NATIONWIDE & INTERNATIONAL 3-30-20

NATIONWIDE & INTERNATIONAL EDITION

Is Starting A Team The Right Solution For Your Business?

ngratulations!

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

(913) 766-1134 ext. 2964 86-7941 | Email: michellew@ctitle.com www.ctitle.com

5 STEPS TO ACHIEVE

MAKE SOCIAL MEDIA MARKETING Your Calling Card

Keith Schilling | Branch Manager | NMLS # 690786 IN THE IHN COMPANY

763-478-1581 | Keith.Schilling@amecinc.com 262-691-0402 | 262-691-042 keith-schilling.amechomeloans.com ihncompany.com amechomeloans.com/the-schilling-team https://

www.

LONG TERM SUCCESS AS A REAL ESTATE AGENT www.

633 Cecelia Dr., Pewaukee, WI 53

A STEP-BY-STEP GUIDE TO

CONVERTING INTERNET LEADS TO REAL LIFE SALES

NATIONWIDE & INTERNATIONAL EDITION

Keith SchillingThe Ihn Company is proud to congratulate is proud inental Title Company is so proud to partner with

to congratulate

TEPHANIE HALLEY Taylor Jay Housley Schmidt 12

7

RICHARD 18 BRYAN

24

27

While growing up in Nashville, advertisements and word o Richard Bryan was surrounded never want a house to seem s by real estate. “Both of my as an agent is to help people parents were Realtors,” he says.

HAMMER RICHARD BRYAN “My dad HOUSLEY started in theJAY 60s,SCHMIDT my DespiteSALLY all this hard work, R TAYLOR STEPHANIE HALLEY mom in the 70s.” To an extent, of his favorite aspects of w Richard always suspected that 39industry.

“I BREITHAUPT appreciate build KARA 40 CRY 35 LORI ABBEY 36 31 BRETT BERDOLL he would go into the industry; clients,” he says. “When y Kara Breithaupt wasyour bornclosing withy When on being featured for the State Lori Abbey made the decision Lori will not forget youregularly after Brett Berdoll got started inabout real make attends o however, after spending some house, you ablood. huge diffe real estate in her “I was how sh to pursue her passion of real finds that staying in touch with her clients afte of Minnesota inDallas Top Agent Magazine! estate inhotel, 2005. After majoring the community.

H time working at afor continues making that diffe t born the industry,” sheshe’ll says. oninnine being the State ofinto Wisconsin estate years featured ago, after closing just asheimportant.

“We try it to very treat our c in business at isUCF, was in finds rewa ® Estate “My mom is a REALTOR in he was finally able to return to his is finished, keeping in touch the realization that her career as a band community,” she says.

“So sometimes gotI’ll her a popular that landed a California, doing hisand part to t intook Top Agent Magazine!

Northern my in the golf industry her his group of fiveroutine ladies outcheck together who all moved hometown and answer true ins, emails, an recording contract. But When he attorney. is anotRegi wo dad Brett is away fromHe home and looked family back. the South, and we’ll calla itreal theestate ‘Southernsales, Girli calling. never LORI ABBEY KARAmusic BREITHAUPT BRETT BERDOLL JC SILVEY CRYSTAL DUCKWORTH knew wouldn’t pay the and playing golf.

My grandma was a broker and far too often. Today, Lori Lori Lunch.’ Or we connect monthly at ourinWom real When Richard isn’t workin bills forever, while heowner was clients the of a brokerage many quickly leads the team “The Abbey the Vinesoevent where past come together (913) 766-1134 ext. 2964Today, Richard services decades ago. Brett’s But women. when I the moved main goal still living the of working pected clients in she andoveraround thelife all, he’soffascinated by wa Collection,” where luncheon with aapanel inspiring I try to obile: (913) 486-7941 | Email: michellew@ctitle.com to New Orleans nine years agot entrepr Keith Schilling | Branch Manager | NMLS #he 690786 a good job one musician, began preparing sees a group of dedicated in touch with everyone by being out and about Nashville area at Fridrich & Clark Realty. Through towns throughout the world www.ctitle.com helping others.

“I was passio and started doing real CONTENTS 763-478-1581 |and Keith.Schilling@amecinc.com thesoestate best p for a career real estate.

15 years later, his music agents, isinknown for herNow,community and by hosting funclients activities.” more than 30 years of successful transactions, he has opportunities to step away fro up and sell real estate.

A home is here, I didn’t have that support system.

I had to build it keith-schilling.amechomeloans.com At the end of the career is behind him and he has established himself as hard work and deep knowlto be a part ofwork that is all so rewardi THE IHN COMPANY up on my own.” earned a proven among those in the commufarINC. between.

“I“Buying the t amechomeloans.com/the-schilling-team edge of the estate market.

Lori also believes in the importance or giving selling one of thereal most genuine, hard-working, real 4) GOOGLE ADWORDS: 26)reputation HOW TO OVERCOME 45) IStrustworthy FINDING A NICHE success I realized the of sky was th |her 262-691-0421 nity. Richard and hisWORKPLACE modest teamin262-691-0402 have also exceeded “But that’s I love it— to MARKET community.

She volunteered for Denver p transactions some estate agents east-central Florida.

“Being involved in because ofFax medical sales.”

HOW TO MAKE GOOGLE DO YOUR FEARS RIGHT FOR YOU? She’sschools built it up into a10 huge success, and isranging the Broker/ Lori serves the entire Denver Metro area, as well as for over years in positions from “And it’s gratifyin music on a professional level at a young age gave me 1995 THE WORK FOR YOU$10 million in sales volume every year since ihncompany.com 49) WHY EMPLOYEE Owner of Snap Realty, with agents operating indeWith degrees in Psychology and Golden, Evergreen, and other surrounding towns, with president weekly writing workshop teacher to 29) TIPS ON BREAKING whether they’re confidence in my ability to engage and to connect with all while closing roughly 100 transactions annually.

This compassion drives Rib pendently within the company.

Kara and her Krewe sales, management, and negotia APPRECIATION MATTERS a focus on high-end luxury properties.

Almost all of coach.

The Abbey Collection supports several cha 633 Cecelia Dr., Pewaukee, WI 53072 10) 5 STEPS TO ACHIEVE INTO THEkinds LUXURY MARKET current house and of different people,” he says.

“And I see a real lotshe’s of become estate, CrystalKids an impre serve New Orleans, where ahas fixture ofo listing, advertisement, and her business comes from repeat or referral clients. “My and including Eddies and Do &organizations, CAN BOOST YOUR LONG TERM SUCCESS AS A an emotional ride parallels to that in my current career.” and knowledge.

Asher thebusiness broker, ow the community.

Kara estimates 40% of clientsitare my33) best source ofa advertising,” she says.

Rescue.

When is not working comes to 9listing house, relies County on theDog his team, he Lori has found hisguipc THINGS THE Richard BEST BOTTOM LINE Clear Realty offering “Clear them when they REAL ESTATE AGENT When is word of to mouth referrals and 40% is repeat clients.

“They post about me on social media and rave about loves spend time with her family and dogs, wor NEVER SAY sharp instinctsLEADERS gleanedBrett through his lifetime of experiloves, lifelong sheforging leads A a team of agents frien in Fl serves Volusia and Flagler counties.

The 53) TIPS ONmajority BEING What fuels those great numbers?

Knowledge, effithe positive experience they’ve had working with me, and go for relaxing getaways in the mountains. on the Northeastern and St. Johns 15) 6 WAYS TO GET YOUR ence. he understands that thefriends Nashville real attentive service.

“You try to of his business comes from repeat and referral clients, ciency and responsive communication.

GOOD TEAM LEADER whichAbove leads toall, countless referrals from their 37) MAKE SOCIAL MEDIA expanding.

Crystal’s passion ha CLIENT TO TRUST YOU and heon is especially proud of In thethe trust histhe clients have estate industry still hinges personal relationships. process,” he says.

“But and family.” future, Lori wants to continue to grow hero tion, as she is consistently rated a MARKETING YOUR CALLING 57) 4time, QUALITIES OF “Being a full experienced agent in this industry placed in him.

“In this fast-paced world, I’m a little agents in the state.

Additionally, ness.

The Abbey Collection has set a goal this y “You want to create a bond with people,” he says.

“This as well.”

21) EMBRACING SMART CARD EXCEPTIONAL EMPLOYEES simply answering phone accelerated the commercial divis he says.

“I’mI afind little more old-school andtheLori To market properties, Loridifferent,” and The Abbey Collection hitthat $100 million in volume. also and plansbeing to ex gives you the chance to make real connections HOMES: DOES NEW career Crystal serves as the driving forc responsive and being available to guide people through 41) A for STEP-BY-STEP GUIDE go above and beyond their clients, from stunning, her61) offerings inI the of laid-back. And my clients appreciate willarea take ISthat STARTING A high-end TEAM video mark developments.

From land acquis TECHNOLOGY REALLY inprofessionally life.” the process makes all the difference,” Kara says.

“Then produced videos to unique events like Through it all,toLori’s biggest goalFOR is to run her te the time to listen to them and pay attention what they TO CONVERTING INTERNET THE RIGHT SOLUTION withand the sellers developer, to through securing there to that navigate buyers alike INCREASE HOME VALUE? wine tastings toLEADS get the word out brokers. a way puts a focus on serving her clients an tellREAL me.among ItLIFE allows me The toI’m better understand what they TO SALES YOUR BUSINESS? while simultaneously constru every step ofthe thebest process, answering questions and Abbey Collection also has a comprehensive social community. want to accomplish, and to provide customer marketing and sales campaign Those connections are key to Richard’s success, as giving advice on how to best prep a property go on media presence that includes using Instagram and remarkable ability to to effectivel service I can.” more than 80% of his business comes from either repeat the market.

My clients appreciate that I’m proactive, Facebook posts to ensure a listing gets in front of the both the Residential and Comm Phone 310-734-1440 | Fax 310-734-1440 and detailed, andwith thatconcise resultsdetail in them clients or referrals.

Still, everything Richard from and beginhis efficient team also and coming determin right audience.

“We do literally This approach has resulted intosteady success for Brett. mag@topagentmagazine.com | www.topagentmagazine.com back me again and again with their real estate needs.” ning to end to make sure that we reach any person understand the hard work required to market a listing.

Last year hewithout handled just over $5 million in volume. to Crystal, who might beininterested in a particular listing,” No portion of this issue may be reproduced any manner whatsoever priorshe consent of the publisher. TopAccording Agent Magazine is much o “By the time you show a house,” he says, “you’re really When marketing a home, he feels that online listings are success can be credited her e Picking up the phone makes Kara’s published by Feature Publications Although precautions are taken ensure the accuracy of published materials, Topclients Agent feeltoheard says.GA, ForInc. a luxury upcoming listing, Lori to went as far on that balancing technology with t giving people a second showing.

The buyers have a must, but he also has found success with methods and taken care of, but it also fosters Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address,what sendKara loves as purchasing large ads in national print publications, interpersonal connections the ind less “When we career get a new listing, inquiry to mag@topagentmagazine.com. inhome therely U.S. best in her - relationships.

“One of the nice like the studied WallPublished Street Lori andon thetechnology. entire Abbey already theJournal. online.” company continuously stays ab

Congratulations!

https://

www.

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2

we’llout” target mail pieces to that things about this job isneighborthat you come across so manyre Collection team will go “all in some order direct to raise nologies that directly impact she beams.

“My goal is to help or the geographic area,awesome and thatpeople,” can surprise people awareness of their listingshood among general public remaining cognizant that them peopl Asas such, not only doesyielded Richard and his team provide in every possible way in the transaction, but lucky well. This approach has with excellent results: in to-face interactions, a firm ha To find out more about LoriI feel Abbey, Top Agent Magazine its effectiveness. A lot of times your neighbors will To learn more abo clients withclosed assistance inhave thefamily staging of a house, but they commitment.” she explains. that I get to meet so many people I genuinely want to 2019 Lori 63 transactions, of which 70% were or friends who are consideringplease a move,call and720-840-4984, email richardfbry be in touch with after closing.” listings, an impressive days-on-market average email lori@theabbeycollection.com, also offerandallhasmanners of videography, including drone often those neighbors will sell surrounding homes in

43

TERI EHRLICH 48 TIM KIZZIAR 51 KENDR 44 JOSH FRAZEE 47 MELINDA JAKOVICH-LAGRANGE

Tim Kizziar came to real estat Teri Ehrlich has spentJosh theFrazee last started larger companies, including UPS, State Farm, AGCO his Melinda career Jakovich-Lagrange websites. His well-attended open houses are Hous livel got Ronald MacDonald For Kend in real investor andinasreal social.

The energy enthusiasm he brings inworking a and unique and round-about way started estate after the Joffrey Ballet, to onmark whic fourteen years working in estate the as&an ADM as well individual homeowners. estate runs contractor.

After being diagnosed listings often pays off with a quick sale at a very com with syndicators and investors in raiser, which allows for t Initially, he was a pastor in his curren Atlanta real estate market, and has ness since Chicago’s financial industry, using for underserved youth.

“I with stage 4 colon cancer and itive price. hometown Oregon.

Afte no intention of slowing down. “I Outside of work, Teri enjoys spending timeofatSisters, her lake got started her Series 7 and Series 24 13 financial as well aschurch the people who going through several surgeries years, he left the and spen got my license in 2006, when my house with her husband, Seth and two daughters, Rachel 16 while qualifications to analyze investmeans, I give 10 and chemotherapy, he realized his Josh’s favorite part of five the job is and using his back expert the next years buying, remod TIM KIZZIAR KENDRA LANTERMAN JOSH FRAZEE MELINDA TERI EHRLICH kids started school full-time,” she JAKOVICH& Nina. She paddleboards, explores the outdoors with school.

H ments such as the Presidential very physical job as a contractor ensure that even complicated deals reach the cl LAGRANGE eling, and yoga, flipping houses. was a says. “I was trying to would find a no joblonger herbedogs, goes for table. runs, and practices which a “It REALT Towers “I’ve always been And means giving suitable for project.

“I love helping people getthat a great deal on buyib that point that I decided I might a that had some flexibility.” she for used teach before becoming a she real estate agent.

Better Ho fascinated with estate,” kind of old-school,” she him—it was time a to change. sellingreal a home, and closing the transaction more qu 60 63 55 MIKE ROSS 52 56 TONY LONGCHRISTINE LYNN well getthan myaccidentally license I could take onup my own projects, BARBARA MOONEY says. of But2016, thenShe there anvery accident.

“I fell anddifferent pick phone.

IMent rem also with several chariJEAN where Ke In May Joshiswas got his real involved they everso thought possible,” hethe explains. he recalls.

He obtained his license in 2015 and his bus I needed back surgery, so I kind of had to reinvent myself.” days.

I take them out to Once she became a realtor, it did ties.

She cites the Atlanta Humane Society, Children’s tative first estate license and his first listing! agents on his team is also a joyful experience—it m clients When Mikewhere Ross’his mother was was her thelistings these days are being closed.

The when vast majority, sh Tony Long is not yourChristine average Lynn Tony hasheading builtTalented quite localvivacious, real estate empire and Barbara money it’s tim Jeannette flowers on holidays.

I wo ness has continued to expand ever since. as a recep not take Teri long to discover that Healthcare of Atlanta, and KW Cares as the charities Since then, his passion for the real estate industry has so much to him to help his agents become true ex recom looking forit newOfjob, Mike ownestate businessclients consulting company areand closed thanks to a astrong online presence.

Bu real estate agent. His real genuinely comesays, first, he can back up. onnew her love of real estate, she worked with mentor become good friends.” estate mor Mooney of Realty has desire to pay itfor forwa the company was bought out continued to grow with his career.

Bypassionate inMcKee the field, thrive, and serve their clients welb Ross! this new jobbegan provided herDrawing with athose she is homes most about, and takes part inreal funddecided to earn his estate when a lifelong friend doesn’t mean she ignores print marketing whe — and athe that adventure 14 along years ago 128 sold, 98% was by referral.

“My entire Annetta Gray.

“She intuitively sawbuilt my potential and hired first, she w an impressive she places on educati He his model as anumb “hybrid,” a small, indepen end of his firstonfor year he’d sold over three million dollars give back to the community, Josh ismarketing. ahe member o Kendra was by three — describes “people become kind ofwith toapproached digital Yo 40-year realreal estate veteran dedica license her.

Initially, sense of enjoyment andafter satisfaction both a personal raisers forquickly local schools as well. working Enterprise estate career has been by referral.” me, and she said, ‘I know you’re going to sell luxury real Her personal approach e tant, and h track record as one of the top a property, or workin approached her with an offer to must be a big player in marketing in the global marke in real estate.

His business continued to thrive, and in MLS Committee and Vice President of the Real now s did it to support her through it, dent brokerage that works with small team of agent their assistant.

After she gradua and professional level.Rent-A-Car. After picking up She was right on, and there’s been no looking back. using thenow Internet, where s from there joinestate.’ her real estate team. full-time “I left place, because what was oncein local is global.” ated he 2017, Josh who started a team which now includes Foundation.

He coaches Bridgman Rocket Foo but soon fell love with it.

“I her agents in the Jackson metro sure they understand wasted no time, getting rea “There are eight other agents that I both mentor an a customer, just happened The secret sauce that has made Tony so successful will Though she operates through Keller Williams, Teri MIKE ROSS JEANNETTE CHRISTINE LYNN years now.” even met her husband, on the Chicago Tribune’s BARBARA TONY LONG my It’s job been to join26her because of Melinda the as the aserves solo at ended up getting my license staff licensed agents that work and hehe and his generously support ® and away.

Currently Kendra area.

After moving here inwife 2015, tax considerations, to work with,” explains.

His territory includes aChild larg toadministrative be I’m a REALTOR probably sound so simple, yet this humble approach to , Tonyfive was WESTCOTT “I do a lot of relocation. very passionate about much prefers working solo to being part of a large architect Lucien Lagrange, through her real estate work. sends out flyers and sti MOONEY success, Michigan, the credentials, and the Her dedication to Springs research, advanced education an When but gives h and she didn’t go into real with him serving southwest including New Miracle Network, as well as charities focused on c Fort Collins, her fo swath of Central Oregon. her focused work ethic and different neighborhoo client relationships hasleadership had aproviding profound impact oninto his lifealways toand consider going “I’m outbut there.”

S finding the right fit forencouraged my clients, always looking team.

SheIt thinks that herhis clients with the market knowledge she had. was is He also reflected how Christine gives bac or spe estate, but I did,” he explains.

Buffalo, Bridgman, Stevensville and surrounding areas. research. and wife have three daughters, of credit. “ Denver area, which she consider and business.

“Ibest treat of others the way ICompass. would want to her be real estate was Now, Melinda has team own withhave other geographic areas ant bubbly personality won flags they need to wat with an eye towards into re-sale, just tobecause make sure that personal touches is much easier an individual.

She a unique opportunity for he me to learn from one aofsmall the toher her1986, community.

She donates time andhosting talent huntin That was in and heashasn’t looked back since.

Nora, and Layla.

As a family, they love where I am treated.

To me, it doesn’t matter if you’re selling a million so good at building rapport in “I’ve never wanted a large team because I work with around the country.

“I sto Tim has been so successful that over 80% of his busines her numerous loyal clients—a in the business.” serve the Board of by Directors for the University they are protected if they have ahislife change or situdoes, however, plan to keep expanding her business and hisMa bu Today he has aonpool team of people his side, including Josh and team’s be attributed to yard parties for their friends.

Though he’s al state of [properties], with people who like a lot of she says.

“You might thi When it comes to her approach house ortestament a their $100,000 house, I treat people the same, the car. After some hesitation, Tony decided to success givehigh-end it acan dollar is repeat and referral clientele, and he believes what set Michigan Alumnae Club - aBirmingham, as Chairman ot to the expertise she When Barbara isn’t ation change,” she says.total “I really care for my clients. has toyed with the idea of growing into team to aid hopes himself, his son and an administrative assistant.

They dedication to service.

“Our come achieved sowhich much in been hisbut new career, Josh wan Baltimorehands-on.

They likeclients to know who they’re working with, so they think about you I take business very personally, I’ve told shot and go for it. Through some connections at customer thesolo, time, he subscriber to new age methods s Today, Christine works but has aand team working under Scholarships, the American Association of Universit him apart from his peers isfocusing that hesoyear genuinely attends has developed over the course her time with her their serve Minneapolis, primarily on the west I try to on come fromfor a place contribution rather than her with that goal.

“I brought an admin in this and first of and foremost, over everything,” he explains.

“Our continue growing his team he can help other atrc we’re team of three. three are very similar in our prinyou’re doing tothe sell their I should not aWe do.”

It’s been said that business shouldn’t be got hired to work Realty Executives Mid-America clever hashtags, and virtual hou her. “I’m in a unique brokerage ina that we’re not desigWomen Birmingham as Policy Chair, and Optimis his clients’ needs.

“I care moreand about serving than abou side of town, with about of their business of her 14 year career. participating in her ch buyers’ agents work really hard topersonal, get their buyers theagent tosets. reach their more people his com worrying about IRealty feel that’s part then abut buyer’s that Iwho started working with,” she ciples but very different in our skill We bring a80-90% lotMatterport of treats Jeannette says that her repeat for Tony, it’s just hepotential is.

He his region to assist in the the commission. growth the Executives natedof agency, wherelike each agent works independently with International Club of Birmingham as President. a 3D scan that is a “It’ bian “Wha consisting of repeat clients and referrals.

It is their selling.,” he asserts. best deal that they can.”

Because they are working in nity achieve their dreams of owning a home.

He’d she volunteers to ht of the reason was Rookie of the Year We in 2006 and have says. maybe start totrust grow a small team.

But I assets to clients the table.”

The team serves the Chicagoland area “I chose this business ov like“So, family and builds atorelationship with franchise in the Istates of Kansas, Missouri, Nebraska, and a client.

Rather, are what’s called a traditional agency, important toand meinto share my talents and my finances she credits that high rate to her “It’s notservice just a virtual tour,toyou sta commitment totoproviding superior thatI’dhasmake a competitive, sellers’ market, Josh and his team meet love complete over 200 transactions annually as well as the North Shore suburbs, covering the range from I thought a di Barbara credits her success in the industry to a combiprovides the resource been in the top 10 of my market every year since then.” don’t want to have a big team.

I really like the personal where all of our agents represent our sellers equally and give back to the community,” Christine says.

Outside his clients. It iskept the main reason his clients keep“This coming Colorado, while also selling real estate on his own. ness. is about through the house andrelationsh look upo freedo them at the top.

Writes one client in a review: “I have known Tim Kizzia to brainstorm ways to ensure their buyers’ bids will be continuing to provide the personalized, boutique se high luxury clients to one or two bedroom Condo projhome is where they spend simultaneously.

As such, Ination haveend a of team of agents that I work, family, faith, and fitness are important to Christine accessibility and my personality.

“II don’t answer their children Christm connection with clients, have areally desire totransaction back and continuing to refer theirsofamily, friends, and about a real estate right, and get a feel for w clients accepted.

Their great reputation combined with strong, his clients have come to expect! ects.

Her husband is working on a project in the Western ably the biggest investm 15+ years.

What I have most appreciated about him i collaborate with.”

It’s a great setup for Christine, who coworkers.

“I“Istarted offbecoming on my ownfriends as a solowith agenta for end up lot about of my4 years, clients,” grow a“Ibig mega-team anything like my phone until into 10 pm every single or day, Monday what I dothat.” well.

Butand this is abou property,” she area, says.

She also in have extensive knowledge about the friendly relationships with other top agents in the area suburbs, so she expects to be working there, too.

She’s also invited to the table to help trusts her agents with her deals, and also provides the As a student of best practices, technological advancement relation to real estate is his genuine interest in helpin doing no more 25 transactions year. in Shortly after I a Sunday,” she my she adds withthan a laugh.

“I try toa stay touch.

I do through says.

“I’m very accessible to When she thinks abo lish together.

If [the clients] hav photography and staging.

And customer service is as really good,” Mike explains. like to to expand into referral services in the well as really the greatest compli also give an of edge.

Not only do Josh and his team client withthem aRealty team people count on.

But she still and impending changes to our industry, Christin others find a future, valuable and meaningful investment.

Tim Giving back to the community isenjoy alsocommunity very important toimportant was asked to join a small group within Executives lot of hand-written notes, things like that.”

Getting birthdays.

If they’re having issu Being involved in the is also my clients.”

But her clients don’t only premier laser focused on he proven to work.

In the past becoming more involved inslips development projects. have systems in personal place towith ensureTony. nothing ever maintains a direct, relationship with her clients, notes that she feels Connections fearlessly equipped to perform at24 to is a real thinker, innovator and visionary.

He knows how He was on the board with Inclusion for oftoKansas City called Group O’Dell.”

Tony stayed in his success, with Mike coaching high school foota guy.

If they need something meet and work withmost so many new people is one 38also listings, with a record accessibility when working with Barbara, they homebuyers selln of whom come from Wayne, Oakland, and Macomb levels.

She desires “best in class” service for and allsetting client through the cracks, they also have a lot of fun together. a local Kansasopportunity, City organization whose them for about five years but realized that the majority of the past 5 years,ball to maximize envision and running the Youth Athletic Association.

“A we’re there forimprovements them.” on market and helped 36tha b“ of her favorite parts ofCounties her clients job.in She also thoroughly Melinda estimates thatan herwork repeat and referral rate is between the Detroit area, although, she says, “I and wants the world tothe know that “value indeserve. every rea get tolively, work with agent who treats them like a for thinks they rave that they are good-natured, and purpose and mission isreal toa provide aand safesees place those the homes being sold withinPast the group were coming from yield returns the big picture.

Tim is a har lot of it is sphere of influence, and being involved 50 and 70%.

“I think my clients know I’m sincere, I’m dream homes, at an average of wherever my clients need me to work, geographically.” estate transaction stems from the client, and that our goa enjoys showing her clients around different parts of make could be a stressful process totally member of her own family.

“I treat everyone I repreThere are some great3 with disabilities toworker, create community, have access totomeanhis circle of influence. It was timewhat to start theotherwise next chapter with community and events.”

Being a known figure very patient and values relationships –– findin transparent.

I genuinely care and I work 24/7.

I’m very high as top notch professionals is optimize every outcome This personal attention and frien enjoyable.

As a result, almost half of Josh’s business thejust Atlanta area, introducing them toseen new sent like they are my daughter or son,” she says with to be considered one o ingful employment, and prepare for independent living. and do hismetropolitan own thing. And Top Agent Magazine is by Real Estate Agents and inthe the region helps his buyers and sellers trust him right fit for everyone involved.

Highly recommen service.

I don’t have children, so [the clients] really become Christine’s clients appreciate that, as her 90% repeat We owe it to our treasured clients to educate and equi Her mantra when it comes to up with past clients whether in comes from and referral clients. neighborhoods and showcasing the repeat personality of each amylaugh.

“Most ofisthem say I’m just like their with one of theto most important transactions of transac and referral rate shows. “One of things that unique ourselves perform atbest theishighest level in every lifethe during the process — without getting too attached,” you reach out him.” ness simply to have fun. “Th namely Instagram and Facebook community. in every U.S. city and Internationally!

All in all, when you become a client of Tony’s, you become “So I started Long Brokers Real Estate, with the help of my long friend by the educated time that we’re through, and that’s how their lives.

He does everything possible to exceed about me as an agent is that I’m highly and I tion, every time.” she adds, “but I am compassionate in the process.”

Her When it comes time to market his listings, Josh goes enough,” she says.

“I want to b such as for birthdays, she’ll send part of the Long Real Estate family for life. time associate Cassy Wilson andmany then years in theinsecond year expectations and educate them throughout the spent business...I take today’s cutting-edge Iextensive feel with most of them. say 90% of my clients knowledge of their floor plans and design, as well ToI’d stay connected with his sphere, Tim sends out a qua door-to-door throughout the neighborhood to introduce myonly clients and tell‘Ithem fun .GIF attached. still my callhon peo we hired her agentclose Davidinterpersonal Barraza as our first buyers Iher Given relationships with “For ourshe’s listings, we use professional business practices and I agent. apply them to my knowledge transactions.” as her intimate of Chicago — a Chicago are my friends, like I process. end upmarketing going shopping with himself to everyone in the area and let them know they terly report.

“I also like to connect with them put myself in their shoes.”

And the phone call.

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Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

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BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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3

MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

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LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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Stephanie Halley Top Agent Magazine

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STEPHANIE HALLEY Stephanie Halley got her start in real estate fourteen years ago. At the time, her husband had long been successful in investing in and flipping properties, and she decided to earn her license to facilitate that process. “It’s grown into a lot more since then,” she recalls, “and it’s been a really positive thing.” In fact, Stephanie has cultivated her own reputation as an incisive agent, known for her integrity, experience, and proven track record of success.

Today, Stephanie spearheads her work under the banner of Keller Williams Realty Partners, as head and namesake of The Halley Real Estate Team. To date, almost the entirety of her business is driven by repeat and referral clientele who trust her instinct, expertise, and personal touch. Considering she has been in business well over a decade, Stephanie’s clients rest assured that they’re being represented by a veritable industry veteran. “I have a lot of knowledge, experience, and patience,” she explains. “I build trusting relationships with my clients, and I’ll never push them towards something that isn’t right for them.” Likewise, Stephanie uses her knowledge of home renovations to help clients spot potential problem areas, or envision a home’s fullest possibilities. “Because of my experience with renovation, I have good vision when it comes to helping people execute any ideas they might have for a home,” she says. “From opening up walls, picking paint colors and flooring, or connecting with local contractors—I can help clients dig into the details of a home and find the right fit.”

When listing properties, Stephanie leverages both traditional and digital marketing methods. Homes are equipped with professional photography and are then disseminated online to all the leading listing platforms and social media outlets. To create local intrigue, she also distributes Just Listed and Just Sold fliers to drum up interest on a neighborhood level. On average, Stephanie closes roughly $10-million to $12-million 8

in volume, at a common price range of $300,000. “I work with anyone who needs help,” Stephanie says, “from first-time homebuyers to seniors downsizing and everywhere in between.”

Beyond the office, Stephanie gives back by hosting regular client appreciation events, contributing to her children’s local catholic school, and donation-matching for an area coat drive. In her free hours, she most enjoys time spent with family and loved ones, staying active, traveling, and cooking.

As for the future, Stephanie intends to keep progress going steady. “We want to continue to grow every year and help serve more people in our community,” she says. “We also have two daughters who have both talked about becoming involved in the business, and that would be a great vision to have them working with us one day.”

Now, with fourteen years of experience and insight, Stephanie considers what she enjoys most about her chosen field. “At the end of the day,” she reflects, “I like getting to know people, building relationships, and helping others find the right home that works for them.”

To learn more about Stephanie Halley email Stephanie@HalleyRealEstate.com, visit HalleyRealEstate.com, or call (913) 244–9642 www.

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Continental Title Company is so proud to partner with

STEPHANIE HALLEY

Congratulations!

(913) 766-1134 ext. 2964 Mobile: (913) 486-7941 | Email: michellew@ctitle.com www.ctitle.com Top Agent Magazine

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

2

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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3

BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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RICHARD BRYAN While growing up in Nashville, Richard Bryan was surrounded by real estate. “Both of my parents were Realtors,” he says.

“My dad started in the 60s, my mom in the 70s.” To an extent, Richard always suspected that he would go into the industry; however, after spending some time in Dallas working at a hotel, he was finally able to return to his hometown and answer his true calling. He never looked back.

Today, Richard services clients in and around the Nashville area at Fridrich & Clark Realty. Through more than 30 years of successful transactions, he has earned a proven reputation among those in the community. Richard and his modest team have also exceeded $10 million in sales volume every year since 1995 while closing roughly 100 transactions annually.

When it comes to listing a house, Richard relies on the sharp instincts gleaned through his lifetime of experience. Above all, he understands that the Nashville real estate industry still hinges on personal relationships.

“You want to create a bond with people,” he says. “This career gives you the chance to make real connections in life.”

advertisements and word of mouth campaigns. “We never want a house to seem stagnant,” he says. “My job as an agent is to help people maximize their value.”

Despite all this hard work, Richard has never lost sight of his favorite aspects of working in the real estate industry. “I appreciate building friendships with my clients,” he says. “When you help someone find a house, you make a huge difference in their life.” Richard continues making that difference long after his work is finished, keeping in touch with past clients through routine check ins, emails, and holiday greetings.

When Richard isn’t working, he’s traveling. Above all, he’s fascinated by the ways people live in different towns throughout the world. Of course, for Richard, opportunities to step away from the office come few and far between. “I work all the time,” he says with a laugh.

“But that’s because I love it—I love helping people.”

This compassion drives Richard through his every listing, advertisement, and open house. Together with his team, he has found his place in the community he loves, forging lifelong friendships through years of attentive service. “You try to educate clients throughout the process,” he says. “But often you learn from them as well.”

Those connections are key to Richard’s success, as more than 80% of his business comes from either repeat clients or referrals. Still, Richard and his team also understand the hard work required to market a listing.

“By the time you show a house,” he says, “you’re really giving people a second showing. The buyers have already studied the home online.”

As such, not only does Richard and his team provide clients with assistance in the staging of a house, but they also offer all manners of videography, including drone photography, and digital outreach. To accompany all these modern tactics, Richard assists clients with printed 12

To learn more about Richard Bryan email richardfbryan@gmail.com, visit RichardFBryan.com or call 615-533-8353 www.

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Fridrich & Clark Realty, LLC is proud to congratulate

RICHARD BRYAN

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

• Over 30 years experience in residential real estate sales • Sales volume exceeds $10 million per year since 1995 • 2019 Sales exceeded $80 million

The Richard Bryan Team

NASHVILLE OFFICE

WILLIAMSON COUNTY OFFICE

3825 Bedford Avenue, Suite 102 Nashville, TN 37215 O: 615-327-4800

5200 Maryland Way, Suite 101 Brentwood, TN 37027 O: 615-263-4800

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Bankers Title and Escrow is proud to congratulate

RICHARD BRYAN

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

BANKERS TITLE

Samuel F. Anderson Bankers Title and Escrow Corporation P: 615-661-7711 | F: 615-661-7701 banktitle.com http://

banktitle.com

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5107 Maryland Way, Suite 115, Brentwood, TN 37027

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

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

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

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1

Put Testimonials or Case Studies on Your Website

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

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

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

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.

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Put Yourself in Your Client’s Shoes

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

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

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TAYLOR HOUSLEY Taylor Housley’s mom had been in the real estate business in the River Valley area since 2002, building up the Housley business and brand. Taylor, meanwhile, was pursuing other things. “I graduated from the University of Minnesota in 2010, and went into investment banking,” she says. “[My mom] was continuing to knock on my door, saying, ‘Hey, you should really join our team, I think you’d be a great agent.’”

After thinking about it, Taylor realized that her mom’s real estate business was actually exactly what she was looking for. “I knew that I wanted to have a family,” she says. “I was getting married and I wanted that flexibility. So I jumped ship and got my real estate license.”

That was in 2014, about a year before the birth of her first child. Taylor started out working with her mom’s team and learning the ropes. “I don’t think I would have ever done it if I didn’t have a family member in the business.” Until 2017, Taylor served as “right-hand man” to her mom, who specialized in luxury listings. Then Taylor’s mom decided to run for US Senate after Senator Al Franken stepped down.

Naturally, a senatorial campaign requires a lot of attention, so Taylor ended up taking over the business in December 2017 as her mom left to focus on her political career.

It’s these kinds of personal relationships that keep clients coming back. “It’s me taking the extra time to really get to know them and make them feel comfortable, and them being happy and knowing what’s going on throughout the entire transaction.” Transparency is also key. “No question is a dumb question,” she says. “I want [them] to know exactly what [they’re] doing.” And this isn’t just her word; this is actual feedback Taylor has received from clients. She’s also aware that real estate is more than simply the buying and selling of property. “It’s not always a happy point in someone’s life.

I find myself being like a part-time therapist. It’s not just the business of buying and selling, it’s getting to know why they’re selling and making them feel that it’s just a stepping stone into the next chapter of their life.”

In keeping with her deep connections with clients, Taylor and her team host a number of client appreciation events throughout the year, including berry-picking, family movie events, wreath deliveries, as well as birthday cards, emails, and social media contact. This personalization and breadth of contact also extends to her marketing practices. “If I’m marketing a historic home, I’m going to do something completely different than for something that has acreage.” She does work with a photographer and videographer (“my go-to man, Carlton”) to feature each home’s unique characteristics.

Now, Taylor has a team of her own, four agents and an assistant, serving a 45-mile radius of the Twin Cities, including the River Valley area where she lives and has her office. But she’s willing to go anywhere, and currently has listings in Wisconsin as well as in Minnesota.

“I love this business, I love that I’m helping somebody [with] their biggest investment financially.” She loves the community, too, and being a real estate agent allows her to make those meaningful connections in her area. After moving around the US and Canada in her childhood, Taylor knows the importance of having a solid community foundation for her kids. She also partakes in community building and charitable events like jacket and food drives, yard cleanups, and more.

“I have a lot of repeat clients,” Taylor says. “That’s the hard part about my business: I make too many friends!” But that’s actually why Taylor wanted to go into real estate in the first place. “I love to be a people person.” She establishes deep friendships with her clients, often having playdates with their young children and her own young kids, or hiring clients’ older children as babysitters. As a result, she simply estimates her repeat rate as “a lot.”

In the future, Taylor would love to build a team and expand her business, but it’s not without consideration. “I would love to build a team, but I’m at a crossroads because I enjoy being face-to-face with my clients all the time.” For now, she’d just like to maintain. “I keep having better year after better year,” she says. “I’m not striving to be the top Realtor®. I feel like I’m doing more for my community and making myself happier by helping clients one-on-one.”

To learn more about Taylor Housley, visit housleyhomes.com, email taylor@housleyhomes.com, or call (651) 260-0326 https://

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Legacy Title and Kami Telschow are proud to congratulate

TAYLOR HOUSLEY

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

Kami Telschow | Executive Vice President Office: 651-200-3778 | kami@legacy-title.com www.

legacy-title.com

MN License #40000487 | WI License #8821494

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Keith Schilling is proud to congratulate

Taylor Housley

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

Keith Schilling | Branch Manager | NMLS # 690786 763-478-1581 | Keith.Schilling@amecinc.com keith-schilling.amechomeloans.com amechomeloans.com/the-schilling-team https://

www.

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

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

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

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Smart home amenities range in price and return.

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

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

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

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Smart home amenities capture the attention of buyers

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

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

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

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JAY SCHMIDT Jay Schmidt discovered his passion for real estate while he was working in the corporate sector. In his free time, he’d buy a property, renovate it while he and his family were living in it, and then sell it. After a few years of this process, he decided to pursue his dream of becoming a Realtor and became licensed in 2012. He’s been with Keller Williams for the last five years, where he leads a twenty-person team serving metro Milwaukee.

Over a third of Jay and his team’s business comes from repeat and referral clients. What keeps his clients coming back and sets him apart from other agents in the area? “We have a dedicated person on the team to focus on each aspect of the process,” he explains, “so no detail gets missed.” Jay and his team are in constant communication with their clients. “We are very proactive so our clients are never waiting for information or a response.

And quite frankly, we love what we do. Everyone on our team has a passion for serving our clients!” He and his team members use Keller Williams’s model of educating and consulting with clients to help them achieve their goals. After working with Jay, his clients remember that he’s an absolute expert on the market, and is always available to talk through their concerns.

They rave that his service is top notch and, as a result, they always feel like they are his only client. To stay in touch with past clients, Jay hosts quarterly appreciation events, reaches out by phone, and sends follow up notes and birthday and anniversary cards.

When it comes time to market listings, Jay and his team really shine. Jay walks through the property with the client, discussing any minor home improvements that could result in a better market price. Then his team’s full-time, on-staff interior designer helps the client to prep and stage the property. A professional, on-staff photographer takes photos highlighting the best features 24

of the listing. “When it comes to showing off a property online, we’re the best in the business,” Jay says. Once marketing materials are ready, for two weeks, the property is in “Coming Soon” status, and Jay and his team create buzz, build momentum, and talk up the property to other top agents in the area. The listing is then posted on hundreds of real estate websites and promoted on social media. The result of this creative, thorough and professional approach is often a quick sale at a competitive price.

What’s Jay’s favorite part of the job? “I love real estate, architecture and design. And I love negotiating and connecting with my clients!” he says. To give back to the community, Jay and his team started a nonprofit that sponsors events to raise funds for families-in-need and worthy local charities. In his cherished free time, Jay enjoys traveling to Florida with his family, being on his boat, and renovating houses. For the future, he hopes to expand his team, taking on additional agents. “I believe growth is strength,” he says. “I enjoy mentoring new agents and helping them to develop a strong business.”

He also plans to study for his Florida broker’s license to help community members in Milwaukee relocate or purchase a second home in a warm clime. With his passion for real estate and service, he’s sure to make those goals a reality!

To find out more about Jay Schmidt, please call (414) 517-7716, email jayschmidt@kw.com, or visit jayschmidtgroup.com http://

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The Ihn Company is proud to congratulate

Jay Schmidt

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

THE IHN COMPANY INC. 262-691-0402 | 262-691-0421 Fax www.

ihncompany.com

633 Cecelia Dr., Pewaukee, WI 53072 Top Agent Magazine

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

1

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

2

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

3

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 26

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

4

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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SALLY HAMMER EXCEEDING CLIENT EXPECTATIONS

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SALLY HAMMER Sally Hammer entered the world of real estate 15 years ago, when her kids headed off to college. Since then, she says, “I gave birth to an amazing, wonderful business that I never could have predicted.” Her clientele, the vast majority of whom are repeat clients or referrals, know they can trust her to give them the very best experience when buying or selling a home. Building close relationships is the key to her success.

Year after year, Sally earns the coveted FIVE STAR REALTOR AWARD, which is presented only to realtors voted the highest in overall satisfaction by clients and industry experts.

Nationwide, fewer than 5% of agents earn this distinction.

This year, Sally was again named a FIVE STAR REALTOR as well as to the REAL ESTATE MARKET LEADERS 500 LIST in the February 28th Issue of FORBES Magazine.

Based in Bucks County Pennsylvania, Sally also serves Montgomery County as well as parts of New Jersey including Princeton, Lambertville and Mercer County. She estimates that 98% of her business is generated by repeat clients and referrals, which speaks to her dedication and the confidence she inspires in those she works with. Rather than relying on advertising to bring in new business, Sally regards her excellent track record and her history of satisfied clients as better than any ad money could buy. “At the end of the day,” she says, “I want my clients to be a billboard for me, because I don’t advertise. Instead, I pour every bit of my time, energy and resources into helping my clients achieve their goals.

Because when they succeed, the success of my business takes care of itself.”

In addition to her ability to develop deep consultative relationships, one thing that sets Sally apart is her remarkable record of low days on market for her listings, and her high success rate at helping her buyers win competitive bids. “Because I work with both buyers and sellers, I hear both sides, which really keeps me tuned in to the constantly changing pulse of the market,” she explains. “Knowing what buyers are looking for really helps my sellers when they’re listing, and vice versa. So having equal experience on both sides really helps me inform my clients on how to best present themselves to get the best possible results.

people in. They are the very first window to the world for my listings.”

Sally also enlists professional home stagers to get her properties in line with current trends and market demand. “The key is to make the house resonate with what buyers are looking for, then having it photographed by an award-winning photographer to make the listing as strong as it can possibly be when it hits the market. That formula has been incredibility successful in helping my clients achieve their goals.”

Sally sells about 30 homes per year, working in a price range from $200,000 to $2 million.

“Buying and selling a home can be a stressful process,” she says. “Over the years I’ve developed tremendous experience and resources that I share with my people. I get a lot of satisfaction from doing my best to stay on top of what’s happening in the market, so I can help my clients navigate this fast changing, multi- faceted world as smoothly and as profitably as possible.”

Outside of work, Sally is active with 100 Women Who Care, an organization that does fundraising to benefit nonprofits in Bucks County. When asked about her goals for the future, Sally says she wants to remain deeply involved in the community she serves so she can continue to give back. “I want to stay closely tied to every single person I help,” she explains.

“I want to continue to listen and learn, because agents who are committed to learning will always keep their clients at the forefront of what is happening in the market.”

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Sally also takes pride in her expertise at staging properties for the market. “My photographer is my secret weapon,” she says. “He is second to none. The photographs are what draw 28

To find out more about Sally, visit sallyhammer.com, or contact her at at BHHS Fox & Roach Realtors at (215)595-3933 www.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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JC SILVEY

SILVEY GROUP Top Agent Magazine

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JC SILVEY | SILVEY GROUP When it comes to Virginia’s Loudoun County, you can say that JC Silvey certainly knows the lay of the land. And while his career as a REALTOR® really took off about four years ago, he’s been flying high with experience for quite a while.

A graduate of the Naval Academy, JC was a Navy attack pilot for about eight years. That experience led him to a job as a pilot for United Airlines. But on 9/11, his career path changed.

“I was flying a 767 to the west coast and ended up in Chicago when the World Trade Center was taken down,” he recalls. He wasn’t sure what was in store for the airline industry. “I got my appraisers license, picked up a bunch of clients back then, and built a pretty successful appraisal business which I still have today,” he says.

JC discovered that he liked getting to know the clients he’d meet. “I enjoyed the interaction with the homeowner and talking to them about their home and their challenges,” he says. “And as an appraiser, I really wasn’t allowed to engage with them the way I wanted.”

He promptly got his real estate license and jumped right in. That’s when the Silvey Group was born.

JC credits his experience as an appraiser for his decision to focus hyperlocally on Loudoun County. “What I learned is that it’s really hard to be an expert in a lot of different areas,” he says. “And I feel pretty strongly that in order to do well, you really need to know the areas better than anybody else.” He developed a website and Facebook platform called Inside Loudoun and began posting weekly videos about restaurants, wineries, and breweries in the county. “And then I run targeted ads to those same locations that I send newsletters to,” he says. “So people are getting a pretty consistent dose of my marketing throughout the month.”

In addition to his robust marketing, JC leverages his appraisal business acumen to provide impressive datadriven information to his current and potential clients through newsletters. However, it’s the personal touch that he finds vital to developing client relationships.

“I write a lot of handwritten notes. I do BombBomb videos specifically to them,” he says.

Since he knows a thing or two about flying high, JC also uses high quality video and drone video footage to create a sophisticated presentation. “There’s a reason why the top agents in New York and in L.A. do a ton of videos -- because it works,” he says.

JC’s targeted marketing yielded him 28 transactions last year. “I would say my average price point is at the $650,000 - $700,000 price range,” he says. “So the volume came out to just under $20 million.”

As busy as his real estate career has been, he still pilots planes to Europe for United Airlines. So will he continue to fly solo as a REALTOR®? “I enjoy being a solo agent,” he says. “I’ve thought about a strategic partner that might have a skill set that’s different than mine. I think that kind of relationship would fit my personality best.”

To learn more about JC Silvey, call (703) 577-1946, email jc@silveygroup.com or visit SilveyResidential.com http://

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

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9

Things the Best Leaders Never Say

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

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

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

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

1

I’M THE BOSS

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

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

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

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2

6

I’LL DO IT MYSELF

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

3

THAT WASN’T MY FAULT

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

4

I’M SORRY TO ASK YOU TO DO THIS

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

5

I ALREADY KNOW THAT

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

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

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THAT’S NOT THE WAY WE DO IT HERE

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

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

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

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

8

DON’T BRING ME BAD NEWS

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

9

YOU JUST DON’T GET IT.

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

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

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LORI ABBEY Lori Abbey made the decision to pursue her passion of real estate nine years ago, after the realization that her career in the golf industry took her away from home and family far too often. Today, Lori leads the team “The Abbey Collection,” where she oversees a group of dedicated agents, and is known for her hard work and deep knowledge of the real estate market.

Lori serves the entire Denver Metro area, as well as Golden, Evergreen, and other surrounding towns, with a focus on high-end luxury properties. Almost all of her business comes from repeat or referral clients. “My clients are my best source of advertising,” she says.

“They post about me on social media and rave about the positive experience they’ve had working with me, which leads to countless referrals from their friends and family.”

To market properties, Lori and The Abbey Collection go above and beyond for their clients, from stunning, professionally produced videos to unique events like wine tastings to get the word out among brokers. The Abbey Collection also has a comprehensive social media presence that includes using Instagram and Facebook posts to ensure a listing gets in front of the right audience. “We do literally everything from beginning to end to make sure that we reach any person who might be interested in a particular listing,” she says. For a luxury upcoming listing, Lori went as far as purchasing large ads in national print publications, like the Wall Street Journal. Lori and the entire Abbey Collection team will go “all out” in order to raise awareness of their listings among the general public as well. This approach has yielded excellent results: in 2019 Lori closed 63 transactions, of which 70% were listings, and has an impressive days-on-market average that places her in top 1% of the Denver Metro area.

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Lori will not forget about you after your closing: she finds that staying in touch with her clients after the closing is just as important. “We try to treat our clients as a community,” she says. “So sometimes I’ll take a group of five ladies out together who all moved from the South, and we’ll call it the ‘Southern Girls and Lori Lunch.’ Or we connect monthly at our Women of the Vine event where past clients come together for a luncheon with a panel of inspiring women. I try to keep in touch with everyone by being out and about in the community and by hosting fun activities.”

Lori also believes in the importance of giving back to her community. She volunteered for Denver public schools for over 10 years in positions ranging from PTA president to weekly writing workshop teacher to track coach. The Abbey Collection supports several charities and organizations, including Eddies Kids and Douglas County Dog Rescue. When Lori is not working, she loves to spend time with her family and dogs, work out, and go for relaxing getaways in the mountains.

In the future, Lori wants to continue to grow her business. The Abbey Collection has set a goal this year to hit $100 million in volume. Lori also plans to expand her offerings in the area of high-end video marketing.

Through it all, Lori’s biggest goal is to run her team in a way that puts a focus on serving her clients and her community.

To find out more about Lori Abbey, please call 720-840-4984, email lori@theabbeycollection.com, or visit theabbeycollection.com www.

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BRETT BERDOLL Brett Berdoll got started in real estate in 2005. After majoring in business at UCF, he was in a popular band that landed a recording contract. But Brett knew music wouldn’t pay the bills forever, so while he was still living the life of a working musician, he began preparing for a career in real estate. Now, 15 years later, his music career is behind him and he has established himself as one of the most genuine, hard-working, trustworthy real estate agents in east-central Florida. “Being involved in music on a professional level at a young age gave me confidence in my ability to engage and connect with all kinds of different people,” he says. “And I see a lot of parallels to that in my current career.”

Brett serves Volusia and Flagler counties. The majority of his business comes from repeat and referral clients, and he is especially proud of the trust his clients have placed in him. “In this fast-paced world, I’m a little different,” he says. “I’m a little more old-school and laid-back. And my clients appreciate that I will take the time to listen to them and pay attention to what they tell me. It allows me to better understand what they want to accomplish, and to provide the best customer service I can.”

This approach has resulted in steady success for Brett.

Last year he handled just over $5 million in volume.

When marketing a home, he feels that online listings are a must, but he also has found success with methods that rely less on technology. “When we get a new listing, we’ll target some direct mail pieces to that neighborhood or geographic area, and that can surprise people with its effectiveness. A lot of times your neighbors will have family or friends who are considering a move, and often those neighbors will sell surrounding homes in that neighborhood for you.”

Brett likes to stay active in his community. His office belongs to the Chamber of Commerce, and he 36

regularly attends opening events for new businesses in the community. He also lives close to the beach and finds it very rewarding to take part in beach cleanups, doing his part to restore nature to its original beauty.

When he is not working, he also loves surfing, reading, and playing golf.

Brett’s main goal for the future is to continue doing a good job one transaction at a time, and giving his clients the best possible experience along the way.

At the end of the day, he just loves helping people.

“Buying or selling a home is usually one of the biggest transactions someone will do in their life,” he says.

“And it’s gratifying to be by their side and help them, whether they’re buying a new house or selling their current house and moving on to a new stage in life. It’s an emotional ride, and it feels good to get to be with them when they cross the finish line.”

To find out more about Brett Berdoll, call his cell at (407) 221-7580, email brett.berdoll@gmail.com, or visit realtyevolution.net www.

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

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

interactive, unmissable, and effective in generating business.

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

Consider your profile a landing page.

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

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 38

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

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

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

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

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

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

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KARA BREITHAUPT Kara Breithaupt was born with real estate in her blood. “I was born into the industry,” she says.

“My mom is a REALTOR® in Northern California, and my dad is a real estate attorney.

My grandma was a broker and the owner of a brokerage many decades ago. But when I moved to New Orleans nine years ago and started doing real estate here, I didn’t have that support system. I had to build it up on my own.”

She’s built it up into a huge success, and is the Broker/ Owner of Snap Realty, with agents operating independently within the company. Kara and her Krewe serve New Orleans, where she’s become a fixture of the community. Kara estimates 40% of her business is word of mouth referrals and 40% is repeat clients.

What fuels those great numbers? Knowledge, efficiency and responsive communication.

“Being a full time, experienced agent in this industry I find that simply answering the phone and being responsive and being available to guide people through the process makes all the difference,” Kara says. “Then I’m there to navigate buyers and sellers alike through every step of the process, answering questions and giving advice on how to best prep a property to go on the market. My clients appreciate that I’m proactive, efficient and detailed, and that results in them coming back to me again and again with their real estate needs.”

Picking up the phone makes Kara’s clients feel heard and taken care of, but it also fosters what Kara loves best in her career - relationships. “One of the nice things about this job is that you come across so many awesome people,” she beams. “My goal is to help them in every possible way in the transaction, but I feel lucky that I get to meet so many people I genuinely want to be in touch with after closing.”

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Giving back to the community where she has been so successful is important to Kara. Every year she and her team get involved with food and clothing drives, and they also sponsor different events and sports teams in New Orleans. “We recently bought jerseys for a local soccer team and sponsored a girl’s volleyball team,” she says. “We sponsor local Women’s Council of REALTORS® events. It’s important to us to be active in the community.”

As much as she loves her clients and her community, there’s someone even more important in Kara’ life. “I love to spend as much time as possible with my two and a half year old son,” she says. “He’s the best part of my day every day. It’s a close contest with my wonderful clients… but he beats out everybody!”

Looking to the future Kara wants to grow, both her company and her own personal business. “We have about 25 agents now and it would be fabulous to get up to 50,” she says. “For me the goal is to sell a hundred homes this year. I want to grow while still keeping every transaction as individualized as possible.”

For more about Kara Breithaupt, https://snaprealtynola.com/portfolio-items/kara-breithaupt visit her website here, call 504-444-6400 or email kara@snaprealtynola.com 39 Copyright Top Agent Magazine

CRYSTAL DUCKWORTH When you ask Crystal Duckworth how she got into the industry, she’ll tell you “I feel like Real Estate was my destiny.” Crystal got her license while working as a Regional Manager in medical sales, initially planning to dabble in real estate on the side. She quickly discovered an unexpected enthusiasm that fueled her entrepreneurial spirit, while still helping others. “I was so passionate and excited to wake up and sell real estate. A home is the family foundation and to be a part of that is so rewarding.” she says. “With quick success I realized the sky was the limit and transitioned out of medical sales.”

With degrees in Psychology and Business, certifications in sales, management, and negotiation, and over 12 years in real estate, Crystal has an impressive wealth of experience and knowledge. As the broker, owner and founder of Crystal Clear Realty offering “Clear guidance with shining results” she leads a team of agents in Florida, with a concentration on the Northeastern and St. Johns county areas—but quickly expanding. Crystal’s passion has built her quite a reputation, as she is consistently rated as one of the top 200 listing agents in the state. Additionally, her residential success has accelerated the commercial division of her book of business.

Crystal serves as the driving force with multi-million dollar developments. From land acquisition and conceptualization with the developer, to securing builders and homebuyers, while simultaneously constructing and implementing marketing and sales campaigns. Crystal demonstrates a remarkable ability to effectively juggle multiple roles in both the Residential and Commercial side of real estate, with concise detail and determination.

According to Crystal, much of Crystal Clear Realty’s success can be credited to her evolving mindset and focus on balancing technology with the traditional face-to-face interpersonal connections the industry is founded on. “My company continuously stays abreast of innovative technologies that directly impact real estate successes, while remaining cognizant that people want and deserve faceto-face interactions, a firm handshake and our genuine commitment.” she explains.

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Crystal’s dedication to her clients has contributed to her stellar reputation, so much so that nearly 95% of her business comes from repeat clients or referrals.

Giving back to the community has always been important to Crystal. She recently created Crystal Clearly Cares, an initiative that donates a portion of her commission to a charity of her client’s choice. Beyond this, she also plays an active role mentoring and consulting small-businesses in her community pro bono.

When Crystal isn’t working she enjoys spending time with her daughter, playing the piano, running, and researching new projects in her pipeline.

Looking to the future, Crystal says she’d like to continue to grow the reach of her boutique firm while maintaining a focus on attracting high quality agents—not quantity—with a strong community presence.

Ultimately, it’s Crystal’s passion, innovative flair and ability to understand people that really sets her apart. “At the end of the day, people want to do business with an agent who’s empathetic, motivated and evolves with this ever-changing industry. I treat every transaction as if it were my own and literally lose sleep if faced with challenges. I’m not finished until my customers are satisfied. My goal is not only to find the perfect house, but the perfect place to call home. What a honor it has been.”

For more about Crystal Duckworth, visit crystalclearrealtygroup.com, call 904-716-1927 or email CrystalClearRealtyGroup@gmail.com http://

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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 42

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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TERI EHRLICH Teri Ehrlich has spent the last fourteen years working in the Atlanta real estate market, and has no intention of slowing down. “I got my license in 2006, when my kids started school full-time,” she says. “I was trying to find a job that had some flexibility.”

Once she became a realtor, it did not take Teri long to discover that this new job provided her with a sense of enjoyment and satisfaction on both a personal and professional level.

“I do a lot of relocation. I’m very passionate about finding the right fit for my clients, and always looking with an eye towards re-sale, just to make sure that they are protected if they have a life change or situation change,” she says. “I really care for my clients.

I try to come from a place of contribution rather than worrying about the commission. I feel like that’s part of the reason I was Rookie of the Year in 2006 and have been in the top 10 of my market every year since then.”

“I end up becoming friends with a lot of my clients,” she adds with a laugh. “I try to stay in touch. I do a lot of hand-written notes, things like that.” Getting to meet and work with so many new people is one of her favorite parts of her job. She also thoroughly enjoys showing her clients around different parts of the Atlanta metropolitan area, introducing them to new neighborhoods and showcasing the personality of each community.

Given her close interpersonal relationships with her clients and her enthusiasm for the various Atlanta neighborhoods, it comes as no surprise that Teri estimates about 98% of her business comes from referrals.

She averages about $20 million in sales each year, with an average price point of $500,000 and anywhere between 36 to 45 transactions a year. She works with Top Agent Magazine

larger companies, including UPS, State Farm, AGCO & ADM as well as individual homeowners.

Outside of work, Teri enjoys spending time at her lake house with her husband, Seth and two daughters, Rachel & Nina. She paddleboards, explores the outdoors with her dogs, goes for runs, and practices yoga, which she used to teach before becoming a real estate agent.

She is also very involved with several different charities. She cites the Atlanta Humane Society, Children’s Healthcare of Atlanta, and KW Cares as the charities she is most passionate about, and takes part in fundraisers for local schools as well.

Though she operates through Keller Williams, Teri much prefers working solo to being part of a large team. She thinks that providing her clients with the personal touches is much easier as an individual. She does, however, plan to keep expanding her business and has toyed with the idea of growing into a team to aid her with that goal. “I brought an admin in this year and then a buyer’s agent that I started working with,” she says. “So, maybe start to grow into a small team. But I don’t want to have a big team. I really like the personal connection with my clients, so I don’t have a desire to grow into a big mega-team or anything like that.”

To learn more about Teri Ehrlich, email teri.ehrlich@gmail.com, visit teriehrlich.com, or call 678-578-2700 www.

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JOSH FRAZEE Josh Frazee started his career in real estate as an investor and contractor. After being diagnosed with stage 4 colon cancer and going through several surgeries and chemotherapy, he realized his very physical job as a contractor would no longer be suitable for him—it was time for a change.

In May of 2016, Josh got his real estate license and his first listing!

Since then, his passion for the real estate industry has continued to grow along with his new career. By the end of his first year he’d sold over three million dollars in real estate. His business continued to thrive, and in 2017, Josh started a team which now includes full-time administrative staff and five licensed agents that work with him serving southwest Michigan, including New Buffalo, Bridgman, Stevensville and surrounding areas.

Josh and his team’s success can be attributed to their total dedication to customer service. “Our clients come first and foremost, over everything,” he explains. “Our buyers’ agents work really hard to get their buyers the best deal that they can.” Because they are working in a competitive, sellers’ market, Josh and his team meet to brainstorm ways to ensure their buyers’ bids will be accepted. Their great reputation combined with strong, friendly relationships with other top agents in the area also give them an edge. Not only do Josh and his team have systems in place to ensure nothing ever slips through the cracks, they also have a lot of fun together.

Past clients rave that they are lively, good-natured, and make what could otherwise be a stressful process totally enjoyable. As a result, almost half of Josh’s business comes from repeat and referral clients.

When it comes time to market his listings, Josh goes door-to-door throughout the neighborhood to introduce himself to everyone in the area and let them know they have a chance to “pick their neighbors.” This friendly, IRL approach creates goodwill and buzz. He follows this up with a creative social media campaign and posts the listing on Zillow, Trulia, and all the major real estate 44

websites. His well-attended open houses are lively and social. The energy and enthusiasm he brings to marketing listings often pays off with a quick sale at a very competitive price.

Josh’s favorite part of the job is using his expertise to ensure that even complicated deals reach the closing table. “I love helping people get a great deal on buying or selling a home, and closing the transaction more quickly than they ever thought possible,” he explains. Mentoring agents on his team is also a joyful experience—it means so much to him to help his agents become true experts in the field, thrive, and serve their clients well. To give back to the community, Josh is a member of the MLS Committee and Vice President of the Real Help Foundation. He coaches Bridgman Rocket Football; and he and his wife generously support the Children’s Miracle Network, as well as charities focused on cancer research. He and his wife have three daughters, Ella, Nora, and Layla. As a family, they love hosting backyard pool parties for their friends. Though he’s already achieved so much in his new career, Josh wants to continue growing his team so he can help other agents to reach their potential and more people in his community achieve their dreams of owning a home. He’d also love to complete over 200 transactions annually while continuing to provide the personalized, boutique service his clients have come to expect!

To find out more about Josh Frazee, please call (269) 757-2769, email josh@frazeeteam.com, or visit thefrazeeteam.com www.

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Is Finding A Niche Market Right for You?

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

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

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

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

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

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 45

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

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

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

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

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

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 46

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

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

Are you already serving a niche?

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

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

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

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

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MELINDA JAKOVICH-LAGRANGE Melinda Jakovich-Lagrange got started in real estate after working with syndicators and investors in Chicago’s financial industry, using her Series 7 and Series 24 financial qualifications to analyze investments such as the Presidential Towers project. “I’ve always been fascinated with real estate,” she says. But then there was an accident. “I accidentally fell and I needed back surgery, so I kind of had to reinvent myself.”

Drawing on her love of real estate, she worked with mentor Annetta Gray. “She intuitively saw my potential and hired me, and she said, ‘I know you’re going to sell luxury real estate.’ She was right on, and there’s been no looking back.

It’s been 26 years now.” Melinda even met her husband, architect Lucien Lagrange, through her real estate work.

Now, Melinda has a small team of her own with Compass.

“I’ve never wanted a large team because I work with high-end [properties], with people who like a lot of hands-on. They like to know who they’re working with, so we’re a team of three. We three are very similar in our principles but very different in our skill sets. We bring a lot of assets to the table.” The team serves the Chicagoland area as well as the North Shore suburbs, covering the range from high end luxury clients to one or two bedroom Condo projects. Her husband is working on a project in the Western suburbs, so she expects to be working there, too. She’s also like to expand into referral services in the future, as well as becoming more involved in development projects.

Melinda estimates that her repeat and referral rate is between 50 and 70%. “I think my clients know I’m sincere, I’m transparent. I genuinely care and I work 24/7. I’m very high service. I don’t have children, so [the clients] really become my life during the process — without getting too attached,” she adds, “but I am compassionate in the process.” Her extensive knowledge of floor plans and design, as well as her intimate knowledge of Chicago — she’s a Chicago native -- also allows her to give insight about the city and all it has to offer to her clients.

Her love of her home city also means Melinda is active in a number of community and cultural programs, including the Top Agent Magazine

Ronald MacDonald House and the Service Club, as well as the Joffrey Ballet, on which she co-chairs the luncheon fundraiser, which allows for the Ballet to host dance programs for underserved youth. “I’m very passionate about the city, as well as the people who live [here] who don’t always have means, and I give back 100%.”

And that means giving back to her past clients, too. “I’m kind of old-school,” she says of how she stays in touch. “I pick up the phone. I remember their birthdays and special days. I take them out to lunch and try my best to send flowers on holidays. I would say about 70% of my clients become good friends.”

Her personal approach extends to marketing, too. Besides using the Internet, where she has a web page as well as a Blog on the Chicago Tribune’s ‘ChicagoNow’ blogsite, Melinda sends out flyers and still attends her own open houses.

“I’m always out there.” She also markets to other agents in other geographic areas and builds relationships with agents around the country. “I still believe in the personal touch,” she says. “You might think about your clients once a day, but they think about you 10 times a day, wondering what you’re doing to sell their house.”

“I chose this business over the securities business because I thought I’d make a difference,” Melinda says. “[Their] home is where they spend time with their family, and probably the biggest investment they have, and... when I’m invited to the table to help them sell or find a new home it’s really the greatest compliment I can have.”

For more about Melinda Jakovich-Lagrange, https://www.compass.com/agents/melinda-jakovich/?referrer=omnibox please visit her page on compass.com, email melindajakovichlagrange@gmail.com, or call (312) 953-3425 47 Copyright Top Agent Magazine

TIM KIZZIAR Tim Kizziar came to real estate in a unique and round-about way.

Initially, he was a pastor in his current hometown of Sisters, Oregon. After 13 years, he left the church and spent the next five years buying, remodeling, and flipping houses. “It was at that point that I decided I might as well get my license so I could take on my own projects,” he recalls. He obtained his license in 2015 and his business has continued to expand ever since.

He describes his model as a “hybrid,” a small, independent brokerage that works with a small team of agents.

“There are eight other agents that I both mentor and work with,” he explains. His territory includes a large swath of Central Oregon.

Tim has been so successful that over 80% of his business is repeat and referral clientele, and he believes what sets him apart from his peers is that he genuinely attends to his clients’ needs. “I care more about serving than about selling.,” he asserts.

Writes one client in a review: “I have known Tim Kizziar 15+ years. What I have most appreciated about him in relation to real estate is his genuine interest in helping others find a valuable and meaningful investment. Tim is a real thinker, innovator and visionary. He knows how to maximize opportunity, envision improvements that yield real returns and sees the big picture. Tim is a hard worker, very patient and values relationships –– finding the right fit for everyone involved. Highly recommend you reach out to him.”

To stay connected with his sphere, Tim sends out a quarterly marketing report. “I also like to connect with them in person whenever I can,” he says. “But I only want to provide them items of true value.”

In addition to listings on his own website, Zillow, and Realtor.com, Tim says there’s no real secret to the marketing of his listings. “I believe the most important 48

thing I can do is to represent each property really well and get to know the buying and listing agents,” he says.

Last year, Tim moved $29 million transactions with the average price range around $500,000.

Tim gets philosophical when it comes to why he loves his work so much. “I’m meeting people at the intersection of key junctures in their lives,” he says. “And it’s rewarding to help them move through this stage.”

He strongly believes in being involved in his community on almost every level. In addition to volunteering for a “bunch of local committees,” he’s a member of the city’s Housing Policy Advisory Board.

He likes to spend much of his free time with his wife and four kids, ages 21, 18, 16 and 14, going to sporting and community activities. They also go fishing and camping and love to travel together. “And I have to mention my love for pickle ball,” he exclaims.

As for future plans, Tim is opening a new office/community center in town. “It’s going to be a gathering space for everyone,” he explains. “It’ll be open for things like wine-tasting, book clubs, poker nights, and all kinds of events.” He’s hoping this will be an inviting space for locals and it will also attract new business.

To learn more about Tim Kizziar, email tim@timkizziar.com, visit zillow.com/profile/tkizziar, or call (541) 419-5577 www.

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

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

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

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What is employee appreciation and how do you enact it?

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

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

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

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 50

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

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

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

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

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

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KENDRA LANTERMAN For Kendra Lanterman real estate runs in the blood. In business since November 2001, she got started at the young age of 16 while still attending high school. Her grandmother was a REALTOR® with Frontier Better Homes And Gardens, where Kendra took the tentative first steps of her career as a receptionist. By the time the company was bought out by Coldwell Banker, Kendra was approached by three top agents to become their assistant. After she graduated high school she wasted no time, getting her real estate license right away. Currently Kendra serves the areas of Colorado Springs to Fort Collins, but her focus is the Northwest Denver area, which she considers her main market.

When it comes to her approach to marketing, she is a subscriber to new age methods such as social media, clever hashtags, and virtual house tours. She utilizes a Matterport 3D scan that is a big hit with her clients.

“It’s not just a virtual tour, you can physically walk through the house and look up and down, left and right, and really get a feel for where you are in the property,” she says. She also invests in professional photography and staging. And her methods have proven to work. In the past 24 months she has sold 38 listings, with a record setting 15-day average days on the market and helped 36 buyers purchase their dream homes, at an average of 3.2% under list price!

Her mantra when it comes to the real estate business is simply to have fun. “The process is stressful enough,” she says. “I want to be a real person with my clients and tell them my honest opinion. I like to put myself in their shoes.” And it seems her clients can’t stay away, with 70% of her business being repeat customers. She also has a bi-monthly newsletter that she sends out to past clients in order to stay Top Agent Magazine

in touch, as well as an active social media presence on Instagram and Facebook, and fun annual events which allow her clients to come enjoy a family day on her and stay connected.

Aside from caring about her clients, Kendra also cares about charitable causes. She hosts a food drive for a local food bank and has previously donated a portion of her commission to a charity of her client’s choice.

And her future plans include a YouTube channel where she can become a well of knowledge for firsttime buyers and help inform them about the process.

It’s especially easy to see why Kendra is the go-to agent for so many when she describes how she wants her clients to feel during the process. “I just want it to be fun for my clients. There are always some pieces of the puzzle that we have to work to fit into place.

But if you work with an agent that is proactive and can see some of the roadblocks ahead of the curve, and you’ve come up with a strategy before you’ve even hit an obstacle, I think it just sets everything up for success. This is a milestone move for my clients and I want them to enjoy it.”

To learn more about Kendra Lanterman email kendra@westandmainhomes.com, visit kendralanterman.com, or call (720) 434–6432 www.

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TONY LONG Tony Long is not your average real estate agent. His real estate adventure began 14 years ago after working for Enterprise Rent-A-Car. After picking up a customer, who just happened to be a REALTOR®, Tony was encouraged to consider going into real estate because he was so good at building rapport in the car. After some hesitation, Tony decided to give it a shot and go for it. Through some connections at the time, he got hired on to work for Realty Executives Mid-America region to assist in the growth of the Realty Executives franchise in the states of Kansas, Missouri, Nebraska, and Colorado, while also selling real estate on his own.

“I started off on my own as a solo agent for about 4 years, doing no more than 25 transactions a year. Shortly after I was asked to join a small group within Realty Executives of Kansas City called Group O’Dell.” Tony stayed with them for about five years but realized that the majority of the homes being sold within the group were coming from his circle of influence. It was time to start the next chapter and just do his own thing.

“So I started Long Real Estate, with the help of my long time associate Cassy Wilson and then in the second year we hired agent David Barraza as our first buyers agent. I originally just wanted it to be the three of us, and then I would give him the clients I couldn’t handle.”

Tony has built quite the local real estate empire where his clients genuinely come first, and he can back it up. Of those 128 homes sold, 98% was by referral. “My entire real estate career has been by referral.”

The secret sauce that has made Tony so successful will probably sound so simple, yet this humble approach to client relationships has had a profound impact on his life and business. “I treat others the way I would want to be treated. To me, it doesn’t matter if you’re selling a million dollar house or a $100,000 house, I treat people the same, and I take business very personally, which I’ve been told I should not do.” It’s been said that business shouldn’t be personal, but for Tony, it’s just who he is. He treats his clients like family and builds trust and a relationship with his clients. It is the main reason his clients keep coming back and continuing to refer their family, friends, and coworkers.

Giving back to the community is also very important to Tony. He was on the board with Inclusion Connections for the past 5 years, a local Kansas City organization whose purpose and mission is to provide a safe place for those with disabilities to create community, have access to meaningful employment, and prepare for independent living.

All in all, when you become a client of Tony’s, you become part of the Long Real Estate family for life.

While Tony didn’t, and still doesn’t, have the desire to grow into a mega team, Long Real Estate now consists of Tony, Cassy Wilson as marketing director, Sarah Fourt as his full time assistant, and 3 buyers agents including his original David Barraza. Keeping this a tight-knit group, or what Tony refers to as his “family”, is part of what makes Long Real Estate successful.

Based solely in the Kansas City metro area, last year they sold an impressive 128 homes. It can be broken down to about 80% of those homes in the Johnson County area with the rest in the Kansas City metro.

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To learn more about Tony Long, email tonylong@kw.com, visit SoldbyLong.com, or call 913-228-3171 www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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CHRISTINE LYNN Christine Lynn was heading her own business consulting company when a lifelong friend — and a 40-year real estate veteran — approached her with an offer to join her real estate team. “I left my job to join her because of the success, the credentials, and the market knowledge she had. It was a unique opportunity for me to learn from one of the best in the business.”

Today, Christine works solo, but has a team working under her. “I’m in a unique brokerage in that we’re not a designated agency, where each agent works independently with a client. Rather, We are what’s called a traditional agency, where all of our agents represent our sellers equally and simultaneously. As such, I have a team of agents that I collaborate with.” It’s a great setup for Christine, who trusts her agents with her deals, and also provides the client with a team of people to count on. But she still maintains a direct, personal relationship with her clients, most of whom come from Wayne, Oakland, and Macomb Counties in the Detroit area, although, she says, “I work wherever my clients need me to work, geographically.”

And Christine’s clients appreciate that, as her 90% repeat and referral rate shows. “One of the things that is unique about me as an agent is that I’m highly educated and I spent many years in business...I take today’s cutting-edge business practices and I apply them to my transactions.”

She’s also expanding her knowledge, pursuing a graduate degree in business. ‘It’s my job to become a subject matter expert in all of the areas that affect real estate.”

That includes evolving technology, information availability, data analytics, and more, and how all of these impact real estate transactions. With that knowledge, Christine can in turn educate her clients and help them make the best possible decisions. “People really respect that business mindset. They’re looking for someone that’s experienced and highly skilled as a business leader to lead their personal transaction.”

listings these days are being closed. The vast majority, she says, are closed thanks to a strong online presence. But that doesn’t mean she ignores print marketing for when “people become kind of numb to digital marketing. You must be a big player in marketing in the global marketplace, because what was once local is now global.”

Her dedication to research, advanced education and leadership is also reflected in how Christine gives back to her community. She donates her time and talent to serve on the Board of Directors for the University of Michigan Alumnae Club - Birmingham, as Chairman of Scholarships, the American Association of University Women - Birmingham as Policy Chair, and the Optimist International Club of Birmingham as President. “It’s important to me to share my talents and my finances to give back to the community,” Christine says. Outside of work, family, faith, and fitness are important to Christine.

As a student of best practices, technological advancements, and the impending changes to our industry, Christine notes that she feels fearlessly equipped to perform at top levels. She desires “best in class” service for all clients, and wants the world to know that “value in every real estate transaction stems from the client, and that our goal as top notch professionals is to optimize every outcome.

We owe it to our treasured clients to educate and equip ourselves to perform at the highest level in every transaction, every time.”

To learn more about Christine Lynn, visit hallandhunter.com/agents/christine-lynn, email christinelynn327@gmail.com, or call (248) 761-6696 www.

This research-minded approach also flavors how Christine markets her listings. She studies reports to see how most Top Agent Magazine

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BARBARA MOONEY Talented and vivacious, Barbara Mooney of McKee Realty has quickly built an impressive track record as one of the top agents in the Jackson metro area. After moving here in 2015, her focused work ethic and bubbly personality have won her numerous loyal clients—a testament to the expertise she has developed over the course of her 14 year career.

Barbara credits her success in the industry to a combination of accessibility and personality. “I answer my phone until 10 pm every single day, Monday through Sunday,” she says. “I’m very accessible to my clients.” But her clients don’t only enjoy premier accessibility when working with Barbara, they also get to work with an agent who treats them like a member of her own family. “I treat everyone I represent like they are my daughter or son,” she says with a laugh. “Most of them say I’m just like their best friend by the time that we’re through, and that’s how I feel with most of them. I’d say 90% of my clients are my friends, like I end up going shopping with them and things like that.”

money when it’s time for them to sell.” Barbara’s desire to pay it forward is manifest in the emphasis she places on educating her clients. Whether listing a property, or working with buyers, Barbara makes sure they understand everything from “financing and tax considerations, to how long houses take to sell in different neighborhoods and whether there’s any red flags they need to watch out for.”

When Barbara isn’t working she loves to spend her time with her children, playing tennis, and participating in her church’s community. In addition, she volunteers to help feed the homeless, and provides the resources for a family in need to buy their children Christmas presents.

When she thinks about the future, Barbara remains laser focused on her goal to continue providing homebuyers and sellers the stellar experience she thinks they deserve. “I want to reach more people.

There are some great agents in our MLS and I want to be considered one of them!!”

This amicable attitude imbues a deep sense of loyalty within those she works with, and as a result, over 70% of her business comes from referrals or repeat clients.

One of Barbara’s favorite parts of being an agent is when she gets to help first time buyers find their perfect home. “I absolutely love helping first-time home buyers, because when I bought my first house, I didn’t get very good representation and so I kind of got messed over,” she explains. “I want people to have a really good experience, and I want them to make 56

For more about Barbara Mooney, visit her website here, call 662-386-2923 or email btmooney@yahoo.com www.mckeerealtyinc.com/?aios_agent=barbara-mooney

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 58

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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Laughs!

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MIKE ROSS When Mike Ross’ mother was looking for a new job, Mike decided to earn his real estate license with her. Initially, he did it to support her through it, but soon fell in love with it. “I ended up getting my license and she didn’t go into real estate, but I did,” he explains.

That was in 1986, and he hasn’t looked back since.

Today he has a team of people by his side, including himself, his son and an administrative assistant. They serve Minneapolis, primarily focusing on the west side of town, with about 80-90% of their business consisting of repeat clients and referrals. It is their commitment to providing superior service that has kept them at the top.

“I have extensive knowledge about the area, and my customer service is really good,” Mike explains.

Being involved in the community is also important in his success, with Mike coaching high school football and running the Youth Athletic Association. “A lot of it is a sphere of influence, and being involved with community and events.” Being a known figure in the region helps his buyers and sellers trust him with one of the most important transactions of their lives. He does everything possible to exceed their expectations and educate them throughout the process. “For our listings, we only use professional photography. You can tell the difference between someone who uses their phone versus someone who uses a photographer,” he explains. And his administrative assistant Shelly has a special talent for staging and writing.

After the transaction, clients leave glowing reviews about their time together. One recently said, “Mike is extremely knowledgeable about the real estate market and is one of the most detail oriented Realtors I have worked with! His passion for helping his 60

clients is evident in everything he does. I highly recommend buying and/or selling a home with Mike Ross!” Another wrote, “Excellent Realtor. Mike is dedicated, thorough and real easy to work with. He’s now sold three houses for us. Each time, we appreciated having him manage the process.”

When Mike isn’t working, he’s either coaching or spending time outdoors. He loves fishing and hunting. But he also enjoys spending time building his business and ensuring its future success. He hopes to help more people in the region achieve their real estate dreams.

“What I love most about this career is that I am able to stay involved in the community and have that freedom. It is so satisfying to get things done for our clients and know that we took great care of them.”

For more information about Mike Ross, please call 612-741-1668 or email MikeRoss@edinarealty.com Copyright Top Top Agent Agent Magazine Magazine

Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans62

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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JEANNETTE WESTCOTT Jeannette Westcott started in real estate more than 20 years ago. At first, she worked as a personal assistant, and her career grew organically from there. Today, Jeannette works as a solo agent with Keller Williams, but gives her executive assistant a lot of credit. “Without him, I wouldn’t be where I am,” she says. She serves the state of Maryland, with a focus on the Baltimore-Washington corridor.

Jeannette says that her repeat and referral rate is 94%, and she credits that high rate to her personal approach to business. “This is about relationships,” she says. “This isn’t about a real estate transaction -- that just happens to be what I do well. But this is about the relationship we establish together. If [the clients] have kids, we know those kids’ birthdays. If they’re having issues with the house, we know a guy. If they need something not even real estate-related, we’re there for them.”

This personal attention and friendship comes from keeping up with past clients whether in person or on social media, namely Instagram and Facebook, and for special messages, such as for birthdays, she’ll send a private text, often with a fun .GIF attached. ‘I still call people,” she says. “People like the phone call. People like the card in the mail. They like coming home and finding a little gift on their front porch.

Every day we’re on track with who to reach out to.”

interaction. “There’s always something to make you feel welcome when you come in,” she says. “It’s an event, it’s a party.” One of the most fun open houses? An alpaca farm.

“I thrive on what I do,” Jeannette says. “It’s very important to me that I deliver what I say I will. This is a relationship business, and I love building and working with those relationships. I love walking [clients] through the process, and I love alleviating any stress.” Whether it’s cleaning out a pantry or mulching a garden, Jeannette is ready to jump in.

When it comes to her community, she’s ready to jump in, too, hosting a Pie Day and a potluck dinner the week before Thanksgiving. She also works with a local children’s group home, helping with cleaning and hosting dinners.

Jeannette’s goals for this year include streamlining her business, as well as increasing communication with both other agents and clients. “And then just making everyone happy,” she says. “I don’t have an exit strategy. I live in this business and love to be in it everyday. I don’t see myself doing anything else, so we just need to make certain our business is growing and adapting.”

Jeannette’s passion for real estate runs deep. “I’m a better real estate agent even more than I am an amazing wife and mother. That might sound sad to some people, but it’s appreciated by my family. With what I do, I’m able to leave a legacy for people that I care about.”

It’s no surprise that with this amount of care for her past clients, Jeannette is equally involved with her current ones. “We’re very proactive and very involved.” She’s also connected with a number of contractors and home repair specialists, so that should any issue arise, “I have the guy.”

She’s also careful to make sure she has all the answers for her clients, whatever those questions may be. “I’m very prepared. If I don’t know my stuff...I will find out before I start the process.”

Jeannette’s diligence extends to marketing, too. Once a listing is uploaded and disseminated to various real estate websites, she’ll go back in to each site and update each post to keep them fresh and unique. Her open houses are successful, too, with refreshments and plenty of personal Top Agent Magazine

For more about Jeannette Westcott, please email jw1homes@kw.com or jeannettew1@aol.com, or call (410) 336-6585 63 Copyright Top Agent Magazine

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