NATIONWIDE & INTERNATIONAL 3-8-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS KAYLEEN ANTRITT BONITA AREMAN ELIZABETH BAIN BRANDON BARTEE TASHA BECKMAN KATHY BIRCHEN ARYNE BLUMKLOTZ & DULCINEA MYERSNEWCOMB TIM CASTROREALE CHA'RON CLARK DREW REBULIO D’ANGELO JEREMY DECK MARY DEEKEN AMBER DOLLARD JUDITH DUFFY VICTOR DUQUM BRAD ELAM HOLLAND ESPOLT ERIC GRAHAM DANNY GRECO TOM GRIFFITH JULIE GRITTON BYRON HATCHER COLLEEN JOHNSON TIM JOHNSON CAROLINA JORDAN BRAD KAPPEL

FEATURED AGENTS CONNIE KRASKA TODD DAVID MILLER AMBER MOSS SHARINA RAMAGE KIMBERLEE RANDALL JACKIE REED STACEY ROBACH LISA SCHIMIZZI SIMON SHERFER JACOB L. SMITH JOSH SPENCE TOBY TONG MARIA VILÁ GRETTA VOLKENSTEIN BETH WALKER BLAKE WALLACE ERIC D. WALOWITZ & LISA V. WALOWITZ ABBY WALTERS RAZ ZADORIAN

COVER STORY

RUTH ALEXANDER

NATIONWIDE & INTERNATIONAL EDITION

STACEY ROBACH ABBY WALTERS BRAD KAPPEL DREW REBULIO D’ANGELO

You don’t often hear about real estate and Tucked into a corner of Virginia’s the year via social media care emails. of peopleHer means staying i chef at a high-end seafood When interacting with clients, Taking Bradbeyond Outside of work Drew strives to be wad Rebulio northern Shenandoah Valley is the town touch the transaction.

14 18 23 agents turning6 down business, 10 but favorite way of staying in touch, how- “I send ou t,20Brad Kappel has been living stresses that a memdirect approach is incredof Strasburg, home to gorgeous vistas, lot of to cards week, a lot of littl involved in his community.

As years Stacey Robach has occasionally done ever, is to call them.a “Just seeevery if there’s beautiful architectural styles, and an gifts.

Sometimes it’s just checking in t water his whole life.

It’s only ibly important, and one of the keys to of a local church, he spends time e in land precisely that. “My mantra ber is abiding ‘Service conversations sense among its citizens that anything they need. see Our if there’s anything they need. Othe hen, that Brad’sover 12-year realshe explains.volunteering his success.

In fact, Brad works real inde-estate. al estate.

Selling,’” “I’ve had oughtinto various neighbors look out community for one aren’t even about times, someoneIfhasthere’s told me that so and s reer has been spent helping pendently, so that he conducts every another.

Abby knows those viewsa land recommended me, so I’ll Isend out a car people tell me how fortunate they felt something going on in the market that initiatives.

HeWalters is also considered r helping well. She grew up single with them.

“I feel with with caramels in, or cookies or brownies.” uy and sell high-end properinteraction his clients personbeing my only client, not knowing that think they might be interested I prefer entitlement expert with major focuses ish their COLLEEN JOHNSON blessed to be able to work in the area IDREW was actually helping eight other people to geton that information out through email ABBY WALTERS RUTH ALEXANDER BRAD REBULIO STACEY ROBACH e Annapolis market.

“I’m directly one one with Abby every onKAPPEL CEQA is ally. a partner at a local m one of Waterfront where I was and born and raised,” she reflects. is well known in her community D’ANGELO at the time.

But I give all of my clients or flyers.”

A mother of four children, she volunteer s to help people and to share I’mspare 100% available,” Brad land developmentclient firm. and In his Southern Abby got her introduction to real estate with the PTO and her church, as well a my full attention.

And if I feel like I have on Hoda for his local region with says.

Brad is an excellent communitime, he enjoys his family first, surfing ner, seventeen years ago when she was working as a recepwith numerous other civic organizations.

43 to his turnability down31someone in order to give When not working, Stacey loves spend37 49 55 e has found that to cares about tionist for Sager Real cator Estate. “Iwho had gone to college to his product and tennis. vo show one hundred percent effort toand those I’m ing time with her kids and their friends. do social work because I wanted people. WhileHe She spends time off enjoying the woods and river ocal they market and to convey the the way toit help is portrayed. goes theher extra her, already working with, I will. It’s somealso for volunteers at their school, and I was at Sager, I realized that this principle wasShe in fact which Virginia is famous.

“Living in the Shenandoa he gleans tothing his I’ve clients in mile to ensure that his wealth of inforGoing forward Drew is focused on donremain done.” with her church.

She’s a runner, and is often in trainat the heart of the realty profession.”

Valley, you can’t help but love the outdoors. I do a lot o nt manner mation is for made available to hisbiking, clients, hiking, kayaking.

Anything to get me outside. ing her next Other hobbies include continuing to build his brand and his half-marathon. os within makes him uniquely She got her license in 2005, and has been representing of providing exceptional estate service to enable them to skiing, make hiking, the decision that benefits Stacey got real her start in real estate in 2017, after and photography. reputation as thirteen one clients ever since.

To sayofthatthe she’stop-selling been successful is As for the future of her business, Abby has jus mmunity. them the most. years as a stay at home mom with triplets and another CHA'RON CLARK COLLEEN JOHNSON DOLLARD LISA GRETTA an understatement.

Abby’s business has grownto everySCHIMIZZI purchased the building that will house her ow agents inAMBER Southern California.

He is committed daughter twenty-two months younger. When the chil-

VOLKENSTEIN VOLKENSTEIN As for the future, Stacey will stickGRETTA to the habits that

year, and last year she had toCAROLINA form herGRIFFITH own team to THE brokerage Estate.

SheWAY and he JORDAN: RIGHTcompany, AGENT Preslee EVERYReal STEP OF THE TOM AMBER MARIA VILÁ all of their realANTRITT estate needs while ess coming from repeat helping clients with KAYLEEN keep up with the volume.

She and her team closed one team are looking forward to many more years of givin dren were old enough for her to return to work, a friend got her to where she is.

She’s earned a new designaDOLLARD s a great deal of to pride in the waythem he presBrad has closed a staggering $58 million worth ofthe people who need their services giving the highest level of service.

One of his eves it’s his drive help hundred and seventy five transactions with sales in extheir best to help in the business suggested she’d be good at it.

“It had tion every year as a realtor (RENE PSA RCC).

She’s 66 68 70percentLISA 72step on the path of that original 77 BO 61Many of his clients SCHIMIZZI self hisbest business. in 2020, with an average listing of $1.4 cess volume of forty-two million.

Almost one hundred It’s just another dream most ambitious goals is todoing, reach two billion in sales epingand their interestbeen always something I’d thought about and I also won the 100% Club award, and is a two time of those deals came from repeat clients and referrals.

“I couldn’t imagine doing anything else.” rienced and“It’s affluent buyers and sellers in million.

Brad lives breathes Waterfront.

Bonita volume within five years.

Drew has recipient aand sound piece ming back. not just haven’t regretted it. Every day is different, and Ialso love of the the Executive Award.In“I always strive estate CHA’RON yes. market, Brad knows that maintaining hisagents free time, he loves toin go surfing stand-up secret isn’t really secret, justkeep a value Abby wasand and the entire process: from for helping someone look for athe to educating improving myself. My plan is of advice anyThe new just starting out real I like and building real ing sp raised tobuild respect. carefor about people,” she ex- hiswhat CLARK nalism paramount.

He estate carries paddle boarding on water with family. perfect to finding it, to the negotiations.

And to the keep doing exactly I’m For doing, because it’s that a andhimself wanting to a “We name themselves. ing themiscreate genera-home, plains. “That’s it. The people are more important than in the se, approaching each transaction with a the future of his business, Brad hopes to continue to best of all, handing them the keys.” working.”

In the coming year she hopes to grow her honesty and remempreciate my knowledge “Always work with profit.

If you take careintegrity of them, theand business takes care honor No one knows the value of a strong customer-service ethic When she decid portfolio, increasing her volume to eight million. certainty that can done.

“Where elevate the quality of hiswith representation, increase BONITA AREMAN of itself.

Our mantra is ‘Selling homes heart,’ and MARIA KAYLEEN TOM GRIFFITH CAROLINA JORDAN D.he WALOWITZ VILÁ his that ANTRITT relationships are priceless.

Cherish them, my beliefERIC in doing theget itber ognize TASHA BECKMAN After just three yearsand serving Grand Rapids, better than Colleen Johnson.

It’spursuit the reason she got into that she could u BRANDON BARTEE it’sthe something we strive to live up to advance every day.” his ERIC D. BAIN &ELIZABETH LISA WALOWITZ ablehe to says. excel isV.WALOWITZ with my experience myand average sale point, and of the top TIM CASTROREALE a stro KATHY BIRCHEN cultivate them, treat people how you would want ns,” ARYNE BLUMKLOTZ + DULCINEA MYERS-NEWCOM & LISA V.Michigan WALOWITZ market with RE/MAX United, Stacey is in the real estate business.

Her work ethic started when she agement from he love “I’ve always been enthusiastic about the the real served distinction as a boardI’m member on the ge, with presence.

I’m able agent spotsophisticated inathe Annapolis Waterfront market! ndoncombined Bartee is passionate about where While Brandon would never trade working with a family, I even try toI get th You’d search long and hardwith to find aSold real estate Tasha was at amy career crossroads, when adayBirchen how Tasha turns For Sale tojust-sold quickly. toI be There’s marketing involved When Kathy wassome working well as postcards, email lovetreated.” that every is different, and I aas reer and in real estate business,” says Tom Griffith, amore top agent Grosse Pointe Board ofclients REALTORS for a newsletfour-happenings.”

Tim Castroreale his real estatechildren as in the top fifteen of an MLS with over thirty-two was farm girl in Kilkenny, Minnesota, showing horses year and began ives, for him, real estate is a way to percent years he spent building his photography involved,” she laughs.

“IShe have a the litt agent tuned toTasha’s thebegan welfare of her Dulcinea Myers-Newcomb has always says neighbor suggested looking into a future It’s no wonder transaction volume nurseanyone managing aAbby’s medical unit in Michigan, a creates ters and client letters, in86 order to recruit r results with confidence company professional level 81mytoo.

85 lovehelp getting toand know clients and really orked atpays a community.

82 78 to 89 servicing Grosse Pointe, a suburb of yearThat’s term. buyers and sellers”.

Bonita than Jordan. helping contract I do with over them, where they commit Drew a lot of attene back to his In the small business with wife, he feels that he career as an appraiser inbecause 1988.

“I had my Ihalt Maria Vilá closes transactio hundred members, and is that in the top three percent for area toCarolina help them find what they need.

Last After from Ohio Dominican had an interest in real estate and areached passion across the United States while holding down at least one every client.

For keeping it70 fresh and engag hospital, a close friend who was ahis Broker new listings and find new buyers. in real estate.

It turned out tograduation be ainto fortulast year $14just million. investing relationship.

There’s poration as a metropolitan Detroit.

“My clients enjoy working photographs and videos of every listing, regardless of things like keeping their room clean and helpin people find a home isn’t business, it’s part heir goal.” realtor in her local market, and n of Pomeroy, Ohio, Brandon and his has now found his true passion in real Certified Appraiser license from 1988 en University with a degree in Computer Science, year, Kayleen closed fifty-two transactions, encouraged her to consider real estate. ranked in athe top 1% of they realtors natio nd the way in suggestion. which heToday, forme helping After world with because Iorder work full time, am completely The majority Tom’s business comes from repeat her local market ofa dull Rockford.

In 2020 her volume itous Tasha is going never moment inprice this job.” where job at any given time.

One of these was banking, favoras explaine point, in people. to bring out thetheunique qualities their parents keep theOrange. house organized while it ofleaving her spiritual mission.

Known asofthe “Christian eselor, started a successful school photog- Kayleen estate.

“Any sort of transaction, whether in West How does sh With her background in nursing, Kathy has “My friend said she thought it would be a with an impressive seventy-five to eighty perAntritt took a position with Cisco, to 2017 and was still doing appraisals committed and I place a very high priority on and referral clients, which he credits to his high ehy homebuyer Dulcinea admits there’s of education, she partnered with Aryne onindividual the market.

They enjoy being included inTim th Family Realtor,” she approaches her work as thelearn As a team, Tasha’s brokerage supports on four years in the business, heading a top 15 producers in the To more about Abby Walters, of the property.

She markets using all of the social was well over six million, with an enviable sevenys expanding his knowlite.

Beginning aof teller, she ofdedicated was promoted personal ers or investors? business, which grew quickly. “We where she great it’s buying or selling, is almost always service, loca her lifeon.” toclients helping top-notch career switch for mesatisfaction. because Ithe was always customer I’ve feltas that good quality service.

Tomprofessional stays into touch through cent of that business coming from repeat clients three years before joining part-time until about 2000,” he rememda fulfillment her commitment to serve God. goings Outsideworked of her work Elizabeth is some passionrst obtained Sleep in Heavenly Peace, an organization thriving team of nine collaborative agents moment in the real es Blumklotz, who has been licensed since please call 540-335-2582, media platforms, something she’s been doing from the ized we didn’t want to grow beyond tied to major movement in somecommunication is one ofloan the most important and personal contact,which emails, texts, and social media, others, she sees as the fundamental recruiting personnel for the hospital and sily discernible competence is displayed in ty-five ofabout that business coming repeat first, and utilizing all of my ski or referrals.

Airate Force.

When she came home in from 2014, she banker, processor, finally lender.

The job suslakeshore land, dupplemental newest technology.

Hepercent being active in her community bers, “but inher 1995, Igoal wanted toestate. goneed, into As tells it, she got start in real estate Baltimoreco that constructs beds for children in thatitserves across the entire state email abby@teamabbywalters.com beginning.

“IBrandon was doing social media marketing way “Each day is aunique, wre 2005.

“Initially, I says. toa precept work for point because would markets be difficult one’s life,” “The fact that services an“One agent provide their client.

I’m providing information about market conofMaria real “Shelter isher one of our filling all the adventure. nursing positions during awent ogy, I have grown successfu Carolina has been a Realtor for four and a ha It’s she takes to heart, treating every cli- current was looking for a part new ofcanmy and referral clients. and doing her to better the world. ealizing that eting as well.

He shows off houses through tained her while she attended Minnesota State University, It also meant con in 2004, “By accident.”

A realtor in her family repeat or re the selling side of the business.”

Tim got personalized storysays. with available to take calls and findent answers.

People ditions and local topics of interest like schools, providing mattresses, bedding and everyof Colorado.

Tasha’s specializes in or visit TeamAbbyWalters.com before it was the cool thing to do,” she laughs. ontrol quality,” Brandon “Afterteam I get to be there with them, and put them most basic needs,” Kathy says.

“I love shortage,” Kathy says.

“My friend said, exciting,” she exclaims as an assistant,” Dulcinea recalls.

“After loves everylist minute of it. Originall if they were brother from or sister. newcli- years now, and friends estateofand was enjoying it very Whatasinspires that aloyalty herEvery former built a long of repeat and r She sold is ‘You’re a real member the Massachusetts buyers definitely like position and and appreciate that.” parks, orprayer. property taxes. encouraged her toa take her realmaking estate test even - I’m a pers helping people find home, and personable, a go-getter, you his license that year, followed in 2004 In hmy school, my original plan was to get in a better is very meaningful to thing a child needs for a good night’s sleep. where she graduated with a Bachelor of Science degree seamless transac estate and probate transactions, partnering Dlping drone tours, walkthrough videos, and 3D from Colombia, she is fluent in both Spanish an relationship begins with a “I pray with I love working together, getting my license in 2013, we formed ® a nine-to-five ents?

“It’s not about numbersARYNE with me.BLUMKLOTZ I valuewas the selling cars at the time. She situation ho It intrigued me. I’m not listings I always BAIN try much.

Association of REALTORS is also come true, WeELIZABETH BRANDON KATHY BIRCHEN TASHA BECKMAN Maria sure they are happy theirwhich decision. knowBARTEE sales.

So I made the switch.

I had an TIM CASTROREALE and for them throughout thethough entire process.

I allwith English, allows her to serve wider mark os real estate. gave ourselves perme.

Iand really feel my job relationships isthem worthwhile in abuilding But while those numbers are useful as a measurement Tasha is also passionate supporter of Kids by his broker’s license.

He has now been ing with attorneys to serve clients statewide. ® areal ® person.

I’ve always been independent, and the I’m with people above helping our clients attain their estate a partnership.” as an accounting major in 1989.

Out of college, her first Copyright Top Agent Magazin As a REALTOR with Cold Tom has behind been inme, theand business rt exhibitions.

He also runscurrently robust digital working on an exciting project REALTOR passed in to flying colors, received her license, very inform &non-profit DULCINEA MYERSimportant me.

That is why they keep incredible support system I on’t to look think it helps focus all of usaon each sion towant take. apeople risk.” With two years opportunity that regard.”

Mobility Network, specialselling estate forIt’s 25 years, and clipo else.

Many ofreal them comment that I immediately go above and to make my own schedule andbecause work many years, and you not of success, they’re not focus.

“It’s changing real cializes in residential sales and mmonwealth that consists of setting up a scholarship trustesta tha and took to people’s a career a realtor, job was an position with Printing in aslives Athrough tall the order, bu ofaccounting our responsibilities, as well as NEWCOMB coming backBrown and referring me.” am soStacey’s happy thatfor Imain made the leap Imight advertising campaigns and is very active he business, Brandon has already seen say that real estate runs in beyond theizing As of lastabout year,fund Tasha’s Bear Team in pediatric durable medical devices property.

Ithroughout want them tofor high efforts of anyone else they’ve done asMama many hours as I wanted was appealing.” entsthe value his personalized service and ma helps clients school students.

“The idea behind it is Union and Passaic Counties.

Aryne and Dulcinea now work with Living Room very rewarding.” helping us see those things we need making her way in the business love what I do.

It was the best move I could crushing the market.

It’s always just been about If you’d like Stacey’s help buying or selling a home, eptional success.

Brandon believes inis giving more than he takes, a Waseca.

She enjoyed the small-town atmosphere, but minimum of serv family.

He a fourth generation business with.

I caretheir deeply about my clients.” with EXIT Realty DTC derived 38% walkers, and hand-bikes, media.

“With my level experience, Iofcan tolike leavewheelchairs, to God.” radius of the city.that to giveof a $10,000 scholarship to a high school senior hard work behalf. pro ever since.

“You have to follow While Kathy’s thriving business keeps herfrom her robust referra have made.” comes Realty in Portland, Oregon, serving Portland and its something triggers philosophy that guides his professional life call and hison REALTOR inknew the Detroit area, taking good care of people their families.

My her cellas atfar 616-915-3315, hergo office at 616-884-2069, she’d already risen as she could in that job. expectations,” Kayleen worked as aand solo agent business from referrals, and 17% from for children with disabilities. who’s looking to study Environmental Sciences.

If busy, she loves to spend her limited free time with her your dreams and be a go-getthat demonstrates the trust anC andengagement. his great-grandfather develnt of camera and explain benefits of The partners Be believe it’s important to sib giv environs.

With anand annual salesof volume goal of $20M, eady, thea of clients Brandon’s businessthe comes community “I believe that people like ect to itmajority on anlasting emotional A number her clients come to Maria says.when become my friends.”

She sends birthday or email her at StaceyRobach@remax.net. sure to forgoes one year before joining a team, children and her grandchildren possible.

“They With twenty eight years in the business, Kathy now mphasis on long everything well, we plan to launch in 2021.” ter.”

“That’s how I repeat clients.

Tasha attributes the team’s success with someone to oped muchreport of thesuccess, real estate alongbusiness in her been clients. go above and Huntington Beach,and Tim serves est m referrals, an the achievement he attributes to the myself who have seen that itBased isthrough our in duty community that’s so“Igood to buy them they that their isher primarily her church, or repeat referjust features and function,” which she worked with 2020, are the highlight of myand leisure time,” Kathy “and I leads herBrad own until team, The Birchen Group, which serves nd anot stellar of his started.

I set goals and wassays, such Woodward Avenue in“This Detroit anniversary cards, and with them throughout When not working, Tasha loves golfing spending repeat clients tobusiness. their great customer service and experStaceyRobach.com check out her website at Iy, always name the assets “One of the most important at tegies he hasreputation brought to Working in checks to givein back,” Brandon says. community has all of Southern California.

About half of his business best interests fir She moved to the Wayzata area in1991 where her accountcuss the things rals from happy former clients is located on Alberta Street and I curate referral “What us don’t aparthave from muchour itpeers these days!” the Greater Lansing market inclientele.

Michigan.

One of thesets topand when she went solo again.

Now the early twentieth century. aofgo-getter!” abeth has managed cre- seem In probate her time Elizabeth loves toinsotravel and hike.

Phone 310-734-1440 |me Fax 310-734-1440 time with friends family.

Looking to thebusiness, future, a testament tise intoestate and real estate. y sellers really tospare like that.”

Brad ten to to my clients so that I and ca mall community, Brandon immediately set himself given much.”

Brandon serves on the board who appreciate her faith-based comes from repeat and referral relationships, eflect the atmosphere of producing teams in the area, Kathy attributes her success Thursday, we contribute to the Alberta Art is our level of customer service,” Dulcinea asserts. ing degree landed her antoamazing jobteam, withwith Investors Savings the house is a g Tom’sisand grandfather and mother sheI’ve is been the principal realtor nic referrals.

“I in think my from “Something working towards completing Tasha isGrosse making moves the fiveteam, approach.

There’s aexpand light-heartedrt by bringing practices bigger markets, Meigs County Fund, an organization andshe specific requirements. A Kathy has just close begun to a Dulcinea. new which isparticipate tohiking herof knowledge, work ethic, and customer service. reach people looking from also soldCommunity real estate in Today, Maria closes over 70 the trust and confidence he inspires.

“Ibought provide good broker atoutside Realty Group, To learn more about Rebulio D’Angelo “We also in many loca “Our client relationships don’t end with the ofbuild aThefirm about them as individual the NH48, which isMuirfield allthe the to mountains inDrew New oouding Drew and Hoda’s hard Bank, and she worked there until another out its investment p mag@topagentmagazine.com | www.topagentmagazine.com ness to Carolina’s practice, as she Copyright Top Agent Magazine video tours, digital marketing, profesfounded fund philanthropic efforts and commuTasha explains, “We areand all driven from a client services potential agents in training for their licenses. target determine your property’s val Pointe.

Continuing their legacy forming with the goal of sustainability.

“When I’m ready Committed to her own professional growth, Kathy has You can contact Brad by email at transactions a year, and is serving Columbus, Ohio, and its personal service to my clients, and I’ve never had an I will ensure they get into Hampshire that are above 4000 feet in elevation.” fairs, and most recently, we’re taking par transaction or the handing over of keys.

We’ve impleinjects calm into a process that nt area through video, making him a versanal photography.

While Brandon began on his own, nity projects.

“We’ve created an endowment for email drew@themcmonigleteam.com, of community involvement, Tom for 2021 is to grow the team by at least seven additional perspective, and communicate at a higher level with our the bank and her services were no longer needed. borhood, the com customizing a marketing pla to cut back, I want to make sure I’ve built a business earned an impressive array of educational credentials in md Iiswon’t setpush to them reach nearly ranked in the top 1% of realsurrounding Whether intofor forward she hopes suburbs. to increase the ways in which canunhappy oftenprogram feelclient very which stressful.

“If of selling,” in 25 years he says.When “I always brad.kappel@sothebysrealty.com, by phone Project.” notof working, Aryne mented themembers Honored Client maintains swho currently interviewing anGoing administrator to join philanthropy grants for projects that will make that will continue toDenver give my and clients level the field.

“My goal isand to always exceed the expectations clients throughout the transaction tothe sure that they and expand their work in the thetheinhighest quickly, efficiently and atand theD can reach a wide audience despite his tors nationwide and the top be families. there.” someone isor amake first-time homeeal.

It’s all about building she can give back to community.

Professionally, visit thehdteamrealestate.com is year. negotiate on their behalf.

This business is a referral busi, as he and his wife are expecting their first child. a difference in the community,” Brandon says.

“So spending time with their Their our outreach for weeks, months, and years afterward. service,” Kathy says.

“I want to make sure my agents of my clients,” Kathy says.

Copyright Top Agentin Magazine 15 individual producers the bradkappel.com at “That (410) 279-9476, orwas visita whirlwind I will guide you through the he greater Colorado every of the buyer, investor,growing or a commercial trust for me,”are sheinformed says. she isstep looking toanway.” continue her business and the ed market.

Copyright Top Agent Magazin period ofofcommunity. time for me.

I ahad been far, we’ve completely funded start up aand farmhave whatwhenever theyisneed. seven days weektravel, currently, ness, reputation key.Ithey Iwork always do the best job I can art, dance, and yoga and neighborho We further encourage them to call us ®

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www.

www.

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finish and insure the end resul always serving her seeker, clients with great care and integrity. property she has the expeandgiving a friend warned melessons, thatalso I would burn out if I kept Not surprisingly Because ofmarket, Kathy’s commitment to her at clients and to job market his listings, Brandon uses a comprehensive er’s and a sensory room aguidance.” local school for working a second riding when I met for my clients.”

Tim’s portfolio includes some need information or takeprogreat pride in being there Specializing in estate and probate usually means that Tasha concludes, “There is a different way to be beth, sellers can with always rience anddelivering the kids knowledge of the going at that pace. But I’ve never burnt out because I professional and conscientious service, theproud tegy that begins beautiful images.

“Coming with Autism spectrum disorder.

I’m so bate work for attorneys and for the County of Orange.

As for the future, Aryne andthe Dulcinea will my husband.

In 1994 we began a quest to build a horse keeps clients cop fully navigate real estate Tasha’s clients have experienced a recent passing in their successful, from a consumer perspective, when you’re he stops in order to marCopyright Top Agent Magazine Copyright Top Agent Magazine 2 Top Agent Magazine love what I do.” majority comes from repeatand clients m a professional photography background, my of of thatKathy’s work.”business Additionally, Brandon his wife to closing.” es various social media business development retreat in January.

“W It’s not surprising that Aryne and Dulcinea receive stellar family, which, Tasha emphasizes, makes excellent client looking at how to find a house, making the right choice, and referrals.

With honesty and integrity at the core of property, an experience that taught us a lot about customer make up the vas t goal is to treat listings like they are a dating pro- regularly find ways to give back, whether it’s renCopyright Top Agent Magazine m and Facebook, to reach Timwork born Clients and raised here, so review,” his knowl- “We may expand or her approach, Kathy builds long-lasting trust with herwas says Dulcinea. reviews for their ethic.

Joanna A the and having a successful strategy.

Partnering with rightdetailed service even more creating a positive experi,” Brandon says.

“My priority is toessential make anytohome ovating local greena spaces, oresteemed volunteering with

service: returning phone calls in a timely manner, strong

a home yesterda

BRAD ELAMHOLLAND ESPOLT VICTOR DUQUM JEREMY DECKMARY DEEKENJUDITH DUFFY

impre doing a less than enjoyable stint Topinclination Agent Elam – ofAfter Elam Real love working with firs natural to help “There ars of experience in theatreal alone; half ofHRthose listings.

With of“Ifour After working law firms for in 24-year-old ways getting mortgage, insurance is trying theBrad As decades aa confused out people.

As being a realtor andEspolt a father children, in a salary position, Holland 98 101 Estate inreally Murfreesboro, Tennessee buyers,” says Brad. “Ittransa brin 90 94 97 is something magical about helpstry, New Mary York Deekenand is a sea93 eck, last thing you want to worry about, so toVictor learn andbecome giveainvalued that member of the New Jersey, Judy Duffy different jobs and searching for his perfect a personal has year decided itdrive was time to make a to change –people is through a dedicated, knowledgeable joy to go through the transa find the right home.

That’sand estate professional assisting altymade I’m able Victor to helpDuqum my ing clients knowledge back to the community, and a fateful decision to switch careers career, decided to take a leap Cleveland community.

He donates to several a Top her life, to give herself more freedom and extremely honestso much.

RealtorI’mwho with them, and it’s excitin I enjoy my work not a has sellers throughout the Metro ople theat process.

That, pluswhy my past expeof faith and pursue a real estate license.

“I local organizations, including his children’s fulfillment.

She looked, of course to real with a little help from her brother, Judy and move into real estate the sugges9 to built 5 typeaofthriving agent, I’m alwayson available Area. Mary currently works business a foundafinally close a deal onshe theirg thin rience in up finance, means I understand ®the course self-r estate.

She cruised through ended deciding I just wanted to go into schools and extracurricular activities. hasindefatigable become tion of her brother, to answer anyintegrity questionsand myan clients might an elite Realtor with a pa- He also truly appreciates ber Realtors where she edu-Robert Golden, a longtion of ows her clients into ®making all real sides: banking, insurance, and work andclient passedinteraction her test to his getand her license estate becausehave I saw anethic. opportunity Though work and familycareer, commitments in order to ease theirfocus minds, so lateuidestime work Brad’s on providing and the senseassoc of .

She never looked back. nache for a wealth Realtor respect, and try realthere estate.” i on her first try, andtake quickly cameoftohis love and it looked like a lot of fun,” Victor up much time, when he has timetwentywith night phone calls do not bother me.” alcan estate choices. his many buyers, sellers and investors provides.

“For som Judy has been in real estate for five years of expertise with which to navigate the ore philosophy the b her new career. She’s been working as a playing explains.

He quickly got his license and to relax, Victor enjoys the guitar with top-notch, highly personalized I punched a time clock a BRAD ELAM JUDITH DUFFY VICTOR DUQUM JEREMY DECK DANNY MARY with DEEKEN now and she couldn’t happier her in all transactions come her way withnow, ease. HOLLAND ESPOLT my t ® GRECO Jeremy’s facets ofwork the forthat three and other a half years Realtor Outside ofGRITTON Mary has makes time for English high school teacher, be ERIC GRAHAM customer service translated into enjoyvolleyball, myKRASKA job, but it put foo joined aexpertise large brokerage, though he decided and instruments, playing JULIE CONNIE Shenurworks together with her hit stride with estate. rney business paystooff.

2020 marked Deck andhas has a huge amount of real growth in sportsand also s her other lifelong passion, dance.

Sheseen beennew able calling. to pivot her an ever-growing stellarJudy reputation as her provided a paycheck soon after move to a smaller brokerage and attending his kids’ games.

In the midst ofinreal aof successful career in loveI helping folks fin cade Realty Group’s best year yet.

“We’ve is the founder Sparklers Dance, an tude, communication, and brother to provide personal and efficient She enjoys every part of the job, from the those few years.

Holland has made a name is so To keep touch with past clients, Danny Greco bought his first home, a trusted estate advocate for those Now, work seventy-five to and d Connie Kraska, a third-generation Colorado Courtney Graham, volunteer in various with the kind of her instead toatlearn inTennessee, a smaller, more personal us find the perfect home inbusinesses. up in rural Byron Lewes. SheAnd our commission splits are Getting startGrowing as a secretary a real ® the golf industry, Tim Johnson sought Carolina.

It’s amazin affordable youth dance program.

“I like . She her role asbuyer’s a Realtor 110 113 the been consistently in the top five of It’s really about for herself in the industry by working hard to provide 109 nation native, followed her mom into the real lucky enough to work with him. a week, but I love it so th real estate service to clients in Middlesex, flexibility to the outreach, to even the cold uses a combination of traditional and with his agent in106 programs through theirlicensed local church. setting.

Since becoming in 2005, Victor has us Though Victor previously that his future advised on the best communities that thought estate office,102 Julie Gritton soon fell in105 love Hatcher learned two lessons from his very profitable for our agents.” we can provide to give the kids who can’t afford to spend clientsfrom understand every aJeremy professional change.

“I was having a Julie come toat all.” fruition worthy off the best quality service she can tohopes her clients. dher angears ourthe local MLS,” says.

“We’ve top-of estate business in 2003.

She sold foreclobother meyou’re creative methods.

“Being present with my hift the mortgage Union and Monmouth Counties, in New calls.

It’s a perfect fit, and she to be met our needs. helped us negotiate with the industry.

“Over years, I moved dealt with both good and bad economic times, and he would include growing his real estate portfolio, he “Our main goal is to nurture the next father: treat everyone you meet with ey areestate a “At brother thousands ofand dollars on dance classes this real process and canthere ever since we started.” ing p sures with her mom before moving into the Jeremy. one been Brad began his career in real estate in 2016, following lot of success fun in golf,” Tim says, always dreamed of offer thatfor the sellers andtaking we model clients during big life moments, such as“Now hated was his career atthroughout the time.part up into different positions that gave mehelp Jersey, and their partnership they haveblossom anew part ofShe thean industry years toaccepted, come. opened his brokerage, VSD Realty, about three explains, that I’m on agents and sort of excelgeneration them into and try toand learn That business into opportunity tosomething practice their craft.” also enjoys decisions.

“I think a bigrespect, of even why profes resale and luxury market in 2018.

One ofhappy Holland’s main reasons forConnie moving intotranslates real holds Outside of The work, a twenty-two-year career in the production field.

Brad, who currently a perfect, five lending and then are very with the purchase.

She is experience in all aspects of the real estate “but my job was taking me away from North Carolina. i when they get married orsays, have ahandling child, isthe other xperience as work a success home-buyer years ago.

“It’s just been ahusband lot of fun,” Victor side of it, it’s really funnever beingpressures a seen flourish and grow over time. confident adults,” he says.

In his time quality time with herhis two Together come backtheir to with me, and refer me every day.

When he began realtor lent service.

Byron’s team 3Dofviog thrivesason putting hercareer first and prooutside boating estate full-time was that she really wanted Following a and series ofkids. misfortunes –a including a clients major rating on Zillow – comprised of dozens eal estate was an Jeremy and his family are extremely active in knowledgeable, responsive, and helped industry, and this led to me obtaining my my family.

Igolf. wanted aDanny business closing day.

I loveforvis something Iright love tobuild do,” wantand to help people through which isthey aenjoys sign that this was theIn career choice broker.”

He would love to his brokerage and like to and mily is because they appreciherto free time, Judy keeps busy spending time outoff2015, Eric atravel healthy lifestyle.

He ev viding asays. positive experience that helps them career in Byron wisHeexpand sees asher more of anthre injury that effectively ended his previous job –truly monials –person is himself alsowho philanthropic minded, beloved to help Holland isaa client. generous king in afriends, restautheir community.

He has served as a back localthat grade make it a people. smooth transaction from start broker’s license,” she I’m explains.

Now 18 adopted for him after all. offer it as a platform to help more local agents.

Victor Danny says.

“My agent did itiveJudy approach and can-do attitude. in for myself and for my family, a business after closing and seein point, achieve their real estate goals. likes working out, being outdoors, and really enjoys her new career.

She genuinely cares doors with her husband of 30 years, Jimmy, her four Brad struggled to find a new one that would allow him back to his community in a variety of ways regularly gives her time to better her community and giving back to he dom as the core philosophy for how his advisor than a salesperson.

“People bring school board member for the past eight years, and to finish.”to says that his favorite part of his job is “The opportuyears andshowing she is team lead The year, Julie and going forward, Mary is dedicated me allclients, the ropes. my if later, it takes them a ofThis What Danny likes most being a adored education.

Iand bought my first millio that would keep us infamily. the son-in-law, place we love, their spending time with hischildren, daughto support his After aabout brief stint attempting of organizations goes above and beyond theto call of duty to make her life.” about the well-being and success of thequality people around and three grandchildren.

CONNIE KRASKA TIM JOHNSON BYRON HATCHER likewise Jeremy hasconduct been on a co-op high school tarted own team would business. their own emotion totruly purchasing a home.

Gritton Team.

Serving Sussex County in ERIC GRAHAM DANNY GRECO JULIE GRITTON ® making business decisions that are rooted inBased helping ntunderstanding homeshis to find the perfect one, then that’s SHARINA RAMAGE in the Boulder office of LIV Sotheby’s Though Victor never intended to create such a promnity to connect with people,” and he looks out Realtor has not changed since he first enif it was a KIMBERLEE RANDALL work in the appraisal arena, he ultimately decided to Though there are many superlatives that clients’ lives as possible. mentoring new ca which is the Western North Carolina.

Real ters, Anna and Vanessa.

SIMON SHERFER JACKIE REED her. A kind with a business generous spirit, she devotes Shesure is also frequently with outreach for the past two years.

“My wife and I are He currently hassoulboard While of as theeasy office Juliejob enjoys Delaware, Julie’s largely consists AMBER MOSS Our isprograms to help themwith make a good longpeople.

“My focus ishe making my clients getout theinvolved o.”

Comm International Realty, Connie goes Brad just about inent name for himself, is now one of the top for each of his clients to provide them a highly tered the industry.

“What initially attracted or a bad one.

I decided to follow in his brother’s footsteps and get his real estate and his career, one rises above all ot growth as agrowi Realt estate has been anher amazing experience Though Tim’s spending timeher with herneed husband and 2Meals repeat clients and referrals.

She possible active in about every aspect of the community,” him.

Thisofof team bulk her time to serving her community.

“Iservice absoin community, such as volunteer work for best andarea. results.

My objective every “We give clients agoes level of professionterm investment.

Ifasked we’re selling, our goal Conn anywhere clients her.

She covers rnt his Tennessee agents in the Cleveland, OH He believes that personalized experience throughout their transaction.

Simon Sherfer has devoted his life to he c After earning her MBA, Sharina Ramage needs are met, and their expectations are license.

“I’m going to be blunt,” says Brad, “when I tional.

When what advice he might ha As a Maryland native, Kimberlee Randall each property and ensure that her sellers When Jackie Reed left the corporate world known for not being pushy, but Holland puts a focus on relationships over business looking for som me to the job was the opportunity to be a because I thought I could oss began her real estate career markets them on social media including and giving back to mostly theair commuabove and beyond to give her clients theEric Entering hopes toours, continue Jeremy says.

“In a small community like ho joined firm helping so far.” him busy, heon makes t er traditional conventions of real estate andit’schildren year isn’t how many sales I can get, how many dicated tothe providing top-notch service and lutely love people.

Itwo keep in 2021 contact with all on Judy isof aothers. breath of fresh in the real annua most the Front Range, focusing isher to get them maximum return the alism and service that you’d expect from aWheels.

121 122 helping Having built a career as righ this success can be attributed to his connection with It is no surprise, therefore, that Victor advises all first got started I had very little money to my name.” he grows thoughtful for a moment bef 125 to pursue real estate in 1994, she made a job done.”

Jackie’s attitude is a took time to raise her kids before exceeded.” brings an unmatched level of knowledge are getting the best deal.

She has also 118 tsher and referrals.

114 in the way she navigates career that has made her help you with all ago, after relocating to Indiana Facebook, where she has a strong prespart of someone’s financial journey, their sut and empower them through nity through her work with various best experience possible, eliminating stress you see everyone everywhere and know them of Hoopeston, giving his clients the highest level of people I can help.” clients, which is why she chooses to is of mydeciding leans instead towards innovation and his community throu girls with disabil in the north allher the upinvestment to“It’s Greeley, but hasgets also been private customers andlarger form relationships,” Judy estate field, and she gives all to serve her much company, the kind of Danny they made years ago.

Ithere’s think fateful decision that would result in aestate long 75% business from re Hard work, unrelenting cold calling, and sheer determi“When you’ve hit rock bottom, onl apopular police officer inisway Woodcliff Lake, beli his clients.

Victor iswith incredibly down-to-earth and agents by saying, wayhe more fun ifhas you’re this and expertise tobut her real estate clients. started building aclients. strong team of agents forward with a fulltime with members ofthe her community.

She aof her ain call today!

After working years across three different accounts to yegon. around organizations throughout commuthem accomplish goals. wealth-building process,” says.

“Real chclosed I agent. wasn’t provided as a home buyer.” solo “Iand amhelping nottoby in2move aname.” team because if their erves Vermilion service.

One ofeven hisence long-term goals is Judy sponsor the girls,p known to venture as far as Parker to the south, Bennett in out-of-the-box thinking.

Todd explains With almost three years in the industry, and charities.

“This says.

“I call people and check on them, years Contact today for top quality, personalized real and illustrious career.

She has been a Top referrals of satisfied clients. nation paid off very quickly for Brad, and he has since go, and that’s up.

Don’t ever look back.” discovered real estate through a good I w familial warmth rural America is known my favorite part of the business is getting Working as the Lead of the Kimberlee in order to be able to help more clients honest; “It’s just a part of my personality,” he says. to help other people.” passion for meeting people and getting to know them, career.

“We were in the process of buying Sharina likes to add a personal touch when istant, Amber went out on her reach the widest possible audience. nity.

Her team donates a portion of every commission such ana increasingly important step towards prosperity, cks me to be their agent, they get me from When she is not w tounmatched thenow east, and far west as the mountains. to onerelationship-focused day start program where hemany can ns that, “what we’re all about isthat’s shunning Producer for years, and is as achieved aestate level ofIamarket success by many of his Tim has already built thriving busifirm reached out to l friend and colleague.

Through this “Wh Randall Group Taylor Properties, she with their real estate “I would like after the deal closed.”

Judy’s assistance! which has proven to beAmerican a“I boon to her pursuit of success Additionally, Victor says, “The way that is young aout tish. year, Amber and herhas colleague for.

We stay onemphasis top ofof everything calls from people telling me howtime much first home,” she recalls.

“I had so reaching toshe her clients. make lots of needs. to St. Jude’s Children’s Hospital.

The Heart It’s Julie’s hands-on approach and on commuI’m aour one-stop-shop,” she says.

She Jackie is a self-described and it’s getting harder, especially for people ht years of experience, Danny has built spend with“fu h When he isn’t working hard for his clients or use his real estate knowledge in order an elite Realtor in the Chicago Suburbs competitors with much more longevity in the business. ns the traditional model of how real estate is connection, Simon decided to jump buy is known for her positive attitude and to pass on my experience and everything real estate.

“I love turning clients into family elchi started Moss and Melchi Community involvement isin importness at Black Bear Realty WNC, aofsubsidiary ofBrother Keller says.

“We asked and little different from most agents, and it’s really been method ofquestions providing personally tailored service and for the agent, and Ibusiness really calls, send out texts, and send out cards for Association, March Dimes, Big Big Sister that helps her stand out.

“I stay in touch all ® going on in the sowith that we can they love their new home, or4,students being able lness media asmany anication marketing tool, and always agent” who uses the resou andmany their puppy Almost allestate of Connie’s business comes from repeat and for community, Jeremy and Megan love to travel. we also go into now.

The bar for entry isfor getting higher and higher.

It’s inin Seattle, Washington.

A Realtor ncies have high who works to provide real erest mind. to help the homeless population.

He also has these Nominated Rookie ofagents the Year right out ofthat the gate, into the industry, starting outsee with recew providing buyers and sellers with the highI’ve learned in the years that I’ve y. Mike practiced by using really game changing and friends,” Holland says.

“Through the transaction, I hasbeen ith Thomas Associates. ant toin Amber, and she isexcellent active with and the Delaware Food Bank also receive donations amazing.”

He always seeks to make both local of my clients during the process, and I’m very in tune professional photography and hosting open loved the whole process.

Real estate just special occasions,” she says.

To market her Williams Black Mountain, North Carolina.

Already, going through a rough time, what treating each of her clients’ cases as their own unique ® 117 disposal, including her experienc trips into the mou referral clients, and it’s easy to what keeps people provide the best possible advice to our clients.

And when to tell someone how well their property appreciated They have two granddaughters who are about out five minutes lliams, Danny works tirelessly to twin make more important than that people have aand Realtor service toever her local & surrounding comhe sold thirty-two homes in 2016, his business has orking within a go above and words of advice to young agents who are just starting the Modern Realty Group.

There, he est level of customer service, while being doing this work.

My goal is to mentor my really build a rapport and grow a personal relationship sociate Broker and one of the the Leukemia and Lymphoma Society. in new marketing strategies.”

These daring from Julieperson and her team. with their needs,” she profession says.

From Modest to Luxury, optimize the exposure ofthe listings.

Her potential and buyers aware of the property before itshe seemed like perfect for me, listings, relies media as well coming back.

“Ion try to take what to can be a brought, stressful expeplus her stager, pho Tim’s repeat and referral business is than strong, asocial success 2020 and we professional provided Chr process has been aherhit with her customers; she’s seen we’re showing someone aishome, we treat that as when they’re ready sell.” to turn one, and their son, Colin, aclients sophomore makes sense usthe munities, and she hasKIMBERLEE found afinancial great deal of tsbrings understand buying and selling by their side who focuses on the bigger picture grown exponentially, with more eighty sales in RANDALL SHERFER ehe growth offor our JACKIE REED quickly realized that real estate Bec best results. out in55itthe business: “Having ahave relentless work ethic able tostrategies smoothly guide through even agents and givewas them all SIMON my tried-andwith people.”

Her personal approach to explains. conducting of Moss and Melchi Group, When she is not working or giving back, AMBER MOSS SHARINA RAMAGE in anywhere from toallowed 70 closed Julie gives everyone the same attention and service.

TODD DAVID MILLER or new inspired refreshing In the future, Con rience and make it fun and exciting,” she “I and other special tools that sh is listed, and once it is, Victor says they are typically especially since the flexibility as her network of colleagues.

“It’s very Tim attributes toastounding extensive professional networks food for over thirty-five families. number ofRealtors® referrals groware each passing year.

When personal fulfillment in her work.

She hasmeasure. in high The couple spend as much time ashisthat ss isher in athe smaller, ifschool. they amost brother or a sister.”

2020, anto achievement by any step way.

Patient, understanding, and who can synchronize with clients’ BLAKE WALLACE the difficult transaction.

Kimberlee true strategies for success that theyness, can awith perfect compliment his outgoing help real estate business islisting ato hit with her clients. orks with a team of Amber enjoys staying active home share per of year. ofAnd repeat and an grind mindset is crucial success Looking ahead, Julie istogoals.” eager tothe continue growing her “I treat them theeveryday way Inew would want tothe be treated,” nesses. our BETH WALKER JOSH SPENCE better, love interacting with people and being able make to so take the her listings look“do impeccabl sold at or above listing price within 48 hours. to approaches to real estate marketing to spend more time with my family.”

She important keep fresh,” she JACOB L. SMITH the experience, resources, and personalpossible with their family. ”t,toDanny TOBY TONG it comes interacting with her clients, Judy makes and his focus on excellent customer service.

Tim has experience for oftowork us on themilitar team He stays inStaying touch with clients through the usual chanmakes his feel cared for prides herself on industry her integrity and has grow and establish themselves inall their own personality and passion forin serving terri clients achieve their and yard “I like to be physiteam.

“We’re getting tooff that point where we’re looking shetosays.

“Communication ishave my top priority.”

Withisprojects. with stress ofshe them.” touch with past clients demand, and get top-dollar p hishelping impeccable inclients this business.

The real estate constantly earned her license three years ago and has asserts. ng and proven very effective in sales. ityBy tosince make an impact on the people Currently, more than half of Brad’s considerable busieighteen, Raz had a passion for homes, to po When Blake Wallace was young, he emphasis on is availability.

“I want In the real estate business 2007, When she’s not busy working Beth their comfort a top priority.

She is a regular commuByron feels blessed to be doing this work, offering nels—social media, email, texting—but prefers just earned awards for his service, and has been recognized working, Tim loves to plan and go s a 27-year-old Realtor Josh finds communication to be itment to help find clients exactly what e majority of his business stems from To give back to the community, Danny consistently worked diligently to build a reputation right,” she says. ® his community.

Jers When Holland helps sellers, she puts a lot of work goals.

“Everything indesignations, my life cally busy, working on projects around for more talented individuals who want to work together. multiple including Certified Residential who needs a qua also goes a long way.

“I care about people after the also gets cutting-edge prices for Before starting his career in real estate, before it’s even listed.

Toby presents ortant trait my changing, and because of the nature of our business eete of REALTORS Circle of Excellence Sales Clients undoubtedly appreciate these works with, and the work ethicher to combine never looked back. would help hisimpressive aunt with real estate every client as if they are myTwo only c Walker is ahard professional who and her husband, who Residential ness is based upon referrals and satisfied returning Looking future, Jeremy has big plans.

“Ihis team’s business ®to the 134 129 king forreal hasSpecialist built Mary’s reputation as a ®Beth appreciating the finer points of home Toby worked with developer onthroughout the new listing atInstitute. open house mixers for based on honesty and work. credit toresults. the mentor that helped him get start.

He was getting together for golf or toisuses watch sports.

“That’s the around estate,” Amber says.

“I even the house,” she says.

Amber also loves vacationing into making listings look pristine.

She drone nicator and keeps herself readily available people and their transaction.

Iher stick around and make sure I’m aaresource rateso Our goal is toeach keep the same great service as we help 133 (CRS Greater Vancouver area. both an essential part of his job and ), attributes Global Certification, 126 and referrals, a success Danny partners with the Make a130 Wish Foundation.

When he ers.

She’s used her wide as an Agent of Excellence by the Disney and daughter, play golf, and toatarray take burg, Award -Luxury Platinum Level 2020 and was ity to listen to we’re never entirely sure of what the future holds for those elements into a successful career as One former client shared, “Victor Duqum marketing, handing out flyers for her he claims.

“I’m available all ti What Sharina appreciates most about her job is getting prioritizes client satisfaction above builder, enjoy working on projects A wide-spectrum presence over various as more of an clients, an accurate barometer of the excellent customer dd hope we grow,” he says.

“I would like to step out of ients.

He credits ® construction end ofreal the business.

Soon, potential clients and brokers.

During the agent.

“Iagent love to watch the happiness different tha for them even if they’re not buying or selling, andan many Outside of work Kimberlee is create a very busy ofprovidestory ynted time away from my job working onabout with her family, especially getting some sunshine at video and professional photography to im-mom finish tons of transactions over more people with their real estate needs.”

Accredited Buyer’s Representative (ABR ), and Seller Today, Simon is a Realtor for Keller Mor ® licensed almost something that brings him a lot of working in a restaurant when the father of a coworker easy part,” he laughs. sure approach.

“For me, it’s not does find himself with free time, he loves to spend it the day so that any questions her clients might have are architecture and recognizing the investaskin a Realtor. business.

Through watching her run her answer questions.

I a full p ance, named to the NJ Realtors Distinguished She is driven and comtogether, especially their home develt’sastory helps But if you can goeverything to work every day and be the best one of the most talented real estate agents we’ve Sharina isus. currently with eXp Realty inelse.

Charleston, her clients results.

“I love getting client who knows service his is providing.

“A lot ofbecome that has toaWhen do with Toby decided tois make his own way, Covid pandemic, Toby has found innosocial platforms, from Facebook ®media our county, gethome some other agents, and get into the xperience in thethey ke good longexperience when finally get the people and earn thp clients friends.” closing a total volume of $10.2 million in Focused on forming long-term connections with her three kids. she’s not spending time with her d home projects, because it’s what I love. the beach. maculate visual representation of the home, then uses Representative Specialist (SRS ), she is well-equipped Williams Valley Realty, where he assists clients enforcement has go, when at the age of 21 joy while he is working, whether it’s ny says.

“My clients understand that I’m with family and friends, enjoying the bountiful outdoor daily errands, he became intrigued with as a real estate agent.”

Not only is he suggested he become a realtor.

“I got lucky,” Byron swiftly answered.

“I’m really reachable.

I answer the mitted to giving her clients the highest opment in Ingomar, MS, where they are Tim believes that the foundation of his business is the Looking to the future, Tim is excite ment importance of real estate.

Raz got prop real Sales Club* in 2020. ever worked with.

And, one ofabout the most down toreal earth getting his realtor’s license and starting vative ways with to get eyes on “I listings head for version ofwhat yourself, and constantly work to make yourthe fact that I’m brutally honest my clients,” he found To learn more Mary South Carolina, covering Charleston area and parts nothing about estate,” she says. make aaveraging point of surrounding ams. also ahandle problem solver, so I enjoy surrounding areas.

North, south, east, and west.

I’d ,in I my also own two to Instagram to TikTok, helps Todd’s I can that and With almost 27or years under her belt, Jackie isbuilding ahisatrue 40able transactions per year. ago.

II’m think my clients, Kimberlee has been able toestate, create aDeeken business family, she can be participating inwith various ys loved real and Iin love Ithe do.” toestate, any type of buyer or seller. a green screen give personal presentation, while throughout the Pascack Valley and itslocally for thedo real estate real and resolved to pursue it.to around the clock, he provides level of service and delivering their new homes to sell.

Her aying high-level hockey with his clients his team members. te and empower them their decision activities the Pacific Northwest. his own business.

Since then, Toby hasof through virtual tours andand one-on-one explains.

“He showed me all the ropes.

So by the time Byron spends most of his free time his family, phone all the time and get back to people,” Judy says. presplease call (414) 403–6279, explains, when asked how he manages to achieve such customer experience, and he prioritizes his clients’ satpossibilities for his business while people you will meet.

He helped us find a perfect home Fo his realtor’s license at twenty-one and atten can best guide self better, you’re already winning.” of Augusta, Georgia.

With an impressive sales volume walking them through the process, educating them ard to figure out any obstacles we encounlike to expand by adding four or five more agents.” ys.

“When you’re didIn something go Educating her clients is always a priority for Connie. veteran in the industry.

She’s become as successful as he able to tell group stay connected with past clients, In the future, Amber plans to continue helping her that runs primarily on repeat and referral clients.

“I events and giving back to the local community. advertising her listings across Facebook, Instagram, “The lifestyle was something that stuck deal of amenities to smooth the p areas.

A noted specialist in Repeat and First Time taught me a grea eing desired outcome every single time.

Beth spare time is dedicated to her son as well been succeeding as an agent for five appointments.

He also plans to start aAs areer Josh “My favorite part of my job is getting here toinin bereal an estate. advocate and agot co-pilot on angive animal advocate, Jackie isquality a long-time email mdeeken@firstweber.com, I my license, I was able to hit the ground running.” and enjoys hunting and fishing.

But he’s also learning impressive levels of trust and loyalty amongst those he ve it Aside from his success, what keeps Jacob Her ability to maintain a direct line of contact with a couple of years ago, and after a need arose for us to pl he way order to get the desired results.” isfaction above all else.

“My success in the golf industry on delivering the highest cus this year of $3.2 M, Sharina reports that her business so they gain confidence.

When it comes time to a small part in “Constant communication is one of my strengths,” she she is by taking a hands-on approach and learning to with me.

I got my license right when I of listing a house, from full inspect never looked back.

Fast forward to today: even comes to marketing, Julie also exceeds nd her teamWhen serveit Fort andas team members grow and beprimary successfulYouTube inHome theirYouTube. own always strive to develop a special relationship with the near future shefamily’s is looking to get herhe license in and is affiliated with theexpecCrye-Leike Real as the new mini farm which m well ascovers serving as their Buyers, Sellers, Renters and Short Sales, managing conflic yearsWayne and oversees athe team that the channel to showcase new list137 of several animal rescuephotography. organizations in oronvisit marydeeken.firstweber.com concerned that repeat people meet and work with many works with.

“I18, also always find agrow way to connect personthe future, Danny plans to expand and to afly small for real estate driven by her bthusiasm hasarea. motivated toIn continue working hard is his em to planes, never forgetting his Dad’s advice.

As Blake for move and sell short notice he came to the rescue.” says.

“I’m really big on making sure people know what clients past and present makes their lives that much is referral clientele.

“Because Ito work them the keys, they are so pleasantly surprised at how turned and I as thought Iso was going to professional adjust to the market she goes.

“I like indepenFor about Brad out Jeremy Deck and Deck Realty Group, call 217-772-1978, was all about taking care of customers and making sure everyone on the team, want to be Estate Services brokerage in Tupelo, houses cows,workflow goats andmore chickens. tations.

Having her bachelor’s degree in business and Arcadia, Pasadena, and San Marino areas. ings this year. ng Her75% business isisand primarily referright.

“I want to my team increase their proeach client Itargeting encounter.

I help genuinely care about their Virginia and Washington, D.C. She also loves toShe has cultivated athe personalized to putinformation his of we my experience er engine for niche markets with Raz has been in the business for nearly usua For more information about Victor Duqum, region of Northwest Chicago. also love ally with them.

I focus on their personal experiences, ant to place their trust in different people.

I love the camarateam.

“I’m starting to plan for my own family,” Danny take over the world with real estate... that realtors are a commodity thes they’re getting into, know what everything means, and eby’s ability to help clients.

“I truly love archi® teams in or Victor is both a people-person and an expert in the real dence of being a Realtor and working for myself,” she He’s created a successful business in Franklin, serving the future of his business, he hopes to establish and specializes in residential real estate The average price point for Toby’s transsolo, I am the only one who meets the clients, takes stress-free everything was.” easy when conducting real estate business. marketing helps her plan specific marketing plans for JOSH SPENCE BLAKE WALLACE ,igh-end and it’s easy to see why people keep duction, and my goal is for them to triple the size BradE please call 931-273-4116, visit ” personal needs and listen intently to figure out what it travel with her husband and her “Traveling Realtor Holland’s meteoric rise in the last year has been RAZ ZADORIAN @deckrealtygroup.com, orsocial visit deckrealtygroup.com my service was 100% the best inWALKER the industry,” how biga we get thatwith weherkeep cust TOBY TONG BETH JACOB L. SMITH clients ata the forefront ofTim each transaction. directly into my propercustom adsmillion for says, each listing.

Todd understands please call 216-406-1772 orwilling how to fly small plane fiancé, wr twenty years and is now licensed broker and share my own, which includes having been the but that quite happen,” Blake and he’s to put everything ogether for golf are for clients who have done this Working mostly in new development, Copyright Top Agent Magazine actions is three toestate five dollars. oung.

Itutilizing became quickly derie have with my team and our sack love hands-on and honest approach, “so want to careful expansion that gives me admits.

Jackie isdidn’t both knowledgeable and driven toin get throughout Pontotoc, Union Going forward Beth wants to keep her Bold since tecture and real estate, so it’s not difficult industry, so heIofget says, “All of those things come them through the process, answers their questions, and each home she represents.

“We doof alooking mixture options clients throughout middle Tennessee and Georgia.

Last South Carolina and Florida someday. to his work with her and her team again.

“Itransactions their database this year,” Amber says.

“The team saying isEven what inspired their clothing line, is they’re to out ofIhave the transaction so that I comfortable. yecticut. and or email Brad@ElamRE.com says.

“Transferring those skills to the real estate busiour top priority,” Tim says.

“My jo a top flight instructor.

For the future of her In 2019, the need to stay on the cutting edge of marketing, and laughs.

After short time, though, he Glendale, line to relationmake sure his service lower middle class for long email victor@vsdrealty.com loves to seedon’t how houses arebe being Asis th before and need that much handholding, I’m thorfocus on building long-lasting and Lee counties. with Rockwell Properties in results for her clients, which istime.” why she continues to ever, itwhen wouldn’t be ability toas provide aaToby low-pressure upported by his enthusiasm for helping a humility, little more free time.”

Danny isa grateful that career for memeet to and enjoy my job and get up in theis together they certainly help an agent.” itwith comes toyear advertising,” she says.

“We make sure ultimately helps them close the deal,” she expresses.

Sharina married to ahis Navy veteran and has two yedge good about where my referrals are comAnne Melchi and I“I started together has been great Agent for real estate and industry can their end goal,” says. his did ashe volume of nearly twenWhen listing aCollection, home, Simon prefers aagents hands on he’s not to 2020 with 43 Inthat keeping her oft-displayed Judy hopes to continue toWhen garner success, aw startedproductive to take his career seriously, and that itthe can be.

Having grown up Tennessee and is lived forteam twenbuilt smarter and more functional, andJackie ness was a no-brainer.

It is very important to me that ents achieve dreams they want Smith launched that each property unique.

“We’re coming up with Copyright Top Agent Magazine ships with clients and continuing to ough and make sure they always know what’s going on. immensely year after year since the beginthe f morning excited to work.

I also find it very llers all properties are on top sites like Realtor.com, Zillow, an issue for him, as he and comfortable experience for our California, serving Los Angeles County. nd the complex process of buying or allows him to help others, and grateful that it has given mainly relationships with co-workers and for me in terms of accountability, and I look forpartners.

Going forward she plans to expand her work hard to gain their trust, and they appreciate that.” children.

“In our free time, we like to travel as much approach.

After helping his clients fully prepare can be found spen ty-five million, with many of his personal transactions results followed soon after.

Blake has ty-four in thethe same neighborhood howMy people think to customize theirthe Always looking to horizon. a small If you’re looking for premier acles presented describes herself as years “under radar.”

She continBeth’s keyclients tomarketing a successful business isestate help them accomplish their real estate Copyright Top Age goal is to keep them comfortable andteam. happy.” know what is happening at every step of a transwhat, that is the core of what I do.” ning of her real career. om Todd David daring, unconventional new programs that and Trulia.

We utilize several social media platforms, gratifying to connect clients to the right He Amber says.

“I’m very andwhere many ward to helping thewith team grow and improve year for himself early oninsocial, as clients.”

Josh is an user social “I’m pretty relentless in area giving people him so much in return.

“One thing I underestimated business, on coaching anditwhat continue The force that drives Kimberlee forward inavid business In Copyright hisher freeagents, Blake likes to watch movie as possible and explore new places,” she says. mak planes, never the heofsells, Toby knows homes.

“I always love getting see been in the business for 13of years now; hefocus does about their house for the market, he proceeds totime, share beloved family. assistance in the Chicagoland suburbs, give JaA Top Agent Magazine developing strong bonds her buyers and sellers. dreams.

“There’s a to lot more to real estate than coming from repeat clients and referrals.

That success py.nd people reach ues, “I keep my head down and work hard.”

Judy’s aren’t cookie-cutter, because every home has its real estate inwonder For more information about Judy Duffy action.

I’m very transparent and up-front.” local newspapers, ColdwellBanker.com, the MLS and fancies himself a movieand buff.

Heon also likes to the market likereceives only local can.

He says, “If any realwhat isown the newest and the best,” Toby says. ts end upfocus becoming good friends.

People after year.” property and help them find their perfect match.” with asomeday. on 25 deals per year at $350-400,000 per transaction on to provide her clients with the best service. is aher dedication to helping people.

“I’m not in this r in Vancouver.

Josh has media and likes to keep up with his bigger picture,” Danny says.

“Within when I first entered this industry was the friendships It’s no Sharina stellar reviews for her With as much industry wisdom as she has, Jackie knows a call today! over a series of targeted digital and social media more the way, This approach has guaranteed a network of repeat and people may initially think.

It can look glamorous orida “I’m the real deal.”Connie’s Raz says.

“I say it like bein communication prowess also comes in handy allowed Byron totoactivate a I’ve second team intheSavannah, him throughout infallible work ethic has allowed her surge forward tors need referrals, I’m the right guy because been with his family and hang out with his dog, have a professional photographer who takes pictures of le,” of Fairfield story,” Todd says. average in Twin Cities area, and his numbers are please call (732) 221-0217 hat I love my job, and they know it’s not line of work for the money, I’m here to help people how important to relay information to referral which now makes up ittheis majority of “There’s easy from the outside, but it listings. takes great dedication essive career from the ground up byfour current and past clients through his team’s esteemed work ethic.

One client recently wrote: Moving forward, Sharina hopes to expand business. ve served on theportion Leadership Council you can create in career,” Danny says. not campaigns.

But through ither all, Simon is there for andthere for hiswith wife No of this issue may beclients reproduced inthis any manner whatsoever without consent of tries the publisher. when itsocial comes marketing her “Our listings it is and Ialready as Ieffectively say.

Experience matters.

“I think alove big Georgia, months ago, which has closed As a do lifelong Toby likes to to prior stay connected here allOur my life pretty much.” and to read a book only over time. all our listings. goal is for everyone’s property to throughout her short career and close anTo impressive for me.

Ion having good relationships New Canaan, and guide them towards the American dream ofresident, home her business.

“I always strive to increasing give my clients the commitment todetails serve clients and always make what’severy two weeks. B or email Judithduffy3@gmail.com. her clients.

She educates and explains the finer market his listings, Tim uses a strategic and comIn his spare time Jacob strives to lead a healthy lifehis clients as a thoughtful guide, ensuring that “Maybe within three years, I’d love to add 3-4 agents, hable and taking a modern approach media presence, due to its convenience and comfort h a focus how we educate our agents. only the reward of getting someone through the process are everywhere,” she says.

“Sotheby’s has the marketwith people in Inc. his community, utilizing Facebookare and taken Top Agent is published by Feature Publications GA, Although precautions to ensure the accuracy passionate about preventing hunger, andwith work yclients, enjoy helping around fifteen appear itsme.” best,Magazine as you get amillion.

2nd chance toplayer. make ado That’s my slogan.” highest level of service.

And I keep in that touch long after in their best interest your main Whenwhy I started and they trust number of transactions; she’s done almost 30 in 2020 Todd lives in Easton, Connecticut, with his Jill, ownership.

Isoftball know that ifand Iapproach my job correctly, the of the transaction to each of her clients, and she makes itlocal Together, Todd style and is anever competitive He iswife, also an me home buyers, they understand the process the resources Looking S ing down to art form, which ishave aconcern. bigfood reason Icharities prehensive includes targeted digital and “My wife Iclients. were totally satisfied with the help nothing too big, just enough to be able toand help our Nearly 100% of Toby’s business comes through referWeChat groups to engage with his neighbors over eal estate service toand his of use for his clients.

He finds that aalso more relaxed it, the more the clients understand, the and handing them their keys, but forming aan real According to Blake, his best qualities as ajourney, realtor are various banks andagent to helpahead, keep inn of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its g able to serve good first impression.” the transaction is over.”

She checks in on clients via out on this I wanted to be the biggest To find out mo aBrandon, priority to be both direct and consistent her comreferrals and business will come organically,” she says. their arals schoolteacher, andToby’s his two 14, and sold over and experience working news updates, and to find ways towith give back.

To help joined themaximize brokerage.

We usesays. everyaround possible ave-and Minnesota avid realrepeat estate investor with asons, passion for restoring e they investors withtofrom needed to their value.

“Whenever a client ness. Having brou service Sharina.

Weclients. provided the description of community attain their real estate goals,” she his work ethic and his ability to make his clients feel youths St. Paul fed and c social media campaigns.

“We look at analytics from the approach makes the process easier to manage for nSmith are able make for themselves friendship with them.

I am continually amazed at how and likes to send out small annual packwith the highest number of Magazine clients.

But U.S. my priortheir goals isauthors.

Copyright Top Agent clients especially value her strong commumunication to so that they can make an informed 720.309.2862, Byron draws on his experience as awith collegiate baseTowe subscribe or social change address, send inquiry to mag@topagentmagazine.com.

Published in the Kimberlee is particularly interested inthem, helping young with developers gives himmedia in-depth knowledge the effects of the Covid-19 pandemic, Toby and nue for marketing, and online isIn ahis major part of that.

Ryan, 11.

The thing Todd enjoys most is spending time The honesty and sincerity that Raz shows to all clients cared for.

“One of my biggest things is personal touch the future, Blake plans to build out a realt calls, I answer,” he says.

“I’m here to break down year, he intends o older homes. th his business sold two of the keeps him engaged the house that wanted, and Sharina listened and his career inAfter real estate so quickly by For more information about Julie Gritton, his clients, and allows them a more enjoyable expey.” my career brings me closer to people.” post office, census bureau andtoother resources,” Tim ages.

“My clients really look forward to their gifts!” ities have She shifted now. I’m more concerned about the oftransaction, clients leave glowing reviews decision that most optimally benefits them. makes newand andafter. custom homes, a skill set manage which keeps his estate,” team donated the“Anyone local hospital.

Additionally, both during theof transaction They YouBut can also people realize that they have the potential toBlake become Sotheby’s encompasses a with huge portion of what’s online ball player toservice help him his two teams.

While in real says. who works and train other agents to leadmonths. successful careers each step of the transaction and walk them through abov and with his family. sin and word 2020. was able to provide excellent even with the To learn more about Eric Graham keeps customers coming back to work with him and is providing the best service to every single person that rent angle from many other agents. not being tied dow call 302-645-1111 or email julie@selltheshore.com rience overall. about time One recently said, “Julie helped says, “which helps usmeorganizes see where folks are coming back work with him.

Also, Toby a as group of white local realtors to here keep up own, and to keep growing his real estate busines herself available as possible to moving people reachir relationship withtheir herclients willtogether. continue longto me isToby going get that kind of glovemay treatment. homeowners.

“It’s very rewarding for to often be able to many agencies have turnover rates, he has created any problems that arise.”

In the future, Jacob looks forward further growing his he reason clients Favoring a high hands-on approach, Beth ensures that her works with me. I want to takeof good care of my clientsclients, transactio challenges we presented.

Weas arrived from out to of state, gan, he was younger than most offull gives his clients the range of personalized service friendly chats and share information while personal email egraham@thetrembleygroup.com, what he credits with an eighty percent rate repeat ing out throughout the day.

Jackie says.

“I’m responsive People are looking for service, now.

I want feedback Twin Cities! sale, and she will always be available a from.

We make sure to market to those areas.” help young people.

Most of them spend years paying a portant to stay and serve them as well as their future generations.”ahead. “I love the clients get the best service every time.

“When you hire To find out more about Danny Greco, please call 206-455-4649, a culture that makes people want to stay.

“We want business.

Heiswants toopen, keep educating and sellers great experience, The wide and plans to continue beyond facilitating the transaction ofbuyers buying is tners and andsees sheatwas instrumental in providing theTodd additioner than looking that asfuture a merely downside, Josh gets 70% of his business from repeat clients and I realizing try tointeraction get back tolimited. my clients right away.”

Jackie’s about what service works for you.

I want to get theMagazineI make thetrembleygroup.com, visit to them. and referral business.

“If ICopyright don’t like a property, Raz nothing is an avid lotWith ofme, money for rent andincludes not that they could Top Agent you get me, not another member of the team.

I still ethics and Simon is equally committed to his buyers, providing bettersno tha or selling a home. a client base that y.Greco@kw.com or seawahomes@gmail.com or visit dannygrecohomeswa.com and helping them make informed decisions when ityou tdtoaMiller pushy salesknowledgeable professionals working within a as relaxed Todd David Homes’ trajectory ofvery 20% growth al information required toMiller accomplish theproperty. move.

With Homes job done for best as Iiscan.”

Blake has awhy genuine experience and communication a huge reason so and referrals and closes 30-40 deals per year, with his advantage.

Josh is tech savvy; have their own I’m committed to helpdo everything myself, so no small detail is ever overor call (843) 945–1880, ext 377 When he’s not working, Toby loveshold spending time Top Agent Magazine 3 foreign investors and seasonal residents, Toby and my comments about it.

I don’t it in just to make with friends when Tim treats every client interaction as an opportunity to them with the knowledge and expertise needed to make a client on closin m and his wife, comes to their real estate choices.

“I’m always looking more oftoarolodex coach, compassion for hisdevelclients emanates his tone; he environment.

Wetotal meet once a of week tomillion. discuss new her help, met our most optimistic price and were many people love working withthat her. per year, while always continuing to innovate and pressive ocomes to get the most we out oflistings, the myriad volume $30 What makes him so indecisions. marketing her Amber looked.”

Her relentless drive helped her finish 2020 with his family, especially cherishing time with Leaning his ing generation achieve home ownership his team offer to checkthis onaayoung client’s properties when savvy purchasing on his years of and exciteme outjoymore Tim help someone achieve their dreams.

“I love making aI’m loves all of them, but especially enjoys working with a commission,” he says.

“Even though a more broker, I To find making as about much t To learn about Byron, to increase in size and sales.

But my most important ods carefully able to close on time.

I would definitely recommend opments and how we can each contribute to the growth develop new marketing strategies.

Todd adds, “Our eighteen-month-old daughter. of industry, lislisten advantage of the resources available with an impressive $12,000,000 in sales and 91Moss, closed they are unavailable, cleaning To findand out more about Amber disposal to gain information about sought after as aupkeep Realtor in his community?

“I’m andcontracting the future financial freedom it entails for them and Although Jackie loves to get results, she also likes to first time homebuyers.

His hands-on makes experience and in-depth knowledge of his community, in the world.”or 8 Copyright Top Agent Magazine please call 828.423.3578 middletnhomeexpert.com, callapproach 615-318-9710, visit

TIM JOHNSON | BLACK BEAR REALTY | BLACK MOUN BYRON HATCHER

TODD DAVID MILLER

RAZ ZADORIAN

http://

www.

www.

www.

www.

CONTENTS 9) CREATIVE WAYS TO SAY THANK YOU 12) UNTANGLING THE BIDDING WAR: A BUYER’S & SELLER’S PERSPECTIVES 16) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID 20) 5 TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS 29) 3 WAYS JOINING A PROFESSIONAL ORGANIZATION CAN MAKE YOUR BUSINESS BETTER 34) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES 40) PLAYING THE REAL ESTATE MATCHMAKER— FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM 46) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT 52) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 4

58) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE?

103) CONCIERGE CARE: SERVICES THAT LURE CLIENTS AND TRANSFORM YOUR REPUTATION

64) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

107) THINKING OF LISTING? NINE WAYS TO GET READY

75) UNCOMMON CONTACT: CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA 79) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO

111) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS 115) 5 SURE-FIRE WAYS TO GET MORE REFERRALS 119) HOW TO SEND SMARTER EMAILS

83) HOW TO THROW A 123) BUYERS AND SELLERS: CLIENT APPRECIATION EVENT UNDERSTANDING HOW NO ONE WILL FORGET HOME INSPECTIONS ARE NEGOTIATION TOOLS 87) ADDING VALUE TO LISTINGS & THE ADVANTAGE 127) HOW TO CUT DOWN OF IDENTIFYING ON DIGITAL DISTRACTIONS NEIGHBORHOOD AMENITIES AND UP YOUR PRODUCTIVITY 91) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT’S 131) 5 LESSONS FROM NEEDS SILICON VALLEY TO MODERNIZE AND MONETIZE 95) 3 SUREFIRE METHODS YOUR BUSINESS THAT MAKE FOR A PRODUCTIVE MEETING 135) IS FINDING A NICHE MARKET RIGHT FOR YOU? 99) EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM’S MORALE Top Agent Magazine

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

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5

DREW REBULIO D’ANGELO As a real estate veteran, Drew Rebulio D’Angelo offers clients over 20 years of knowledge and experience in land development and high-end real estate.

His integrity and passion for helping buyers and sellers accomplish their real estate dreams make him one of the most sought out agents in Southern California. Drew met his partner, Hoda Hajirna, on the popular Bravo show “Real Estate Wars”. Together, they created The HD Team, and remain one of the top-producing duos within their brokerage.

With a majority of his business coming from repeat and referral clients, Drew believes it’s his drive to help them succeed, and always keeping their best interest in mind, that keeps clients coming back. “It’s not just about buying or selling houses. I like building real value for my clients and helping them create generational wealth. I think they appreciate my knowledge and experience, along with my belief in doing the right things for the right reasons,” he says.

Being a detail-oriented agent, Drew pays a lot of attention to consistent branding and the way in which he markets his listings. He is always expanding his knowledge on the current trends and newest technology. He believes it’s vital to create a personalized story with every property. “With each of my listings I always try to create a sense of identity. I don’t want people to look at the listings as just a piece of property. I want them to identify a lifestyle, a memory, something that triggers them to really want it and connect to it on an emotional level. So, with our marketing, I always name the assets and create videos that truly reflect the atmosphere of the house,” he says. Thanks to Drew and Hoda’s hard work mentality The HD Team is set to reach nearly $75 million in sales volume this year.

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Outside of work Drew strives to be involved in his community. As a member of a local church, he spends time volunteering in various community initiatives. He is also considered a land entitlement expert with major focuses on CEQA and is a partner at a local land development firm. In his spare time, he enjoys his family first, surfing and tennis.

Going forward Drew is focused on continuing to build his brand and his reputation as one of the top-selling agents in Southern California. He is committed to helping clients with all of their real estate needs while giving them the highest level of service. One of his most ambitious goals is to reach two billion in sales volume within five years. Drew also has a sound piece of advice for any new agents just starting out in real estate and wanting to build a name for themselves.

“Always work with honesty and integrity and remember that relationships are priceless. Cherish them, cultivate them, and treat people how you would want to be treated.”

To learn more about Drew Rebulio D’Angelo email drew@themcmonigleteam.com, or visit thehdteamrealestate.com www.

Copyright Top Top Agent Agent Magazine Magazine

YOU HELPED FIND A FOREVER HOME, NOW LET US HELP YOU THROUGH THE PROCESS. Congratulations to all the agents featured in the Top Agent Magazine!

A great team is the foundation of executing a successful transaction. We are the team dedicated to the escrow process from start to finish.

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W W W. P RO M I N E N T E S C ROW. C O M

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Top Agent Magazine

Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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BRAD KAPPEL An ex-head chef at a high-end seafood restaurant, Brad Kappel has been living by the water his whole life. It’s only fitting, then, that Brad’s 12-year real estate career has been spent helping clients buy and sell high-end properties in the Annapolis Waterfront market.

Brad likes to help people and to share his passion for his local region with others. He has found that his ability to read his local market and to convey the information he gleans to his clients in an efficient manner makes him uniquely capable of providing exceptional real estate service to his community.

When interacting with clients, Brad stresses that a direct approach is incredibly important, and one of the keys to his success. In fact, Brad works independently, so that he conducts every single interaction with his clients personally. “I’m directly one on one with every client and I’m 100% available,” Brad says. Brad is an excellent communicator who cares about his product and the way it is portrayed. He goes the extra mile to ensure that his wealth of information is made available to his clients, to enable them to make the decision that benefits them the most.

Brad puts a great deal of pride in the way he presents himself and his business. Many of his clients are experienced and affluent buyers and sellers in the luxury market, and Brad knows that maintaining professionalism is paramount. He carries himself with poise, approaching each transaction with a sense of certainty that he can get it done. “Where I’ve been able to excel is with my experience and my knowledge, combined with my presence. I’m able to deliver results with confidence to help anyone achieve their goal.”

Brad has closed a staggering $58 million worth of volume in 2020, with an average listing of $1.4 million. Brad lives and breathes the Waterfront. In his free time, he loves to go surfing and stand-up paddle boarding on the water with his family. For the future of his business, Brad hopes to continue to elevate the quality of his representation, increase his average sale point, and advance his pursuit of the top agent spot in the Annapolis Waterfront market!

Brad’s easily discernible competence is displayed in his marketing as well. He shows off houses through aerial HD drone tours, walkthrough videos, and 3D Matterport exhibitions. He also runs robust digital and print advertising campaigns and is very active on social media. “With my level of experience, I can get in front of a camera and explain the benefits of a property, not just the features and function,” Brad says. “My sellers really seem to like that.” Brad is able to reach people looking from outside the Waterfront area through video, making him a versatile agent who can reach a wide audience despite his specialized market.

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You can contact Brad by email at brad.kappel@sothebysrealty.com, by phone at (410) 279-9476, or visit bradkappel.com www.

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Matt Nader is proud to congratulate

BRAD KAPPEL

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

MATT NADER | Branch Manager | NMLS ID# 333573 office: 410-571-2029 | direct: 240.882.8006 MNader@firsthome.com | firsthome.com www.

900 Bestgate Road, Suite 310, Annapolis, MD 21401

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

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Buyer’s Perspective: Emotions Running High?

Channel it.

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

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Top Agent Magazine

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

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

Sellers Perspective: Manage expectations.

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

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

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

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

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

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

Seller’s Perspective: How powerful is cash?

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

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

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STACEY ROBACH You don’t often hear about real estate agents turning down business, but Stacey Robach has occasionally done precisely that. “My mantra is ‘Service over Selling,’” she explains. “I’ve had people tell me how fortunate they felt being my only client, not knowing that I was actually helping eight other people at the time. But I give all of my clients my full attention. And if I feel like I have to turn down someone in order to give one hundred percent effort to those I’m already working with, I will. It’s something I’ve done.”

Stacey got her start in real estate in 2017, after thirteen years as a stay at home mom with triplets and another daughter twenty-two months younger. When the children were old enough for her to return to work, a friend in the business suggested she’d be good at it. “It had always been something I’d thought about doing, and I haven’t regretted it. Every day is different, and I love the entire process: from helping someone look for the perfect home, to finding it, to the negotiations. And best of all, handing them the keys.”

After just three years serving the Grand Rapids, Michigan market with RE/MAX United, Stacey is in the top fifteen percent of an MLS with over thirty-two hundred members, and is in the top three percent for her local market of Rockford. In 2020 her volume was well over six million, with an enviable seventy-five percent of that business coming from repeat and referral clients.

But while those numbers are useful as a measurement of success, they’re not Stacey’s main focus. “It’s not about crushing the market. It’s always just been about taking good care of people and their families. My clients become my friends.” She sends birthday and anniversary cards, and checks in with them throughout 14

the year via social media and emails. Her favorite way of staying in touch, however, is to call them. “Just to see if there’s anything they need. Our conversations aren’t even about real estate. If there’s something going on in the market that I think they might be interested in, I prefer to get that information out through email or flyers.”

When not working, Stacey loves spending time with her kids and their friends.

She also volunteers at their school, and with her church. She’s a runner, and is often in training for her next half-marathon. Other hobbies include skiing, hiking, and photography.

As for the future, Stacey will stick to the habits that got her to where she is. She’s earned a new designation every year as a realtor (RENE PSA RCC). She’s also won the 100% Club award, and is a two time recipient of the Executive Award. “I always strive to keep educating and improving myself. My plan is to keep doing exactly what I’m doing, because it’s working.” In the coming year she hopes to grow her portfolio, increasing her volume to eight million.

If you’d like Stacey’s help buying or selling a home, call her cell at 616-915-3315, her office at 616-884-2069, or email her at StaceyRobach@remax.net. Be sure to check out her website at StaceyRobach.com www.

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Caverley Home Inspections is proud to congratulate

STACEY ROBACH

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

CAVERLEY HOME INSPECTIONS

Patrick Caverley | Caverley Home Inspections Certified Inspector #250619 616-835-1729 | caverleyinspections@gmail.com caverleyinspections.com/index.php www.

1804 Emerald Ave NE Grand Rapids MI 49505

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5

SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

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Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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ABBY WALTERS Tucked into a corner of Virginia’s northern Shenandoah Valley is the town of Strasburg, home to gorgeous vistas, beautiful architectural styles, and an abiding sense among its citizens that neighbors ought to look out for one another. Abby Walters knows those views well. She grew up with them. “I feel blessed to be able to work in the area where I was born and raised,” she reflects.

Abby got her introduction to real estate seventeen years ago when she was working as a receptionist for Sager Real Estate. “I had gone to college to do social work because I wanted to help people. While I was at Sager, I realized that this principle was in fact at the heart of the realty profession.”

She got her license in 2005, and has been representing clients ever since. To say that she’s been successful is an understatement. Abby’s business has grown every year, and last year she had to form her own team to keep up with the volume. She and her team closed one hundred and seventy five transactions with sales in excess of forty-two million. Almost one hundred percent of those deals came from repeat clients and referrals.

Taking care of people means staying in touch beyond the transaction. “I send out a lot of cards every week, a lot of little gifts. Sometimes it’s just checking in to see if there’s anything they need. Other times, someone has told me that so and so recommended me, so I’ll send out a card with caramels or cookies or brownies.”

Abby is well known in her community.

A mother of four children, she volunteers with the PTO and her church, as well as with numerous other civic organizations.

She spends her time off enjoying the woods and rivers for which Virginia is famous. “Living in the Shenandoah Valley, you can’t help but love the outdoors. I do a lot of hiking, biking, kayaking. Anything to get me outside.”

As for the future of her business, Abby has just purchased the building that will house her own brokerage company, Preslee Real Estate. She and her team are looking forward to many more years of giving their best to help the people who need their services.

It’s just another step on the path of that original dream.

“I couldn’t imagine doing anything else.”

The secret isn’t really a secret, just a value Abby was raised to respect. “We care about people,” she explains. “That’s it. The people are more important than profit. If you take care of them, the business takes care of itself. Our mantra is ‘Selling homes with heart,’ and it’s something we strive to live up to every day.”

There’s some sophisticated marketing involved too. Abby’s company creates professional level photographs and videos of every listing, regardless of price point, in order to bring out the unique qualities of the property. She markets using all of the social media platforms, something she’s been doing from the beginning. “I was doing social media marketing way before it was the cool thing to do,” she laughs.

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To learn more about Abby Walters, please call 540-335-2582, email abby@teamabbywalters.com or visit TeamAbbyWalters.com Copyright Top Agent Magazine Magazine

Scott Brookshire is proud to congratulate

ABBY WALTERS on being featured for the State of Virginia in Top Agent Magazine!

Congrats Abby!

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 20

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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RUTH ALEXANDER Top Agent Magazine

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RUTH ALEXANDER Top Agent Ruth Alexander of Coldwell Banker Mountain Central assists clients throughout Calgary.

With a combination of grit, resilience, and a no-fear attitude, Ruth Alexander turned a personal “house of falling cards” situation into a thriving real estate business—all on her own. After a ten-year marriage during which, like many stay-at-home moms, she left the 24Copyright Top Agent Magazine

finances to her husband, she went through a difficult divorce and suddenly found herself “in unforeseen financial circumstances,” with no home, no car, and no job. Ruth had to reinvent herself. As she says, “when you are backed into a corner, you have no choice but Top Agent Magazine

to push forward,” and she did just that. She and her ex-husband owned properties that had not yet been sold, so Ruth taught herself how to use social media as a marketing tool to find renters. Not only did she successfully find tenants, she also gained the attention of several builders and real estate agents, who hired Ruth to help manage their social media Top Agent Magazine

platforms. Through that process, she began to fall in love with real estate and the prospect of earning enough money to support herself and her girls.

Ruth used her one remaining credit card to pay for the real estate course, finished it in record time (while still completing multiple Copyright Top Agent Magazine25

Ruth credits her success not only to grit and a no-fear attitude, but also the three Cs of “consistency, commitment, and creativity.” freelance social media contracts), passed the exam, and obtained her license—“all while living in a basement, sharing a bed with my daughter.” She “came into the market very determined, because when you’re a mom and the sole provider for your daughters, you have a different kind of fire lit.” She joined Coldwell Banker Mountain Central and began selling real estate in Calgary, putting the techniques she’d perfected for other agents and builders to work for herself.

In the first twenty months, she has closed on $20 million in sales, the majority in 2020, during a pandemic and recession.

Ruth credits her success not only to grit and a no-fear attitude, but also the three Cs of “consistency, commitment, and creativity.” Ruth 26Copyright Top Agent Magazine

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views each property as unique and, avoiding a cookie cutter approach, she positions each with a personal touch. She invests heavily in professional photography, employing drones and creating branded lifestyle videos. Because she had little to no budget at the start, she learned to use free online tools and, despite having turned a corner financially, she still designs each property website herself. She also continues to rely heavily on the resource Top Agent Magazine

that helped her get started—a strong social media platform. She explains, “I’ve made it so you can’t turn on social media without seeing one of my posts.”

The success of Ruth’s approach is apparent in her sales—and it’s getting her noticed. She was awarded “Rookie of the Year” in 2019, was named the #4 Calgary real estate agent on social media by Property Spark, and was Copyright Top Agent Magazine27

featured in Yahoo Finance’s “Top 20 Up & Coming Realtors Globally.”

Ruth loves the challenge of her new career, the chance to “catapult her creativity,” and the opportunity to “run her own business with the support of a good brokerage and a good solid

brand like Coldwell Banker.” Looking to the future, she’s beginning to build a group of “like-minded agents,” in order to expand geographically. She also plans to pay it forward, helping other women that find themselves in difficult situations get their start in the field she’s come to love.

For more information about RuthAlexander, please visit RuthAlexanderHomes.com; www.

email ruthalexander@me.com; or call 403.969.0109

28Copyright Top Agent Magazine

Top Agent Magazine

3 Ways Joining a Professional Organization Can

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

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

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

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1. Expand your skillset.

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

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

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

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

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

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

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

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

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CHA’RON CLARK Top Agent Magazine

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CHA’RON CLARK

“My number one goal is to help people get into their dream home or investment property,” says Cha’Ron Clark, a top agent with The Deluxe Group in Nashville, Tennessee. “I listen, and I always do a good job. At the end of the day, that’s what’s really needed in most transactions.

Somebody who will listen, somebody who will be there, and somebody who will fight for you to get things done.”

Cha’Ron has been in real estate for the past three years. She got started when she first moved to Nashville. “I kept hearing this was such a hot market, and I wanted to get familiar with Nashville’s scene, learn the different areas, that kind of thing,” explains Cha’Ron. “I knew I was going to be purchasing a home, and so I did the real estate course and got my license.”

This includes Nashville and all of its surrounding areas. She has gone as far north as Clarksville, a military city near the Kentucky border, and as far south as Brentwood, a suburban community with one of the best school districts in the state.

75% of Cha’Ron’s business comes from repeat and referral clients. Despite being relatively new to the real estate game, Cha’Ron is no stranger to providing excellent and high-quality customer

Working solo out of The Deluxe Group, Cha’Ron services Middle Tennessee.

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service. “At the end of a deal, you’re not just my client. You’re my friend,” says Cha’Ron. She also has a degree in early childhood education, and she truly loves making sure clients understand the process every step of the way. She says, “I’m not here just to get a commission. By doing a good job, past clients refer me to their friends and family. I treat every client with A+ customer service.”

When it comes to marketing her listings, Cha’Ron takes an individualized approach. “You have to do different things for different listings,” she says. For instance, she recently completed a million-dollar sale by advertising in duPont REGISTRY Magazine versus her usual approach of utilizing social media. It was under contract within 21 days when the average time on the market is about 100 days.

She says, “Whatever you have to do, it’s all worth it. In a market like this, if you’re able to get that property for that client, you did something right.”

Cha’Ron is extremely active in her community.

She is especially interested in helping children.

Last year, she and her brokerage worked with the local YMCA to provide brand new winter coats for area children in need. “They got to come in, find a coat in their favorite color, shop around,” she says. “It was really nice.”

Outside of serving her community and clients, Cha’Ron is an avid traveler. She works as a flight attendant with a major airline, and this position enables her to see the world. “I’ve been to some really amazing places,” she says. “It’s so great to see the culture, the food, and take it all in. Then I come back, and I get to see what I’m grateful for.”

Looking to the future, Cha’Ron is excited to continue developing herself as a real estate professional. She plans to increase her business and, hopefully within the next year, establish a team of her own. She also is planning to pursue her broker’s license and take more of an active leadership role at The Deluxe Group.

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For more about Cha’Ron Clark, call her office at 615-707-2300 or cell phone at 615-544-5836, email charonclark@thedeluxegrouptn.com, or visit charonclarksellsnashville.com www.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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AMBER DOLLARD Top Agent Magazine

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AMBER DOLLARD

Top Agent Amber Dollard serves the Kansas City metro area, with a focus on being wherever her clients need her and has recently opened her own brokerage, Iconic Hills.

Amber Dollard began her real estate career 16 years ago, when she was fresh out of high school.

“At the time I had no idea what was in store for me. I was 18 years old and my sphere of influence was at college. I had to totally reinvent myself.”

In 2004 the market was thriving and Amber was working everything from new construction to resale and first time homebuyers. Amber recalls being “addicted…each day brought a new adventure and I was here for it.”

Sixteen years later Amber is still reinventing herself and shifting her business with the market.

“If you want to survive you have to lean in, and 38

dance with the trends.” Amber has seen the ups and downs and she is still proudly standing. A pillar in her community, she is dedicated to making sure that home ownership is possible for everyone. She actively fills the gaps when needed and is not only a resource but a call to action for all within her close knit hometown.

A Dotte Original, Amber serves the Kansas City metro area, with a focus on being wherever her clients need her. She has recently opened the doors of her own brokerage Iconic Hills, a Real Estate Company in the historic Strawberry Hill district of downtown Kansas City. “The basis of Top Agent Magazine Copyright Top Agent Magazine

business is simple, do it better than anyone else.”

This mantra has clearly worked for Amber and was the sole inspiration for her opening her own real estate boutique.

Her personal touch shines through in every aspect of her business. It’s easy for her to nurture personal relationships with her clients, because so many become friends. Amber enjoys hosting events at her family home in Piper. “Everyone knows Fridays at 5:00 Stevie is cooking and we are going to have a great feast while the kids play.

There is something special about bringing people together over food. This fall we hosted a spaghetti dinner and raised $6,000 out of our garage to raise money for our high school girlfriend’s cancer battle. There aren’t many people who would open their home up to strangers but we do and everyone leaves a friend.”

When it comes to marketing, Amber does things a bit differently than most. “My clients are just like me and are super busy with active families,” she explains, so she takes care of every step of the selling process. When clients list their house with Amber, they know their home will be professionally cleaned from top to bottom. Marketing is key and that is why we strive to capture your home in its absolute best light. “If I’ve done my job right, on Sunday we’re sitting down at the kitchen table and reviewing offers,” Amber says. “Everything I do is at no cost to my clients.” The results speak for themselves: in 2020, every single deal closed was a repeat or referral client. “Word travels fast when you do a good job. Word of mouth is the best advertising there is.”

In the future Amber plans to grow the Iconic Hills office, while being involved in the community, and doing her part to revitalize downtown. “We have the best culture, the best food, and are busting at the seams with history,” she says. “I want to breathe new life into this amazing city, and that’s why I’m here.”

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To find out more about Amber Dollard, email ambersoldit@outlook.com call 816-605-5747, or visit IconicHills.com, Facebook.com/AmberSoldItLLC, or instagram.com/amber_sold_it 39 Copyright Top Agent Magazine

Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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COLLEEN JOHNSON

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COLLEEN JOHNSON

No one knows the value of a strong customer-service ethic better than Colleen Johnson. It’s the reason she got into the real estate business. Her work ethic started when she was a farm girl in Kilkenny, Minnesota, showing horses across the United States while holding down at least one job at any given time. One of these was banking, a favorite. Beginning as a teller, she was promoted to personal banker, loan processor, and finally lender. The job sustained her while she attended Minnesota State University, where she graduated with a Bachelor of Science degree as an accounting major in 1989. Out of college, her first job was an accounting position with Brown Printing in Waseca. She enjoyed the small-town atmosphere, but knew she’d already risen as far as she could go in that job.

She moved to the Wayzata area in1991 where her accounting degree landed her an amazing job with Investors Savings Bank, and she worked there until another firm bought out the bank and her services were no longer needed.

“That period of time was a whirlwind for me. I had been working a second job giving riding lessons, when I met my husband. In 1994 we began a quest to build a horse property, an experience that taught us a lot about customer service: returning phone calls in a timely manner, strong communication, following through on promises. It also impressed upon us the importance of always keeping the client’s interest in mind.”

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When she decided to become a Realtor, Colleen knew that she could utilize those same lessons. After encouragement from her husband, she got her license the same year and began offering excellent customer service to every client. For Colleen, that meant listening carefully as they explained their needs. Were they first-time buyers or investors? Were they looking for horse properties, lakeshore land, investment property, or new construction?

It also meant constant availability, and ensuring a smooth, seamless transaction for her clients.

A tall order, but she regards these things as the bare minimum of service. “I try to go above and beyond their expectations,” Colleen explains. “I’m not pressuring someone to buy the first house or lot we look at. We discuss the things they said they needed and whether or not the house is a good fit for them. I also advise them on its investment potential, taking into account the neighborhood, the comps, and how long they are planning to be there.”

Not surprisingly, her dedication and attention to detail keeps clients coming back. Repeat clients and referrals make up the vast majority of Colleen’s business. “I listed a home yesterday for a family member of someone who was one of my first clients back in 1994. Since then, I’ve helped him and his family buy and sell several homes. I think this one is number five plus.”

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Colleen doesn’t really keep track of her volume numbers, but she’s been very successful. With a boutique brokerage in the heart of Excelsior, RE/MAX Advantage, she represents clients all over the state of Minnesota and has been in the top ten in sales for RE/MAX Advantage Plus over the past several years. “RE/MAX Advantage Plus is an amazing brokerage headed by Eric Malmberg. They’re always available to help and provide great resources, networks, support and innovative tools for today’s ever- changing industry.” Colleen is also very proud and happy to have represented one of the top builders in the area—Colson Custom Homes—since 1994.

Marketing has changed some since she started in the business. Colleen still reaches out to past clients and colleagues just like in the old days, but she also creates virtual tours of her listings, and posts them to all of the social media sites. She professionally photographs all of her properties to show off their best qualities. “It’s all about networking and thinking outside the box. For instance, I’ve even helped families trade homes. I matched a young family that needed more space—but really did not want to deal with showings—with a young lady that needed their smaller home.

“I’d also write an offer on the hood of my car if I had to,” she adds. “Yes, times have changed, but back then it meant a lot to many people not to be inconvenienced. I would remind them that they are the boss.”

Colleen stays in touch with her clients throughout the year, preferring a more personal approach to methods such as email drips. “I’ll call them or reach out on Facebook.

Most of my clients become friends and family. We always enjoyed entertaining, at least back when we could, so we would have large groups over on holidays, for BBQ’s or Jeff’s famous turkey dinner.

She’s also very involved with the community, contributing to Excelsior’s various fund-raising events throughout the year. She has a coin pony outside of the brokerage that helps put money back into the local fireworks fund. It also puts smiles on faces of all ages.

Colleen has been aided in her work by her husband, who also became a licensed agent soon after she did. “He doesn’t get the credit he deserves. I couldn’t do what I do without him there always ready to help.” Her plan for the future is to continue to offer great service, and stay excited about her work. “I enjoy helping people, seeing them smile, and sleeping well at night because I know I’ve given them my best.”

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To learn more about Colleen, visit cjsoldremax.com, call 612-275-9734, or email her at cjsold100@aol.com www.

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

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

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 46

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Will you please describe your sales experience and local network?

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

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

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

How will you market the property? Each

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Now, let’s list!

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LISA SCHIMIZZI Top Agent Magazine

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LISA SCHIMIZZI

“My clients are never just a number or a tally on a whiteboard,” says Lisa Schimizzi, a top agent with Berkshire Hathaway HomeServices. “I empower and educate them. By the end of the transaction, my clients could probably be agents! The more I’m able to guide them through the process, the more comfortable they feel. A lot of my love for this position comes from the analytics of pricing, negotiating, and following market trends. I pass that expertise onto my clients.”

eleven years, Lisa has built her business to run almost entirely on repeat and referral clients. She credits her high rate of returns on her background and ability to individualize her clients’ experience.

“This is the largest transaction of a person’s life,” says Lisa. “Sometimes they want more of the numbers side of things, and sometimes they like

Lisa didn’t set out to become a REALTOR®. Her background is in psychology, counseling, and biology. She first got into the real estate field when she took a job at a title and appraisal company.

After the 2008 housing bubble burst, Lisa spent a while working in shelter medicine at the Humane Society until a friend convinced her to re-enter the business as an agent. “It felt natural,” says Lisa. “It fit immediately, and I’ve been very happy with it.”

The majority of Lisa’s business comes from Pittsburgh and the surrounding area. Over the past 50

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more of the emotional side. I tailor the experience to what the client needs.”

She markets her listings with a wide variety of approaches. “I use new styles such as video drone touring and virtual staging,” explains Lisa. “At the same time, I like to utilize some of the older go-to’s like mailings, but I always get creative and do something different. I try to take those older lessons from years ago and pivot on them to make them more interesting.”

When she isn’t hard at work buying or selling properties for her clients, Lisa likes to stay active.

She laughs, saying, “Sitting still is very difficult for me!” She is always trying to learn as much as she can to better serve her client base. She and her husband flip houses, and they are currently mid-way through a larger project. She earned her green designation this year and started The Carbel Company, an energy efficient window and door company which operates nationwide.

She also runs Cellar Door Staging & Design to offer staging to interested clients. She says, “My hobby is keeping busy. I’m always looking for the next project, looking for how we can grow and improve.”

For all that, there’s nothing that Lisa loves more than spending time with her family, especially her two kids, ages four and five. She also completed her yoga certification in the past year. She enjoys promoting local businesses as much as possible and donates a portion of each commission to the Humane Society.

Looking to the future, Lisa is excited to expand her business. A long-time solo agent, she is especially looking forward to establishing a team of energetic people. “One of my favorite parts of this job is sharing my experience and knowledge to newer agents coming on,” says Lisa, who will finish her broker’s license in the coming year. “It’s so rewarding to watch the success of someone you’ve mentored.”

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To learn more about Lisa Schimizzi, email lisaschimizzi@tprsold.com, visit lisaschimizzi.com or call 412-805-7833.

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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GRETTA VOLKENSTEIN

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GRETTA VOLKENSTEIN

Gretta Volkenstein was passionate about houses from a young age, when she helped her parents renovate their properties. While pursuing a graduate degree in social work, Gretta bought a farmhouse that she renovated, which led her to change course.

“I was in social work to help people,” Gretta says, “but I realized then that real estate was another way I can help people.”

After earning her license four years ago, Gretta began as a Buyer’s Agent with a team, then branched out on her own. “It was scary, because I was a single mom,” Gretta says. “But my goal was to add value and help my clients, and that first year was an incredible start.” Gretta has started to build her own team, which now includes her dad, and has sold over 30 million dollars already. “It’s been a whirlwind, but it’s also the most amazing thing I’ve ever done,” Gretta says. “I love going to work every day.”

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With the majority of her business coming from repeat clients and referrals, Gretta is already on track to have her best year yet. Serving Berrien County, Michigan, which includes many beach towns along the lake, Gretchen specializes in investment properties, relocations, and the luxury second-home market.

For Gretta, relationships are at the heart of what she does. “Communication is key. If you can get people

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into that team mentality where we’re all working towards the same goal, it makes the process so much more fun. People see that I really love what I do. Getting the best value for my clients, whether they’re buying or selling, is the priority for me. ” For Gretta, effective marketing begins with accurate pricing. “Buyers are smart,” Gretta says, “so pricing a house at the top of market value without going over is key.” With beautiful professional photography and staging, along with targeted social media campaigns, Gretta knows how to display any home to attract wide and competitive interest.

Gretta finds it hard to single out what she loves most about real estate, as it is her life’s passion.

“I love that I get to make connections with people I wouldn’t otherwise meet,” Gretta says. “One of my favorite parts is seeing people love the house they found and knowing that we negotiated a great deal.”

Gretta is as committed to community engagement as she is to her clients. She founded Berrien County Strong-Community in Action, an organization that serves as a hub for folks interested in volunteering or learning about community events. “It’s been really cool to see the effect it has, with people realizing they can make a difference in the lives of others in the area,” Gretta says. Additionally, she serves on the board of Berrien Families Plus, as well as Praegressus, a non-profit that provides affordably priced, renovated homes to locals. In her free time, Gretta loves to spend time with her two sons, Finn and Will, and to travel.

Gretta is excited about the future. “The good thing about being in real estate is there are so many directions to go. I’d like to grow my team. I’d love to help other people get into this career. I’d also love to get into real estate development, and to start a business that helps folks who can’t afford staging or upgrades to put their homes together so they can add more value. As I see it, you only live once. I want to make the most difference I can with what I have to offer.”

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To find out more about Gretta Volkenstein, please call 269-281-6889, email homeswithgretta@gmail.com, or visit her at atproperties.com/agents/grettavolkenstein www.

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 58

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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ERIC D. WALOWITZ & LISA V. WALOWITZ Top Agent Magazine

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ERIC D. WALOWITZ & LISA V. WALOWITZ

Top agent Eric D. Walowitz – Lead of The Walowitz Group at Realty ONE Group in Scottsdale, Arizona – is a hardworking, dedicated Realtor who consistently places the needs of his many grateful buyers and sellers front and center during every transaction. Intelligent and deeply knowledgeable about his chosen industry, Eric also possesses a unique, relaxed approach that puts customers at ease during even the most challenging of deals.

The Walowitz Group consists of Lisa Walowitz, Stewart Walowitz, Allison Loss, Samantha Park, and John Dykstra– equally talented and dedicated agents.

Their shared strength is maximizing the quality of their service through teamwork, advanced research, and collaboration. Eric began his journey in real estate in 2008, selling commercial properties for Coldwell Banker out of a residential office. Within a year, he and a partner had grown the commercial department to over fifty-three agents, and he had become a preferred representative of national banks and their distressed real estate assets. In 2009, Eric relocated to Arizona and began representing buyers, sellers, investors, landlords, developers, and tenants, and found success almost immediately, with his business growing exponentially year after year.

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The Walowitz Group soon gained two new members: Eric’s father, Stewart, a successful twenty-year veteran of the industry; and Lisa, Eric’s wife, who was new to Real Estate but quickly proved herself by doubling her business volume every year. They can proudly say that the majority of their business is through repeat and referred clients; an excellent barometer of their exceptional philosophy, “Real Relationships ● Real Results”. That being said, they still have the enthusiasm and patience to assist in guiding new home buyers and sellers through the sometimes-arduous process.

“I believe it’s because our goal is to not be like every other cookie cutter agent,” says Eric, when asked how he manages to engender such impressive levels of

Realty One Group, 17550 N. Perimeter Drive, Suite 160, Scottsdale, AZ 85255

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trust and loyalty amongst those his Group works with.

He continued, “We have a philosophy of treating every client as a relationship rather than a transaction.” “We have a lot of systems and procedures in place that we’ve tested out. They really work for us and for our clients,” adds Lisa. Eric’s passion for real estate exudes through every aspect of their life. “Real estate is not just a job.

It’s a career that should actually morph into a lifestyle in which you need to live it every waking moment.”

Eric stresses that they are not your average real estate agents. “No one in my office gets to wear a suit. I would put my group and myself up against the best listing presenter out here and we’ll wear onesie pajamas for all I care. Why? Because I know that with our collective knowledge, straightforward approach, elaborate listing process, and “nerding out” with the numbers no one will beat us out for a listing. On the buy side… I look at negotiations as I did basketball when I played. Every client’s deal, no matter how big or small, is a Game 7 situation for me.”

There are many other factors that come into play when assessing The Walowitz Group’s phenomenal success, and chief among them would be their expert negotiation skills and intelligent, leave-no-stone-unturned approach to marketing their many listings. Every avenue is developed to ensure maximum exposure to potential buyers, including unique, fun, and popular videos that showcase major features of each home. Social media and new technologies are also deftly exploited, and the result is almost always a fast sale for top dollar, not to mention happy clients.

When they’re not busy helping clients achieve real estate success, the Walowitz Group is committed to philanthropy, and support a wide array of charities that include The Salvation Army and The Singletons. Eric also gives back to the real estate community, and he was recently selected by Realty ONE Group as one of four agents out of 14,000+ to be on the panel for lead generation during the yearly conference at the MGM Grand in Las Vegas.

Eric’s plans for the future of his business are multifold: to continue its exponential growth, open additional branches of the Walowitz Group, and above all, to keep providing his many clients with the attentive customer service, care, and realistic approach that has long been synonymous with his name.

For more information about Eric Walowitz, please call 480-466-1919 or email Eric@WalowitzGroup.com

Top Agent Magazine Realty One Group, 17550 N. Perimeter Drive, Suite 160, Scottsdale, AZ 85255

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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.

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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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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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KAYLEEN ANTRITT

After graduation from Ohio Dominican University with a degree in Computer Science, Kayleen Antritt took a position with Cisco, where she worked three years before joining the Air Force. When she came home in 2014, she was looking for a new adventure. “One of my friends sold real estate and was enjoying it very much. It intrigued me. I’m not a nine-to-five person. I’ve always been independent, and the opportunity to make my own schedule and work as many hours as I wanted was appealing.”

Kayleen worked as a solo agent for one year before joining a team, which she worked with until 2020, when she went solo again. Now she is the principal realtor and broker at Muirfield Realty Group, serving Columbus, Ohio, and its surrounding suburbs. Whether someone is a first-time homebuyer, an investor, or a commercial property seeker, she has the experience and the knowledge of the 66

area to help them find what they need. Last year, Kayleen closed fifty-two transactions, with an impressive seventy-five to eighty percent of that business coming from repeat clients or referrals.

What inspires that loyalty from her former clients? “It’s not about numbers with me. I value the relationships I’m building with people above all else. Many of them comment that I go above and beyond the efforts of anyone else they’ve done business with. I care deeply about my clients.”

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Kayleen makes certain to stay in touch with past clients throughout the year. “I like to send them cards or little presents on their birthday, or just check in with them at different times to see how their lives are going. In one way or another, I connect with them dozens of times over the course of the year.”

When she’s selling a home, Kayleen spares no effort to show the property to its best advantage. “I hire a professional photographer to take all of my pictures. We make postcards of these that we mail out, and we hand deliver them in the target neighborhoods to let people know there is a listing coming out. We send out email blasts to everyone we know who might be interested, and we advertise on all of the social media platforms as a matter of course.”

Kayleen offers further help for her clients through her website, where she does blog posts on such topics as “Buying or Selling During A Pandemic” or “What to Consider when Hiring a Cleaning Service.” It’s just another one of the ways she strives to exceed her clients’ expectations.

While her schedule doesn’t leave tons of down time, Kayleen does love volleyball, and likes to occasionally organize a game with her friends. “It helps us relax, and takes our minds off business for a time.”

Kayleen plans to build a team soon, expanding from Columbus to establish offices in other areas of the state. In seven years, she also hopes to open offices in Florida.

Whatever path she takes, the goal will remain the same. “What I love most is seeing the happiness on my clients’ faces when we find them exactly what they were looking for.”

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Kayleen wants to help you achieve your dream!

You can reach her at 614-946-5173 or email kayleensellsohio@gmail.com. Please check out her website at kayleensellsohio.com for listings. www.

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TOM GRIFFITH

“I’ve always been enthusiastic about the real estate business,” says Tom Griffith, a top agent servicing Grosse Pointe, Michigan, a suburb of metropolitan Detroit. “My clients enjoy working with me because I work full time, am completely committed and I place a very high priority on customer satisfaction. I’ve always felt that good communication is one of the most important services an agent can provide their client. I’m available to take calls and find answers. People definitely like and appreciate that.”

served with distinction as a board member on the Grosse Pointe Board of REALTORS® for a fouryear term.

The majority of Tom’s business comes from repeat and referral clients, which he credits to his high quality of service. Tom stays in touch through personal contact, emails, texts, and social media, providing information about current market conditions and local topics of interest like schools, parks, or property taxes.

Tom has been in the business for many years, and you might say that real estate runs in the family. He is a fourth generation REALTOR® in the Detroit area, and his great-grandfather developed much of the real estate along Woodward Avenue in Detroit in the early twentieth century.

Tom’s grandfather and mother also sold real estate in Grosse Pointe. Continuing their legacy of community involvement, Tom Copyright Top Agent Magazine

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When it comes to marketing his listings, Tom primarily uses the internet for promotion. In addition to professional photography and drone video, Tom includes virtual tours on every property he lists. “We create a high-definition, 3-D, digital scan of the whole house,” says Tom. “Not only do sellers really like it, but buyers do too. It gives prospects the ability to explore the entire house in a way you can’t do with photos or traditional virtual tours.”

A stellar communicator, Tom believes in networking with other top agents in his area to better serve his buyers and sellers. “I find it extremely valuable to have a good working relationship with other agents in the community,” says Tom. He and his network share when listings might become available, what their buyers are looking for in terms of size, price range, location, amenities, and other information to help each client realize their real estate dreams.

After over three decades selling real estate, there’s a lot that Tom enjoys about his chosen profession. One thing stands above the rest. “Buying or selling a home can be a very stressful process for the people involved,” he says. “Part of my job is to smooth out the wrinkles. When a transaction goes smoothly, you really do see the joy and satisfaction on the client’s face. That is what’s so satisfying to me; knowing that I had a part in putting this together. Every deal is different, so getting to a closing and having happy clients is very gratifying.”

Tom is a partner with Real Estate in the Pointes in Grosse Pointe, Michigan, and he is excited to grow both his own personal business and the company as a whole. “I really do enjoy what I’m doing,” he says. “I’m committed and dedicated to what has been an excellent career for me.”

To learn more about Tom Griffith, call 313-910-6658, email tgriffith03@gmail.com, or visit grossepointerealtors.com www.

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CAROLINA JORDAN: THE RIGHT AGENT EVERY STEP OF THE WAY

You’d search long and hard to find a real estate agent more tuned to the welfare of her clients than Carolina Jordan. That’s because helping people find a home isn’t just business, it’s part of her spiritual mission. Known as the “Christian Family Realtor,” she approaches her work as the fulfillment of her commitment to serve God.

I’m working with a family, I even try to get the children involved,” she laughs. “I have a little contract I do with them, where they commit to things like keeping their room clean and helping their parents keep the house organized while it’s on the market. They enjoy being included in the goings on.”

It’s a precept she takes to heart, treating every client as if they were a brother or sister. Every new relationship begins with a prayer. “I pray with them and for them throughout the entire process. I think it helps focus all of us on each of our responsibilities, as well as helping us see those things we need to leave to God.”

Carolina has been a Realtor for four and a half years now, and loves every minute of it. Originally from Colombia, she is fluent in both Spanish and English, which allows her to serve a wider market

A number of her clients come to her through her church, or referrals from happy former clients who appreciate her faith-based approach. There’s a light-heartedness to Carolina’s practice, as she injects calm into a process that can often feel very stressful. “If 70

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than most Realtors. “People in the Spanish community can get left behind because of the language barrier. They carry that same American Dream of owning their own home, but often don’t have the support they need to achieve it.”

By partnering with an international brokerage, and the #1 most recognized real estate brand in RE/MAX Inspire, she is able to give her listings more exposure, and pull from a network of over 110,000 agents. She markets her listings across all social media, posting high quality videos of her clients’ carefully staged homes.

She also networks with other agents across the country. Most of her homes sell within a month of listing.

Carolina is always looking for different ways to serve the community she loves. She participates in events with local schools and other civic organizations, and she works hard to boost local businesses struggling through difficult times. “I interview owners on what I call ‘Support Small Business Friday,’ and post those to my Facebook and YouTube channel.

Especially during the pandemic, it is so important to inform people about the story behind the business. Often, that business represented a service that had never been provided before, or there’s a story there about how the business helped change a life.”

What does time off look like? “Being a mom has taken a lot of my time. But I love riding horses when I can. I also like to travel and learn about other cultures.”

Her plan for the future of her business is simply to continue serving families with a Christian spirit, with the knowledge that God will take care of the growth. “I want to help as many families as I can, give back to the community, and take the time to enjoy everything it has to offer.”

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To learn more about Carolina Jordan, call 843-900-4449, visit lowcountryhomesale.com or email carolinasjordan@gmail.com www.

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MARIA VILÁ

Maria Vilá closes over 70 transactions a year, and is ranked in the top 1% of realtors nationwide and in the top 15 individual producers in the Baltimore region.

As Maria tells it, she got her start in real estate in 2004, “By accident.” A realtor in her family encouraged her to take her real estate test even though Maria was selling cars at the time. She passed in flying colors, received her license, and immediately took to a career as a realtor, making her way in the business ever since. “You have to follow your dreams and be a go-getter.” Maria says. “That’s how I started. I set goals and was such a go-getter!”

Baltimore region. 100% of her clients are either repeat or referral based. What’s her secret? “A - I’m a personality, and B- I tell them the exact situation how it is: the truth.” Maria says. “I’m very informative, and I build my data base from the trust that I provide to people.”

Today, Maria closes over 70 transactions a year, and is ranked in the top 1% of realtors nationwide and in the top 15 individual producers in the 72

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There’s a heavy emphasis on social media marketing for every one of Maria’s listings.

She also sends out post cards featuring a listing throughout the given property’s neighborhood. Maria sees her easy-going approach to working with her peers in the industry as an essential part of what makes her so successful at closing her transactions and getting the best deal for her clients. “I always want to bring the deal to the table. I don’t stir the pot, and I always find a solution. If it can be done it will be done.” Maria stays connected with the realty community in her area through her involvement with the Harford County Association of Realtors.

Her commitment to helping her clients through the challenge of selling their home or buying their dream house is what Maria loves most about being an agent. “I provide a roof over people’s heads,” Maria says. “Even if the transaction is a difficult one, that’s what I always say. These people need a roof, and we need to do what we have to do. Or if it’s a seller, they need to move on to the next chapter in their life. So, I like to make that a reality for both seller and buyer.”

In her cherished free time, Maria has a passion for traveling with her husband who is also a realtor and has worked with Maria for the past six years. Maria knows the importance of balancing her career with making valuable time to spend with her family. “Balancing it is very important when you’re a full-time agent, and if you want to be successful in this business you have to be a full-time agent.”

Looking to the future, Maria is proud of the solid team she has built and sees the success of her business continuing based on the outstanding work she has done. In a couple of years, she hopes to retire.

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To learn more about Maria’s business, visit thevilagroup.com, facebook.com/thevilagroup, and homesnap.com/Maria-Fotiadis, email at Maria@TheVilaGroup.com, or by phone at (443) 904-4495 www.

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Uncommon Contact:

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

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Not everything has to be about business.

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

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

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 76

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

Don’t just react.

Create your own content.

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

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

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

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

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BONITA AREMAN Bonita Areman began her real estate career 20 years ago, having spent many years before that as a global sales director in the high-tech industry. “I am honored to be consistently recognized as a top producer with a strong proven track record.

I love what I do and it shows in the results I produce for my buyers and sellers”. Bonita has established herself as a realtor in her local market, and as the number one agent in West Orange. How does she do it…. “By giving my clients top-notch service, local expertise, putting them first, and utilizing all of my skills and available technology, I have grown a successful real estate business and built a long list of repeat and referral clients.”

As a REALTOR® with Coldwell Banker, Bonita specializes in residential sales and listings in Essex, Morris, Union and Passaic Counties. The bulk of her business comes from her robust referral base, an impressive feat that demonstrates the trust and confidence she inspires in her clients. “I go above and beyond” Bonita explains.

“One of the most important aspects of my job is to listen to my clients so that I can respond to their unique and specific requirements. As a seller’s agent I will determine your property’s value in today’s market and customizing a marketing plan to sell your property quickly, efficiently and at the highest price. For buyers I will guide you through the entire process from start to finish and insure the end result is in your best interest. I take great pride in being there for my clients to successfully navigate the real estate process and insure you get to closing.”

Bonita distinguishes herself when it comes to marketing listings. She employs a professional photographer and floor plan designer to create custom floor plans for brochures and virtual tours. In this new era when digital marketing is crucial, every home has a virtual tours and 3D walk-through for potential buyers to tour a home before they step inside. In addition, she has a robust social media team and invests in targeted marketing Top Agent Magazine

on Facebook and LinkedIn, Pinterest and Instagram.

Bonita has earned the title and accolades to be awarded the prestigious Zillow 5 Star Premier Agent status, in addition to Realtor.com and approximately 724 other websites worldwide.

Community involvement and paying it forward is important to Bonita. “For 16 years I have been the Chairwoman for the ‘PLAY FOR PINK’ Breast Cancer Research Foundation annual event at Cedar Hill Country Club.”

Bonita is also a strong animal advocate and involved in dog rescue with a number of local shelters. When she gets a chance to take some personal time she enjoys golf, Mah Jong, and her rescue dogs.

Bonita dedication to the real estate business and her commitment to do the best by her clients is key to her continued success. “My favorite part of real estate is my clients,” she says.’with every transaction I am reminded of the magic of my job- finding my buyers dream homes and helping my sellers make the next move in their lives.

Seeing the smiles and relief when I put a sold sign on a home or hand new home keys to a buyer is worth all the hard work.”

She lives by her slogan, “Personal service you deserve from an agent you can trust to bring you results.”

Ultimately, People trust me.

For more about Bonita Areman, call (973) 568-0341, email Bonita.Areman@coldwellbankermoves.com, or visit YourHomeBuyingExpert.com www.

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ELIZABETH BAIN Before embarking on a career in real estate, Elizabeth Bain worked at a community development corporation as a Foreclosure Prevention Counselor, where she also managed a first-time homebuyer education program. She first obtained her real estate license for supplemental training purposes, but after realizing that she felt passionate about helping buyers and sellers make their dreams come true, she decided to become a REALTOR®.

She currently works at Commonwealth Standard Realty Co. and helps clients throughout Boston and within a 30-mile radius of the city.

Through hard work, an emphasis on long lasting relationships with clients, and a stellar reputation of getting excellent results, Elizabeth has managed to create a business based on organic referrals. “I think my clients know that I truly care about them as individual people. They understand that I will ensure they get into the right type of property, and I won’t push them into a transaction just to close a deal. It’s all about building relationships based on mutual trust for me,” she says.

I love that every day is different, and I love getting to know my clients and really investing into that relationship. There’s never a dull moment in this job.”

Outside of her work Elizabeth is passionate about being active in her community and doing her part to better the world.

She is a member of the Massachusetts Association of REALTORS® and is also currently working on an exciting project that consists of setting up a scholarship fund for high school students. “The idea behind it is to give a $10,000 scholarship to a high school senior who’s looking to study Environmental Sciences. If everything goes well, we plan to launch in 2021.”

In her spare time Elizabeth loves to travel and hike.

“Something I’ve been working towards is completing the NH48, which is hiking all the mountains in New Hampshire that are above 4000 feet in elevation.”

Going forward she hopes to increase the ways in which she can give back to the community. Professionally, she is looking to continue growing her business and always serving her clients with great care and integrity.

When working with Elizabeth, sellers can always count on her to pull out all the stops in order to market their properties. She uses various social media platforms, including Instagram and Facebook, to reach a wide audience of potential buyers. “I find social media marketing to be very helpful, especially with millennials who prefer to shop online. But we also use more old-fashioned methods like local flyers, which can encourage neighbors to get a friend or family member to look at the property,” she says.

Although Elizabeth’s hard work has produced an impressive 49 sales for her just this year, she’s much more interested in helping clients accomplish their goals than counting her numbers. “It’s so rewarding to see someone who is excited about starting the next chapter of their life, and to be a part of that journey.

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To learn more about Elizabeth Bain, email elizabeth@commonwealthstandard.com, call (508) 954–1935 or visit elizabeth.commonwealthstandard.com Copyright Top Agent Magazine Magazine

6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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BRANDON BARTEE Brandon Bartee is passionate about where he lives, and for him, real estate is a way to give back to his community. In the small town of Pomeroy, Ohio, Brandon and his wife started a successful school photography business, which grew quickly. “We realized we didn’t want to grow beyond that point because it would be difficult to control quality,” Brandon says. “After high school, my original plan was to get into real estate. We gave ourselves permission to take a risk.” With two years in the business, Brandon has already seen exceptional success.

Already, the majority of Brandon’s business comes from referrals, an achievement he attributes to the strategies he has brought to his business. Working in a small community, Brandon immediately set himself apart by bringing in practices from bigger markets, including video tours, digital marketing, and professional photography. While Brandon began on his own, he is currently interviewing for an administrator to join him, as he and his wife are expecting their first child.

To market his listings, Brandon uses a comprehensive strategy that begins with beautiful images. “Coming from a professional photography background, my first goal is to treat listings like they are a dating profile,” Brandon says. “My priority is to make any home the most attractive listing on the market.” Because of Brandon’s attention to detail, his listings receive wide interest and sell fast. With “Deep Dive” videos on Instagram Live, Brandon reaches new buyers in creative ways. “In the age of Covid, most of my buyers right now are coming from larger areas,” Brandon says. “I try to be up to the standards of those cities because those are the buyers, and because it is better for my clients.”

While Brandon would never trade the years he spent building his photography business with his wife, he feels that he has now found his true passion in real estate. “Any sort of transaction, whether it’s buying or selling, is almost always tied to some major movement in someone’s life,” Brandon says. “The fact that I get to be there with them, and put them in a better position is very meaningful to me. I really feel my job is worthwhile in that regard.”

Brandon believes in giving more than he takes, a philosophy that guides his professional life and his community engagement. “I believe that people like myself who have seen success, that it is our duty to give back,” Brandon says. “This community has given me so much.” Brandon serves on the board of Meigs County Community Fund, an organization founded to fund philanthropic efforts and community projects. “We’ve created an endowment for philanthropy and grants for projects that will make a difference in the community,” Brandon says. “So far, we’ve completely funded the start up of a farmer’s market, and a sensory room at a local school for kids with Autism spectrum disorder. I’m so proud of that work.” Additionally, Brandon and his wife regularly find ways to give back, whether it’s renovating local green spaces, or volunteering with neighborhood beautification.

For the future Brandon plans to continue to expand, and he hopes to double his volume in the next year. To keep his customer service at the highest level, he also looks forward to growing his team.

“I want to focus on what I do best,” Brandon says, “so I can help more people achieve what they want to achieve.”

To find out more about Brandon Bartee, contact him by phone at 740-416-4103 or by email at brandon@bartee.house Top Agent Magazine

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TASHA BECKMAN Tasha was at a career crossroads, when a neighbor suggested looking into a future in real estate. It turned out to be a fortuitous suggestion. Today, Tasha is going on four years in the business, heading a thriving team of nine collaborative agents that serves markets across the entire state of Colorado. Tasha’s team specializes in estate and probate transactions, partnering with attorneys to serve clients statewide.

As of last year, Tasha’s Mama Bear Team with EXIT Realty DTC derived 38% of business from referrals, and 17% from repeat clients. Tasha attributes the team’s success with repeat clients to their great customer service and expertise in estate and probate real estate.

Tasha explains, “We are all driven from a client services perspective, and communicate at a higher level with our clients throughout the transaction to make sure that they are informed every step of the way.”

Specializing in estate and probate usually means that Tasha’s clients have experienced a recent passing in their family, which, Tasha emphasizes, makes excellent client service even more essential to creating a positive experience for a someone going through a difficult time. Tasha says, “Delivering keys and exceptional service might get a smile at the end of the day, and that’s what drives me.”

how Tasha turns For Sale to Sold quickly.

It’s no wonder Tasha’s transaction volume last year reached $14 million.

As a team, Tasha’s brokerage supports Sleep in Heavenly Peace, an organization that constructs beds for children in need, providing mattresses, bedding and everything a child needs for a good night’s sleep.

Tasha is also a passionate supporter of Kids Mobility Network, a non-profit specializing in pediatric durable medical devices like wheelchairs, walkers, and hand-bikes, for children with disabilities.

When not working, Tasha loves golfing and spending time with friends and family. Looking to the future, Tasha is making moves to expand the team, with five potential agents in training for their licenses. The target for 2021 is to grow the team by at least seven additional members and expand their work in the Denver and the greater Colorado community.

Tasha concludes, “There is a different way to be successful, from a consumer perspective, when you’re looking at how to find a house, making the right choice, and having a successful strategy. Partnering with the right REALTOR or team is a big step in the right direction.”

Tasha keeps in touch with past clients utilizing a variety of methods, from stop-bys to mailings, phone calls to fun activities where clients can engage with the community of buyers, sellers and agents that a successful team fosters over time.

When it comes to marketing their listings, Tasha’s team employs a wide spectrum of strategies. A new property on the market receives their every effort, from that sign in the yard to a robust online campaign that spans various social media platforms and syndicates the listing across numerous websites. ‘Just Listed’ postcards and targeted outreach to renters in the property’s area also factor into 82

Connect with Tasha via phone: 303-419-7082, or email: tasha@mamabearteam.com, or visit: zillow.com/profile/mamabearteam, and mamabearteam.com

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion84

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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KATHY BIRCHEN When Kathy Birchen was working as a nurse and managing a medical unit in a hospital, a close friend who was a Broker encouraged her to consider real estate.

“My friend said she thought it would be a great career switch for me because I was recruiting personnel for the hospital and filling all the nursing positions during a shortage,” Kathy says. “My friend said, ‘You’re personable, a go-getter, and you know sales. So I made the switch. I had an incredible support system behind me, and I am so happy that I made the leap because I love what I do. It was the best move I could have made.”

With twenty eight years in the business, Kathy now leads her own team, The Birchen Group, which serves the Greater Lansing market in Michigan. One of the top producing teams in the area, Kathy attributes her success to her knowledge, work ethic, and customer service.

Committed to her own professional growth, Kathy has earned an impressive array of educational credentials in the field. “My goal is to always exceed the expectations of my clients,” Kathy says.

Because of Kathy’s commitment to her clients and to delivering professional and conscientious service, the majority of Kathy’s business comes from repeat clients and referrals. With honesty and integrity at the core of her approach, Kathy builds a long-lasting trust with her clients that keeps them coming back. “I treat everybody as an equal part of the transaction, no matter what the price range is,” Kathy says. “I treat everyone with respect. My clients appreciate my open approach and my knowledge base. I have a lot of professional designations, which I earned to empower myself and to empower my clients.”

To market her listings, Kathy employs a comprehensive digital and social media campaign strategy that gives her clients wide visibility. “My clients’ listings go out across over fifty two websites,” Kathy says. “Internet exposure is a major source of business.” In addition, Kathy sends postcards and mailings to targeted neighborhoods, as Top Agent Magazine

well as just-sold postcards, email newsletters and client letters, in order to recruit new listings and find new buyers.

With her background in nursing, Kathy has dedicated her professional life to helping others, which she sees as the fundamental goal of real estate. “Shelter is one of our most basic needs,” Kathy says. “I love helping people find a home, and making sure they are happy with their decision.

It’s important to me. That is why they keep coming back and referring me.”

While Kathy’s thriving business keeps her busy, she loves to spend her limited free time with her children and her grandchildren when possible. “They are the highlight of my leisure time,” Kathy says, “and I don’t have much of it these days!”

Kathy has just begun to build a new team, which she is forming with the goal of sustainability. “When I’m ready to cut back, I want to make sure I’ve built a business that will continue to give my clients the highest level of service,” Kathy says. “I want to make sure my agents have what they need. I work seven days a week currently, and a friend warned me that I would burn out if I kept going at that pace. But I’ve never burnt out because I love what I do.”

To find out more about Kathy Birchen, call 517-719-1900, email kbirchen@tomieraines.com, or visit birchengroup.tomieraines.com https://

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ARYNE BLUMKLOTZ + DULCINEA MYERS-NEWCOMB Dulcinea Myers-Newcomb has always had an interest in real estate and a passion for helping people. After leaving the world of education, she partnered with Aryne Blumklotz, who has been licensed since 2005. “Initially, I went to work for her as an assistant,” Dulcinea recalls. “After getting my license in 2013, we formed a partnership.”

Aryne and Dulcinea now work with Living Room Realty in Portland, Oregon, serving Portland and its environs. With an annual sales volume goal of $20M, they report that their business is primarily repeat and referral clientele. “What sets us apart from our peers is our level of customer service,” Dulcinea asserts.

“Our client relationships don’t end with the close of a transaction or the handing over of keys. We’ve implemented the Honored Client program which maintains our outreach for weeks, months, and years afterward.

We further encourage them to call us whenever they need information or guidance.”

It’s not surprising that Aryne and Dulcinea receive stellar reviews for their esteemed work ethic. Clients Joanna A and Beth G recently wrote: “Aryne and Dulcinea both possess the necessary cadre of skills a potential buyer and seller need. No question was unanswered, and every uncertainty was addressed by them and their deep team of seasoned professionals. I highly recommend these two and look forward to working with them again.”

happenings.” She says it’s all about keeping it fresh and engaging.

Dulcinea admits there’s never a dull moment in the real estate business.

“Each day is unique, which makes it exciting,” she exclaims. “Aryne and I love working together, and we love helping our clients attain their real estate goals. We’re changing people’s lives through real estate, and that is very rewarding.”

The partners believe it’s important to give back to the community that’s been so good to them. “Our office is located on Alberta Street and I curate art, so every Thursday, we contribute to the Alberta Art opening,” says Dulcinea. “We also participate in many local drives, street fairs, and most recently, we’re taking part in the Hope Project.” When not working, Aryne and Dulcinea enjoy spending time with their families. Their hobbies include art, dance, travel, and yoga and neighborhood walks.

As for the future, Aryne and Dulcinea will be attending a business development retreat in January. “We have a lot to review,” says Dulcinea. “We may expand or continue along as we are. As long as we are able to be there for our clients and their needs, that’s what makes it all worthwhile.”

In addition, this dynamic duo are specialists in ADU dwellings, helping their clients navigate the ins and outs of building an income property on their lot. “We’re also Earth Advantage brokers, specializing in green or high-performing homes,” says Dulcinea. “We like to say we offer an elevated level of service.”

The team’s marketing expert, Dulcinea believe it’s important to send out materials that are relevant to their clients. “We don’t just send out listings. We make sure to include information our clients would want to read,” she says. “For example, we’re now sending out a giving guide. Other times it’ll be charity info or local 86

For more about Aryne and Dulcinea, email dulcinea@livingroomre.com, visit aryneanddulcinea.com/ourteam, or call (503) 380-5124 www.

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Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school Top Agent Magazine

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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TIM CASTROREALE Tim Castroreale began his real estate career as an appraiser in 1988. “I had my Certified Appraiser license from 1988 to 2017 and was still doing appraisals part-time until about 2000,” he remembers, “but in 1995, I wanted to go into the selling side of the business.” Tim got his license that year, followed in 2004 by his broker’s license. He has now been selling real estate for 25 years, and clients value his personalized service and hard work on their behalf.

Based in Huntington Beach, Tim serves all of Southern California. About half of his business comes from repeat and referral business, a testament to the trust and confidence he inspires. “I provide good personal service to my clients, and I’ve never had an unhappy client in 25 years of selling,” he says. “I always negotiate on their behalf. This business is a referral business, and reputation is key. I always do the best job I can for my clients.” Tim’s portfolio also includes some probate work for attorneys and for the County of Orange.

as opposed to being in a corporate office.

I like getting to run my business as an entrepreneur.” When he is not working, Tim enjoys getting away locally for a few days, whether it’s to the beach or wine country.

In the future, Tim plans to continue growing his business locally, with an eye to possibly expanding more into the luxury market. Above all, Tim wants to continue providing his clients the best service possible and helping them achieve their real estate goals. “I always put my clients’ best interests first,” he says. “This business is about relationships, and I love being of service to my clients.”

Tim was born and raised here, so his detailed knowledge of the area sets him apart, as does his experience.

“I’ve been doing this a long time, being of service to my clients, and I always put my clients first.” He maintains personal relationships with many of his clients outside of business, and they know he is always just a phone call away when they need his assistance.

When it comes to marketing his listings, Tim uses a combination of new technology and more traditional methods to get the word out. He promotes his listings via social media marketing, mailings, and word of mouth. The results speak for themselves: last year Tim enjoyed his biggest year yet in the business, with a sales volume of about $23 million.

Tim’s favorite part of working in real estate is the people. “I love to interact with people,” he says. “I also love the relative freedom of being out in the field working, Top Agent Magazine

For more about Tim Castroreale, contact him at 714.336.3755, or by email at tim@ocliving.com.

You can also find him online at OCLiving.com, or at facebook.com/MyOCLiving www.

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JEREMY DECK “You have to be available. I always answer my phone,” says Jeremy Deck, founder and owner of Deck Realty Group in Illinois. “I don’t push people into homes. I truly believe that, within the first five minutes, a person knows if a house is for them or not. They can tell when they walk in the door.”

Jeremy started his professional journey in the finance sector. Around a decade ago, in 2012, he decided to make the change to real estate. “I always had an interest in the industry,” explains Jeremy. “At one point in my life, I was working in lending and then moved into insurance. I felt like real estate was an excellent next move.”

In November of 2014, he started his own brokerage—Deck Realty Group. He currently has four brokers working underneath him. This team includes his wife, Megan Deck, who joined the firm as a part-owner in 2019. Based out of Hoopeston, Illinois, Deck Realty Group serves Vermilion county and the surrounding areas.

getting a mortgage, insurance is the last thing you want to worry about, so I’m able to help my clients through the process. That, plus my past experience in finance, means I understand all sides: banking, insurance, and real estate.”

Jeremy’s expertise in all facets of the business pays off. 2020 marked Deck Realty Group’s best year yet. “We’ve been consistently in the top five of our local MLS,” Jeremy says. “We’ve been there ever since we started.”

Jeremy and his family are extremely active in their community. He has served as a local grade school board member for the past eight years, and likewise Jeremy has been on a co-op high school board for the past two years. “My wife and I are active in about every aspect of the community,” Jeremy says. “In a small community like ours, you see everyone everywhere and know them by name.”

“We cover Midwest Illinois, and we also go into Indiana,” says Jeremy. “We’re about five minutes from the Indiana borderline, so it makes sense for us to do both states. Our main business is in a smaller, rural town of about five thousand.”

When he isn’t working hard for his clients or community, Jeremy and Megan love to travel.

They have two twin granddaughters who are about to turn one, and their son, Colin, is a sophomore in high school. The couple spend as much time as possible with their family.

The majority of Jeremy and his team’s business comes from repeat and referral clients. He credits this to his wide spectrum of experience in the industry. “Along with real estate, I also own two insurance companies,” Jeremy says. “When you’re

Looking to the future, Jeremy has big plans. “I hope we grow,” he says. “I would like to step out of our county, get some other agents, and get into the surrounding areas. North, south, east, and west. I’d like to expand by adding four or five more agents.”

For more about Jeremy Deck and Deck Realty Group, call 217-772-1978, email jeremy@deckrealtygroup.com, or visit deckrealtygroup.com www.

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Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 92

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

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MARY DEEKEN With 23 years of experience in the real estate industry, Mary Deeken is a seasoned real estate professional assisting buyers and sellers throughout the Metro Milwaukee Area. Mary currently works at First Weber Realtors where she educates and guides her clients into making the best real estate choices.

A former English high school teacher, Mary has been able to pivot her nurturing attitude, communication, and patience to her role as a Realtor®. She makes sure her clients understand every step of the real estate process and can make educated decisions. “I think a big part of why my clients come back to work with me, and refer me to their family and friends, is because they appreciate my positive approach and can-do attitude. I’m in this to help my clients, and if it takes showing them a 100 different homes to find the perfect one, then that’s what I’ll do.”

Mary is dedicated to providing top-notch service and support to her clients, which is why she chooses to work as a solo agent. “I am not in a team because if a client picks me to be their agent, they get me from start to finish. I’m a one-stop-shop,” she says. She uses social media as a marketing tool, and always invests in professional photography and hosting open houses to optimize the exposure of her listings. Her work ethic brings in anywhere from 55 to 70 closed transactions per year.

Her commitment to help find clients exactly what they’re looking for has built Mary’s reputation as a client-oriented agent. “I love to watch the happiness my clients experience when they finally get the home of their dreams. I’m also a problem solver, so I enjoy working hard to figure out any obstacles we encounter along the way in order to get the desired results.”

Mary’s enthusiasm for real estate is driven by her Top Agent Magazine

natural inclination to help people. “There is something really magical about helping people find the right home. That’s why I enjoy my work so much. I’m not a 9 to 5 type of agent, I’m always available to answer any questions my clients might have in order to ease their minds, so latenight phone calls do not bother me.”

Outside of work Mary makes time for her other lifelong passion, dance. She is the founder of Sparklers Dance, an affordable youth dance program. “I like to give the kids who can’t afford to spend thousands of dollars on dance classes this opportunity to practice their craft.” She also enjoys quality time with her husband and two kids. Together they like to travel and golf.

This year, and going forward, Mary is dedicated to making business decisions that are rooted in helping people. “My focus is making sure my clients get the best possible service and results. My objective every year isn’t how many sales I can get, it’s how many people I can help.”

To learn more about Mary Deeken please call (414) 403–6279, email mdeeken@firstweber.com, or visit marydeeken.firstweber.com http://

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JUDITH DUFFY After working at law firms for decades in New York and New Jersey, Judy Duffy made a fateful decision to switch careers and move into real estate at the suggestion of her brother, Robert Golden, a longtime Realtor®. She never looked back.

Judy has been in real estate for five years now and she couldn’t be happier with her new calling. She works together with her brother to provide personal and efficient real estate service to clients in Middlesex, Union and Monmouth Counties, in New Jersey, and throughout their partnership they have seen their success flourish and grow over time.

Judy really enjoys her new career. She genuinely cares about the well-being and success of the people around her. A kind soul with a generous spirit, she devotes the bulk of her time to serving her community. “I absolutely love helping people. I keep in contact with all of my private customers and form relationships,” Judy says. “I call people and check on them, even years after the deal has closed.” Judy’s relationship-focused method of providing personally tailored service and treating each of her clients’ cases as their own unique process has been a hit with her customers; she’s seen her number of referrals grow each passing year. When it comes to interacting with her clients, Judy makes their comfort a top priority. She is a regular communicator and keeps herself readily available throughout the day so that any questions her clients might have are swiftly answered. “I’m really reachable. I answer the phone all the time and get back to people,” Judy says.

Her ability to maintain a direct line of contact with clients past and present makes their lives that much easy when conducting real estate business.

In keeping with her oft-displayed humility, Judy describes herself as “under the radar.” She continues, “I keep my head down and work hard.” Judy’s infallible work ethic has allowed her to surge forward throughout her short career and close an impressive number of transactions; she’s done almost 30 in 2020 94

alone; half of those being listings. With a personal drive to learn and to give that knowledge back to the community, and with a little help from her brother, Judy has become an elite Realtor® with a panache for client interaction and a wealth of expertise with which to navigate the transactions that come her way with ease.

Judy has hit her stride with real estate.

She enjoys every part of the job, from the flexibility to the outreach, to even the cold calls. It’s a perfect fit, and she hopes to be a part of the industry for years to come.

In her free time, Judy keeps busy spending time outdoors with her husband of 30 years, Jimmy, her four children, son-in-law, and three adored grandchildren.

She is also frequently involved with outreach programs in her community, such as volunteer work for Meals on Wheels. Judy is a breath of fresh air in the real estate field, and she gives her all to serve her clients.

Contact Judy today for top quality, personalized real estate assistance!

For more information about Judy Duffy please call (732) 221-0217 or email Judithduffy3@gmail.com.

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

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

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

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 96

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

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

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

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

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VICTOR DUQUM As a confused 24-year-old trying out different jobs and searching for his perfect career, Victor Duqum decided to take a leap of faith and pursue a real estate license. “I ended up deciding I just wanted to go into real estate because I saw an opportunity there and it looked like a lot of fun,” Victor explains. He quickly got his license and joined a large brokerage, though he decided soon after to move to a smaller brokerage instead to learn in a smaller, more personal setting. Since becoming licensed in 2005, Victor has dealt with both good and bad economic times, and he even opened his brokerage, VSD Realty, about three years ago. “It’s just been a lot of fun,” Victor says, which is a sign that this was the right career choice for him after all.

Though Victor never intended to create such a prominent name for himself, he is now one of the top agents in the Cleveland, OH area. He believes that this success can be attributed to his connection with his clients. Victor is incredibly down-to-earth and honest; “It’s just a part of my personality,” he says.

Additionally, Victor says, “The way that I market is a little different from most agents, and it’s really been amazing.” He always seeks to make both local agents and potential buyers aware of the property before it is listed, and once it is, Victor says they are typically sold at or above the listing price within 48 hours.

Clients undoubtedly appreciate these impressive results. One former client shared, “Victor Duqum is one of the most talented real estate agents we’ve ever worked with. And, one of the most down to earth people you will meet. He helped us find a perfect home a couple of years ago, and after a need arose for us to move and sell on short notice he came to the rescue.”

Victor is both a people-person and an expert in the real estate industry, so he says, “All of those things come together and they certainly help as an agent.”

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As a realtor and a father of four children, Victor has become a valued member of the Cleveland community. He donates to several local organizations, including his children’s schools and extracurricular activities.

Though his work and family commitments take up much of his time, when he has time to relax, Victor enjoys playing the guitar and other instruments, playing volleyball, and attending his kids’ sports games.

Though Victor previously thought that his future would include growing his real estate portfolio, he explains, “Now that I’m taking on agents and sort of handling the other side of it, it’s really fun being a broker.” He would love to expand his brokerage and offer it as a platform to help more local agents. Victor says that his favorite part of his job is “The opportunity to connect with people,” and he truly looks out for each of his clients to provide them with a highly personalized experience throughout their transaction.

It is no surprise, therefore, that Victor advises all agents by saying, “It’s way more fun if you’re in this to help other people.”

For more information about Victor Duqum, please call 216-406-1772 or email victor@vsdrealty.com 97 Copyright Top Agent Magazine

BRAD ELAM Top Agent Brad Elam – of Elam Real Estate in Murfreesboro, Tennessee – is a dedicated, knowledgeable and extremely honest Realtor who has built a thriving business on a foundation of integrity and an indefatigable work ethic. Brad’s focus on providing his many buyers, sellers and investors with top-notch, highly personalized customer service has translated into an ever-growing stellar reputation as a trusted real estate advocate for those lucky enough to work with him.

Brad began his career in real estate in 2016, following a twenty-two-year career in the production field.

Following a series of misfortunes – including a major back injury that effectively ended his previous job – Brad struggled to find a new one that would allow him to support his family. After a brief stint attempting to work in the appraisal arena, he ultimately decided to follow in his brother’s footsteps and get his real estate license. “I’m going to be blunt,” says Brad, “when I first got started I had very little money to my name.”

Hard work, unrelenting cold calling, and sheer determination paid off very quickly for Brad, and he has since achieved a level of success unmatched by many of his competitors with much more longevity in the business.

Nominated for Rookie of the Year right out of the gate, he sold thirty-two homes in 2016, and his business has grown exponentially, with more than eighty sales in 2020, an astounding achievement by any measure.

Currently, more than half of Brad’s considerable business is based upon referrals and satisfied returning clients, an accurate barometer of the excellent customer service his is providing. “A lot of that has to do with the fact that I’m brutally honest with my clients,” he explains, when asked how he manages to achieve such impressive levels of trust and loyalty amongst those he works with. “I also always find a way to connect personally with them. I focus on their personal experiences, and share my own, which includes having been in the lower middle class for a long time.”

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“I love working with first-time home buyers,” says Brad. “It brings me a lot of joy to go through the transaction process with them, and it’s exciting when they finally close a deal on their new house.”

He also truly appreciates his current career, and the sense of fulfillment it provides. “For twenty something years I punched a time clock and I did not enjoy my job, but it put food on the table and provided a paycheck every month.

Now, I work seventy-five to eighty hours a week, but I love it so the hours don’t bother me at all.”

Brad, who currently holds a perfect, five-star overall rating on Zillow – comprised of dozens of glowing testimonials – is also philanthropic minded, and he gives back to his community in a variety of ways.

Though there are many superlatives that could describe Brad and his career, one rises above all others: inspirational. When asked what advice he might have for others, he grows thoughtful for a moment before replying.

“When you’ve hit rock bottom, there’s only one way to go, and that’s up. Don’t ever look back.”

For more information about Brad Elam, please call 931-273-4116, visit BradElam.com or email Brad@ElamRE.com www.

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 99

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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HOLLAND ESPOLT After doing a less than enjoyable stint in a salary HR position, Holland Espolt decided it was time to make a change in her life, to give herself more freedom and fulfillment. She looked, of course to real estate. She cruised through the course work and passed her test to get her license on her first try, and quickly came to love her new career. She’s been working as a Realtor® for three and a half years now, and has seen a huge amount of growth in those few years. Holland has made a name for herself in the industry by working hard to provide the best quality service she can to her clients.

impressive. She tripled her number of transactions and total volume closed per year between 2019 and 2020, becoming a Top Producer. She is of the mind that she got to where she is today through self-reflection and the help of her trusted associates. “Who you surround yourself with is incredibly important. When I joined the brokerage that I’m with now, I tripled my transactions and income.” Holland also says, “What real estate has taught me is so much deeper than being a Realtor®.

It’s really about finding your place and knowing that you’re worthy of whatever it is you want.”

One of Holland’s main reasons for moving into real estate as a full-time career was that she really wanted to help people. Holland is a truly generous person who regularly gives her time to better her community and goes above and beyond the call of duty to make her clients’ lives as easy as possible.

Outside of work, you can find Holland spending time outside boating or off-roading, and spending time with her beloved three dogs. She puts a high priority on giving back to her community, working with a variety of organizations in her free time. She also loves mentoring new agents. Holland hopes to continue her growth as a Realtor® in the coming years, and if you’re looking for someone caring and knowledgeable to help you with all your real estate needs, give Holland a call today!

Holland puts a focus on relationships over business in the way she navigates her career that has made her popular with members of her community. She has a passion for meeting people and getting to know them, which has proven to be a boon to her pursuit of success in real estate. “I love turning my clients into family and friends,” Holland says. “Through the transaction, I really build a rapport and grow a personal relationship with people.” Her personal approach to conducting real estate business is a hit with her clients.

When Holland helps sellers, she puts a lot of work into making her listings look pristine. She uses drone video and professional photography to create an immaculate visual representation of the home, then uses a green screen to give a personal presentation, while advertising her listings across Facebook, Instagram, and YouTube.

Holland’s meteoric rise in the last year has been Top Agent Magazine

For more about Holland Espolt, please call (951) 250-3544, email hollandespolt@gmail.com or visit homes-by-holland.com Copyright Top Agent Magazine 101

ERIC GRAHAM With an extensive background in the hotel hospitality industry, Eric Graham entered the world of real estate understanding the importance of prioritizing his clients’ needs. Within three years of starting in the business, his hard work ethic and integrity have made him a sought-after agent in Myrtle Beach, South Carolina, where he currently works at The Trembley Group, brokered

by Keller Williams.

When working with Eric buyers and sellers can count on him to expertly guide them through the transaction process, while keeping their best interest in mind.

His passion and energy propel him to go above and beyond to help his clients always get the best results.

His business has already seen a fair share of repeat and referral clients, which he credits to his impeccable customer service. “I think the most important trait my clients appreciate about me is my ability to listen to them. Carefully listening to each client’s story helps me start developing the perfect picture in my head for what they want to achieve, and how I can best guide them towards it. I’m just thrilled to play a small part in their story,” he says.

Thanks to a savvy marketing strategy and utilizing social media platforms, Eric finished 2020 with 43 closed transactions, despite all the obstacles presented

by COVID-19. It was his desire to help people reach their real estate dreams that motivated him throughout the year and helped him finish strong. “I think a big part of my success is the fact that I truly enjoy helping people and I’m service-oriented. Being able to serve somebody and help them accomplish their goals is very rewarding for me,” he says.

Outside of work Eric believes it’s important to stay involved in his community and help instill ethics and values into the next generation. Both him and his wife, 102 102

Courtney Graham, volunteer in various programs through their local church.

“Our main goal is to nurture the next generation and help them blossom into confident adults,” he says. In his time off Eric enjoys a healthy lifestyle. He likes working out, being outdoors, and spending quality time with his daughters, Anna and Vanessa.

Entering 2021 Eric hopes to continue giving his clients the highest level of service. One of his long-term goals is to one day start a program where he can use his real estate knowledge in order to help the homeless population. He also has these words of advice to young agents who are just starting out in the business: “Having a relentless work ethic and an everyday grind mindset is crucial to success in this business. The real estate industry is constantly changing, and because of the nature of our business we’re never entirely sure of what the future holds for us. But if you can go to work every day and be the best version of yourself, and constantly work to make yourself better, you’re already winning.”

To learn more about Eric Graham email egraham@thetrembleygroup.com, visit thetrembleygroup.com, or call (843) 945–1880, ext 377 www.

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 104

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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DANNY GRECO When Danny Greco bought his first home, the experience with his buyer’s agent inspired him to shift gears from the mortgage industry, which was his career at the time.

“It was my experience as a home-buyer that made me want to help people through real estate,” Danny says. “My agent did not prioritize education. I bought my first home without understanding if it was a good decision or a bad one. I decided to become an agent because I thought I could help my clients and empower them through education, which I wasn’t provided as a home buyer.”

Now with eight years of experience, Danny has built a thriving business in Seattle, Washington. A Realtor® with Keller Williams, Danny works tirelessly to make sure his clients understand the buying and selling process every step of the way. Patient, understanding, and transparent, Danny makes his clients feel cared for and heard. The majority of his business stems from repeat clients and referrals, a success Danny attributes to his no-pressure approach. “For me, it’s not about the sale,” Danny says. “My clients understand that I’m there to educate and empower them in their decision making. I’m there to be an advocate and a co-pilot on their journey.”

Danny’s clients love his hands-on and honest approach, and they feel supported by his enthusiasm for helping them understand the complex process of buying or selling a home. “I’m pretty relentless in giving people an idea of the bigger picture,” Danny says. “Within our agency, I’ve served on the Leadership Council Committee with a focus on how we educate our agents.

The way I see it, the more the clients understand, the better decision they are able to make for themselves and their family.”

To keep in touch with past clients, Danny uses a combination of traditional and creative methods. “Being present with my clients during big life moments, such as when they get married or have a child, is something I love to do,” Danny says.

What Danny likes most about being a Realtor® has not changed since he first entered the industry. “What initially attracted me to the job was the opportunity to be a part of someone’s financial journey, their wealth-building process,” Danny says. “Real estate is such an increasingly important step towards prosperity, and it’s getting harder, especially for young people now. The bar for entry is getting higher and higher. It’s more important than ever that people have a Realtor® by their side who focuses on the bigger financial picture and who can synchronize that with clients’ goals.”

To give back to the community, Danny consistently partners with the Make a Wish Foundation. When he does find himself with free time, he loves to spend it with family and friends, enjoying the bountiful outdoor activities of the Pacific Northwest.

In the future, Danny plans to expand and to grow a small team. “I’m starting to plan for my own family,” Danny says, “so I want to have careful expansion that gives me a little more free time.” Danny is grateful that his career allows him to help others, and grateful that it has given him so much in return. “One thing I underestimated when I first entered this industry was the friendships you can create in this career,” Danny says. “There’s not only the reward of getting someone through the process and handing them their keys, but also forming a real friendship with them. I am continually amazed at how my career brings me closer to people.”

To find out more about Danny Greco, please call 206-455-4649, email Danny.Greco@kw.com or seawahomes@gmail.com or visit dannygrecohomeswa.com Top Agent Magazine

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JULIE GRITTON Getting her start as a secretary at a real estate office, Julie Gritton soon fell in love with the industry. “Over the years, I moved up into different positions that gave me experience in all aspects of the real estate industry, and this led to me obtaining my broker’s license,” she explains. Now 18 years later, and she is team lead of The Julie Gritton Team. Serving Sussex County in Delaware, Julie’s business largely consists of repeat clients and referrals. She goes above and beyond to give her clients the best experience possible, eliminating stress and helping them accomplish their goals.

It’s Julie’s hands-on approach and emphasis on communication that helps her stand out. “I stay in touch with all of my clients during the process, and I’m very in tune with their needs,” she says. From Modest to Luxury, Julie gives everyone the same attention and service.

“I treat them the way I would want to be treated,” she says. “Communication is my top priority.” With multiple designations, including Certified Residential Specialist (CRS®), Global Luxury Certification, Accredited Buyer’s Representative (ABR®), and Seller Representative Specialist (SRS®), she is well-equipped to handle any type of buyer or seller.

us find the perfect home in Lewes. She advised us on the best communities that met our needs. Julie helped us negotiate an offer that the sellers accepted, and we are very happy with the purchase. She is knowledgeable, responsive, and helped make it a smooth transaction from start to finish.”

While out of the office Julie enjoys spending time with her husband and 2 children and giving back to the community through her work with various organizations throughout the community. Her team donates a portion of every commission to St. Jude’s Children’s Hospital. The American Heart Association, March of Dimes, Big Brother Big Sister and the Delaware Food Bank also receive donations from Julie and her team.

Looking ahead, Julie is eager to continue growing her team. “We’re getting to that point where we’re looking for more talented individuals who want to work together.

Our goal is to keep the same great service as we help more people with their real estate needs.”

When it comes to marketing, Julie also exceeds expectations. Having her bachelor’s degree in business and marketing helps her plan specific marketing plans for each home she represents. “We do a mixture of options when it comes to advertising,” she says. “We make sure all properties are on top sites like Realtor.com, Zillow, and Trulia. We utilize several social media platforms, local newspapers, ColdwellBanker.com, the MLS and have a professional photographer who takes pictures of all our listings. Our goal is for everyone’s property to appear its best, as you never get a 2nd chance to make a good first impression.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “Julie helped 106 106

For more information about Julie Gritton, call 302-645-1111 or email julie@selltheshore.com Copyright Top Top Agent Agent Magazine Magazine

Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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BYRON HATCHER Growing up in rural Tennessee, Byron Hatcher learned two lessons from his father: treat everyone you meet with respect, and try to learn something new every day. When he began his realtor career in 2015, Byron adopted that wisdom as the core philosophy for how his team would conduct business.

“We give clients a level of professionalism and service that you’d expect from a much larger company, but with the kind of familial warmth rural America is known for. We stay on top of everything that’s going on in the business so that we can provide the best possible advice to our clients. And when we’re showing someone a home, we treat that person as if they are a brother or a sister.”

Byron feels blessed to be doing this work, offering credit to the mentor that helped him get his start. He was working in a restaurant when the father of a coworker suggested he become a realtor. “I got lucky,” Byron explains. “He showed me all the ropes. So by the time I got my license, I was able to hit the ground running.”

He’s created a successful business in Franklin, serving clients throughout middle Tennessee and Georgia. Last year his Tennessee team did a volume of nearly twenty-five million, with many of his personal transactions coming from repeat clients and referrals. That success allowed Byron to activate a second team in Savannah, Georgia, four months ago, which has already closed around fifteen million.

Byron draws on his experience as a collegiate baseball player to help him manage his two teams. While many agencies have high turnover rates, he has created a culture that makes people want to stay. “We want knowledgeable professionals working within a relaxed environment. We meet once a week to discuss new developments and how we can each contribute to the growth of our brand. I want to help them build a name for themselves in the community so that they can grow their own Top Agent Magazine

businesses. And our commission splits are very profitable for our agents.”

That business model translates into excellent service. Byron’s team never pressures a client. He sees himself as more of an advisor than a salesperson. “People bring their own emotion to purchasing a home.

Our job is to help them make a good longterm investment. If we’re selling, our goal is to get them maximum return on the investment they made years ago. I think my favorite part of the business is getting calls from people telling me how much they love their new home, or being able to tell someone how well their property has appreciated when they’re ready to sell.”

He stays in touch with clients through the usual channels—social media, email, texting—but prefers just getting together for golf or to watch sports. “That’s the easy part,” he laughs.

Byron spends most of his free time with his family, and enjoys hunting and fishing. But he’s also learning to fly planes, never forgetting his Dad’s advice. As for the future of his business, he hopes to establish teams in South Carolina and Florida someday.

Always looking to the horizon.

To learn more about Byron, call 615-318-9710, visit middletnhomeexpert.com, or email hatcherbyron@gmail.com www.

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TIM JOHNSON | BLACK BEAR REALTY | BLACK MOUNTAIN, NC In the midst of a successful career in the golf industry, Tim Johnson sought a professional change. “I was having a lot of success and fun in golf,” Tim says, “but my job was taking me away from my family. I wanted to build a business for myself and for my family, a business that would keep us in the place we love, which is Western North Carolina. Real estate has been an amazing experience so far.”

With almost three years in the industry, Tim has already built a thriving business at Black Bear Realty WNC, a subsidiary of Keller Williams in Black Mountain, North Carolina. Already, Tim’s repeat and referral business is strong, a success Tim attributes to his extensive professional networks and his focus on excellent customer service. Tim has earned awards for his service, and has been recognized as an Agent of Excellence by the Disney Institute.

Tim believes that the foundation of his business is the customer experience, and he prioritizes his clients’ satisfaction above all else. “My success in the golf industry was all about taking care of customers and making sure my service was 100% the best in the industry,” Tim says. “Transferring those skills to the real estate business was a no-brainer. It is very important to me that clients know what is happening at every step of a transaction. I’m very transparent and up-front.”

love helping folks find a home in North Carolina. It’s amazing to see that goal come to fruition for clients who’ve always dreamed of living in Western North Carolina. The impact goes beyond closing day. I love visiting clients months after closing and seeing how it’s changed their life.”

Though Tim’s growing business keeps him busy, he makes time to give back to his community through his local church and charities. “This past Christmas, our firm reached out to local schools,” Tim says. “We asked for students and families who were going through a rough time, what with everything that 2020 brought, and we provided Christmas presents and food for over thirty-five families. It was an amazing experience for all of us on the team.” When he is not working, Tim loves to plan and go on trips with his wife and daughter, play golf, and to take their dog on hikes.

Looking to the future, Tim is excited about the growth possibilities for his business while continuing to focus on delivering the highest quality customer service. “For everyone on the team, we want to be sure that no matter how big we get that we keep customer experience as our top priority,” Tim says. “My job is to help my clients achieve the dreams they want to achieve. No matter what, that is the core of what I do.”

To market his listings, Tim uses a strategic and comprehensive approach that includes targeted digital and social media campaigns. “We look at analytics from the post office, census bureau and other resources,” Tim says, “which helps us see where folks are moving here from. We make sure to market to those areas.”

Tim treats every client interaction as an opportunity to help someone achieve their dreams. “I love making a difference in my clients’ lives,” Tim says. “Whether they are buying or selling, it’s such a big decision. I 110

To find out more about Tim Johnson, please call 828.423.3578 or 828.423.3557, email tim-johnson@kw.com, or visit blackbearrealtywnc.com www.

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

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

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

1. MAKE YOUR GOALS SPECIFIC

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

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

2. MAKE IT ATTAINABLE

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

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

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 112

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

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

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

5. ADJUST AS YOU GO

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

Sticking to a plan everyday means adjusting it accordingly.

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CONNIE KRASKA Connie Kraska, a third-generation Colorado native, followed her mom into the real estate business in 2003. She sold foreclosures with her mom before moving into the resale and luxury market in 2018. Connie thrives on putting her clients first and providing a positive experience that helps them achieve their real estate goals.

Based in the Boulder office of LIV Sotheby’s International Realty, Connie goes just about anywhere her clients need her. She covers most of the Front Range, mostly focusing in the north all the way up to Greeley, but has also been known to venture as far as Parker to the south, Bennett to the east, and as far west as the mountains.

Almost all of Connie’s business comes from repeat and referral clients, and it’s easy to see what keeps people coming back. “I try to take what can be a stressful experience and make it fun and exciting,” she explains. “I love interacting with people and being able to take the stress off of them.” Staying in touch with past clients also goes a long way. “I care about people after the transaction. I stick around and make sure I’m a resource for them even if they’re not buying or selling, and many clients become friends.”

Educating her clients is always a priority for Connie.

“Constant communication is one of my strengths,” she says. “I’m really big on making sure people know what they’re getting into, know what everything means, and are comfortable. Even for clients who have done this before and don’t need that much handholding, I’m thorough and make sure they always know what’s going on.

My goal is to keep them comfortable and happy.”

Connie’s communication prowess also comes in handy when it comes to marketing her listings. “Our listings are everywhere,” she says. “Sotheby’s has the marketing down to an art form, which is a big reason why I joined the brokerage. We use every possible avenue for marketing, and online is a major part of that.

Sotheby’s encompasses a huge portion of what’s online Top Agent Magazine

and dominates that area, particularly internationally.” In addition, Connie invests in top-of-the-line marketing materials including professional photography and video, professional copywriters, open houses, and 3D virtual tours. “We use every tool we can for every single listing. No matter the price point, I make sure my listings look like a million dollars.”

Community involvement is important to Connie, and she loves to volunteer with the annual Miss Amazing talent show for young girls with disabilities. She holds fundraising events to sponsor the girls, including a neighborhood spa party.

When she is not working or giving back, Connie loves to spend time with her husband, their two kids ages 1 and 4, and their puppy. They enjoy hiking and going for RV trips into the mountains together.

In the future, Connie plans to continue to grow her business, “do better, and help more people.” She loves to work with military families like hers, and anyone else who needs a quality broker. “I love getting to know people and their stories,” Connie says. Everybody has a different story that I get to be a part of. Getting to know people and earn their trust is a big deal for me, and when I can do that and help them navigate forward, I know I did something good for them.”

To find out more about Connie Kraska, contact her at 720.309.2862, or email ckraska@livsothebysrealty.com.

You can also find her online at conniekraska.com https://

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TODD DAVID MILLER Before pivoting to start up his career in real estate, Todd utilized his Quinnipiac University degree in marketing and mass communications to grow a marketing communications firm in the financial services industry.

After 15 years, his expertise in marketing, with a particular flare for digital marketing, propelled him to start his new career in real estate. Using his strong background to differentiate himself in a crowded industry, Todd has seen his business flourish.

Todd David Miller Homes, under the Higgins Group Private Brokerage Firm has expanded 20% each year over the past seven years, and covers high-end properties in Westport and Fairfield, Connecticut. In 2019, Todd and his business partner Cliff Smith launched Miller|Smith, a spin-off company from Todd David Miller Homes with a focus on high-end real estate in what they call, “The Golden Triangle,” of Fairfield County High-End Real Estate: New Canaan, Greenwich and Darien Connecticut. Together, Todd David Miller Homes and Miller | Smith sold over $100 million in 2020. Miller | Smith sold two of the top five highest sales in New Canaan in 2020.

Todd’s group consists of four partners and sees about 25% repeat clients. Todd David Miller Homes and Miller | Smith pull from an impressive rolodex of high-end clients, featuring heads of industry, celebrities, C-suite executives, and foreign investors, all seeking luxury lifestyle properties. Seeing continued success with top-dollar sales, Todd doesn’t let his business model be defined or constrained by

traditional conventions of real estate and leans instead towards innovation and out-of-the-box thinking. Todd explains that, “what we’re all about is shunning the traditional model of how real estate is practiced by using really game changing new marketing strategies.” These daring new strategies have inspired refreshing new approaches to real estate marketing and have proven very effective in sales.

A wide-spectrum presence over various social media platforms, from Facebook to Instagram to TikTok, helps Todd’s group stay connected with past clients, as well as serving as their primary engine for targeting niche markets with custom social ads for each listing. Todd understands the need to stay on the cutting edge of marketing, and that each property is unique. “We’re coming up with daring, unconventional new marketing programs that aren’t cookie-cutter, because every home has its own story,” Todd says.

Todd lives in Easton, Connecticut, with his wife, Jill, a schoolteacher, and his two sons, Brandon, 14, and Ryan, 11. The thing Todd enjoys most is spending time and with his family.

The future is wide open, and Todd plans to continue Todd David Miller Homes’ trajectory of 20% growth per year, while always continuing to innovate and develop new marketing strategies. Todd adds, “Our creativity, our quality, and our passion in client-service are really the fundamentals to our success and our growth thus far. I really look forward to having that be our continued success.”

Find out more at todddavidmiller.com, and connect with Todd on Instagram at @tdm_homes and Facebook at @ todd.miller.144.

Reach out via email at: todddavidmiller@gmail.com or by phone at: 203.257.9909 www.

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5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

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

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

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

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

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

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

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

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while promoting my business?

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

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

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

4. Get involved in your community.

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

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

5. Show your gratitude when you do 116

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

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

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

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

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

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

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AMBER MOSS Amber Moss began her real estate career 12 years ago, after relocating to Indiana from Oregon. After working 2 years as an assistant, Amber went out on her own. Last year, Amber and her colleague Anne Melchi started Moss and Melchi Group with Mike Thomas Associates.

As an Associate Broker and one of the leaders of Moss and Melchi Group, Amber works with a team of Realtors® dedicated to helping clients achieve their real estate goals. “Everything in my life revolves around real estate,” Amber says. “I even spend my time away from my job working on real estate and home projects, because it’s what I love.

I’ve always loved real estate, and I love what I do.”

Amber and her team serve Fort Wayne and the surrounding area. Her business is primarily referral-based, and it’s easy to see why people keep coming back to work with her and her team again. “I feel really good about where my referrals are coming from, mainly relationships with co-workers and clients,” Amber says. “I’m very social, and many of my clients end up becoming good friends. People can see that I love my job, and they know it’s not just a job for me. I love having good relationships with my clients, and they trust me.”

markets them on social media including Facebook, where she has a strong presence across three different accounts to reach the widest possible audience.

Community involvement is important to Amber, and she is active with the Leukemia and Lymphoma Society.

When she is not working or giving back, Amber enjoys staying active with home and yard projects. “I like to be physically busy, working on projects around the house,” she says. Amber also loves vacationing with her family, especially getting some sunshine at the beach.

In the future, Amber plans to continue helping her team members grow and be successful in their own right. “I want to help my team increase their production, and my goal is for them to triple the size of their database this year,” Amber says. “The team Anne Melchi and I started together has been great for me in terms of accountability, and I look forward to helping the team grow and improve year after year.”

Amber’s clients especially value her strong communication, both during the transaction and after. They know their relationship with her will continue long after the sale, and she will always be available as a resource to them.

When it comes to marketing her listings, Amber takes full advantage of the resources available through Mike Thomas Associates to maximize exposure. She uses staging and professional photography to present homes in their best light, and Top Agent Magazine

To find out more about Amber Moss, please call (260) 226-1467, email amoss@mikethomasrealtor.com, or visit mikethomasrealtor.com/realtor/amber-moss www.

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SHARINA RAMAGE After earning her MBA, Sharina Ramage took time to raise her two kids before deciding to move forward with a fulltime career. “We were in the process of buying our first home,” she recalls. “I had so many questions for the agent, and I really loved the whole process. Real estate just seemed like the perfect profession for me, especially since it allowed the flexibility to spend more time with my family.” She earned her license three years ago and has never looked back.

Sharina is currently with eXp Realty in Charleston, South Carolina, covering the Charleston area and parts of Augusta, Georgia. With an impressive sales volume this year of $3.2 M, Sharina reports that her business is 75% repeat and referral clientele. “Because I work solo, I am the only one who meets the clients, takes them through the process, answers their questions, and ultimately helps them close the deal,” she expresses. “I work hard to gain their trust, and they appreciate that.”

It’s no wonder Sharina receives stellar reviews for her esteemed work ethic. One client recently wrote: “My wife and I were totally satisfied with the help and service from Sharina. We provided the description of the house that we wanted, and Sharina listened and was able to provide excellent service even with the challenges we presented. We arrived from out of state, and she was instrumental in providing the additional information required to accomplish the move. With her help, we met our most optimistic price and were able to close on time. I would definitely recommend Sharina to anyone.”

For Sharina, communication and accountability is key. “I pride myself on ensuring all clients are fully educated and informed during every step of the buying and/or selling process,” she says. “I truly care for my clients and will work hard every day to make sure their 118

needs are met, and their expectations are exceeded.”

Sharina likes to add a personal touch when reaching out to her clients. “I make lots of calls, send out texts, and send out cards for special occasions,” she says. To market her listings, she relies on social media as well as her network of colleagues. “It’s very important to keep the listing fresh,” she asserts.

What Sharina appreciates most about her job is getting her clients results. “I love getting a client who knows nothing about real estate,” she says. “I make a point of walking them through the process, and educating them so they gain confidence. When it comes time to give them the keys, they are so pleasantly surprised at how stress-free everything was.”

Sharina is married to a Navy veteran and has two children. “In our free time, we like to travel as much as possible and explore new places,” she says.

Moving forward, Sharina hopes to expand her business.

“Maybe within three years, I’d love to add 3-4 agents, nothing too big, just enough to be able to help our community attain their real estate goals,” she says.

To learn more about Sharina Ramage, email sharina.ramage@exprealty.com, call (843) 410-9058 or visit sharinaramage.exprealty.com Copyright Top Top Agent Magazine

How To Send

SMARTER EMAILS

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

1. SEND A WELCOME EMAIL TO

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

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2. NURTURE YOUR RELATIONSHIP

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

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

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

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

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

4.

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

5.

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

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

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

6.

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

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

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KIMBERLEE RANDALL As a Maryland native, Kimberlee Randall brings an unmatched level of knowledge and expertise to her real estate clients.

Working as the Lead of the Kimberlee Randall Group of Taylor Properties, she is known for her positive attitude and providing buyers and sellers with the highest level of customer service, while being able to smoothly guide clients through even the most difficult transaction. Kimberlee prides herself on her integrity and has worked diligently to build a reputation based on honesty and hard work.

Focused on forming long-term connections with her clients, Kimberlee has been able to create a business that runs primarily on repeat and referral clients. “I always strive to develop a special relationship with each client I encounter. I genuinely care about their personal needs and listen intently to figure out what it is they’re looking to get out of the transaction so that I can meet their end goal,” she says.

The force that drives Kimberlee forward in business is her dedication to helping people. “I’m not in this line of work for the money, I’m here to help people and guide them towards the American dream of home ownership. I know that if I do my job correctly, the referrals and business will come organically,” she says.

Kimberlee is particularly interested in helping young people realize that they have the potential to become homeowners. “It’s very rewarding for me to be able to help young people. Most of them spend years paying a lot of money for rent and not realizing that they could have their own property. I’m very committed to helping this young generation achieve home ownership and the future financial freedom it entails for them and their family,” she says.

When it comes to marketing, Kimberlee likes to utilize social media to her advantage. She always invests in professional photography to highlight the charm of Top Agent Magazine

each property and ensure that her sellers are getting the best deal. She has also started building a strong team of agents in order to be able to help more clients with their real estate needs. “I would like to pass on my experience and everything that I’ve learned in the years that I’ve been doing this work. My goal is to mentor my agents and give them all my tried-andtrue strategies for success so that they can grow and establish themselves in their own right,” she says.

Outside of work Kimberlee is a very busy mom of three kids. When she’s not spending time with her family, she can be found participating in various events and giving back to the local community. In the near future she is looking to get her license in Virginia and Washington, D.C. She also loves to travel with her husband and her “Traveling Realtor®” saying is what inspired their clothing line, Bold Agent Collection, for real estate agents and industry partners. Going forward she plans to expand her business, focus on coaching her agents, and continue to provide her clients with the best service.

To learn more about Kimberlee Randall, please call (800) 913–4326, email kwrandallkrg@gmail.com or visit kimberleerandallgroup.com Copyright Top Agent Magazine 121

JACKIE REED When Jackie Reed left the corporate world to pursue real estate in 1994, she made a fateful decision that would result in a long and illustrious career. She has been a Top Producer for many years, and now she is an elite Realtor in the Chicago Suburbs who works to provide excellent real estate service to her local & surrounding communities, and she has found a great deal of personal fulfillment in her work. She has the experience, resources, and personality to make an impact on the people she works with, and the work ethic to combine those elements into a successful career as a Realtor.

With almost 27 years under her belt, Jackie is a true veteran in the industry. She’s become as successful as she is by taking a hands-on approach and learning to adjust to the market as she goes. “I like the independence of being a Realtor and working for myself,” she admits. Jackie is both knowledgeable and driven to get results for her clients, which is why she continues to be immensely productive year after year since the beginning of her real estate career.

With as much industry wisdom as she has, Jackie knows how important it is to effectively relay information to her clients. She educates and explains the finer details of the transaction to each of her clients, and she makes it a priority to be both direct and consistent with her communication to them, so that they can make an informed decision that most optimally benefits them. She makes herself available as often as possible to people reaching out throughout the day. Jackie says. “I’m responsive and I try to get back to my clients right away.” Jackie’s experience and communication is a huge reason why so many people love working with her.

Although Jackie loves to get results, she also likes to make the home selling/buying experience a special one for her clients. “We have fun. I’m very down to earth,” Jackie says. “People say I’m not intimidating at all, and I think, ‘why would you be?’ I’m approachable and 122

known for not being pushy, but I get the job done.” Jackie’s attitude is a hit, as she gets 75% of her business from repeats and referrals of satisfied clients.

Jackie is a self-described “full-service agent” who uses the many resources at her disposal, including her experienced lender, plus her stager, professional photographer and other special tools that she uses to make her listings look impeccable to create demand, and to get top-dollar prices. She also gets cutting-edge prices for her buyers. She’s used her wide array of tools to finish tons of transactions over the years, closing a total volume of $10.2 million in 2020, and averaging 40 transactions per year.

As an animal advocate, Jackie is a long-time supporter of several animal rescue organizations in her local region of Northwest Chicago. She also loves learning how to fly a small plane with her fiancé, who also is a top flight instructor. For the future of her business, Jackie hopes to continue to garner success, and to start a small team. If you’re looking for premier real estate assistance in the Chicagoland suburbs, give Jackie Reed a call today!

You can contact Jackie Reed by phone at (847) 347-2435, or email at jackie@jackiereed.com. You can also visit her website at jackiereed.com for more details. www.

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

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

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

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

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

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

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

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

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

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

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SIMON SHERFER Simon Sherfer has devoted his life to helping others. Having built a career as a police officer in Woodcliff Lake, he discovered real estate through a good friend and colleague. Through this connection, Simon decided to jump into the industry, starting out with the Modern Realty Group. There, he quickly realized that real estate was a perfect compliment to his outgoing personality and passion for serving his community.

Today, Simon is a Realtor for Keller Williams Valley Realty, where he assists clients throughout the Pascack Valley and its surrounding areas. A noted specialist in Repeat and First Time Home Buyers, Sellers, Renters and Short Sales, he has cultivated a personalized workflow to put his clients at the forefront of each transaction.

When listing a home, Simon prefers a hands on approach. After helping his clients fully prepare their house for the market, he proceeds to share it over a series of targeted digital and social media campaigns. But through it all, Simon is there for his clients as a thoughtful guide, ensuring that they understand the process and have the resources needed to maximize their value. “Whenever a client calls, I answer,” he says. “I’m here to break down each step of the transaction and walk them through any problems that may arise.”

Simon is equally committed to his buyers, providing them with the knowledge and expertise needed to make savvy purchasing decisions. Leaning on his years of experience and in-depth knowledge of his community,

he can encourage his clients towards the right options for their needs. “I strongly believe in treating everybody the way I would want to be treated,” he says.

“Whether the client is a first time homebuyer or a third time homebuyer, they receive the same standard of service.”

Because of his lifelong devotion to helping others, Simon has earned a terrific reputation throughout New Jersey, as evidenced by his strong rate of repeat clients and referrals.

Moreover, his ongoing career in law enforcement has provided him with a unique skill-set for the real estate market. “Being a police officer has taught me a great deal about talking to people and managing conflict,” he says. “Believe it or not, many of my experiences in the community have translated directly into my real estate career.”

When he’s not with clients or giving back, Simon can be found spending quality time at home with his beloved family. A devoted father of two, with one more on the way, he enjoys nothing more than being there for his wife and children.

Looking ahead, Simon has strong plans for his business. Having brought on a transaction coordinator this year, he intends on growing his team in the coming months. But above all, he most looks forward to the clients, transactions and lasting relationships that lie ahead. “I love the final outcome,” he says. “There’s nothing better than walking through a property with a client on closing day and sharing in their complete joy and excitement. It’s the most awesome feeling in the world.”

For more information about Simon Sherfer please email Simonsherfer@gmail.com or call (201) 248-6386 Top Agent Magazine

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JACOB L. SMITH After graduating from The College of William and Mary in Williamsburg, Virginia, with a Bachelor’s in Finance, Jacob L. Smith didn’t expect a career in real estate. But when he was recruited by a prestigious real estate firm, he decided to give it a try and quickly found his calling. Jacob has been affiliated with Ward Wight Sotheby’s International Realty’s Belmar office since 2006 and uses his extensive knowledge and experience to help buyers and sellers accomplish their real estate goals. He serves clients throughout New Jersey, with a focus on Monmouth and Ocean County.

Jacob specializes in assisting first time home buyers, vacation home buyers, and real estate investors with property acquisition and resale. With his business coming primarily from repeat clients and word of mouth, he credits his strong ethics as the reason clients keep coming back. “If a client has a great experience, they will refer you to others. I’m not a pushy salesperson, I’m more of an educator, I’m more of a coach, I’m more of a consultant. I make sure to listen carefully to determine what my clients are looking for, instead of trying to push them into a deal. Because I work with a lot of first time home buyers, I am very cautious throughout the whole process, and I spend a lot of time discussing the details of the transaction with my clients and making sure they understand why things work the way they do,” he says.

Another important part of his success is the marketing strategy he employs. He gives his clients a vast variety of options, including professional photography, online/ social media marketing, as well as more traditional marketing. “We offer a great marketing package to the clients that list with us.” Thanks to his hard work— and with the help of his assistant whom he refers to as his “right hand”—Jacob closes over 100 transactions per year. He finished 2020 with an impressive $23,653,853 in sales volume. He also earned the NJ

REALTORS® Circle of Excellence Sales Award® - Platinum Level 2020 and was named to the NJ Realtors® Distinguished Sales Club* in 2020.

Aside from his success, what keeps Jacob motivated to continue working hard is his ability to help clients. “I truly love architecture and real estate, so it’s not difficult for me to enjoy my job and get up in the morning excited to work. I also find it very gratifying to connect clients to the right property and help them find their perfect match.”

In his spare time Jacob strives to lead a healthy lifestyle and is a competitive softball player. He is also an avid real estate investor with a passion for restoring older homes.

In the future, Jacob looks forward to further growing his business. He wants to keep educating buyers and sellers and helping them make informed decisions when it comes to their real estate choices. “I’m always looking to increase in size and sales. But my most important goal is to remain true to my morals and continue to best serve my clients.”

To learn more about Jacob L. Smith email jsmith@wardwightsir.com, visit jacobsmith1.wardwight.com/eng, or call (732) 567–0162 http://

*The NJ Realtors® Distinguished Sales Club Award is presented to NJ Realtors® members who have been recipients of the Circle of Excellence® Sales Award® for 10 years (which need not be consecutively earned).

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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JOSH SPENCE Josh Spence is a 27-year-old Realtor who serves the Greater Vancouver area.

He became a licensed agent almost seven years ago, when at the age of 21 he stopped playing high-level hockey to pursue a career in real estate. Josh was initially concerned that people would be hesitant to place their trust in someone so young. It became quickly apparent, however, that it wouldn’t be too much of an issue for him, as he made a name for himself early on as an elite Realtor in Vancouver. Josh has built an impressive career from the ground up by being approachable and taking a modern approach to providing real estate service to his clients.

Josh has built his career in real estate so quickly by taking a different angle from many other agents.

When he began, he was younger than most of peers, but rather than looking at that as a downside, he’s used that to his advantage. Josh is tech savvy; he knows who to get the most out of the myriad resources at his disposal to gain information about market trends in the modern age, and communicate that information effectively to his clients.

In an effort to provide the best experience possible for his clients, Josh performs transactions in a low-stress manner. “We aren’t salespeople,” Josh says about his team. “We don’t put pressure on people to close deals or make tough decisions too early. We’re just here to help them.” Josh sees that attitude towards relationships with his clients as one of the biggest contributing factors to his success.

Josh finds communication to be both an essential part of his job and something that brings him a lot of joy while he is working, whether it’s with his clients or his team members.

“My favorite part of my job is getting to meet and work with so many different people. I love the camaraderie I have with my team and our ability to provide a low-pressure and comfortable experience for our clients.” Josh is an avid user of social media and likes to keep up with his current and past clients through his team’s social media presence, due to its convenience and comfort of use for his clients. He finds that a more relaxed approach makes the process easier to manage for his clients, and allows them a more enjoyable experience overall.

Josh gets 70% of his business from repeat clients and referrals and closes 30-40 deals per year, with a total volume of $30 million. What makes him so sought after as a Realtor in his community? “I’m easy to work with. I use the resources I have to make transactions smooth, and I facilitate those transactions with a positive attitude.”

In spite of his attentiveness to his career, Josh hasn’t forgotten his love of hockey – he still plays regularly with his friends when he isn’t at work. For the future, Josh hopes to build out his team, Josh Spence and Associates, to six members in the next year, and continue to offer his special brand of real estate service to the greater community of Vancouver.

You can contact Josh Spence by phone at (778) 846-5674 or by email at josh@joshspence.com. You can also check out his website at joshspence.com for more information www.

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TOBY TONG Before starting his career in real estate, Toby worked with a developer on the construction end of the business. Soon, Toby decided to make his own way, getting his realtor’s license and starting his own business. Since then, Toby has been succeeding as an agent for five years and oversees a team that covers the Arcadia, Pasadena, and San Marino areas.

The average price point for Toby’s transactions is three to five million dollars.

before it’s even listed. Toby presents each new listing at open house mixers for potential clients and brokers. During the Covid pandemic, Toby has found innovative ways to get eyes on his listings through virtual tours and one-on-one appointments. He also plans to start a YouTube channel to showcase new listings this year.

Having grown up and lived for twenty-four years in the same neighborhood in the area where he sells, Toby knows the market like only a local can. He says, “If any realtors need referrals, I’m the right guy because I’ve been here all my life pretty much.”

Nearly 100% of Toby’s business comes through referrals and repeat clients. Toby’s experience working with developers gives him in-depth knowledge of new and custom homes, a skill set which keeps clients coming back to work with him. Also, Toby gives his clients the full range of personalized service beyond merely facilitating the transaction of buying or selling a home. With a client base that includes foreign investors and seasonal residents, Toby and his team offer to check on a client’s properties when they are unavailable, contracting cleaning and upkeep services to make sure a property stays in pristine and resalable condition. Toby makes it easy for past and current clients to reach him with questions and referrals, with direct chats via apps like WeChat or WhatsApp. When it comes to marketing his listings, Toby’s experience with developers and his current network of local brokers help bring attention to a property, sometimes

Working mostly in new development, Toby loves to see how houses are being built smarter and more functional, and how people think to customize their homes. “I always love getting to see what is the newest and the best,” Toby says.

As a lifelong resident, Toby likes to stay connected with people in his community, utilizing Facebook and WeChat groups to engage with his neighbors over local news updates, and to find ways to give back. To help with the effects of the Covid-19 pandemic, Toby and his team donated to the local hospital. Additionally, Toby organizes a group of local realtors to keep up friendly chats and share information while personal interaction is limited.

When he’s not working, Toby loves spending time with his family, especially cherishing time with his eighteen-month-old daughter.

Already, Toby is expanding his business by furthering his reach on social media. He plans to broadcast new builds and showcase what can be done on the cutting edge of home-building technology. He explains that going the extra mile to use the latest building technique and tech is well worth it to potential homeowners. “People can actually do upgrades afterwards, and it’s great!”

Find out more at: tobytong.exprealty.com, zillow.com/profile/tobytong99, instagram.com/soldbytobytong, and facebook.com/TheTongTeam. Connect with Toby via phone at: 626-838-9923, or email: toby.tong@exprealty.com https://

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

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

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

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

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 132

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

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

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

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

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

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BETH WALKER In the real estate business since 2007, Beth Walker is a professional who prioritizes client satisfaction above everything else. She is driven and committed to giving her clients the highest level of service and delivering their desired outcome every single time. Beth is affiliated with the Crye-Leike Real Estate Services brokerage in Tupelo, and specializes in residential real estate transactions throughout Pontotoc, Union and Lee counties.

Beth’s key to a successful business is developing strong bonds with her buyers and sellers.

This approach has guaranteed a network of repeat and referral clients which now makes up the majority of her business. “I always strive to give my clients the highest level of service. And I keep in touch long after the transaction is over.” She checks in on clients via social media and likes to send out small annual packages. “My clients really look forward to their gifts!”

Favoring a hands-on approach, Beth ensures that her clients get the best service every time. “When you hire me, you get me, not another member of the team. I do everything myself, so no small detail is ever overlooked.” Her relentless drive helped her finish 2020 with an impressive $12,000,000 in sales and 91 closed transactions. Beth’s professionalism and work ethic have also resulted in her ranking as number two on the Real Trends 2020 America’s Best List in Mississippi as an individual agent by transaction sales.

Helping people realize that they can accomplish the goal of homeownership is one of Beth’s favorite parts of her work. “When people come to me, they are very intimidated and are anticipating for the process to be difficult and stressful. That inspires me to really do everything in my power to make it simple, smooth and successful. I also love the variety of this job. No day is ever the same, I always get to do something different.

Every client has a different situation,” she says.

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When she’s not busy working Beth and her husband, who is a Residential builder, enjoy working on projects together, especially their home development in Ingomar, MS, where they are building new homes locally to sell. Her spare time is dedicated to her son as well as the family’s new mini farm which houses cows, goats and chickens.

Going forward Beth wants to keep her focus on building long-lasting relationships with clients and continuing to help them accomplish their real estate dreams. “There’s a lot more to real estate than what people may initially think. It can look glamorous and easy from the outside, but it takes great dedication and commitment to serve clients and always make what’s in their best interest your main concern. When I started out on this journey, I wanted to be the biggest agent with the highest number of clients. But my priorities have shifted now. I’m more concerned about providing the best service to every single person that works with me. I want to take good care of my clients and serve them as well as their future generations.”

To learn more about Beth Walker call 662-891-1315 or 662-680-9355 email beth.walker@crye-leike.com, or visit bethwalker.crye-leike.com http://

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BLAKE WALLACE When Blake Wallace was young, he would help his aunt with her real estate marketing, handing out flyers for her business. Through watching her run her daily errands, he became intrigued with real estate, and resolved to pursue it.

“The lifestyle was something that stuck with me. I got my license right when I turned 18, and I thought I was going to take over the world with real estate... but that didn’t quite happen,” Blake laughs. After a short time, though, he started to take his career seriously, and results followed soon after. Blake has been in the business for 13 years now; he does about 25 deals per year at $350-400,000 per transaction on average in the Twin Cities area, and his numbers are only increasing over time.

According to Blake, his best qualities as a realtor are his work ethic and his ability to make his clients feel cared for. “One of my biggest things is personal touch in real estate,” Blake says. “Anyone who works with me is going to get that kind of white glove treatment.

People are looking for service, now. I want feedback about what service works for you. I want to get the job done for you as best as I can.” Blake has a genuine compassion for his clients that emanates in his tone; he loves all of them, but especially enjoys working with first time homebuyers. His hands-on approach makes stressful situations smooth and easy, and his comforting presence brings people into his fold and keeps them coming back to him.

Blake works hard to keep up with his clients; he doesn’t take it lightly. He writes 5-10 handwritten letters to past, present, and potential clients every day, he makes tons of calls, knocks on doors, and is generally working around the clock to meet as many people as possible week to week and maintain healthy contact with all the people already within his sphere of influence. However, one thing Blake places a big 134

emphasis on is availability. “I want to treat every client as if they are my only client,” he claims. “I’m available at all times to answer questions. I provide a full package as a real estate agent.” Not only is he available around the clock, he provides a great deal of amenities to smooth the process of listing a house, from full inspections to professional photography. Blake knows that realtors are a commodity these days, and he’s willing to put everything on the line to make sure his service is the best that it can be.

In his free time, Blake likes to watch movies – he fancies himself a movie buff. He also likes to travel with his family and hang out with his dog, Chip, and tries to read a book every two weeks. Blake is passionate about preventing hunger, and works with various food banks and charities to help keep inner city youths around St. Paul and Minnesota fed and clothed.

In the future, Blake plans to build out a realty team and train other agents to lead successful careers of their own, and to keep growing his real estate business in the Twin Cities!

You can contact Blake Wallace by phone at (651) 366-2362, email at blake@yourrealtorblake.com, or visit yourrealtorblake.com for more information 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 135

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 136

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.

Top Agent Magazine

RAZ ZADORIAN By eighteen, Raz had a passion for homes, appreciating the finer points of home architecture and recognizing the investment importance of real estate. Raz got his realtor’s license at twenty-one and never looked back. Fast forward to today: Raz has been in the business for nearly twenty years and is now a licensed broker with Rockwell Properties in Glendale, California, serving Los Angeles County.

“I’m the real deal.” Raz says. “I say it like it is and I do as I say. Experience matters.

That’s my slogan.”

The honesty and sincerity that Raz shows to all his clients keeps customers coming back to work with him and is what he credits with an eighty percent rate of repeat and referral business. “If I don’t like a property, I make my comments about it. I don’t hold it in just to make a commission,” he says. “Even though I’m a broker, I consider myself a real estate consultant, where I consult you through the investment. People realize that and they keep referring and they keep coming back. There are clients that I’ve sold fifty homes for.”

When it comes to keeping in touch with past clients, Raz reaches out in a variety of ways, primarily through social media and email marketing, along with postcards and birthday cards. Raz fosters close relationships with many of his clients. “A lot of my clients become friends.

It’s more personal to me. I don’t want to just sell something and move on.”

“I’m a niche type of broker,“ Raz says of what sets him apart from other realtors. His approach to each property is meticulously detail oriented. Raz spends on quality and always looks for ways to be innovating upon the newest tools and standards of the business.

All of Raz’s listings appear on over 5,000 custom flyers.

Properties are put on the market early in the week to build anticipation, and then are shown over the weekend Top Agent Magazine

to packed crowds of interested buyers.

Two recent sales went for $200,000 over asking price. “You can’t over price your properties,” Raz explains. “It creates attention. People come and start bidding, even in this market.” Raz’s annual volume usually reaches between $20-25 million.

As a father of three, Raz appreciates the flexibility afforded him in his work, making his own hours to accommodate being there for his kids. Raz stays involved with his children’s’ schools, connecting with and donating to charities that support their education. The diversity in his work keeps him engaged and excited. “It’s about freedom and not being tied down to a desk in an office.”

Raz is an avid snowboarder and enjoys spending time with friends when he’s not working. But his priority is making as much time as he can to be with his family.

“My wife and kids are number one.”

Looking to the future, Raz sees the potential to build a “boutique top quality team.” Within the next few years, he hopes to create and mentor a robust team to market his niche style and dominate his local market.

Connect with Raz via phone at: (818) 482-0848, or email raz@rwproperties.com, Find out more at callraz.com, facebook.com/razzadorian, and instagram.com/razzadorian

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