brings the top agents into the training and recruiting business -- the two best known systems are Keller Williams and EXIT Realty. It is easy to reproduce these systems by giving better splits for listings sold or pieces of profit on new hires given to the introducer.

B Set up systems in the office that promote production like meetings where everyone puts their best buyer and best seller together; where the office performs certain lead generation systems until agents commit to them like expired solicitation; where top trainers are brought in and agents are held accountable to new ideas.

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2. Reliance on purchased leads.

Agents have lost their ability to prospect for sellers from hot demographics, because they buy leads from consolidators. If the purchased leads are good one year, they will go up in price or decrease in the number of leads in the next year. Agents need to prospect hot seller demographics blending “new school” with old school tools like direct mail, phone, follow-up, database, and closing abilities. The value you can offer certain seller demographics should be discussed at training meetings.

3. Offer macro-economic services.

An agent has the ability to offer great information on a local level. It is the only way to compete with national websites. Whether you develop neighborhood websites or a newsletter based on local statistics, honing your local value is the only way to beat national efforts.

4. Financially struggling agents who don’t understand budgeting, planning, and investing.

Many agents are struggling financially and they cannot devote their full attention to maximizing client satisfaction. They do whatever it takes to make the deal; they are in panic mode. With office services in place like setting up agent savings systems at close, training on tax-deferred investments, promoting real estate investing for groups, and budgeting analysis – offices have more agents who don’t live commission to commission. These agents are always better at making deals when the deals are based upon client satisfaction and not agent survival.

Before you attend another webinar from a trainer or a tech guy (who never sold real estate) as they try to make your job easier – take a step back and start firming up some of the basics.

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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KAREN MILLIKAN, LAKEFRONT LIVING REALTY Karen Millikan is as comfortable on water as she is on land. After all, she’s been at the helm of a successful real estate company that’s been finding people their dream homes along some of the most stunning lakefront property in eastern Tennessee. And with over 30 years of experience in this neck of the woods, she can speak eloquently about the lifestyle of this enchanting area which boasts over 540,000 miles of lake acreage.

“It’s the perfect field for me,” says Karen. When she first moved to the area in 1998, she brokered with a RE/MAX office. By 2000, she opened On The Lake Realty which later became Lakefront Living Realty and has been growing ever since. With her ten agents, Karen has developed a niche business with expertise in selling lakefront and lake access homes along Tellico and Loudon lakes. So what separates her from the other Realtors® in the area? “We choose to do one thing and we do it well,” she says.

Karen knows that clients are looking for much more than just a house with a beautiful interior. “We sell a lifestyle,” she says. “They don’t just want to buy a home. They want to meet friends and go to parties.” And with so many years living in the community herself, she’s become a trusted REALTOR® as well as a beloved neighbor. “A lot of these people wind up being your friends,” she adds.

With over 150 transactions over the past year, Karen’s firm is selling at an average price range of $400-450,000.

She estimates that she does about 60% of her business through referrals and that another 20% comes directly through her family and friends. However, she continues to search for avenues to attract new customers.

In addition to marketing within multiple print publications and making sure her properties are listed online as sponsored posts, Karen says that her beautiful Top Agent Magazine

6000-square-foot brick and mortar office serves as a big draw. Because it’s located in front of the gated lake area, customers will walk in their door so they can be accompanied by a real estate agent for their tour.

Prospective buyers are then introduced to the team at Lakefront Living Realty who are deeply engaged in the community. “Each agent individually chooses a community project and then we all jump in and help,” says Karen. In addition to working passionately on shoreline cleanup, donating backpacks and supplies to school children as well as the women’s shelters in the area, the team remains active in community building activities long after their transaction is completed.

“Pickleball is the latest and greatest craze for retirement communities and the tournament will be a huge success,” Karen says.

Karen’s success certainly isn’t a secret. Larger companies have come knocking with hopes to purchase her company claiming that she could become much bigger.

“That’s not what I want,” she says. “My goal for Lakefront Living is to dominate the listings and sales across the lake area.” And with her keen focus on the community, Karen’s future looks very promising.

To learn more about Karen Millikan, email Karen@LakefrontLiving.com, visit LakefrontLiving.com/tn, or call (423) 519-1015 / 800-884-2260 www.

45 Copyright Top Agent Magazine

CHRIS ROONEY Chris Rooney literally has real estate in his blood. Both his parents were Realtors, and he dove into his career as soon as he graduated from college in 1990. He now serves the south and west metro areas of the Twin Cities, where he’s known for marketing luxury and lakefront properties. An impressive 90% of his clients come from repeat and referral business.

What keeps his clients coming back and eager to spread the word about Chris to their friends and family? He takes care of his clients, making sure they are educated each step of the way. “I always give the clients as much information as I can so that they can make informed decisions,” he says. Chris takes the time to get to know them and their goals, and he always puts their needs first.

To stay in touch with past clients, Chris and his team host fun appreciation events, such as a recent Stargazer event with high tech telescopes, a Chef Night with cooking classes, and a Wine Night with wine tastings. “We like to host smaller events so I have a chance to talk with people,” he says.

talks on the subject. He coached his children’s sports teams, and also coached baseball at Minnetonka High School. In his free time, Chris is constantly brainstorming marketing ideas and new innovations for his business. A sports fan, he enjoys watching his kids play—his daughter plays volleyball, and his son is on an American football team in Italy. Chris started Integrity Marketing Services in 2019 to get established agents to the next level in their careers. “This industry could use a little more integrity and education,” he says. He works with agents to help them spotlight their strengths and take small, actionable steps to create the careers they want. “I teach them that if they do things the right way, it will get them to their goals. No one wants to work more, they want to work smarter. I can show them how to make twice as much in half the time, while increasing the quality of their service to clients,” he says. Now those are worthy goals and one’s he’s sure to help other Realtors to achieve!

When it comes time to market listings, Chris knows it’s important for the home to look its best. He employs a stager and designer to help homeowners to prepare their property, and he’s always up-front with clients,letting them know which minor improvements will increase their sale price. “I tell them everything they need to know to maximize the most equity they can get out of their home,” he says. Once the home is ready, Chris and his team create high quality, full color marketing materials that include professional photographs, as well as video tours and aerial photos. “I always want my materials to be better than everyone else’s,” he says with a smile.

What is Chris’s favorite part of his work? “I love working hard to make the deal happen in a way that is advantageous for my clients. And I love coming up with outside-the-box ideas that work.” Chris is committed to giving back to the Twin Cities—for eleven years he hosted a popular radio show about local real estate, and he often gives public 46

To find out more about Chris Rooney, call 952-270-5595, email chris@preferredhometeam.com, or visit www.chrisrooney.com Copyright Top Agent Magazine

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

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

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

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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TRUDY SCOTT Trudy Scott took a long path to becoming a REALTOR®, and every step of it gave her the experience and know-how to succeed. “Twenty years ago, I worked for a real estate company as their marketing director,” she recalls. “I knew I wanted to be a REALTOR® then, but when I had my first daughter there were complications at birth, so I had to leave that job to take care of her. Now, twenty years later, here I am able to do what I wanted to do years ago, and working for myself.”

In the twenty years since her first brush with real estate, Trudy built up her own small business as a wedding/ event/party coordinator and eventually worked as the activities director at a retirement community. Trudy’s attention to detail, organization skills and hard work were all elements used in her work ethic to bring joy and happiness to her clients, and often she was present at some of the most important points in their lives. All of that set her up perfectly for real estate.

Trudy is passionate about giving back to the community, and people have noticed. She was voted as Hero of the Year at Coldwell Banker D’Ann Harper REALTORS® last year because of her support of the special needs community and tireless community work, and she was awarded the 2019 Bexar County Behavioral Health and Wellness Family Star Award for her advocacy for special needs families. She also loves to shine the spotlight back on others in the community. “I have a Hometown Heroes video series,” she explains. “I go to organizations or people who are doing good in the community and giving back and I interview them. It’s all about sharing what good people are accomplishing in the community. So many organizations and people helped my family over the years, it is now my turn to help them.”

Having built a strong base these past few years, Trudy is looking forward to continuing to grow. In the meantime, she’s grateful for every step of the difficult road that led her here. “Over the years I’ve had to fight for everything for my daughter,” she says. “To be able to have things in place for her and do what I have a passion for - that’s everything to me.”

“That’s just my nature - helping people,” Trudy says.

“That’s what I’ve done with my daughter for 19 years, and it’s what comes naturally for me.”

That instinct towards helping people has rocketed Trudy to success in the San Antonio area with less than 4 years in the business. When Top Agent talked to her she had celebrated six closings in the previous month, had done over seven million dollars in volume last year and had recently had the highest residential closing in her whole company, a home that sold for $1.76 million.

But it’s not about the money for Trudy. “I don’t set money goals,” she says. “But I am naturally a hard worker and I love getting out into the community and meeting people. Making those connections truly does help with my business.”

Top Agent Magazine

To find out more about Trudy Scott visit trudyscotthomes.com/about, call (210) 595-9263 or email her at tscott@cbharper.com www.

49 Copyright Top Agent Magazine

MEG WALDOWSKI Meg Waldowski always puts her clients first, even if that means advising them not to buy a house. “I just don’t sell a house for the sake of selling a house,” Meg says.

“I will talk them out of it before I talk them into it.

While they’re looking to see if their sofa fits in the living room I’m looking for the signs of a potential problem, whether it be a termite infestation or water in the basement. These are the things as a professional you have to be aware of, and you have to use that knowledge to properly guide buyers.”

Knowing that Meg is looking out for their best interests is why about 85% of her business comes in the form of repeat clients and referrals. She serves Philadelphia, Lower Bucks County and Montgomery County; born and raised in Philadelphia, Meg knows the area and she knows the people. When she’s looking out for clients she’s really looking out for neighbors.

Meg brings decades of expertise to her clients and neighbors. She got her license in 1983 (“It was the best decision I ever made,” she says) and has been building a strong business ever since. Her husband, Paul, is also in the business and has been for over 40 years, and together they have taught real estate classes at one of the local colleges. Educating her clients is a crucial part of Meg’s success.

“When a buyer’s first starting out, I just don’t go out there and show them houses,” she says. “I bring them into the office and sit with them and teach them how to buy a house. First-time buyers especially can be very, very green, but when they leave my office they leave there with a bunch of papers and closing cost estimates so they can get a feel for what they’re going to need.”

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As a people person it’s working with clients that motivates Meg every day. “I just love helping people and knowing that they’re happy and seeing the smiles on their faces,” she said. “Yesterday I ran into a young couple I just sold the house to two years ago and they just had another baby. That makes me so happy - that sense of satisfaction, that they’re happy. That’s why it’s so important for me to get people into the right home for them. I love running into people five years later and hearing, ‘Oh my God, that was the best decision we ever made.’”

Meg and her husband are deeply involved in their community; together they support The Children’s Miracle Network, and they act in community theater productions. When she’s not working or giving back, Meg loves to spend time with her 12 grandchildren, helping out however she can.

It’s been a terrific career for Meg, and it’s not ending anytime soon. “My plan for the future is to not retire!” she says. “I’ll be that 80 year old REALTOR®. I’m 63 years old and I really love my job - I’ve learned so much and met so many people along the way, and I feel like I still have a lot to offer.”

To find out more about Meg Waldowski visit her website here, call 215-379-1105 or email her at mwaldowski4@gmail.com

https://www.realtor.com/realestateagents/meg-waldowski___512494_034899272

Copyright Top Agent Magazine

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

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

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

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1

Put Testimonials or Case Studies on Your Website

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

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

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

2

Be Responsive and Accessible

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

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

3

Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

5

Put Yourself in Your Client’s Shoes

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

6

Be Consistent

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

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

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

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

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JEFF YACOS Jeff Yacos got started in real estate through a family friend in 2013, and became a fulltime agent five years later. Since then, he has built up a network of loyal clients who trust him to handle their real estate transactions.

As his business grows, Jeff continues to focus on what he sees as the most important part of real estate: relationships with clients.

Jeff serves the greater Kansas City metro area, including Johnson, Jackson, and Miami counties. Last year he handled 39 transactions, totaling $8.3 million in volume, with approximately 85% of his business coming from repeat and referral clients. “My favorite part of working in real estate is building relationships,” he says. “People know I treat my clients well, so they will tell me if they know someone who’s looking to buy or sell a home. It’s a natural form of referrals and sales, and it’s very satisfying. I love being able to keep in touch with people and help them out.”

Jeff uses his comprehensive knowledge of the market to help his clients set their priorities. He can also draw on his personal experience of homeownership, and knowing the costs and effort involved. “I’m looking for safe, sound homes for my clients,” he explains, “with maybe a newer roof, better insulation, or better HVAC, so that instead of having to invest money in those things right away, they can spend their money on making the home feel like their own. I am able to go into a home and show my clients what to focus on, and what can wait to be upgraded down the road.”

Since such a big part of Jeff’s business comes from referrals, he dedicates much of his time to staying in touch with past clients and others in the industry. He reaches out regularly via phone, and supplements this approach with birthday cards and other mailers. “I try to have

coffee or lunch with somebody each day,” he says, “whether it’s a client or a friend or another agent, and just catch up.”

When marketing a home, Jeff likes to use social media in innovative ways to drive interest. He uses Matterport to enable virtual property visits, and enlists the services of a professional videographer to create individual commercials for his houses, in which he showcases the best features of a home, as well as an informative look at neighborhood attractions and amenities. Jeff also uses targeted advertising on Facebook, coupled with his deep knowledge of the market, to make sure that his listings end up in front of the people most likely to be interested. “If I can pinpoint who is going to buy this particular home, then I’m helping my client to the best of my ability,” he explains. “I’m not just getting it out there, I’m really directing it at the target market.”

Jeff likes to stay involved in his community, and he can often be found attending meetings of Top Gun, a group of like-minded young professionals in the Kansas City area. He is also active with the Alzheimer’s Foundation.

When he is not working, Jeff loves to relax in the park with his wife and their three dogs, as well as playing softball, traveling, and spending time with family.

In the future, Jeff plans to grow his team to meet the increased demand that comes with a flourishing business. He also wants to continue to serve his clients, giving them the best experience possible. “I know my industry really well, and I think my attitude shows that I’m in it for the right reasons,” he says. “I care about my clients. I’m not just in it for a commission. I’m here to build a relationship.”

Photo by Tiffany Matson.

To find out more about Jeff Yacos, call 913.638.3530, email realtor@jeffyacos.com, or visit jeffyacos.com https://www.novahomeloans.com/Kara%20VanWinsen/loan-portal/

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