NATIONWIDE & INTERNATIONAL 3-22-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS ALISON ANDREWS JOHN WESLEY BROOKS EMILY CORNING JOE & PATTY EVANS DEVAN HAFLE V. PATRICK HAMILTON ANDREW HANCOCK HELM WEAVER HELM LYNN HOLLAND MELODY HULTGREN NANIE INGRAM-MAULLER

Uncommon Contact:

KIM JONES

CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

ANTONIO KHOURY VICKI KING URSULA LOWTHER RYAN LUTHI SHAWN MCNEIL ANGELA MOORE DEBBIE PONTIKAS

SUCCESS-

RUSS RAVARY CJ SEFCOVIC SHAWNNA SUMMERS

THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

PATRICK TEETS J. WARNER CAROL WICK PATRICK WILLIAMS

COVER STORY

DENIS ARNAUTOVIC NORTH & SOUTH CAROLINA REAL ESTATE SPECIALIST

NATIONWIDE & INTERNATIONAL EDITION

Mikal Mele is proud to congratulate

EMILY CORNING

EMILY CORNING

19

11

6

DENIS ARNAUTOVIC

25

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37

DEVAN HAFLEV. PATRICK VICKI HAMILTON KING ALISON ANDREWS

JOEINGRAM-MAULLER & PATTY EVANS JOHN WESLEY BROOKS NANIE

ANTONIO KHOURY

One the estate first things people ask is “What Alison Andrews beganJOE her&ofreal PATTY EVANS JOHN WESLEY does the ‘V’ stand for?” The answer62is 49 58 career 5 years54ago, after deciding it was BROOKS Van. It’s not unusual for Patrick to receive time for a change from the corporate several late-night calls asking just that world. “I always had a passion for real question.

Having grown up in a conestate, and I finally decided to follow tractingShe family in Indianapolis, Patrick, my dreams,” Alison recalls. quit Mikal Mele | Loan Officer | NMLS# 963197 who moved to Urbana Ohio in 1997, re503-804-1004 | mikal@fairwaymc.com her job and got her real estate license, calls, “I’ve always had a strong interest www.mikalmele.com and the rest is history. Now Alison 6650 Southwest Redwood Lane, Suite 215, Portland, OR 97224 in real estate,” so when Patrick decided ALISON ANDREWS NANIE CJ SEFCOVIC URSULA LOWTHER hasINGRAM-MAULLER found her callingANTONIO helping KHOURY her cliCopyright 2021 Fairway Independent Mortgage Corporation. NMLS#2289. he wanted a career change after owning 4750 S. Biltmore Lane, Madison, WI 53718, 1-866-912-4800. Other restrictions and limitations may apply. All rights reserved. Equal Housing Opportunity. ents achieve their own an dreams through advertising and publishing company in real estate.CONTENTS Urbana, it was only natural that he would

on being featured for the State of Oregon 43 in Top Agent Magazine!

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to men are still great, but when the wa 65 Ibig through the house, think everyo beneficial these days.” us.” Pa and pop Community involvement is in with Alison, and she is active in

She and her colleagues al When i wherever they can, whether sets him V.volunteering PATRICK HAMILTON with hurrica tell me efforts in Lake Charles or he keting age food for a local food ban he says On top ofin being After graduating from college, Nanie Ingram-Mauller who cares genuinely One unique competitive advantb With a family history reala®Realtor estate, Antonio Khoury aboutindustry. is not working or giving has .herPatrick has aacquired is the ability to market my He become a Realtor started working in a logistics firm. After felt her dad passed to the clients,age.

Nanie also been hashea wide clients’ p drawn thewell-being career atof an early When ® ® to the be With Realty, Alison serves all of loves getting away away40) from prostate cancer, she was compelled to reevalpool of experience with71) which EASY to and make smart deci4) A STEP-BY-STEP GUIDE TO 1eXp BILLION-PLUS REASONS BLOG TOPICS FOR Realtor since 2004, ever since then he on his te licensed Realtor arrived in Boston, he began studying at Suffolk internationally and exposing them to a broa uate her life, and realized that her job wasn’t making sions when navigating real estate transactions. Nanie southeastern Louisiana, thea family husband, spending time of buyers” he says. will Antonio always took estate classes.

“I was hasincluding been providing nationally award winning findis The V.on Pawt CONVERTING INTERNET LEADS her happy.

WHY SHOULD BE ACTIVE YOUR ESTATE BLOG It wasYOU then that she decidedUniversity to pursue real and grew up inreal that builtrecognized, their REAL wealth through work and makes sureInstagram, to benew therelocal for hisres clie intrigued to getthe an internship atclients an early agelots inhelping estateNew as a career and got her license.

Nanie was looking smart real estate investing and while spent ofanyweekends Orleans metro area and surand trying out personal service to his them achieve Twitter TO REAL LIFE SALES ON FACEBOOK for something more flexible and rewarding in her life. to as athe child, helping tosoclean different rental properties times.

Whether he’s dealing with a seasoned thing related industry, I could gain some 75) HOW TO MAKE YOUR rounding areas.

The majority of Alison’s business theirover real estate dreams. should found it, and as it turns out, Nanie has shown CJ SEFCOVICShe first time homebuyertraditional or a family print sellingme th real-life experience in goals what I and consider one of“Our the clients her 22-year career that she has the skill and longevity to COMMUTE PRODUCTIVE comes from repeat andTHE referral clients, anmarkets,” impresIn the future, Alison plans to continue expect excellence and our testimonials prove do!” services whichtheinc timethey home, he guides them throughout trg strongest real estate he explains.

9) MODERN EMAIL ETIQUETTE be an46) PROPERTIES: GOOD, in the long-term. world’s elite Realtor the experience lessexpanding stressful.

Hethe un “With I was fortunate enough to start my so with Cincinnati to sive feat thatAND speaks to that thesaid, trust and confidence business, a focusisfrom on FOR TODAY’S AGENTS THE UGLY The THE thing that BAD, drew Nanie to real estate most was 79) NEWER how important this chapter is in his clien career at the a respected boutique firm early on in my AGENTS: With The V. Patrick Hamilton Group at RE/MAX she inspires.

“I treat everybody like family,” she Alison says “It’s never too late to follow opportunity to interact with and help a wide variety of career, and the rest is history.” Today, and a QUESTIONS decade MORE TO The different people. She has taken the importance of her Alliance in Urbana, serves Ohio, results explains.

“I’m very personable, and IDirector stay Patrick in I west-central started this business in my 40s,speak and If 17) TURNING YOUR 5 MORNING HABITS TO later, he’s of touch Compass with an client52) to her livelihood to heart, and she always putsManaging ASK YOURSELF—ARE YOU with a primary focus on Champaign, Clark, and Logan his team closed $2 excess ofthe $250M in closed transactions.

Comingdo. from themwith first on all her list of priorities.

“Communication my clients after closing.”

She makes I get to be there for my family while PROFESSION INTO A PASSION is keyMAKE YOUR DAY SUPER to my success,” Nanie says. “In this market, a mixed background of Dominican & Lebanese heri-business STUMBLING OR UP AND counties.

The majority of Patrick’s comes home at a time!

I her clients feel comfortable through her approacha multi-million dollar business.

I never we’re so busy, but it’s important to take with speaks 4 different languages including PRODUCTIVE tage,time Antonio my clients. I strive to give each client individualized from repeat and referral clients, an impressive feat that 33,000 and a city o RUNNING? able and relatable personality.

“I’m the type of agent thought that I could achieve all that I ha 22) TOP AGENT TIPS AND French and Spanish. Along with his service and a wonderful experience.” English, She makesArabic, an speaks tokeep theand trust and confidence he inspires.

“I’ve theirwho saleshave market. diverse background commitment to getting his effort to ensure every single one of her clients feels who will play with the kids and them occupied so grateful for the people tau QUESTIONS FOR CHOOSING 56) UNTANGLING THE BIDDING 83) 5 THINGS YOU CAN DO TO special and cared-for, and she puts theirclients’ bestbeen interests needs finish has led suctheacross top the agent in Champaign County for theon lastthis journey.” during aAwalkthrough while the parents go toline look at to hisinfluenced me above her own bottom-line.

YOUR LISTING AGENT WAR: BUYER’S SELLER’S cess& in the greater Boston region.

ACHIEVE YOUR BIGGEST GOALS involv few years,” Patrick says, “and my For Sale signs are Community the primary bedroom.”

PERSPECTIVES everywhere.

People see that, and they see my Sold he “My business model since inception has been working TO GET YOUR sponsors local 28) SUCCESS–THESE 7 HABITS 6 WAYS signs, and that bringsnetwork. in87) business.”

Good People auctio closely alongside my personal It’s flattering Alison loves working with buyers. “The biggest ARE THE REAL SECRET TO 60) COACHING 9-1-1 CLIENT to have built a strong book of clientele based on TO solelyTRUST YOU Arts Council, the fulfillment I get comes getting someone into word from of mouth and strong “I’ve learned SUCCESS Patrick has a teamrelationships. of four licensed real estate agents, Association’s yea 91) UNCOMMON CONTACT: that the barriers of entrythey’re in this business are very low 63) SURE-FIRE WAYS TO their 5 dream home,” she says.

“When at that along with a support staff that includes a full-time When he is not wo offering differential valueCONNECTING through innovaWITH CLIENTELE closing table and theyhence get those keys, or full-time finallyinfeel34) 7 REASONS WHY YOUR GET MORE REFERRALS social media specialist, and spending time with tive office work isassistant, essential toasucceed this competitive THROUGH SOCIAL MEDIA ing that sense of joy when they walk into their new PROSPECTS AREN'T TURNING an on-staff professional photographer.

Having such a 67) 8 THINGS SUCCESSFUL house, that’s when I feel the most gratitude.” well-rounded and talented team allows Patrick to stay In the future, Patri INTO CLIENTS Copyright Top Agent 94) CREATIVE WAYS TO SAY PEOPLE NEVER DOin touch with past clients more easily. “We’re always growing my team a YOU Sellers also benefit greatly from Alison’sdifferent hardTHANK work doing something to keep in touch,” he says.

I love helping peop and personalized service“We when it comes toaddress marketing send out new labels to new home buyers I enjoy the camara listings. “The first weekand of seasonal a listing,postcards I usuallyand do an e-postcards and reminders people at social ev Phone 310-734-1440 | Fax 310-734-1440 open house,” she says. “I also do a lot of social media find out moreV. about AlisonHami Andre mag@topagentmagazine.com | marketing www.topagentmagazine.com and video marketing, which I have foundTo find out To more about Patrick call 504-756-3549, email aandrewsrealtor@ be very beneficial, especially since Covid. call 937-869-1809, email at patrickh@remax.net, No portion of this issue may be reproduced in anytomanner whatsoever without prior consent of the People publisher.

Top Agent Magazine is published by or visit V alisonandrews.exprealty.co or visit cannot to see the walkthrough video. materials, Pictures Top Agent Magazine Feature Publications GA, Inc. Although precautionswant are taken to ensure the accuracy with of published be held ®

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responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. Copyright Top Age

2

Top Agent Magazine

MELODY HULTGREN KIM JONES LYNN HOLLAND

ANDREW HANCOCK

RYAN LUTHI

responsive and communicative, knows her For Melody photographer Hultgren, entering real or two forJones allthe our and we Top Agent Ryan Luthi – Paramount of EXP Realty’s says Ryan With 18 years in the business, to makingone her clients’ is Lynn’s Kim is alistings, focused and driven profesof is heraslives saleseasier to the Sunshine business and market inside out, and estate66 industry was a serendipitous event.

74 69 73 70 l estate market hard through social media platBlue Door Real Estate in Minneapolis – competitiv Lynn forHolland is a real professional presence and ability to nonprofit stay organized who known always delivering Foundation—a organiz friendly as she is professional.

Especially “In 1999, I was workingsional, on my artisand got my forms like exceptional Instagram and Facebook, as is an intelligent, dedicated Realtor who is for years.” estate veteran who exudes amidst the chaos that often times comes with real results for her clients.

Her making dreams come true for ch in these uncertain pandemic times, I cannot just figuring out what I wanted to do next, 2009, at well as all of the industry listing sites. professionalism and poise. estate transactions.

She takes her business seriously truly committed to providing his clients comprehen of real knowledge as well as her car-recommend her highly enough!” battling cancer. She is also a monthly and my friend, who haddepth been in ese indusalsowas email or call potential buyers She Montgomery, and conducts herselftributor in a way that inspires trust and g with very She best in customer service. ing nature her a serves clientthe favorite. to Connections to marketing Success, tate for a fewWe years, wanting tomake take g climb. whom we think might be interested in Frederick, Howard, and confidence in her clients.

“I’ve been in this business Whether looking to buy, sell or invest, the is currently affiliated with the BerkshireWhen Melody isn’t working,women a hand up in their careersexclu and she’s giving a break to travel,” Melody explains. “So lls paid the property.”

Carroll Counties as a solo for a long time,” Lynn says, “and I knowthat how tohas get free Ryan’s honesty and integrity has translated photograp Alliance Realback to her community by In the rare moments she volunteering she asked me if I wantedHathaway to organizeHomeServices her nd most inserves Maryland, has a variety things done in a timely manner.

When I take on a is st his sterling reputation as a trusted real listing Estate brokerage, andinto buyersand and she loves to it with her family, for of local organizations.

“Aspend office while she was gone.”

Melody tookagent RYAN LUTHI MELODY HULTGREN sphere ANDREW HANCOCK LYNN HOLLAND KIM JONES DEBBIE PONTIKAS ent. But The Hancock Group gives back genbuilt an expansive transaction, I do everything in my power to make sure couple of times a year we do a cleanup estate advocate who consistently places the social me the opportunity, and as she worked, she sellers throughout Chesterfield, Missouri. RUSS RAVARY and attend concerts and music festiva MOORE c ANGELA s, and I erouslyflourish to theincommunities serve,of in influence her area it’sMerritt done efficiently it’s done givesaven for Lake induring Oakland,and through the right.” Lynnother realized she could real estate.of they needs his clients front and center ® Pontikas beganand her journey in When Angela MooreDebbie got“Ihergot Realtor’s customers, tangible proof that her method Debbie her role not only as more f States those donating five hundred dollars by providing organized, herunderstands all to her work, wants nothing than to do Lake Merritt Society.

Onand holidays welast my license, they hired me Kim left behind a transitioning career in transaction. theof corporate Finishing yearneighborhoods, with 48 c every maximum about homes, schools, For Russ Ravary, from With a from love real estate and a passion and inspe have to,” he says.

“Instead, I the try 82 77 78running 81 85 license 19 years ago, she no ideaashow putting her clients’ best interest first donate to food banks and the Salvation Army.

My owning sale amanager local school of the client’s hands-on service with prompt the best job she can every single time. full-time.”

Melody hit to the ground straight realhad estate aeach marketing forof her clients’ agent, but also as their resource mortgage business to real estate was one of of living, demographics, economic hou world and ventured into real estate after transactions at $26 million in sales vo the result for helping others, Shawnna Summers availablea Neilfarhas to create apays friendly environment. she would come.investment After almost twochoosing. dividends. received the Keller team donates a real portion of our proceeds to a nonaway, setting outcommunication on her own just 18 months after and ashe comprehensive aid package.

She s doing They’ve also sponsored many trends, and the intricacies ofstopping relocation. the best decisions he first ever made.

“IShe had aalso real companies.

Just before and advisor, long after they close.

“You the birth of her son, intending to Kim has no plans of anH Ryan began his career as a estate agent top dollar, quickly became a successful agent in along the ommuclients and I are in this experidecades has built Williams Double Gold Award for 2020 profit called Hamilton Family, which helps families she started.

She now has her own NOVA Real is earned aMy great deal success over the of Although Lynn truly loves hershe job and to spends the res and my in the business, charity events, such as theof Open Hands a year consummate professional and very estate license since 2001 but only didcourse real wasAngela promoted, she became pregnant with have your financial advisor,” Debbie says, have moreteam, control overin her schedule.

Butit she quickly soon.

Going forward, wants keep growin 2014, though was during the previous that the greater Tulsa, Oklahoma area.

She newasplac from the which groundHearts as well aswe’re numerous awards ntractor ence together, and trying to housing.” in need find Estate, includes four other agents and herself. sive, andshe his living wor estate part time for the first few years.

Iadditional was her long career by working endlessly hard and staying bulk of her time working, loves her family re.”an impressive careertwins.

Overflowing Gold Gala, athat nonprofit dedicated realized her passion getting clients top-notch helping clients seamlessly navigate the and comple “I tenets joke of that instead of taking the “you also ought have someone to experience help his for interest was sparked.

“I grew uptoaround my father When he’s not workin The two most important throughout her career. got her start after working in human We feelI’m r Mainly serving the East Bay region as well as San nseup.and find that special home where they in the area are invaluable for newcomers working in the mortgage industry until 2003, dedicated to Andrew the fieldthe she loves. well, and spends her free time with her husband, to ending childhood cancer. wasleave alsoher a Man results wouldn’t with too much free time.

The of real estate transactions.

“I love the fact that job as Chief Marketing Officer, I took you keep on top of what often is your who flipped and built houses,” recalls Ryan. “In 2013, I enjoys spending time her work are educating and relationship Looking ahead, Melody is eager to continue growing Francisco, they help all types of buyers and sellers goes the extra mile and makes you fe and I knew the market was going to change, resources and the restaurant industry.

-profit, would want to live forever.” parents and seven adored grandchildren.

She hopes to ter Birmingham area job ofasthe Year Mommy finalist forOfficer,” Birmingham’s Leukemia and my can home buying and selling process be emotional client-service industry because service-ori bought first duplex, which when I truly caught the bikes I’m and askiing.

He i Debbie number oneisa asset, your home.” building. She relies heavily onChief them real and estate goals.

Angela’s favorite thing to ando outside her business andturning adding few new agents tocustomer the team.base with their ease immediately.

Iand can’t recommend so I work decided to their move into real and estate,” he Lynn’s customer service is fundraiser her bread butter, and continue building her expanding Business lately has Lymphoma Society for his with “I was getting close to 40, and When Sha in real journey, something Kim is sensitive to and the reason person and it gives me great fulfillment.

Itolike fever and decided to get my license and help other people who gives back his says.

Ready to return to her career, Debbie her sphere of influence to make sure her of work is travel around the country, as “We are excited to see how we can expand things while highly enough!” explains.

Today Russversion mainly Wayne RUSS RAVARYbefore wrapping SHAWN Mheld cNEIL DEBBIEtoserves PONTIKAS SHAWNNA SUMMERS gives aMOORE personalized each client she her business, up her career in the next olume wasexperience just under every year. sheANGELA I have four children, so I wanted to find active int wn was For his steadfast commitment to why she works so diligently to make it a stress-free get to decide how I adapt my business practices clients’ is earned the best it can be. well as out of the country.

Her plan for with buying and selling, both single family homes and volunteering for an org her license in 2013.

“I fell in love,” With her extensive background in retaining the level of service we currently provide, The entirety of her business consists of repeats/ and Oakland County in Michigan, but will go PATRICK TEETS comes into contact with.

When problems arise, shecareer is my ten yearsassist or so.each If you’re inunique need ofneeds. top-quality real HELM WEAVER HELM -five to ninety perPATRICK WILLIAMS experience for her clients.

“It’s probably to own client’s In this line of the future of her real estate is to something that I could multitask with parent to allowed integrity, Shawn has earned a terinvestment properties.” the homeless.

Debbie says.a “I absolutely love helping is no surprise that Debbie which is of verymarketing, important me.”

And noDuring matter where any free time, Russ staysout involve wherever clients need him.

Theeach majority referrals, testament her workthem, ethic and and customer quicktoto solve she treats transaction estatetoit service inday Maryland, don’t hesitate towhich reach ggetting from clients he isn’t working, Andrew usually spends that Whenrepeat interacting with herWhen clients, Angela continue to help educate first-time homedetriment, but I work extremely hard.

And although every is like a new challenge, helps to rific reputation throughout the Bay and make aand living off of,” she explains. shelters a the community through hisAndy’s brokerage hisand business consists of referrals internet this path leads, will no doubt enjoy service.

“I able establish aofsense of trust with my clients.

Itakes people, totrio my corporate delivers top-notch marketing services, Thebeing powerhouse Patti Helm, Libby OneMelody major factor inin the success ofevery Helmand Plac Patrick Williams began career the a supply brochures digital ads.” also itthrough asexercise its own unique scenario.

Lynn’s knowledge and to his Lynn Holland today! with hisforwife and kids, but he’s also anHe avid golfer Carol Wick took a long road to the real as evidenced by her growing rate makes it clear that she is time looking out buyers, guide them the real estate working diligently in my career can be financially things fresh and keeps me motivated.

I feel very 93 Since then, Ryan has quickly ascended the real estate Ryan’s plans for the Estate One. They host a pumpkin giveaway every y leads.

By treating people with respect and guiding them 86 89 90 minute of it.

“What it comes down to is just helping try to encourage people to always ask me any questions, 95 “After City area, as evidenced by his rapWeaver and Pamela Helm – of Compass Weaver Helm is their intelligent, leave-no“I always wanted to be in real estate, so and make skills, and using my marketing background that her clients’ listings often sell within and emotion restaurant business, but soon took an interest e wanted step further by reaching out to people on allow herWhile to to take on any obstacle.

“I’m aapprecialoves together with friends play cards. their best interests and and giving themgetting hera flexibility undivided gauntlet and help sellers prepare their home toexpesell estate industry. her mother was an rals.event, Through itto all, sheboat empha rewarding, what Iit’s enjoy most is the sincere ed I’m looking forward continue helpin do a and Toys for Tots have cardboard race through the transaction, Russ gives clients the best people.

That’s what it’s all about.” industry ladder, and now oversees an equally dedicated continue growing his and to not feel silly about learning, because a comRealty’s Helm Weaver Helm Team in stone-unturned approach to marketing each ealized idly growing rate of repeat clients citizens and in real estate for the ways it complimented I finally just decided to jump in.”

After with orga to give my clients a wonderful experience.” days.

Doing comprehensive up-front work before a se.

After The social media or by phone to let them hard worker, and I’mbusiness dedicated to my clients.

I go attention. way that she gives thorough advice and to assure top dollar forcontheir property.

As a of result of s excellent customer His plan for the future is to grow his by accomplished Realtor back inknow the day, the key to tosuccess finding tion from my clients.

Knowing that Iallowing provide atheir value, clients achieve their cancer on White (where they raise anywhere fa rience possible, eliminating stress and them to Denver, Colorado – here are pioneers of Area.” listings.

No avenue toLake maximize plex process buying inthrough the Bay Melody team ofsales eight other agents and aaseach licensed assistant. aneuter mentor ofprofessional them a dreams.” testament to is his in-dep J. grew up around real tual disabilit his and leadership training, well as n friends I hadtotoanticipated,” he and referrals.

But itanumerous all, heWarner isany most satisfied listing goes live, Debbie works with pho- remain earning her real estate license, Shawnna strf ’s of recent listings. insight her clients an opportunity for develreceiving calls from past clients for help, above and beyond and help out in way I can,” Lynn nation ensure hiscreates tinuing to improve his team’s customer service and new makes kind of herself real estate: innovative, exposure remains unexplored, and the trio Carol would her estate, Bachelor’s Degree between work and personal res $15-25,000/year), and more.

When he gets the cha enjoy the journey. and the satisfaction that comes from helping someone also available to pursue hercutclients, helping Currently, the lion’s share of Ryan’s business based works with. all or Above giving ba his education in finance.

After earning his of is the industry.

For their ongoing commi with his parents Now an with independent agent athands-on The Brokery, Debbie has oping long-term relationships which both Angela willin also be rolling out aneed program toserving help tographers, videographers, and stagers.

She designs o realized my full time While career.” with the place he has found his Bay City commusays.

“I’m always there for them when they me.” hit the ground running, utilizing her sphere influinto the their money. expand histhem, agency’s database and referral networks so ting-edge and completely when utilizes every strategy from adept social Russ loves to word garden and enjoy his wild.” house onShaw the l accomplish their goals is priceless,” she says. them feel empowered to make the best decisions posincareer Accounting and later her Master’s in ties.

“This industry isthe what you upon repeat clients, referrals and positive of providing best cust writing, exe license, he jumped in with zero training, but leaves the client satisfied and offers Angela’s clients navigate buying their second or third homes. assionate After theduty transaction, clients love spreadatobusiness ismany almost entirely referral-based. others, Warner, their teamm ashas notable interior designers When calls, Lynn is agent you helping atowant custom marketing strategy for every home best and nity.

“Now that I’m showing homes, I’m discovering y’s excitement when builtas better help his clients. working with their clients. media utilization to the creation of unique, ence to grow her business.

Now she mainly works school and is involve where he often skis ortoSam, paddleboards.

“Igrateful them like I the would want be treated, and I’m sible.

“What Ithat try to offer istreat information, especially to Finance.

Since then, she gone tocompassionate be she says.

“It’s definitely ni mouth, aon significant achievement in the highly jet competCities market. timenot witha fri struggled toher gain traction inentertaining his Last new career. some longevity.

“I love putting a smile on people’s Ifrespective you’re looking for thorough and real ® guide you through the home buying or selling process. d Our italso was ing the word about his work.

One recently Combined, the three women’s highly videos showcasing Serving the Phoenix and Scottsdale area of Arizona, serve clients’ needs. year, Debbie completed ew talks to&them always communicating with them,” he explains.

“I don’t ; however, he a tremendous reputation throughout and Realtors or Home Co, powso many hidden gems around Bay City.

I’ve realized my buyers, where ait professional can be veryher challenging toforming find a with referrals and repeat clients, a testament to her free time, she’s hangin With focus on long-term relationships braider of horse manes and job, and it rewards you for work itive world of realdon’t estate.

“My team and I take a very After growing frustrated, Patrick returned faces. people think talents they can’t afford a home, estate service in the state of Washington, hesitate and abilities defy the most each property.

Additionally, Weaver more.

“ItSome said, “Patrick Teets was the most outstandLooking ahead, Russ’ big WILLIAMS focus for 2021 is on increa price gouge them, Icommitment provide lower commission rates than hood will appreciate Debbie is that as about the neighborhoods she $25 million, putting her in thethe Topnear 1% Helm in Arizona, andtheir property.

I passionate tell them what Ieven think will help them get the tate, supervises every house and street has abusiness story to tell, and with Kim’s is primarily made up ofin CAROL WICK PATRICK TEETS J.the WARNER HELM WEAVER HELM first delved into the business entirety of volume com in helping them achieve their goals.

PATRICK Patrick to restaurant management, but something tails at horse shows; however, she soon hard.

Occasionally, Ihas wills andwhere then wehe walk that journey with them –Considering that’s toclients, contact Angela Moore today! analytical approach to working with clients,” says grandiose of superlatives.

Ranked consisHelm has a unique talent for truly seeingHometownthough, the quality of service that she offers, the reach of the Michigan Heroes prog competitors and I also give them a nice gift when they buy portunity, ing real estate agent.

Professional, polished, nd the moment, evalserves as she is about her clients.

“I run my business like the Top Producer in her company. property and we strategize.”

For her sellers, she also repeat and referral sources.

“I look at my business as throughout being able to help our residents has been the most satLooking ahead, Shaw part of real Bay estateCity that and speaks to me,” Angela says.

Penny Andre kept him coming back to real estate.

“At a 1984 while renovating homes repeat clients or referrals.

But throug Ryan, when asked how he manages to sustain such ® grew dissatisfied with her job and went an afternoon where I put down m tently among the top ten real estate teams the possibilities in a home, and their staging which helps firemen, doctors, nurses, postal carr and close on a house with me as their REALTOR .

I’ll buy it’s no surprise that Lynn gets practically all of her lains.

So a long-term knowledgeable, andthe“I’m experienced.

Patrick value as goes above and beyond, marketing listings a referral-based business, Debbie says. not online transquality over quantity.

Iimpressive try certain to to treat every one of Angela’s client interaction is her bread and butter, and applying his unmatched isfying aspect of myfor career.” his volume point, I single began reevaluating my own workers in their market, Helm Weaver Helm is up“I’m has proven highly effective at selling homes levels of loyalty amongst those he works easy get along with,” she explains.

“People licensure test.

She en searching a career that better spoke to you still have to give yourself a l to pay for his education.

Right remains focused on the passion that government and others buy a house.

“We do something worth to $500 for them, whether it’s a kayak, business through referrals from satisfied clients.

She through social media andofmy in print. ople, the rning his wasclients accommodating, and relibased.

I’ve had who I worked two Passionate about her neighborhood ofin Arcadia, clients astransparent, ifwith theyfor are my only client, even though it’s aand beenI athink hugeapproach partaction of shooting her to the tier setting a high bartop for their competition, quickly andlocal for top dollar, resulting happy hereal intends o worth and value,” heexcepsays.

“While Iour wascommission rward-thinking with.

“We take our time in the very beginning to make are comfortable with me, and I’m always honest.” entering the estat part of to give them a discount on clo grill, lawn mower, or whatever they want.”

This her entrepreneurial spirit and passion for downtime here and there.” prioritizes efficient communication so that her clients’ away, real estate spoke to his real estate in thetime firsttoplace. “There’s n s by putting them in and half other and ablethey the process.

He seeks Washington State Realtors. years business before made a purchase, and that’s Debbie devotes much of limited free I’m juggling multiple clients atplan. atotime.

Iawarded am very detail and their –throughout approximately 90 – and returning and referring customers. skills help ofWe going back into sales, Iher knew I we–As a isand great sitand down in my office and use costs,” he says. heallcontinues tohave grow, he towill n tional service has resulted interrified Russ being many as developed workflow Outside his work, in fact, Shawn tremendously connecting with others.

“I realized I was inothers expectations are always known always met, Shawnna understands that this is one of the largest always doubts w After the transaction, clients don’t hesitate to leave ns “From with what isa most e. understand his client’s specific needs and love of helping and nuisfying than educating people about t million in closed transactions in 2020 In fact, the lion’s share of Helm Weaver oriented, andtoI live like to make sure everything goes fine. To love where you live, you have where promote local businesses, people, and stories through agents, while at the sam was built for more than what I was doing.” lose sight of the reason he loves this industry.

“It’s accolades, including his rank in the top 1% of all agents on the tools and resources that we have at our fingertips. fheir any kind. active in his community, contributing to non-profit the personal 1-on-1 communication she offers makes glowing reviews about their time together.

One recently charge of my own happiness,” she says.

“Soon after I Outside her career, Carol is tremendously act purchases people will make in their lifetime, so she the sky’s the limit w life. We want to you d decided to jump wants when buying or building a home.

I highly recAngela’s claim to into fame is her proficiency in educating alone – continues to expand exponentially.

Helm’s business is based upon these referrals, an accurate smoothly.

I’mofa real bitI listen controlling in aspect.

But that love. That takes time. ItTrulia, takes top knowledge. toagents personal investment pro her brand, Arcadia Life.

She also supports local anced understanding of5% the When our buy oroften sell,become we ma people.

The people are 1% estate inthat the nation, top We talk to our clients about where they want toclients endso good. her clients feel safe and that they can trust her. that support veterans and supporting his enrolled in my real estate course, I discovered the induscommunity.

Currently, sheWe serves as Vicefri but help them her also community about the said: ins andorganizations outsPatrick of real estate. barometer of the excellent customer service they provide. ispurchase patient throughout the process.

Working with many both feet and learned 2016,” he says.

Today ommend to anyone looking toknow or sell ® makes type of approach is what my clients know that So Patrick recommitted himself to becoming a my clients’ needs, and guide them to the best decision events, from sports to the arts.

“As people have over the years, and it’s so rewarding to help them int Hour Magazine, and more.

Metro Detroit REALTORs local market, and since then, Warner has built a thirtyinoffive experts in their and ICo up; whereormy they see themselves years.

Then we micro-market, “I’m very and I without always answer phone,” Patti, Libby and Pamela teamed uppossible infit.”

2015, after each makes sure that each client knows exactly what is try was ahands-on perfect the Smyrna Downtown Renaissance wnShe hiswith clients local businesses.

When he’s not with clients giving ® buyers, all ofoffers Chicago, apossible. aa home.

Itnot wouldn’t have been him!” first time home she makes sure to guide them amazing thing I’ve ev they can trust me, and what makes them comfortable Along the way, he offer Realtor , at first juggling morning hours at a local For more about Melody Hultgren, chapter of their lives.”

I do rush them to list, either, because with needs, I reach out and contribute and do what I can,” ® work with them to assureofthat they reach their “Melody Hultgren isshe an absolute of ame, estate Lynn says.

“If you need for any reason, can had atpreviously found enormous success inreal previous All three members Helm Weaver Helm aregoals.” extremely ,you distinguishing year career asitrockstar acomes top producing Realtor providing that service.” going on with their transaction all times,he but also ® where helps preserve, rehab, and revitali ping them fully prepare back, can be found spending quality time at home isting of repeat clients Realtor . “Many new a brokerage with his night time position as restaurant please callalso 415-601-6915 me to their own friends and family.”

When toJack marketing, Russ also goes above and and leaves no questions unanswered.

For she her sellers, To learn more about Lynn Holland, my marketing background, Ireferring take a uses lot ofmy time up front, Debbie says.

Debbie loves toa spend time with agent!

She made the process of selling London careers.

Pamela worked in design and in commercial active in the philanthropic world, and support – both reach me.”

She monthly mailers and social media tells them what to prepare for in the future so that they intotheir customer serhimself through a hands-on approach to client service.

To learn more about Kim Jones, Today, Carol is Realtor for Bryan Realty Group, where in Smyrna.

When she’s not with clients or giv many traditional buyWhen Patrick isn’t working, he’s staying active outor email melody@novabayarea.com beyond, utilizing Facebook/Linkedin/Instagram advershare it over aknowing variwith his three year old son, playing guitar, or exploran idea that the heavens manager.

Along the way, he connected with Penny call (301) 704-2956, Toestate learn more about Andrew, call him she goes above and to advertise each property.

Square condominium absolutely effortless. highly that we only have one shot to get clients itShe right.” her sonsbeyond and real with Frederick Ross International &isdirect Lincoln personally and husband. professionally – aplease wide array of non-profits can deal with people any issue that might come up in long There are many other factors that come into play when tothe communicate with as well.

In every facet e that makes please call (314) 323 – 6909, tising to spread the word about his work and his listings. ith developers, which doors by running or biking.

But much of his time is just take off by itself.

B Andrews, an accomplished agent, while facilitating a she services clients throughout Dover and the surroundshe can be found skipping over to Connectic Outside his career, Warner is tremen email lynn@homesbyholland.com, As a mom of two, Kim spends her off time being at 205-999-7508 or his office at 205-397-6500, social media campaigns, ingCo., the Bay City Libby was anscene.

Emmy Award winning local and charitable organizations.

Some of theseout include “Itoput them social media and send allemail listings to the term. good She even teaches anProperty educational class home assessing both Ryan’s success and his impressive client ofonher work, Lynn strives make theon experience as dliness, commukimjonesrealestate@yahoo.com “By using Facebook pixels, I can target people who have ibly demanding industry high end transaction on an investment property.

The ng development/land spent planning for the future of his business.

“I evenemail him at jandrewhancock@gmail.com, or visit homesbyholland.com involved in the community and supporting her kid’s ing areas.

There, she has developed a comprehensive her daughter. and national reporter andon, anchorperson, and Patti Alzheimer’s Foundation, CASA/Advocates for Children Later Warner joined forces with Sam Hall toCopyright his church and the community Cla ocal buy-and-sell groups.

For moreofinform for the Urban League of Seattle.

“Iwhat like to Debbie’s passion for she does is my palpable inclients. the For the future, Debbie has no plans to slow down. everyone who may be interested,” shewould says.

It’s clear retention rates, and chief among be his expert pleasurable as possible for herworked Top Agent Magazine Weownership use a professional an interest in business,” hetwo explains.

“For my listings, I them or visit kimjones.realtor livebham.com or visit his website at has such a high attrition decided to team up after working together—and heir properties. tually want tobusiness expand and build aDirector team. would like to at She alsoIfor donates proceeds from every in the Going apparel asschools.

Regional Jones and the Rocky Mountain Children’s Hospital, among workflow that puts buyers and sellers the forefront of educate,” says.

“I specialize in guiding people please c sellers to Angela his own extenforward, Shawn has ambitious plans for the found The Warner Hall Group at Dielmann Sotheby’s not with clients, he can be found trav way she talks about her clients.

“Whether you’re buying negotiation skills.

“WeToday, have some really great techniques “I amhistory. thinking aand lot about how to grow this method is working, as Shawnna never a without market them through social media, including LinkedIn this like your life depen the rest is Patrick ishas a partner athad Knight Apparel Together, talents and past many others. have anGroup. assistant, a marketing director, and other agents process by step.”

Angela’s ability totheir combined each transaction, a nod to Bryan Realty Group’s indusGoing forward, Carol has strong ambitions for email Ryan ts through to givethethem an step added future of his business.

As his team continues to grow, forabout writing strong offers without costing the more,”for ditch or selling, it’s ahave very emotional process,” Debbie says, jeopardizing the quality ofwith the experience my International Realty, where heabout and Sam currently his husband George, running in blogs. post information the houses and Iwhere use over listing stay on the market for longer than 30buyers days.

For more information Angela Moore, experience translated intoreach.” aI’ll solid, well-oiled team of yourits backup plans, & Drews Realty, he assists clients throughout y maintaining a transwho candoes helpwonders expand our generate a skill set for her clients for try-leading culture that values client relationships above ness.

As her volume continues steady gro Copyright TopBroker Agent Magazine he intends on pursuing his License and revo24 different business pages on Facebook to advertise.” “and I put that first.

I have a real dedication to this clients,” Debbie says.

“It’s important to me that my please call (253) 670-8357, agents who have built a thriving business on a foundation As for the future of the Helm Weaver Helm Team, Patti, The rest is simple.

Just k Smyrna and throughout all of Southwest Atlanta. an expert team to assist clients St.Metro race, or expanding raising hisher beloved Jack Russe their future as a seller new htforward.

“From startor as a buyer in theirsupervise allhome. else.

“I love the way our company is structured,” shehere intends on hard email angelamoore@kw.com orPamela visit I’m of honesty, community presence, integrity and a shared Libby and will continue to them work toAexpand the industry through his unique blend of Ilutionizing know how to structure the process and clients are heard. tospread get from to Z withwork with comme have brought Angela tons of results.

She After the transaction, clients love to the word Louis and the surrounding areas.

“At The Warner Hall ithHer mytalents clients, even ifbusiness.

No matter where this path leads, he will no doubt enjoy says.

“We have athetruly amazing team, and I’ve never estate the coming months.

But along the After the transaction, clients don’t hesitate toas leave work ethic. their already-considerable while also venturing facebook.com/AngelaMooreRealEstateAdvise howindefatigable to putcompassion the customer Ibeing know importance as little stress possible.

That isin my mission; it’s not Above all, Patrick believes inbusiness, protecting his client’s on his75% in-depth knowlinnovation.

“Now that I work. have aOne team, gets of her business from referrals of satisfied about her recently said, “Iwill can’t say enough a property that I don’t every minute of worked it. and “Ifirst. love able to use my creativGroup, we’re focused on service and longevity with our Warner has strong plans for glowing reviews about their time together.

One recently out into new real estate arenas, including Development for such fine people in my life.” continue assisting clients withthe thefuture same best my interests.

“I don’t chase he says. “I’m not and it ethic, andabout I make my clients’ schedules and about commission.

I amdeals,” their resource and ally, yers strong it’s not me heways says.

“Looking ahead, says.to“I’m not purchasing scaredof work ity with and Ianymore,” can tohave grow good things about Shawnna!

She is friendly and fun said, “Indevelop my“Here potential move toathe Detroit area, Russ “When wemarketing, first clients,” started in thehe business,” recalls Libby, “we and Commercial.

Above all, however, their overarching says. we motto that we try to Recently recognized as Missouri’s asm I’m thatdetermined brought her desperate to sella you a home; to to the industry in the fi a priority.” isobjective honor to do what Irather, do.” ss and accountability, he I want toalso reinvent theon wheel.

My goal is to build hing is overpriced, orneeds business while focusing the areas ofalso real estate Ian were being called Charlie’s Angels, that people will remain same astoalways: to continue me all the neighborhoods that met my criteria inthe but super professional willing work hard Whenshowed listing aindicating home, Carol takes ayou strategic approach “Ipossible.” really love what Iabout do, andhemy clients canto help make the bestand decision Newsweek Magazine, now looks exceed expectations, and we typically do that.”

For more information didn’t take Within a year or so, however, providing the meetings unparalleled customer service that has Russ Ravary, please ca ght home for their company that embraces changes the couple of hours I had between the end ofshopping my ut the property mightneeds want modern, to beusin.seriously.

Ittech-savvy is a very rewarding career.” for her clients.

The process was a breeze as designed to generate as much buzz as possible for her says.

“Because of that, I will always go the and-coming members of his team. Be those same people beganand realizing that weflight. hadtruly a He magic become synonymous with their names. “We’reorthe newyesmyrealtor@gmail.com 248-310-6239 email catching my is about incredibly knowledgeable lients appreciate honesty above that all else. in the industry and gets people excited to sell For more information Debbie Pontikas, she knew all the areas of town we would love and was For his friendly approach and outstanding commitclients.

After helping to fully prepare a property, she for them—no matter what.” combination, which in reality, was simply the fact Warner that we era of realonestate,” says Pam, and who has willanyone continue tohad inform and empowe When listing a debbie@thebrokery.com home, leans elite at all times, and they call email orhis visit debbiepontikas.com —mostly because I don’t real480.335.8604, estate again.” ment toabout his clients, Patrick earned a terrific repuvery educated the schools, commutes and worked really hard.”

The trio also both work together on all the fortune to work with has them understands thatoththis is not shares it over her MLS and targeted social media ery step. He is always years to income.

“Our team re marketing and of the terrific resources atAnyone Dielmann Copyright Top doesn’t Agent Magaz tation throughout Atlanta.

Instead of it focusing on transactions, and never push team any element process looking to buy or came sell the the Denver erthethings that are important to us.

When time campaigns—all drawing attention tohyperbole. its upcoming open n if it’s at night or on off to others, remaining To learn more a numbers, though, he remains fully committed to the side of real estate,” he says.

“We’re he Sotheby’s to provide his clients with a nationwide constant contact Metro area could do no better than to work with these about Shawn McNeil email shawndmcneil@gmail.com, house.inElsewhere, shetoiswith justtheir asthe energetic when make offer she wasassistquick to get the contracts and sellers have chil-Magazine Top Agent 3please buyers and sellers and providing decidedly excellent and three indomitable, creative and truly caring agents who passion that brought him to the business in the first ers negotiations and sellers at an equal rate, and I b reach, ensuring efficient sale thatget the with ing her buyers, an guiding them through themaximizes process with McNeilSells.com or call (989) visit written up and and k to me when they put egalitarian service to all 392-7719 their clients, regardless of the consistently place theforth best ofday,” their he clients front or email shawnna place.

“In realback estate, every dayinterests is a new ing craftsays. and keeping my skills hon each property.from Elsewhere, heside. isofjust attenopenofcommunication and an attention to as detail. theacute She was helpful withmy point. and center during every transaction. work, so I make sure property’s pricevalue “Iother enjoy all it—from finding a home tofinancing negotiating

SHAWNNA SUMMERS

SHAWN M NEIL

CAROL WICK

J. WARNER

REALTOR Vendors and Real Estate Companies— Get Nationwide & International Exposure! www.

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when Top Agent Magazine

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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5

EMILY CORNING

With an extensive and highly successful career in sales, Emily Corning knows how to take great care of her clients and employees alike. When Emily sought a career change, she decided that it was time to pursue her long-time interest in real estate.

Now a Principal Broker with The Hasson Company, Emily manages a team of dedicated professionals who are committed to delivering the highest-quality client service. Located in Lake Oswego, Oregon, Emily and her team make sure that every client feels cared for at each step of the process, no matter the price point. With her clients raving about her attentiveness, consideration, and patience, it is no surprise that nearly all of Emily’s business stems from referrals.

the same amount of care, no matter the price range. When they get keys, we provide fresh flowers, local wine, and something for their kids. The clients walk in on the first day to a beautiful spread. We gift champagne when their offer is accepted. We have thrown appreciation events at wineries. I care for my clients through every step.”

To market her listings, Emily uses every tool at her disposal.

Her husband, a former police officer and now an accomplished videographer, creates custom videos that Emily promotes across her personal and professional social media networks.

Recently, Emily has started to provide hand-picked and finely

Emily attributes her remarkable success to her motto. “If you do business the right way, the business will continue to come,” Emily says. Her motto is evident in the growth of her business; over the last five years, she has nearly doubled her volume each year. This past year, Emily was ranked #11 in The Hasson Company, closing out the year with $37 million in volume across 73 transactions.

Though Emily has achieved high levels of success when it comes to numbers, for her real estate is not about the money or the transactions. “What I do is provide the best experience I can for my clients,” Emily says. “I treat every client with 6

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curated staging services. “Every home has a presence when it hits the market,” Emily says. “Each home looks beautiful, at no cost to the client. It’s all part of my services.”

As passionate about what she does as when she first started, Emily finds fulfillment from many aspects of her career. “It doesn’t feel like work,” Emily says. “I love the challenge. No two transactions are alike and I learn from every single one. I also love the personal connections I get to make. I have built relationships that have turned into friendships.”

Actively involved in her local community, this past year saw Emily partner with local businesses to donate free meals. In her free time, Emily loves to travel with her husband and two boys. Recently, she and her family purchased a house on two acres, which they are in the process of renovating.

Emily is excited about what the future holds. She plans to grow her team, and to attain new levels of professional achievement, setting goals for herself that include being ranked in the top ten at The Hasson Company. “Real estate looks glamorous, and it can be glamorous, but it also takes grit and guts to build it and sustain it,” Emily says. “I focus on the people. People will remember the experience and how you made them feel. They are my top priority.”

To learn more about Emily Corning, please call 503.704.9431, email ecorning@hasson.com or visit EmilyCorning.Hasson.com Top Agent Magazine

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Mikal Mele is proud to congratulate

EMILY CORNING

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

Mikal Mele | Loan Officer | NMLS# 963197 503-804-1004 | mikal@fairwaymc.com www.mikalmele.com 6650 Southwest Redwood Lane, Suite 215, Portland, OR 97224 Copyright© 2021 Fairway Independent Mortgage Corporation. NMLS#2289.

4750 S. Biltmore Lane, Madison, WI 53718, 1-866-912-4800. Other restrictions and limitations may apply. All rights reserved. Equal Housing Opportunity.

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

Top Agent Magazine ®

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 10

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

Top Agent Magazine ®

Top Agent Magazine

DENIS ARNAUTOVIC NORTH & SOUTH CAROLINA REAL ESTATE SPECIALIST

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Denis Arnautovic purchased his first home twenty years ago in Upstate New York. “I remodeled it, sold it for a profit, and bought the next one,” he remembers.

Twenty successfully renovated and upsold homes later, Denis was hooked, but ultimately expanded his skillset to the realm of resale. “I ended up switching from 12Copyright Top Agent Magazine

rebuilding, remodeling, and construction and into home sales. That was about six years ago, and ever since getting the hang of the game, I’ve crushed just about every goal I had starting out.” In fact, Denis has successfully sold over 150 homes totaling more than $50-million in gross sales since his formal industry debut.

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TESTIMONIAL

“I found Denis through a google search for agents with a construction background and am so happy that I found him. His knowledge of neighborhoods in south Charlotte/Fort Mill and his opinions on the quality of builders is unsurpassed. He is always very responsive to texts.

Plus, he took time to answer all of my questions. He got us an amazing deal on a house and was relentless with getting the builder to complete fixes during the closing process. He found things that the inspector inadvertently missed. Again, I am extremely happy to have found him and plan to use him again.”

Today, Denis has established himself as a consummate professional, complete with a reputation for in-depth knowledge, trusted resources, and a personal touch. Under the banner of Coldwell Banker, Denis spearheads his work across South Charlotte, with the entirety of his business driven by repeat and referral clientele who trust his unparalleled Top Agent Magazine

expertise when it comes to all things home construction, investment, and sales. Not only does he lend his knowledge to his work with residential buyers and sellers of all stripes, but he is also a frequent collaborator with investors looking to expand their portfolios.

“Using my experience, I’m able to help others avoid all kinds of pitfalls,” he says. “I’m Copyright Top Agent Magazine13

TESTIMONIAL

“Denis was a true professional. Aside from his patience with us —seeing 20+ homes before we found our fit— he was consistently available for any comments, questions or concerns we had throughout the process. Plus, his services didn’t stop after purchase. He continues to reach out to ensure we are not only happy with our purchase but adjusting to the “homeowner life.” Do we need a fence guy? Denis has one. Do we need a blinds guy? Call Denis.

He really has it all. Top notch real estate agent with GC knowledge. Slam dunk! Choose denis every time.and plan to use him again.” in a very unique position to help clients not just make money, but also achieve any goals for their home, like an addition or a renovation.

I’ve worked with designs and permitting and everything else for years. Working with me is really like an all-in-one shop for whatever help they need.” Denis has been recognized

by Zillow and Trulia as a 5 star agent. Also, he has earned the Coldwell Banker International President’s Circle Award three years in a row.

Denis also underscores the importance of a personable approach when working with clients, rather than a purely sales-forward perspective. “I’m not a salesperson,” he says, “that’s the biggest thing. I’m honest. When I look at a house, I can tell people their short and long-term costs, and I act as a true advisor. I do a detailed analysis of cost and appreciation over the first few years of ownership, and I 14Copyright Top Agent Magazine

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TESTIMONIAL

“My wife and I were ‘passively’ looking at homes online, and I was tired of occasionally looking at properties and having a random real estate agent assigned. After looking at realtors online in Fort Mill and reading reviews I reached out to Denis based on positive prior reviews, and we are so thankful that we did. From the first interaction when I requested that he show us a property and his immediate response was absolutely, but that he couldn’t recommend purchasing the property and would explain more on-site when we met. His initial advice was spot on, and immediately established a level of trust as it is seldom someone in a sales role advises you against something you are interested in. From that point on he demonstrated a wealth of knowledge regarding the area including the different communities with detailed income and demographic information, to his knowledge of construction and building codes, combined with his advice and support every step along the way, he quickly became a trusted adviser. His honesty, genuine kindness, and willingness to help with anything (literally anything and everything) make him an exemplary professional in the field and I cannot recommend him highly enough. stand behind everything I do.” When listing properties, Denis leverages the full power of Coldwell Banker’s global platform, in addition to equipping each home with high-end professional photography to create a memorable first impression. “I analyze the house Top Agent Magazine

and give people a detailed synopsis of what they’re buying,” he says. “When you’re spending this kind of money, it’s important to know what the possible issues are, and how you’ll achieve the right appreciation in the years that follow.”

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Beyond the office, Denis gives back to his community through his work with local organizations that maintain public land and trails, and he also builds crates for the local animal rescue organization he supports. In his free hours, he most enjoys building projects and making custom furniture, mountain biking, and time spent with family and loved ones.

As for the future, Denis intends to keep momentum going strong as his business grows.

He hopes to one day create his own franchise that brings an advisory-based approach to real estate. “What really got me into this business is a love for homes, architecture, and construction,” he says. “The part that’s kept me in this field is advising and knowing that I’m actually helping people. What I say, I stand behind.”

To learn more about Denis Arnautovic email info@accesscarolinas.com, call (704) 340–5435, or visit AccessCarolinas.com www.

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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

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

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Top Agent Magazine

JOHN WESLEY BROOKS

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JOHN WESLEY BROOKS

“We treat everyone like family, that’s just how I was raised,” John Wesley Brooks explains, while discussing his career in real estate. His grandmother was the founder of a real estate company, and was the first female agent in Huntsville, Alabama, as well as the first female president of the MLS board. She inadvertently started the trend of Brooks family members entering the real estate world, with John’s parents also becoming real estate agents, and his aunts/ uncles becoming appraisers and developers. Today, John is part of the John Wesley Brooks & Brooks Family of REALTORS®, which includes his parents, himself and his wife, who handles marketing and photography. Serving multiple counties in Alabama, including Limestone, Madison, Morgan and Marshall, all of his clients derive from repeats and referrals.

$50,000 house or a million dollar property,” John says. “I’m always responsive and communicate constantly.” Throughout the years, John has learned to adapt to the ever-evolving industry, which has no doubt helped him grow.

But he credits his honesty and work ethic for keeping his clients coming back. “I’m upfront with them, and I’ll let them know my opinions about a house. Many of my clients are buying

“I treat everyone the same, and work just as hard whether it’s a 20

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houses sight unseen, utilizing real estate technology, like FaceTime and videos.” For his sellers, he also goes above and beyond, using his exceptional negotiation skills to get them the best deal possible, while also advertising it to get in front of potential buyers. It’s clear he’s doing things right, as he was one of the top 30 highest producing agents for the state of Alabama in 2020.

After the transaction, clients leave glowing reviews about their time together. One recently said, “I had a fabulous experience working with John. As an investor, I have worked with many agents, but John stands out above all the rest.

He goes far beyond the expected to find deals and negotiate the best purchase price possible.

I believe he would be just as attentive to buyers purchasing their homes as he has been to me as an investor. I highly recommend him for anyone looking for real estate in the Huntsville area.” Another wrote, “Working with John Brooks has been an amazing experience. I say ‘working with’ because he continues to maintain contact with me about my properties even after the deal has already closed. As was the case leading up to our close, John continues to lookout tirelessly for my best interests and offer knowledgeable suggestions specific to my property and area of Huntsville.”

Looking ahead, John’s sights are set on growing while also strengthening his current relationships. He also started a property management company on the side, aimed at helping his investors, and he would like to continue expanding it.

But he’s loving the moment he’s in right now, and can’t imagine doing anything else. “It’s just so exciting. I enjoy the aspect of helping people achieve their goals and making things happen for them.”

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For more about John Wesley Brooks, please call 256-797-2283 or email johnwesleybrooks@gmail.com Copyright Top Agent Magazine 21

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

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

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 22

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

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

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

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

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

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

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

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

Now, let’s list!

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Will you please describe your sales experience and local network?

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

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

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

How will you market the property? Each

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

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

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

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

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

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

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

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

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

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

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JOE & PATTY EVANS Top Agent Magazine

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JOE & PATTY EVANS

When Joe Evans brought Patty Evans onto his team after 18 years already in the business, it elevated his already successful career to new heights. Joe and Patty have made a name for themselves in Ohio and around the country as a force to be reckoned with in the real estate market. With their experience in the industry, their ability to effectively communicate their knowledge to their clients, and their drive to help their community, it’s no surprise that Joe and Patty’s team have become recognized as Top Producers in Ohio.

ity to organize is essential. Joe has been in the business for a long time, and he knows the best ways to make transactions go smoothly, and he has his finger on the pulse of market trends both locally and nationally. Together, along with the other two members of their small team, Nick Damiani and Theresa Scheiderer, they get a lot done.

Patty Evans comes from a corporate background, so she knows how to manage her time and scheduling efficiently to meet the needs of her clients and coworkers. With the team doing 50 transactions in 2020 with a total volume of $20 million, this abil26

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Since joining the team, Patty has contributed a lot to the team when it comes to communication as well. Joe says, “I thought I had strong communication until Patty came around. She brings a lot to the table with her timely and explicit communication.” Joe understands the importance of communication in a Realtor’s repertoire, and works hard to ensure that his team’s is the best it can be. “We’re consultants, almost before we’re real estate agents,” he admits. “We give the best advice we can to our clients right off the bat, even if it doesn’t benefit us.” In keeping with this emphasis on communication, the team also maintains a robust social media marketing campaign, and they strive to reach out to their community often. People recognize their efforts, as most of their business comes from repeats and referrals from past clients.

Joe and Patty are so committed to their work because they genuinely care about people and want to help them. “We really care about helping people make the best decision for themselves and their families,” Patty says. “We want to help as many people as we can accomplish their goals.” Joe and Patty put their clients’ best interests before their own, and strive first and foremost to bring satisfaction to their clients.

They live to serve, and their real estate service is some of the best in the business.

Outside of their work, the Evans team is very involved in their local community. They give a portion of their income to various local charities every year, and Joe has been in leadership positions in several local organizations. For the future, Joe and Patty hope to maintain that same level of community involvement, while staying focused on pivoting to acclimate to shifts that are taking place in real estate, and continuing to grow. If you’re interested in real estate service in Ohio, don’t hesitate to give Joe and Patty Evans a call today!

Top Agent Magazine

You can contact Joe and Patty Evans by phone at (614) 975-7355 or by email at joeandpatty@evans.realtor. You can also visit their website at joeandpattyevans.realestate for more information. www.

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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 28

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

Top Agent Magazine

Top Agent Magazine

stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

1

BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

3

BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

5

BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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7

BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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DEVAN HAFLE Top Agent Magazine

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DEVAN HAFLE

Devan Hafle got an exceptionally early start in real estate, earning his real estate license at the age of 18 and his broker’s license at just 22.

Devan followed his late father into the business, and for the past 10 years he has worked tirelessly to provide top-quality personal service to his clients. “I always pride myself on going the extra mile and doing more than most agents would,” Devan says. “I do everything I can to provide that extra level of care.”

my friends, and I still provide value to people even after the sold sign goes up in their yard.”

The personal attention Devan pays to his clients truly sets him apart. “The amount that I care about each individual transaction really makes a difference,” he says. “I give my clients one-onone personal attention, and I’m the only person they talk to through the entire process. They’re not handed off to somebody else. Helping people

As team leader of a seven-member team, Devan serves southwestern Ohio, with a focus on Preble County.

One hundred percent of Devan’s business comes from repeat and referral clients, an incredible feat that speaks to the trust and confidence he inspires.

“From day one, I’ve treated my clients like family,” Devan says. “I make sure everything is taken care of and all questions are answered, and I keep up communication with my clients after the fact. Many of my clients become 32

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is what got me to where I am, and for me it’s all about the client.”

When it comes to marketing listings, Devan focuses his efforts heavily on social media, especially Facebook. He also owns and operates multiple local real estate websites. “For every new listing, I maximize exposure as much as I can,” he says. “I work with a professional photographer and I personally create a customized video for each property, which I then push to Facebook.” Devan’s videos typically get anywhere from 2,000 to 30,000 views in the first week. The results speak for themselves: in 2020, Devan’s team did $21 million in volume.

Community involvement is important to Devan, and he likes to help out any way he can. That includes sponsoring events like the annual Golf Cart Poker Run, which saw a record turnout last year even in spite of Covid. When he is not working or giving back, Devan enjoys boating, riding four-wheelers, and spending time with his girlfriend and their two dogs. Devan also flips houses in his spare time.

In the future, Devan is excited to continue growing in his new office and helping to provide for his team and their clients. “Making a difference in people’s lives is what drives me,” he says.

“The absolute best feeling I have is when I get to call a first-time homebuyer and tell them either their offer was accepted or we’re clear to close. Even as team leader and the leader of an office, helping people buy their first house is everything to me.” Devan emphasizes the importance of building trust and maintaining relationships. “My goal is to be somebody that anybody can call, even without knowing me, and by the end of their experience we not only have trust in each other, we have a lifelong relationship.”

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To find out more about Devan Hafle, you can contact him by phone at (937) 533-7844, or email dhafle@preblecountyhomes.com, or visit mayhafleteam.com http://

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

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

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

Top Agent Magazine ®

Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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Top Agent Magazine

VICKI KING

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VICKI KING

Before becoming a Realtor, Vicki King was the director of kitchen design for 84 Lumber, a large construction supply company in the Northeast. Moving from there into real estate was a natural transition.

“I love helping people, and this is an industry where I can impact people’s lives in a big way. Nothing’s more nerve wracking than buying or selling a house, especially if you don’t know how the process works.

My goal is to take clients through that experience and have them remember it afterward as fun and exciting rather than stressful.”

Vicki’s worked hard to educate herself for that responsibility. She graduated first in her class with a degree in applied sciences, and was president of her honor society. As a Realtor, she’s both an Accredited Buyer’s Representative and a Seller Representative Specialist, coveted credentials allowing her to serve clients on either side of the transaction. She’s been a member of the Real Estate Million Dollar Association LTD for several years now.

Finally, she’s also a Military Relocation Professional, a certification she proudly utilizes in a personal mission to better serve her country’s veterans.

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She’s adamant about being there every step of the way for her clients. “I’m very hands on, so I don’t delegate anything to a transaction assistant or another agent. I’m at the appraisal and the home inspection as well as the closing. I return phone calls and emails quickly, and I contact clients regarding every development. I think that’s especially essential for first-time homebuyers, who are usually very nervous about the process.”

People clearly appreciate her efforts. After five years in her Maryland business, most of her clients are now repeats and referrals. In May of last year, she

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left her former brokerage to work with Cummings & Company Realtors, closing a total of forty-eight transactions between the two for 2020. She’s made many new friends along the way. “When people know you care about them, they care about you back. I get invited to barbeques and weddings and baby showers. That’s the reward beyond the closing table—so many new relationships.”

She markets her listings using all of the social media platforms, as well as applications like Homesnap and the usual sites like Realtor.com. She does open houses, of course. She’s also certified as a home-staging specialist (RESA), and so has a great eye for how to emphasize a property’s best features.

Vicki’s active in her community, her main contribution coming through her work with the Wounded Warrior Project. “Veterans are near and dear to my heart. They go out and defend us, and many return home with physical or mental injuries—or both— and now they need our help. I’m grateful, and I want to give back as much as I can.”

When not working, Vicki puts family first. “My grandchildren are nine and ten, so my husband and I love spending as much time with them as we can.

We also love to travel, cook and entertain. We go dancing. I enjoy bowling.”

Going forward, Vicki wants to continue growing as a Realtor. She’s amassed numerous sales awards throughout her career, and has been a member.

But most gratifying might be her 2021 inclusion in Baltimore Real Producers, acknowledging her as one of the top five hundred producing agents in Central Maryland, out of twelve thousand agents.

That places her in the top four percent regionally, an achievement that some agents never reach during their career. “I’m honored and humbled,” says Vicki. “I feel like we earn these things only through exceptional customer service, and I intend to become even better at that going forward. Honestly, the real reward comes whenever I get to the settlement table and see how happy my clients are to be starting this new chapter in their life. That’s the thing I want to keep going.”

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To learn more about Vicki, call her direct at 410-490-0675 or her office at 410-823-0033. Email her at Vickikingrealtor@gmail.com Copyright Top Agent Magazine 39

1 Billion-Plus Reasons Why You Should Be Active on Facebook

By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook.

That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers.

Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience.

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Top Agent Magazine

Top Agent Magazine

Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website.

And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers.

• Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content.

• Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture.

But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video.

How can REALTORS® use Facebook Live?

Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show!

Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers.

Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Top Agent Magazine

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you.

And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones.

NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters.

Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business.

Copyright©, Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com.

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URSULA LOWTHER Top Agent Magazine

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URSULA LOWTHER

As a child, Ursula Lowther would spend Saturday mornings looking at houses with her mother, an experience that kickstarted her passion for real estate. At fifteen, she would help friends buy houses and read contracts. For Ursula, helping others is at the heart of what she does. “My background was turbulent,” Ursula says. “In a lot of ways, I shouldn’t be where I am at now. But what I’ve learned, and what I live by, is the idea that if you help others get what they want, you will get what you want. By focusing on others, you take care of yourself. That fills me up.”

On her own, she completes between fifty to sixty transactions per year without administrative help, a drive that Ursula attributes to the sense of fulfillment that comes with supporting her clients.

It is no surprise that nearly all of Ursula’s business comes from repeat clients and referrals, as she inspires loyalty and admiration for her integrity and dedication. “My clients know I care,” Ursula says. “I am fiercely protective of my clients. The joke is that I adopt everybody. They become my family. That’s just how I operate.”

With a background in marketing and interior design along with fifteen years of commercial construction sales, Ursula is uniquely equipped to help her clients. She has eighteen years of experience in the industry, and currently she works as a solo agent at Keller Williams in Atlanta, Georgia.

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What keeps Ursula’s clients coming back is her compassion. “This job is about listening,” Ursula says. “One client had worked with a previous agent, who had shown them 110 houses. I met with the client, showed them one house, and we talked. I told them I understood what they were looking for. The second house I showed them, they bought. All I did was listen to what they were saying.”

For each of her client’s listings, Ursula creates an aggressive marketing campaign that includes wide social media coverage with videos and beautiful professional photography. “I like to build interest first through marketing,” Ursula says. “First, I’ll advertise, and then open up the house for viewings. By that time, we’ve created buzz.”

Ursula loves her profession, as it allows her to channel her passion for helping others. “I truly believe my job is to lift others up,” Ursula says.

“It’s not a check. Half the time, I don’t even know how much I’m making. That’s the last thing I look at. It’s all about the people.”

In her free time, Ursula is as committed to community engagement as she is to her clients. She is actively involved in Feeding the Homeless Project Inc., Wounded Warriors, Homeless Pet Club and more. Ursula also serves as the chairperson for Gwinnett Business Network for their community service outreach program. Supporting the victims of domestic violence and working with seniors are also causes Ursula is active in. In her own time, Ursula loves to read, cook and travel.

Proud of her business and happy with what she has built, Ursula plans to keep doing what she is doing. “I love what I’m doing, and I love how I’m doing it,” Ursula says. “I may hire an admin, though I never want to be in a place where I don’t have lots of facetime with my clients. I never want to lose my personal touch. Getting to be there for my clients is what I love.”

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For more about Ursula Lowther, call 678.300.6141, visit homesbyursula.com or email ursula@homesbyursula.com www.

Copyright Top Agent Magazine 45

Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be creative. Use your marketing to have to tear down half the planet! target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or ugly. wanted that house. Period.

You are not the world’s taste critic. Copyright©, Denise Lones.

You cannot tell what people want. I All rights reserved.

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CJ SEFCOVIC

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CJ SEFCOVIC

Top Agent CJ Sefcovic serves the Northern Colorado market with C3 Real Estate Solutions. He loves meeting new challenges every day and solving problems to help his clients accomplish their goals.

CJ Sefcovic began his real estate career 4 years ago. “I had some family who invested in real estate, and through them I saw the power of real estate as an investment,” CJ recalls. “That always intrigued me. I also knew some Realtors® who were in the business and enjoyed what they did, and that’s what drew me in.” Now, with his own real estate business growing steadily year over year, “Real estate found me,” CJ says, “and I fell in love with it.”

With C3 Real Estate Solutions, CJ serves the Northern Colorado market. Close to 80% of his business comes from repeat, referral, and others in 50

his sphere. “I take great pride in earning my clients’ referrals and building trust as their real estate advisor,” CJ says. “I got into this business knowing that I would build a grassroots real estate business that was relationship-based and client-focused. Anybody who knows me, knows that I don’t finish the day until everybody is served to the best of my ability.”

CJ loves meeting new challenges every day and solving problems to help his clients accomplish their goals. “I love serving people and helping clients in every type of situation,” CJ says. “I love that in real estate each transaction and each Copyright Top Agent Magazine Magazine

situation is different. From working with firsttime buyers to selling big-acreage properties, I love the variation and the changing nature of the business.”

When it comes to marketing listings, CJ and the team at C3 pride themselves on pursuing all avenues and being thorough in their approach. This includes investing in enhanced listings on all the main real estate websites, as well as advertising in niche publications when the listing warrants it. “We publish many of our acreage listings, and some residential too, in specialty magazines such as Homes and Land, Farm and Ranch, and Lands of America,” CJ says. He also belongs to both MLSs in Northern Colorado, REcolorado and IRES. “Through all our syndication, magazine publications and local exposure, to yard signs and having a fully stocked brochure box,” CJ says, “we leave no stone unturned when it comes to marketing listings.”

Community involvement is important to CJ, and he is an active member of the Fort Collins Board of Realtors®. He is also involved in several outdoors associations, including Ducks Unlimited and the Mule Deer Foundation, as well as sponsoring youth programs at a local archery range. When he is not working, CJ loves spending time with his family and doing anything outdoors. In particular he enjoys fishing, camping, archery, and getting away to the mountains.

In the future, CJ plans to continue growing his business, with an eye to expanding his team, scaling up to handle more transactions, and increasing his share of the acreage market.

Above all, he wants to continue taking care of his clients and nurturing those relationships.

“This is a relationship-based business for me,” CJ says. “I’m not in it for the sale, I’m in it to serve my folks. I love what I do, and what gets me out of bed every morning is being able to serve the people around me.”

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To find out more about CJ Sefcovic, email csefcovic@c3-re.com, visit mycolohome.com/agents/cj-sefcovic/ or call 719-214-3442.

Copyright Top Agent Magazine 51

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

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

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass 52

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

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

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

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

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

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

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

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

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

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

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

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

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

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NANIE INGRAM-MAULLER

After graduating from college, Nanie Ingram-Mauller started working in a logistics firm. After her dad passed away from prostate cancer, she was compelled to reevaluate her life, and realized that her job wasn’t making her happy. It was then that she decided to pursue real estate as a career and got her license. Nanie was looking for something more flexible and rewarding in her life.

She found it, and as it turns out, Nanie has shown over her 22-year career that she has the skill and longevity to be an elite Realtor® in the long-term.

On top of being a Realtor® who cares genuinely about the well-being of her clients, Nanie also has a wide pool of experience with which to make smart decisions when navigating real estate transactions. Nanie grew up in a family that built their wealth through smart real estate investing and spent lots of weekends as a child, helping to clean different rental properties

The thing that drew Nanie to real estate most was the opportunity to interact with and help a wide variety of different people. She has taken the importance of her client to her livelihood to heart, and she always puts them first on her list of priorities. “Communication is key to my success,” Nanie says. “In this market, we’re so busy, but it’s important to take time with my clients. I strive to give each client individualized service and a wonderful experience.” She makes an effort to ensure every single one of her clients feels special and cared-for, and she puts their best interests above her own bottom-line.

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or painting homes that her family were remodeling. Over her two decades in the business, Nanie has worked in several different markets across the country and is currently licensed in North Carolina, South Carolina and Ohio so she has a uniquely broad range of market knowledge to draw from. She has an incredibly wide sphere, and her ability to network makes it easy for her to find answers to any question and market homes.

Nanie is active on social media, using the tools at her disposal effectively to reach as wide an audience as possible when promoting herself and marketing her listings. Along with networking with the myriad of agents she is in touch with across the country, this makes it possible to get consistent results. Nanie closed over 30 transactions in 2020 for nearly $10 million in total volume and is primed to boost that number even further going forward.

Beyond her more tangible results, Nanie has found a great deal of personal fulfilment in her career. As a breast cancer survivor, Nanie has a new lease on life and a newfound appreciation for her day-to-day activities. “I try to find joy in everything I do,” she says.

“Every day is something different with real estate and helping buyers and sellers obtain their goals makes me happy and love what I do.”

In her free time, Nanie enjoys traveling the world with her husband and family and spending time with her dog, a Doberman named Walter. She hopes to continue her business and personal growth in a balanced manner, both from a business and personal standpoint, to preserve client satisfaction, and most importantly to stay happy, healthy and help more people along the way!

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For more about Nanie Ingram-Mauller, call (828) 365-8275, email nanieingram@bhhslp.com or visit curatedhousingcollection.com

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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Top Agent Magazine

who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a Top Agent Magazine

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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ANTONIO KHOURY

With a family history in real estate, Antonio Khoury felt drawn to the career at an early age. When he arrived in Boston, he began studying at Suffolk University and took real estate classes. “I was intrigued to get an internship at an early age in anything related to the industry, so I could gain some real-life experience in what I consider one of the world’s strongest real estate markets,” he explains.

“With that said, I was fortunate enough to start my career at a respected boutique firm early on in my career, and the rest is history.” Today, and a decade later, he’s Managing Director of Compass with an excess of $250M in closed transactions. Coming from a mixed background of Dominican & Lebanese heritage, Antonio speaks 4 different languages including English, Arabic, French and Spanish. Along with his diverse background and commitment to getting his clients’ needs across the finish line has led to his success in the greater Boston region.

industry. One unique competitive advantage I’ve acquired is the ability to market my clients’ properties internationally and exposing them to a broader pool of buyers” he says. Antonio is always on top of his work and makes sure to be there for his clients at all times. Whether he’s dealing with a seasoned investor, first time homebuyer or a family selling their longtime home, he guides them throughout the transaction so the experience is less stressful. He understands how important this chapter is in his clients’ lives,

“My business model since inception has been working closely alongside my personal network. It’s flattering to have built a strong book of clientele based on solely word of mouth and strong relationships. “I’ve learned that the barriers of entry in this business are very low hence offering differential value through innovative work is essential to succeed in this competitive 58

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and does everything he can to make it an enjoyable time. This includes updating them regularly, researching market data and off-market opportunities, negotiating to get them the best deal possible, and implementing thorough marketing strategies to spread the word about their listing.

“In today’s world, there’s absolutely no doubt that a buyer’s first showing happens online, so my online presence is really important and strong. We have developed and refined a strategy through years of trial and error, where we don’t show too much, or too little, so potential buyers can ascertain if they are interested in a property yet still be curious enough to go to a showing and be surprised at how amazing it looks in person. We want them to come in and see more, experience the property but most importantly interact with myself in order to learn further about each property through my professional insights; insights that can not be found online or on a listing sheet. I strongly believe that we’ve done a particularly unique job with this strategy”.

For the past consecutive 3 years, Antonio has hosted a toy drive to assist Wonderfund’s mission in helping children in need (www.wonderfundma.org). During any free time, Antonio enjoys researching international properties and travelling to different parts of the world when it’s possible.

Looking ahead, Antonio has his sights set on helping clients in whatever endeavors they pursue. “One very important lesson I’ve learned is that throughout this real estate journey you become a confidant of each and every client you do well by. It’s never about one transaction, never about the location, property or time. It’s about the relationship. With that being said, I’ve become a trusted advisor to my clients not only in Boston but when they decide to purchase a second home in a different state or even transition to a different country. In 2020, I’ve been able to serve my clients in Naples, Hollywood, NYC, Miami, Stowe, Portsmouth, Washington, and Texas. My 2021 goal will be maintaining and growing my Massachusetts presence while simultaneously growing a stronger presence in all these parallel markets and facilitating a “one stop shop” kind of service to my book of clientele.”

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For more information about Antonio Khoury, please call 781-385-1695 or email antonio@compass.com Copyright Top Agent Magazine 59

Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are 60

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner 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 Copyright©, Walter Sanford. All rights reserved. us online at www.waltersanford.com.

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ALISON ANDREWS Alison Andrews began her real estate career 5 years ago, after deciding it was time for a change from the corporate world. “I always had a passion for real estate, and I finally decided to follow my dreams,” Alison recalls. She quit her job and got her real estate license, and the rest is history. Now Alison has found her calling helping her clients achieve their own dreams through real estate.

With eXp Realty, Alison serves all of southeastern Louisiana, including the New Orleans metro area and the surrounding areas. The majority of Alison’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. “I treat everybody like family,” she explains. “I’m very personable, and I stay in touch with all my clients after the closing.” She makes her clients feel comfortable through her approachable and relatable personality. “I’m the type of agent who will play with the kids and keep them occupied during a walkthrough while the parents go to look at the primary bedroom.”

are still great, but when they can walk through the house, I think that’s very beneficial these days.”

Community involvement is important to Alison, and she is active in her church.

She and her colleagues also pitch in wherever they can, whether that means volunteering with hurricane cleanup efforts in Lake Charles or helping package food for a local food bank. When she is not working or giving back, Alison loves getting away to the beach with her husband, spending time with friends, and trying out new local restaurants.

In the future, Alison plans to continue growing her business, with a focus on expanding the listing side.

Alison says “It’s never too late to follow your heart.

I started this business in my 40s, and I love what I do. I get to be there for my family while still running a multi-million dollar business. I never would have thought that I could achieve all that I have, and I’m so grateful for the people who have taught me and influenced me on this journey.”

Alison loves working with buyers. “The biggest fulfillment I get comes from getting someone into their dream home,” she says. “When they’re at that closing table and they get those keys, or finally feeling that sense of joy when they walk into their new house, that’s when I feel the most gratitude.”

Sellers also benefit greatly from Alison’s hard work and personalized service when it comes to marketing listings. “The first week of a listing, I usually do an open house,” she says. “I also do a lot of social media marketing and video marketing, which I have found to be very beneficial, especially since Covid. People want to see the walkthrough with video. Pictures 62

To find out more about Alison Andrews, call 504-756-3549, email aandrewsrealtor@gmail.com, or visit alisonandrews.exprealty.com https://

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5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances.

Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you.

Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses Top Agent Magazine

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while promoting my business?

Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!”

Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community.

People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community.

Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

5. Show your gratitude when you do 64

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going.

The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not?

What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies.

To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

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V. PATRICK HAMILTON One of the first things people ask is “What does the ‘V’ stand for?” The answer is Van. It’s not unusual for Patrick to receive several late-night calls asking just that question. Having grown up in a contracting family in Indianapolis, Patrick, who moved to Urbana Ohio in 1997, recalls, “I’ve always had a strong interest in real estate,” so when Patrick decided he wanted a career change after owning an advertising and publishing company in Urbana, it was only natural that he would become a Realtor®. Patrick has been a licensed Realtor® since 2004, and ever since then he has been providing nationally recognized, award winning personal service to his clients while helping them achieve their real estate goals and dreams. “Our clients should expect excellence and our testimonials prove they do!”

With The V. Patrick Hamilton Group at RE/MAX Alliance in Urbana, Patrick serves west-central Ohio, with a primary focus on Champaign, Clark, and Logan counties. The majority of Patrick’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “I’ve been the top agent in Champaign County for the last few years,” Patrick says, “and my For Sale signs are everywhere. People see that, and they see my Sold signs, and that brings in business.”

Patrick has a team of four licensed real estate agents, along with a support staff that includes a full-time office assistant, a full-time social media specialist, and an on-staff professional photographer. Having such a well-rounded and talented team allows Patrick to stay in touch with past clients more easily. “We’re always doing something different to keep in touch,” he says.

“We send out new address labels to new home buyers and seasonal postcards and e-postcards and reminders

to mention a few. Social media is also a big way of staying in touch and keeping everyone aware of what’s going on with us.” Patrick also sends out personal notes and pops by former clients’ homes to check in with them and drop off fun, personal gifts.

When it comes to marketing, Patrick truly sets himself apart. “My accountants always tell me that I spend more money on marketing than most agents make in a year,” he says. “I consider that my pride and joy.”

He has a dedicated marketing strategist/ ® Realtor on his team. You and thousands of others will find The V. Patrick Hamilton Group on Facebook, Instagram, Twitter and YouTube as well as other more traditional print media. Patrick also belongs to 3 MLS services which increases his reach to other Realtors® from Cincinnati to northern Ohio.

The results speak for themselves: in 2020, Patrick and his team closed $23 million in volume—one $170,000 home at a time! It’s an amazing feat in a county of 33,000 and a city of only 13,000 with no metro area in their sales market.

Community involvement is important to Patrick, and he sponsors local events including the Bad Art by Good People auction to benefit the Champaign County Arts Council, the Champaign County Preservation Association’s yearly home tour, and many others.

When he is not working or giving back, Patrick enjoys spending time with his grandchildren and traveling.

In the future, Patrick says, “My goals are to continue growing my team and continue to be a top salesperson.

I love helping people and being active in my community.

I enjoy the camaraderie and getting out and meeting people at social events around town. I love my job.”

To find out more about V. Patrick Hamilton, call 937-869-1809, email at patrickh@remax.net, or visit VPatrickHamilton.com Top Agent Magazine

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ANDREW HANCOCK Andrew Hancock knows a thing or two about the long game. His real estate career began in a recession. “I got my real estate license in January of 2009, at the worst possible moment of the industry. Needless to say, it was a long climb.

I was basically just keeping my bills paid for those first couple of years, and most of my work came as a rental agent. But I was also building relationships, and I slowly started helping some of those people move from renting to owning their own home. By 2012, I was doing over thirty transactions a year, and my business has just grown from there.”

Andrew serves Alabama’s Greater Birmingham area with Keller Williams Vestavia. Business lately has been good. Last year his sales volume was just under seventeen million, with eighty-five to ninety percent of those transactions coming from repeat clients and referrals.

He sees the key to that success as excellent customer service coupled with a determination to ensure his clients are getting the most for their money. While it’s easy to encourage a family’s excitement when they are looking at a home, Andrew also talks to them about how the home or neighborhood will appreciate down the road. He advises beyond the moment, evaluating the property’s potential value as a long-term investment. “I enjoy helping people, and I think the way I can best help my clients is by putting them in positions to make sound decisions with what is most likely the biggest purchase of their life. We want to put people in homes they love, but also help them build their net worth.”

Andrew and his team take pride in their customer service. “We provide an experience that makes people want to work with us again: friendliness, good communication, attention to the details. We use a professional 66

photographer for all our listings, and we market hard through social media platforms like Instagram and Facebook, as well as all of the industry listing sites.

We also email or call potential buyers whom we think might be interested in the property.”

The Hancock Group gives back generously to the communities they serve, donating five hundred dollars from each sale to a local school of the client’s choosing. They’ve also sponsored many charity events, such as the Open Hands Overflowing Hearts Gold Gala, a nonprofit dedicated to ending childhood cancer. Andrew was also a Man of the Year finalist for Birmingham’s Leukemia and Lymphoma Society for his work with their fundraiser held every year.

When he isn’t working, Andrew usually spends that time with his wife and kids, but he’s also an avid golfer and loves getting together with friends to play cards.

His plan for the future is to grow his business by continuing to improve his team’s customer service and expand his agency’s database and referral networks so as to better help his clients.

To learn more about Andrew, call him direct at 205-999-7508 or his office at 205-397-6500, email him at jandrewhancock@gmail.com, or visit his website at livebham.com www.

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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 68

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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LYNN HOLLAND With 18 years in the business, Lynn Holland is a real estate veteran who exudes professionalism and poise.

She serves Montgomery, Frederick, Howard, and Carroll Counties as a solo agent in Maryland, and has built an expansive sphere of influence in her area by providing organized, hands-on service with prompt communication and a comprehensive aid package. She is earned a great deal of success over the course of her long career by working endlessly hard and staying dedicated to the field she loves.

Lynn’s customer service is her bread and butter, and she gives a personalized version to each client she comes into contact with. When problems arise, she is quick to solve them, and she treats each transaction as its own unique scenario. Lynn’s knowledge and flexibility allow her to take on any obstacle. “I’m a hard worker, and I’m dedicated to my clients. I go above and beyond and help out in any way I can,” Lynn says. “I’m always there for them when they need me.”

When duty calls, Lynn is the agent you want helping guide you through the home buying or selling process.

Considering the quality of service that she offers, it’s no surprise that Lynn gets practically all of her business through referrals from satisfied clients. She prioritizes efficient communication so that her clients’ expectations are always known and always met, and the personal 1-on-1 communication she offers makes her clients feel safe and know that they can trust her.

“I’m very hands-on and I always answer my phone,” Lynn says. “If you need me, for any reason, you can reach me.” She uses monthly mailers and social media to communicate with clients as well. In every facet of her work, Lynn strives to make the experience as pleasurable as possible for her clients.

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Paramount to making her clients’ lives easier is Lynn’s professional presence and ability to stay organized amidst the chaos that often times comes with real estate transactions. She takes her business seriously and conducts herself in a way that inspires trust and confidence in her clients. “I’ve been in this business for a long time,” Lynn says, “and I know how to get things done in a timely manner. When I take on a transaction, I do everything in my power to make sure it’s done efficiently and it’s done right.” Lynn gives her all to her work, and wants nothing more than to do the best job she can every single time.

Although Lynn truly loves her job and spends the bulk of her time working, she loves her family as well, and spends her free time with her husband, parents and seven adored grandchildren. She hopes to continue building her customer base and expanding her business, before wrapping up her career in the next ten years or so. If you’re in need of top-quality real estate service in Maryland, don’t hesitate to reach out to Lynn Holland today!

To learn more about Lynn Holland, please call (301) 704-2956, email lynn@homesbyholland.com, or visit homesbyholland.com 69

MELODY HULTGREN For Melody Hultgren, entering the real estate industry was a serendipitous event.

“In 1999, I was working on my art and just figuring out what I wanted to do next, and my friend, who had been in real estate for a few years, was wanting to take a break to travel,” Melody explains. “So she asked me if I wanted to organize her office while she was gone.” Melody took the opportunity, and as she worked, she realized she could flourish in real estate.

“I got my license, and they hired me full-time.” Melody hit the ground running straight away, setting out on her own just 18 months after she started. She now has her own team, NOVA Real Estate, which includes four other agents and herself.

Mainly serving the East Bay region as well as San Francisco, they help all types of buyers and sellers with their real estate goals.

The entirety of her business consists of repeats/ referrals, a testament to her work ethic and customer service. “I establish a sense of trust with my clients. I try to encourage people to always ask me any questions, and to not feel silly about learning, because it’s a complex process buying here in the Bay Area.” Melody also makes herself available to her clients, helping them feel empowered to make the best decisions possible. “What I try to offer is information, especially to my buyers, where it can be very challenging to find a property. I tell them what I think will help them get the property and we strategize.” For her sellers, she also goes above and beyond, marketing the listings online through social media and in print.

responsive and communicative, knows her business and market inside out, and is as friendly as she is professional. Especially in these uncertain pandemic times, I cannot recommend her highly enough!”

When Melody isn’t working, she’s giving back to her community by volunteering for a variety of local organizations. “A couple of times a year we do a cleanup for Lake Merritt in Oakland, through the Lake Merritt Society. On holidays we donate to food banks and the Salvation Army. My team also donates a portion of our proceeds to a nonprofit called Hamilton Family, which helps families in need find housing.”

Looking ahead, Melody is eager to continue growing her business and adding a few new agents to the team.

“We are excited to see how we can expand things while retaining the level of service we currently provide, which is very important to me.” And no matter where this path leads, Melody will no doubt enjoy every minute of it. “What it comes down to is just helping people. That’s what it’s all about.”

After the transaction, clients don’t hesitate to leave glowing reviews about their time together. One recently said: “Melody Hultgren is an absolute rockstar of a real estate agent! She made the process of selling my Jack London Square condominium absolutely effortless. She is highly 70

For more about Melody Hultgren, please call 415-601-6915 or email melody@novabayarea.com Copyright Top Agent Magazine Magazine

Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) Top Agent Magazine

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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KIM JONES Kim Jones is a focused and driven professional, who is known for always delivering exceptional results for her clients. Her depth of knowledge as well as her caring nature make her a client favorite. She is currently affiliated with the Berkshire Hathaway HomeServices Alliance Real Estate brokerage, and serves buyers and sellers throughout Chesterfield, Missouri.

Kim left behind a career in the corporate world and ventured into real estate after the birth of her first son, intending to have more control over her schedule. But she quickly realized that her passion for getting clients top-notch results wouldn’t leave her with too much free time. The home buying and selling process can be an emotional journey, something Kim is sensitive to and the reason why she works so diligently to make it a stress-free experience for her clients. “It’s probably to my own detriment, but I work extremely hard. And although working diligently in my career can be financially rewarding, what I enjoy most is the sincere appreciation from my clients. Knowing that I provide a value, and the satisfaction that comes from helping someone accomplish their goals is priceless,” she says.

With her focus on forming long-term relationships with clients, Kim’s business is primarily made up of repeat and referral sources. “I look at my business as quality over quantity. I try to treat every single one of my clients as if they are my only client, even though I’m juggling multiple clients at a time. I am very detail oriented, and I like to make sure everything goes smoothly. I’m a bit controlling in that aspect. But that type of approach is what makes my clients know that they can trust me, and what makes them comfortable referring me to their own friends and family.”

As a mom of two, Kim spends her off time being involved in the community and supporting her kid’s schools. She also donates proceeds from every Top Agent Magazine

one of her sales to the Sunshine Kids Foundation—a nonprofit organization making dreams come true for children battling cancer. She is also a monthly contributor to Connections to Success, giving women a hand up in their careers and lives.

In the rare moments that she has free time, she loves to spend it with her family, travel, and attend concerts and music festivals.

Finishing last year with 48 closed transactions at $26 million in sales volume, Kim has no plans of stopping anytime soon. Going forward, she wants to keep growing and helping clients seamlessly navigate the complexities of real estate transactions. “I love the fact that I’m in a client-service industry because I’m a service-oriented person and it gives me great fulfillment. I like that I get to decide how I adapt my business practices to best assist each client’s unique needs. In this line of work, every day is like a new challenge, which helps to keep things fresh and keeps me motivated. I feel very blessed and I’m looking forward to continue helping my clients achieve their dreams.”

To learn more about Kim Jones, please call (314) 323 – 6909, email kimjonesrealestate@yahoo.com, or visit kimjones.realtor 73

RYAN LUTHI Top Agent Ryan Luthi – of EXP Realty’s Blue Door Real Estate in Minneapolis – is an intelligent, dedicated Realtor who is truly committed to providing his clients with the very best in customer service.

Whether looking to buy, sell or invest, Ryan’s honesty and integrity has translated into his sterling reputation as a trusted real estate advocate who consistently places the needs of his clients front and center during every transaction.

Ryan began his career as a real estate agent in 2014, though it was during the previous year that his interest was sparked. “I grew up around my father who flipped and built houses,” recalls Ryan. “In 2013, I bought my first duplex, which is when I truly caught the fever and decided to get my license and help other people with buying and selling, both single family homes and investment properties.”

Since then, Ryan has quickly ascended the real estate industry ladder, and now oversees an equally dedicated team of eight other agents and a licensed assistant.

Currently, the lion’s share of Ryan’s business is based upon repeat clients, referrals and positive word of mouth, a significant achievement in the highly competitive world of real estate. “My team and I take a very analytical approach to working with clients,” says Ryan, when asked how he manages to sustain such impressive levels of loyalty amongst those he works with. “We take our time in the very beginning to make a great plan. We sit down in my office and we use all the tools and resources that we have at our fingertips.

We talk to our clients about where they want to end up; where they see themselves in five years. Then we work with them to assure that they reach their goals.”

There are many other factors that come into play when assessing both Ryan’s success and his impressive client retention rates, and chief among them would be his expert negotiation skills. “We have some really great techniques for writing strong offers without costing the buyers more,” 74

says Ryan, “and to help us win in a very competitive market, which we have been in for years.” Another reason would be Ryan’s comprehensive and intelligent approach to marketing his many listings, which includes the exclusive utilization of professional photography and video to ensure each listing is shown in its best light. The MLS, social media, expansive open houses and other avenues are deftly exploited to gain maximum exposure to potential buyers, with the result almost always being a fast sale for top dollar, not to mention happy clients.

When he’s not working to make his clients happy, Ryan enjoys spending time outdoors with his family riding bikes and skiing. He is also a passionate philanthropist who gives back to his community through his church, volunteering for an organization that provides meals for the homeless.

Ryan’s plans for the future are straightforward: to continue growing his already-thriving business, and to remain a mentor for the up-and-coming agents he works with. Above all, however, is his goal to continue providing the best customer service available in the Twin Cities market.

For more information about Ryan Luthi, please call 612-406-6020 or email Ryan@BlueDoorMN.com TopAgent AgentMagazine Magazine Copyright Top

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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SHAWN McNEIL A veteran of the United States Marine Corps, Shawn McNeil has always valued serving his community. After working as a contractor for the Department of Defense and later starting an energy non-profit, he began taking an interest in real estate. In particular, Shawn was inspired by how real estate allowed him to help others while getting active around Bay City. “After doing a couple of deals, I realized this was way more fun than I had anticipated,” he says. “Quickly, it turned into my full time career.”

Today, Shawn is a Realtor for Our Home & Co, powered by the BRAND Real Estate, where he supervises an elite team to serve clients throughout Bay City and the surrounding areas. By applying his unmatched attention to detail with a forward-thinking approach to client relationships, he has developed a workflow to assist buyers and sellers of any kind.

When listing a home, Shawn offers his clients a dynamic strategy. After helping them fully prepare their property, he proceeds to share it over a variety of targeted digital and social media campaigns, alongside pushing it out to local buy-and-sell groups.

Meanwhile, he connects his sellers to his own extensive network of fellow agents to give them an added advantage in the market.

Elsewhere, Shawn leans on his in-depth knowledge of his city to guide buyers to strong purchasing decisions. Through openness and accountability, he makes sure they find the right home for their needs and best interests, valuing honesty above all else.

“I don’t salespitch anyone—mostly because I don’t

have to,” he says. “Instead, I try to create a friendly environment.

My clients and I are in this experience together, and we’re trying to find that special home where they would want to live forever.”

For his steadfast commitment to integrity, Shawn has earned a terrific reputation throughout the Bay City area, as evidenced by his rapidly growing rate of repeat clients and referrals. But through it all, he is most satisfied with the place he has found in his Bay City community. “Now that I’m showing homes, I’m discovering so many hidden gems around Bay City. I’ve realized that every house and street has a story to tell, and being able to help our residents has been the most satisfying aspect of my career.”

Outside his work, in fact, Shawn is tremendously active in his community, contributing to non-profit organizations that support veterans and supporting his local businesses. When he’s not with clients or giving back, he can be found spending quality time at home with his three year old son, playing guitar, or exploring the Bay City scene.

Going forward, Shawn has ambitious plans for the future of his business. As his team continues to grow, he intends on pursuing his Broker License and revolutionizing the industry through his unique blend of compassion and innovation. “Now that I have a team, it’s not about me anymore,” he says. “Looking ahead, I want to reinvent the wheel. My goal is to build a modern, tech-savvy company that embraces changes in the industry and gets people truly excited to sell real estate again.”

To learn more about Shawn McNeil email shawndmcneil@gmail.com, visit McNeilSells.com or call (989) 392-7719 www.

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ANGELA MOORE When Angela Moore got her Realtor’s® license 19 years ago, she had no idea how far she would come. After almost two decades in the business, Angela has built an impressive career from the ground up. The two most important tenets of her work are educating and relationship building. She relies heavily on them and her sphere of influence to make sure her clients’ experience is the best it can be.

When interacting with her clients, Angela makes it clear that she is looking out for their best interests and giving them her undivided attention. The way that she gives thorough advice and insight to her clients creates an opportunity for developing long-term relationships with them, which both leaves the client satisfied and offers Angela’s career some longevity. “I love putting a smile on people’s faces. Some people think they can’t afford a home, and then we walk that journey with them – that’s the part of real estate that speaks to me,” Angela says.

Angela’s client interaction is her bread and butter, and it’s a been a huge part of shooting her to the top tier of Washington State Realtors.

Angela’s claim to fame is her proficiency in educating her community about the ins and outs of real estate.

She makes sure that each client knows exactly what is going on with their transaction at all times, but she also tells them what to prepare for in the future so that they can deal with any issue that might come up in the long term. She even teaches an educational class on home ownership for the Urban League of Seattle. “I like to educate,” Angela says. “I specialize in guiding people through the process step by step.” Angela’s ability to generate a skill set for her clients does wonders for their future as a seller or as a buyer in their new home.

Her talents have brought Angela tons of results. She gets 75% of her business from referrals of satisfied 78

customers, tangible proof that her method of putting her clients’ best interest first pays dividends. She received the Keller Williams Double Gold Award for 2020 as well as numerous additional awards throughout her career.

Angela’s favorite thing to do outside of work is travel around the country, as well as out of the country. Her plan for the future of her real estate career is to continue to help educate first-time homebuyers, guide them through the real estate gauntlet and help sellers prepare their home to sell to assure top dollar for their property. As a result of receiving numerous calls from past clients for help, Angela will also be rolling out a program to help clients navigate buying their second or third homes.

If you’re looking for thorough and compassionate real estate service in the state of Washington, don’t hesitate to contact Angela Moore today!

For more information about Angela Moore, please call (253) 670-8357, email angelamoore@kw.com or visit facebook.com/AngelaMooreRealEstateAdvise

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Newer Agents: More Questions to Ask Yourself—Are You Stumbling or Up and Running?

By Carla Cross

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ewer agents: Are you ‘stumbling’ or ‘up and running’? It’s estimated that over 50% of new agents fail their first year in the business.

From talking with thousands of them throughout my coaching, managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting little guidance from their manager.

Not having the combination of these two things almost assures their failure.

In an earlier article, I gave you five questions to ask yourself to truly get ‘up and running’.

Now, here are five more.

Ask yourself: Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!)

Key point: Use the time lines in Up and Running to project your income. You don’t want Copyright Agent Magazine Top Agent Top Magazine

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Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time!

Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working).

Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent.

Do I have a budget so I know how much money I should be spending in marketing my listings?

Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too).

Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 80

fall off my start-up plan (to keep me from failing)?

Key point: Most new agents drastically underestimate their mental toughness in the face of adversity. Studies show that having a mentor, a coach, someone on your side, greatly increases the chances of your success.

Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)?

Key point: All the successful people I’ve ever met have a method to ‘keep themselves up’—diaries, logs, inspirational notebooks, readings, CDs, etc.

That’s why I put so much inspiration and motivation in Up

and Running—we all need it!

Give yourself every chance to succeed to answering ‘yes’ to all of these questions. You deserve success!

Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc., and Carla Cross Coaching. She is an international speaker in real estate productivity. Carla is the author of 6 internationally published books and several productivity-producing programs for real estate agents and leadership, including the new 3rd edition of Up and Running in 30 Days. See her programs at www.carlacross.com, or contact Carla at 425-392-6914.

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DEBBIE PONTIKAS Debbie Pontikas began her journey in real estate as a marketing manager for investment companies. Just before she was promoted, she became pregnant with twins. “I joke that instead of taking the job as Chief Marketing Officer, I took the job as Chief Mommy Officer,” Debbie says. Ready to return to her career, Debbie earned her license in 2013. “I fell in love,” Debbie says. “I absolutely love helping people, being able to exercise my corporate skills, and using my marketing background to give my clients a wonderful experience.”

Now an independent agent at The Brokery, Debbie has built a business that is almost entirely referral-based.

Serving the Phoenix and Scottsdale area of Arizona, Debbie is as passionate about the neighborhoods she serves as she is about her clients. “I run my business like a referral-based business, Debbie says. “I’m not transaction based. I’ve had clients who I worked with for two and half years before they made a purchase, and that’s fine. To love where you live, you have to live where you love. That takes time. It takes knowledge. I listen to my clients’ needs, and guide them to the best decision possible. I do not rush them to list, either, because with my marketing background, I take a lot of time up front, knowing that we only have one shot to get it right.”

Debbie’s passion for what she does is palpable in the way she talks about her clients. “Whether you’re buying or selling, it’s a very emotional process,” Debbie says, “and I put that first. I have a real dedication to this business. I know how to structure the process and how to put the customer first. I know the importance of work ethic, and I make my clients’ schedules and needs a priority.”

Debbie understands her role not only as her clients’ agent, but also as their resource and advisor, long after they close. “You have your financial advisor,” Debbie says, “you also ought to have someone to help you keep on top of what often is your number one asset, your home.”

With her extensive background in marketing, it is no surprise that Debbie delivers top-notch marketing services, and that her clients’ listings often sell within days. Doing comprehensive up-front work before a listing goes live, Debbie works with professional photographers, videographers, and stagers. She designs a custom marketing strategy for every home to best serve her clients’ needs. Last year, Debbie completed $25 million, putting her in the Top 1% in Arizona, and the Top Producer in her company.

Passionate about her local neighborhood of Arcadia, Debbie devotes much of her limited free time to promote local businesses, people, and stories through her brand, Arcadia Life. She also supports local events, from sports to the arts. “As people have needs, I reach out and contribute and do what I can,” Debbie says. Debbie also loves to spend time with her sons and husband.

For the future, Debbie has no plans to slow down.

“I am thinking a lot about how to grow without jeopardizing the quality of the experience for my clients,” Debbie says. “It’s important to me that my clients are heard. I’m here to get them from A to Z with as little stress as possible. That is my mission; it’s not about commission. I am their resource and ally, and it is an honor to do what I do.”

For more information about Debbie Pontikas, call 480.335.8604, email debbie@thebrokery.com or visit debbiepontikas.com Top Agent Magazine

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RUSS RAVARY For Russ Ravary, transitioning from the mortgage business to real estate was one of the best decisions he ever made. “I had a real estate license since 2001 but only did real estate part time for the first few years. I was working in the mortgage industry until 2003, and I knew the market was going to change, so I decided to move into real estate,” he explains. Today Russ mainly serves Wayne and Oakland County in Michigan, but will go wherever clients need him. The majority of his business consists of referrals and internet leads. By treating people with respect and guiding them through the transaction, Russ gives clients the best experience possible, eliminating stress and allowing them to enjoy the journey.

“I treat them like I would want to be treated, and I’m always communicating with them,” he explains. “I don’t price gouge them, I provide lower commission rates than competitors and I also give them a nice gift when they buy and close on a house with me as their REALTOR®. I’ll buy something worth up to $500 for them, whether it’s a kayak, grill, lawn mower, or whatever they want.” This exceptional service has resulted in Russ being awarded many accolades, including his rank in the top 1% of all agents on Trulia, top 1% of real estate agents in the nation, top 5% Metro Detroit REALTORs® - Hour Magazine, and more.

When it comes to marketing, Russ also goes above and beyond, utilizing Facebook/Linkedin/Instagram advertising to spread the word about his work and his listings.

“By using Facebook pixels, I can target people who have an interest in my business,” he explains. “For my listings, I market them through social media, including LinkedIn and blogs. I’ll post information about the houses and I use over 24 different business pages on Facebook to advertise.”

After the transaction, clients don’t hesitate to leave glowing reviews about their time together. One recently said, “In my potential move to the Detroit area, Russ showed me all the neighborhoods that met my criteria in the couple of hours I had between the end of my meetings and catching my flight. He is incredibly knowledgeable 82

about homes, schools, neighborhoods, cost of living, demographics, economic housing trends, and the intricacies of relocation. He is a consummate professional and very responsive, and his experience living and working in the area are invaluable for newcomers. He goes the extra mile and makes you feel at ease immediately. I can’t recommend him highly enough!”

During any free time, Russ stays involved in the community through his brokerage Real Estate One. They host a pumpkin giveaway every year, do a Toys for Tots event, have cardboard boat races for cancer on White Lake (where they raise anywhere from $15-25,000/year), and more. When he gets the chance, Russ loves to garden and enjoy his house on the lake, where he often jet skis or paddleboards.

Looking ahead, Russ’ big focus for 2021 is on increasing the reach of the Michigan Hometown Heroes program, which helps firemen, doctors, nurses, postal carriers, government workers and others buy a house. “We donate part of our commission to give them a discount on closing costs,” he says. As he continues to grow, he will never lose sight of the reason he loves this industry. “It’s the people. The people are so good. We often become friends over the years, and it’s so rewarding to help them in this chapter of their lives.”

For more information about Russ Ravary, please call 248-310-6239 or email yesmyrealtor@gmail.com TopAgent Agent Magazine Magazine Copyright Top

5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and conTop Agent Magazine

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 84

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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SHAWNNA SUMMERS With a love of real estate and a passion for helping others, Shawnna Summers quickly became a successful agent in the greater Tulsa, Oklahoma area. She got her start after working in human resources and the restaurant industry.

“I was getting close to turning 40, and I have four children, so I wanted to find something that I could multitask with and make a living off of,” she explains.

“I always wanted to be in real estate, so I finally just decided to jump in.” After earning her real estate license, Shawnna hit the ground running, utilizing her sphere of influence to grow her business. Now she mainly works with referrals and repeat clients, a testament to her commitment in helping them achieve their goals.

“I’m easy to get along with,” she explains. “People are comfortable with me, and I’m always honest.”

Shawnna understands that this is one of the largest purchases people will make in their lifetime, so she is patient throughout the process. Working with many first time home buyers, she makes sure to guide them and leaves no questions unanswered. For her sellers, she goes above and beyond to advertise each property.

“I put them on social media and send all listings out to everyone who may be interested,” she says. It’s clear this method is working, as Shawnna has never had a listing stay on the market for longer than 30 days.

After the transaction, clients love to spread the word about her work. One recently said, “I can’t say enough good things about Shawnna! She is friendly and fun but also super professional and willing to work hard for her clients. The shopping process was a breeze as she knew all the areas of town we would love and was very educated about the schools, commutes and other things that are important to us. When it came time to make the offer she was quick to get the contracts written up and get back and forth with negotiations from the other side. She was helpful with financing Top Agent Magazine

and inspection contacts and was always available to answer all of our questions along the way! We are so thrilled with our new place! Thank you so much Shawnna.

We feel right at home!”

When Shawnna isn’t working, she’s staying active in the community. She’s a foster parent to kittens and works with various shelters and groups. “I bottle feed kittens and make sure they survive. I also work with organizations that help trap and spay/ neuter stray cats, then release them back into the wild.” Shawnna helps out at her childrens’ school and is involved with her church. During any free time, she’s hanging out with her husband and kids.

Looking ahead, Shawnna is eager to take her broker’s licensure test. She encourages anyone thinking about entering the real estate world to take the leap. “People always have doubts when they start a new journey. But the sky’s the limit with this career. I jumped in with both feet and learned how to hustle. It’s been the most amazing thing I’ve ever done.”

To learn more about Shawnna Summers, please call 918-613-1299 or email shawnna@shawnnasummers.com

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PATRICK TEETS Patrick Teets began his career in a supply chain management role thinking he wanted to put his business degree to use. After speaking with a few of his brother’s friends about their real estate careers, he realized that he wasn’t fully engaged or passionate about his current job and decided it was time to explore real estate a bit more. “It seemed like there was a lot of opportunity, and I became intrigued,” he explains. So Patrick hit the ground running, earning his license in 2016 and helping his brother and sister-in-law buy their first home. “From that moment on, I was hooked, and decided to jump into it on a full time basis in February 2016,” he says. Today he works as a solo agent serving all of Chicago, with a large portion of his business consisting of repeat clients and referrals. While he helps many traditional buyers and sellers, he also works with developers, which includes everything from sourcing development/land deals to helping developers sell their properties.

Patrick stands out in this field by maintaining a transparent approach and being straightforward. “From start to finish I am clear and upfront with my clients, even if that means deterring them from a property that I don’t think is the right fit for them,” he says. “I’m not scared to let the client know if something is overpriced, or if some other quirky things about the property might affect them down the road.” Clients appreciate that he has their best interest in mind at all times, and they love that he communicates at every step. He is always reachable by phone or email, even if it’s at night or on weekends. “Many of my buyers and sellers have children, so it is easier for them to talk to me when they put them to bed or when they are off work, so I make sure I’m available.”

When it comes to his sellers, he also provides exceptional service, which includes digital marketing and unique signage. “Especially for my new construction work, I make sure that I don’t have signs and materials that look like everyone else’s. I provide custom 86

brochures and digital ads.” He also takes it a step further by reaching out to people on social media or by phone to let them know of recent listings.

After the transaction, clients love spreading the word about his work. One recently said, “Patrick Teets was the most outstanding real estate agent. Professional, polished, knowledgeable, and experienced. Patrick was accommodating, transparent, and reliable throughout the process. He seeks to understand his client’s specific needs and wants when buying or building a home. I highly recommend Patrick to anyone looking to purchase or sell a home. It wouldn’t have been possible without him!”

When Patrick isn’t working, he’s staying active outdoors by running or biking. But much of his time is spent planning for the future of his business. “I eventually want to expand and build a team. I would like to have an assistant, a marketing director, and other agents who can help expand our reach.”

No matter where this path leads, he will no doubt enjoy every minute of it. “I love being able to use my creativity with marketing, and I can develop ways to grow my business while also focusing on the areas of real estate I want to be in. It is a very rewarding career.”

For more information about Patrick Teets, call 616-340-2620 or email pt@jamesonsir.com TopAgent Agent Magazine Magazine Copyright Top

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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J. WARNER J. Warner grew up around real estate, with his parents serving as notable interior designers and Realtors®; however, he first delved into the business in 1984 while renovating homes to pay for his education. Right away, real estate spoke to his love of helping others and nuanced understanding of the local market, and since then, Warner has built a thirty year career as a top producing Realtor®, distinguishing himself through a hands-on approach to client service.

Later on, Warner joined forces with Sam Hall to found The Warner Hall Group at Dielmann Sotheby’s International Realty, where he and Sam currently supervise an expert team to assist clients throughout St. Louis and the surrounding areas. “At The Warner Hall Group, we’re focused on service and longevity with our clients,” he says. “Here we have a motto that we try to exceed expectations, and we typically do that.”

When listing a home, Warner leans on his elite marketing team and the terrific resources at Dielmann Sotheby’s to provide his clients with a nationwide reach, ensuring an efficient sale that maximizes the value of each property. Elsewhere, he is just as attentive when assisting his buyers, carefully guiding them through the process from start to finish. Having personally renovated more than twenty historic homes, he further supports his clients with a firsthand knowledge of construction and renovation costs. Moreover, he believes in staying in touch well after the deals are done, keeping in contact with clients through mailers, gifts, and appreciation events. “Buying or selling real estate is a process—not a simple act,” he says. “The people who are most successful, regardless of price point or achievement, are the ones who embrace that process and let us educate them on their market.”

A Certified Residential Specialist, Warner has earned a series of esteemed Realtor® designations in his career, Top Agent Magazine

each of them a testament to his in-depth knowledge of the industry. For their ongoing commitment to helping others, Warner, Sam, and their teammates have won a tremendous reputation throughout St. Louis, with the near entirety of their volume coming from either repeat clients or referrals. But through it all, Warner remains focused on the passion that brought him to real estate in the first place. “There’s nothing more satisfying than educating people about their transaction.

When our clients buy or sell, we make sure they are experts in their micro-market, and I take great joy in providing that service.”

Outside his career, Warner is tremendously active in his church and the community of Clayton. When he’s not with clients, he can be found traveling the world with his husband George, running in the occasional race, or raising his beloved Jack Russel Terriers.

Warner has strong plans for the future of his business.

Recently recognized as Missouri’s #1 Realtor® by Newsweek Magazine, he now looks to mentor the upand-coming members of his team. But above all, he will continue to inform and empower his clients for years to come. “Our team doesn’t represent just one side of real estate,” he says. “We’re here for both buyers and sellers at an equal rate, and I believe in studying my craft and keeping my skills honed. But through the years, I’ve been blessed: I truly love what I do.”

To learn more about J. Warner, please call (314) 795-9219, email warner@warnerhallgroup.com, or visit warnerhallgroup.com 89

HELM WEAVER HELM The powerhouse trio of Patti Helm, Libby Weaver and Pamela Helm – of Compass Realty’s Helm Weaver Helm Team in Denver, Colorado – are pioneers of a new kind of real estate: innovative, cutting-edge and completely hands-on when working with their many grateful clients.

Combined, the three women’s respective talents and abilities defy even the most grandiose of superlatives. Ranked consistently among the top ten real estate teams in their market, Helm Weaver Helm is setting a high bar for their competition, and their business – approximately 90 million in closed transactions in 2020 alone – continues to expand exponentially.

Patti, Libby and Pamela teamed up in 2015, after each had previously found enormous success in previous careers. Pamela worked in design and in commercial real estate with Frederick Ross International & Lincoln Property Co., Libby was an Emmy Award winning local and national reporter and anchorperson, and Patti worked in the apparel business as Regional Director for Jones Apparel Group. Together, their combined talents and past experience have translated into a solid, well-oiled team of agents who have built a thriving business on a foundation of honesty, community presence, integrity and a shared indefatigable work ethic.

“When we first started in the business,” recalls Libby, “we were being called Charlie’s Angels, indicating that people didn’t take us seriously. Within a year or so, however, those same people began realizing that we had a magic combination, which in reality, was simply the fact that we worked really hard.” The trio also work together on all transactions, and never push any element of the process off to others, remaining in constant contact with their buyers and sellers and providing decidedly excellent and egalitarian service to all their clients, regardless of the property’s price point.

One major factor in the success of Helm Weaver Helm is their intelligent, leave-nostone-unturned approach to marketing each of their listings. No avenue to maximize exposure remains unexplored, and the trio utilizes every strategy from adept social media utilization to the creation of unique, highly entertaining videos showcasing each property. Additionally, Helm Weaver Helm has a unique talent for truly seeing the possibilities in a home, and their staging has proven highly effective at selling homes quickly and for top dollar, resulting in happy – and returning and referring – customers.

In fact, the lion’s share of Helm Weaver Helm’s business is based upon these referrals, an accurate barometer of the excellent customer service they provide.

All three members of Helm Weaver Helm are extremely active in the philanthropic world, and support – both personally and professionally – a wide array of non-profits and charitable organizations. Some of these include the Alzheimer’s Foundation, CASA/Advocates for Children and the Rocky Mountain Children’s Hospital, among many others.

As for the future of the Helm Weaver Helm Team, Patti, Libby and Pamela will continue to work hard to expand their already-considerable business, while also venturing out into new real estate arenas, including Development and Commercial. Above all, however, their overarching objective will remain the same as always: to continue providing the unparalleled customer service that has become synonymous with their names. “We’re the new era of real estate,” says Pam, and anyone who has had the fortune to work with them understands that this is not hyperbole. Anyone looking to buy or sell in the Denver Metro area could do no better than to work with these three indomitable, creative and truly caring agents who consistently place the best interests of their clients front and center during every transaction.

For more about Helm Weaver Helm please contact HelmWeaverHelm@compass.com Patti Helm 303-870-9930; Libby Weaver 303-548-1996; Pamela Helm 720-201-6573 90

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Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 92

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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CAROL WICK Carol Wick took a long road to the real estate industry. While her mother was an accomplished Realtor back in the day, Carol would pursue her Bachelor’s Degree in Accounting and later her Master’s in Finance. Since then, she has gone on to be a professional braider of horse manes and tails at horse shows; however, she soon grew dissatisfied with her job and went searching for a career that better spoke to her entrepreneurial spirit and passion for connecting with others. “I realized I was in charge of my own happiness,” she says. “Soon after I enrolled in my real estate course, I discovered the industry was a perfect fit.”

Today, Carol is a Realtor for Bryan Realty Group, where she services clients throughout Dover and the surrounding areas. There, she has developed a comprehensive workflow that puts buyers and sellers at the forefront of each transaction, a nod to Bryan Realty Group’s industry-leading culture that values client relationships above all else. “I love the way our company is structured,” she says. “We have a truly amazing team, and I’ve never worked for such fine people in my life.”

When listing a home, Carol takes a strategic approach designed to generate as much buzz as possible for her clients. After helping to fully prepare a property, she shares it over both her MLS and targeted social media campaigns—all drawing attention to its upcoming open house. Elsewhere, she is just as energetic when assisting her buyers, guiding them through the process with open communication and an acute attention to detail.

An ardent believer in going above and beyond for her clients, she views the work as its own reward. “In real estate, you get to make a difference in people’s lives,” she says. “I still get goosebumps after closing a transaction for a first time home buyer; their excitement and satisfaction is its own reward.”

Since joining the industry in 2013, Carol has earned an outstanding reputation for her honesty and compassion, Top Agent Magazine

as evidenced by her growing rate of referrals. Through it all, she emphasizes that the key to success is finding a balance between work and personal responsibilities. “This industry is what you make it,” she says. “It’s definitely not a nine to five job, and it rewards you for working really hard. Occasionally, though, I will schedule an afternoon where I put down my phone; you still have to give yourself a little bit of downtime here and there.”

Outside her career, Carol is tremendously active in her community. Currently, she serves as Vice President of the Smyrna Downtown Renaissance Committee, where she helps preserve, rehab, and revitalize homes in Smyrna. When she’s not with clients or giving back, she can be found skipping over to Connecticut to visit her daughter.

Going forward, Carol has strong ambitions for her business. As her volume continues its steady growth, she intends on expanding her work with commercial real estate in the coming months. But along the way, she will continue assisting clients with the same enthusiasm that brought her to the industry in the first place.

“I really love what I do, and my clients can tell,” she says. “Because of that, I will always go the extra mile for them—no matter what.”

To learn more about Carol Wick please email cwbaker2362@yahoo.com, visit bryanrealtygroup.com or call (302) 760-3001 www.

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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PATRICK WILLIAMS Patrick Williams began his career in the restaurant business, but soon took an interest in real estate for the ways it complimented his sales and leadership training, as well as his education in finance. After earning his license, he jumped in with zero training, but struggled to gain traction in his new career.

After growing frustrated, Patrick returned to restaurant management, but something kept him coming back to real estate. “At a certain point, I began reevaluating my own worth and value,” he says. “While I was terrified of going back into sales, I knew I was built for more than what I was doing.”

So Patrick recommitted himself to becoming a Realtor®, at first juggling morning hours at a local brokerage with his night time position as a restaurant manager. Along the way, he connected with Penny Andrews, an accomplished agent, while facilitating a high end transaction on an investment property. The two decided to team up after working together—and the rest is history. Today, Patrick is a partner at Knight & Drews Realty, where he assists clients throughout Smyrna and all of Southwest Metro Atlanta.

Andy’s Place, a senior dog rescue shelter and emotional healing center for senior citizens and those struggling with intellectual disabilities. When he’s not with clients or giving back, he can be found reading, writing, exercising, or spending quality time with friends.

Patrick has strong plans for the future with Penny Andrews and Knight & Drews. As his volume continues its steady growth, he intends on scaling his communication skills to help grow and train new aspiring agents, while at the same time delving further into his personal investment properties.

Along the way, he offers some advice to any aspiring Realtor®. “Many new agents enter the business with an idea that the heavens will open and their career will just take off by itself. But in reality, this is an incredibly demanding industry, and there’s a reason why it has such a high attrition rate. Still, if you commit to this like your life depends on it, burn your boats and ditch your backup plans, you’re already halfway there.

The rest is simple. Just keep going.”

Above all, Patrick believes in protecting his client’s best interests. “I don’t chase deals,” he says. “I’m not desperate to sell you a home; rather, I’m determined to help you make the best decision possible.”

For his friendly approach and outstanding commitment to his clients, Patrick has earned a terrific reputation throughout Atlanta. Instead of focusing on the numbers, though, he remains fully committed to the passion that brought him to the business in the first place. “In real estate, every day is a new day,” he says.

“I enjoy all of it—from finding a home to negotiating a deal to getting a contract. But most of all, I love knowing that I’m helping others.”

Outside his career, Patrick is tremendously active within his community. Currently, he supports Frankie and Top Agent Magazine

To learn more about Patrick Williams, please call (678) 707-9049, email patricksellsatl@gmail.com, or visit instagram.com/patrickblainewilliams 95

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