NATIONWIDE & INTERNATIONAL 4-13-20

NATIONWIDE & INTERNATIONAL EDITION

Uncommon Contact:

Connecting With Clientele Through Social Media

Small Yard? Big Statement:

How to Make The Most Out of Micro Outdoor Spaces

LIVING ON COMMISSION

3 Surefire Methods That Make for a Productive Meeting

NATIONWIDE & INTERNATIONAL EDITION Megan Lacelle is proud to congratulate

KIM LARSON 4

KIM LARSON

on being featured for24 Canada in Top Agent Magazine!

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13

JOSH EMFIELD

CINDY JOSEPH

CAROL ISAAK 29

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NICKI PALERMO

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DJ SHERIDAN

ASHLEY BEVAN 33 MIKE DULEY 34 ALIS 30 TODD DISBROW

In a world full of real estate their house is doing in comparison to the are thir Todd Disbrow began his career in the region, Duley credits hisA succ agents, there is a very good them as well asMike what the neighborhood trends Alissa in real estate back in 2001.

After range of inven real estate to client his entrepreneuria reason why Ashley Bevan’s top of that, she also hosts appreciation in thean moving across the border into buying and desire to those give back.

Heh clients keep coming back to her. And as her business continues to grow so do Idaho. he At expanded first tim his career infor thethe corporate Apart from offering someNevada prime in for2002, the future. the moment it’s a new progra time jo MEGAN LACELLE his for practice to that include both with what’s hapb real estate, Ashley is known agency is working geared toward helping clients for Fortune 200 Com dad to 306-773-2891 MIKE DULEY ALISSA GAMBLE ASHLEY BEVAN TODD DISBROW CAROL ISAAK his teeth under heo the amount of personalstates, atten- cutting next house before theymaking sell technology,” their previous He was a decent livi agents andersonandcompany.ca tion she puts in with eacha ofveteran her want to solve clients’ problems to was lower th agent for five years to information, always felt there 51 – 1st Ave NW, Swift Current SK S9H 0M5 Assom fat clients, giving them an individblocks and increase satisfaction with the proc before breaking out onmissing, his own.that he proposition whe could earn mo created ualized experience catered to Todd CONTENTS Today, in community. command ofHe believed real give back tois his esta that m particular does a busy real estate agent do when thI them coming back? needs.

“I’man a caring perCarol Isaak got into real estate 39 years ago to help What keepstheir a reputation as agent known professionalism, Beyond the offi the wayWhat tofor go. the role.

“Six months later, and I think due toBREAKING the personal attention I bring in more family income.

Her husband was a son,27) 6) SMALL YARD? BIG TIPSit’sON 43) NEWER AGENTS: working?

Ashley relaxes by spending time later I got decades of experience, and personal touch. about a yearthrough hismy par to each and every client,” she says. “Escrow farmer at the time. “IHOW visited the localMAKE realtor back giveINTO STATEMENT: TO THE LUXURY QUESTIONS TO Her career the realcritical estate business ten sure years two MORE horses, taking them riding in the m was in June of 2007 that she a very period for them,began and I make then, and he ended up sending me through school,” in is With a wife and twoand young kids at home, Mike appro Leadership Aca THE MOST OUT OF MICRO MARKET ASK YOURSELF—ARE Having Iworked corporate world for along witha her friends.

She also trav always giveinthethe experience personal touch.” she recalls. “I got my license and the ago. rest is history.” on her & own, and itloves progressed hisafather-in-law, custom-home builder in thetoBent Under the mybanner of international brand Engel Adopt-A-Park a OUTDOOR SPACES while then taking time off YOU OR UP to start a family, she found snorkel andSTUMBLING hike! it the more I learned, and I lov area, and asked if he’d be willing to build a spec Völkers, in both California and as president of client recently wrote to he Carol:serves “In allFOR ourclients dealCarol is the leader of “The Isaak & Associates Realtor One31) AND RUNNING? TAKE MY WORD herself looking new and challenging and ties ithe offered,” says.

Todl ingsfor withaRealtors over the past ten years,path, we have Team”UNCOMMON which includes buyer agent, Lisa Vasquez. which he would sell once got is hisashe real estate 11) CONTACT: Nevada, centered around the Lake Tahoe region and President’s IT:metinto THE POWER OFher wasCalifornia inspired to get real by father who A big key to Ashley’s success is her herown keenteam aw never anyone as estate kind, helpful and energetic as The team, which covers the Central Williams and has CONNECTING WITH 47) 5 WHY “He said, ‘yes,’ butREASONS I think heinnever thought I woul its surrounding counties.

Whether buying or selling hours, Todd mo you have been.

Without hesitation, we would highly region, sold 39 units with homesCLIENTELE averaging from TESTIMONIALS & MAKING himself was a realtor for 35 years. of the fact that 12 every client comes with th THROUGH YOU NEED Aagents.

MENTOR your to anyone looking $275-$300,000 in SOCIAL 2019. “This isMEDIA probably the only recommend ally get my license,” he “because when Iw theservice Golden Statewho oristhe Sagebrush State, Todd haslaughs, built and loved ones WORD-OF-MOUTH COUNT vidual needs, and she goes out of her way part of California that’s economically friendly and for an experienced, caring Realtor who gets things him, saying, ‘okay, I’m ready,’ he said, ‘I love you, b business largely by repeat andBUYERS referral clienation opportun She currently done! works withafor8z Realsuch Estate andofdriven serves her services to meet them.

In her own words, affordable,” she notes.

Thanks taking good care us!” the The vast majority of her clie 15) 3 SUREFIRE METHODS 51) AND SELLERS: not going to do this.

I haven’t built a spec home in y 6 tele THINGS ALL his who trust proven record.

Tahoe has to to off Colorado—including theexpertise Northern and each clienttrack feel important is critical to me.

M and referrals, a testament THAT MAKE FOR A areas of Northern35) UNDERSTANDING is also diligent whenNEGOTIATORS it comes to keeping up Because she’s been doing this successfully for so Carol SUCCESSFUL half of Denver and up to Fort Collins.

Her savvy to provide top notch, personalized solutions In addition to his nineteen-year industry tenure, Todd their second ch rior service.

“I really focus on PRODUCTIVE MEETING HOW HOME INSPECTIONS long, Carol says most of her business is repeat and with the latest real estate regulations. “There are a So on August 1, 2016, Mike went out on his own, wa marketing includes beingin California, a part a Iluxury client that I serve.” lifetime, when we start I talk referral. “People keep coming back, so I really don’tstrategy lot ofDO laws andalso disclosures and have in Business leverages hisof Master’s Administration their two-yearARE NEGOTIATION TOOLS dual career supportthem his family–part time in real stay informedwhere to protect my clients from any pithave to a lot of marketing,” she says.

19) 4doEASY WAYS TO group called toCLHMS, buyers an amazing experience from thepotential University ofacan Nevada totoprovide clients ultimate motiva falls,” she says.

“I like to make sure all the I’s are part time in a corporate job–until his business thriv REDECORATE YOUR OFFICE 54) ARE YOU DOING 39) LIVING ON view all her listings and be assured that they’re getting think an amazing do asexperience Realtors.” the T’sseasoned are crossed.” advice. “Clients have good experience With her unparalleled industry knowledge, top- dotted and allwith THAT WILL BOOST MORALE BUSINESS AS YOU ON COMMISSION first few months, he“Once movedweseven best of the best. what they v notch experience, with Residential/the Commercial/ with me because I makehisthem feel comfortable,” he knowproperties. and her local CLIENTS expertise, Carol is considered to To stay in touch with her clientele, Carol sends &Land IMPRESS FACEBOOK? are designed to deliver on “They I’m always going to put them out a monthlyexplains. digital newsletter with know all the latest be THE Reedley Real Estate Professional. buyers andthesellers Fast-forward to today,are Mike heads Duleygettin Gro But one of her greatest attributes is that she takes a first. Relationships are what I focus on, regardless of alsorun gettin genuine interest in her clients, even long after they Keller Williams Marketthroughout, Pro Realty,they’re a family co Copyright Topalso Agent Magazine price range.

I’m a very detail-oriented person.

I’m Phone 310-734-1440 | Fax 310-734-1440 of experience. an Idaho purchase one of her listings. “When I meet a client comprised of five businesses (real“I’m estate, mo diligent, and nothing by me.” on education.

I want tomanag contin they usually end| up being my friend,” Ashleygets says. mag@topagentmagazine.com www.topagentmagazine.com design & staging, building, and property of classes, and all of my team “One of the neatest things about my profession is that No portion of this issue may be reproduced in any manner whatsoever without prior and consent of the publisher.

Top Agent Magazine largely is employs 28 people.

His business, driv When it comes to marketing listings, Todd ensures plan.”

Each agent identifies you get to meet so many peopleare intaken so many different published by Feature Publications GA, Inc. Although precautions to ensure the accuracy published materials,specializes Top Agent in resid repeat and of referral clientele, improve themselves, every is properly showcased through immerwalks offorlife and with different skill sets, and that Magazine cannot be held responsible opinions expressed orproperty facts supplied by its luxury, authors.

To subscribe orrelocation, change address, send and sets commercial, and investing. plan. “Our education and exp inquiry to mag@topagentmagazine.com.

Published U.S.professional sive photography and documentation. fascinates me.

I likeintothe learn what people are doing knowledge so they can with their lives.”

From there, listings are disseminated across themore leading His total volume in sales for 2019 was $60 million, m We’re not there to just stick a online listing outlets through Engel & Völkers inter246 units.

Mike says his team takes extra care to all about what 2 Top Agentunderstanding Magazine And in order to give back to herplatform, clients andreaching provide more For national than 100 top sites. more information about Ashley Be their listings. From quality customer care to wha what to do to accomplish them them something of value, doesa annual real estate Heshe is also big believer in social media’s far-reaching calls, “killer social media videos,” every client, please call 303-359-0457 or ema http://

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ERIN O'CONNOR MANCINO REBECCA 38HOLLEY ANGIE MULLIGAN 45 ROS 42 41 HEATHER KELLER - KW INSPIRE

Erin O’Connor Mancino hassipping been their satisfaction.

I start try to m In 2006, Rebecca HolleyHeather was clients a picaresque cider Angie Mulligan got herThey Keller can wasspend working listingsafternoon in REALTOR front of the® most likely buyers. ana Four ye a top Century 21 action as stress-free as pos an optician living a tranquil and carving tothe celebrate the coming Fall. in real estate back in ads 2010.

At in mortgage lending pumpkins in for 2007 data to find out who is viewing their and re-ta cli important thatsold herwas clients 32 years and looks forward life in the foothills of Boulder, time, she more had isjust her when the industry suddenly those ads tocontinuous makethe them even effective.

All when of their home buying or sels to many years of Colorado. Her husband was a She Thesesaw events certainly leave a strong impression on airline tanked. an opporadds up to a steady volumeshuttle of salesbusiness—an for Heather and success.

“I purchased my first While builder, and his career piqued clients. In 2019, roughly 60% of her business idea conceived long before tunity toRebecca’s help homeowners team: year they handled 50marketing sales, andher they hop When listing home at 21 and last fell in love with she als her interest in real estate. from repeat clients,increase and thethat vastnumber majority of her the in boom of rideshare apps— who werecame struggling to the avoid the future.

“We’ve set a go media and employs two pro whole process,” she recalls ANGIE MULLIGAN ROSE REBECCA HOLLEY workin ERINsales O'CONNOR AtHEATHER first, she KELLER got her license comeher fromshort repeat eventually or referrals.be“People find me was100 on families the huntinfor her foreclosure, and ableand to help one year, believes that the initial sh of her entrée into the business.

SARA NASRAZADANI MANCINO being h to help with his business; through mouth happy we clients,” next and professional challenge.

Real estate wassoa first natural sale business wasword born.ofWorking Since I believe can years doshe it,”says. she says. place online impre solo for all these however, at the time, Rebecca fit forErin’s Angie’s workincludes ethic and it’s dedication to superlaOn hom the Custome then, Heather has brokerage built a solid a $40,000 mobile within the same firm, territory 53 55 MICHELLE TERRY 50 46 49 had no idea what she was in When Rebecca isn’t working, she’s enjoying hercarved life listing LORI THOMPSON tive client care. she out a She reputation sional eth every receives the all of Connecticut and Rhode Island.

LISA NORTON reputation within her niche Heather is Now, active in has her community. iswork a mem for. “Within a month,”market. she in the Boulder community.

She volunteers with orgafor her positivity, knowledge, and proven track record importan dive in 2019, she closed tr compasof the Chicago Association of Realtors®, and she Michelle Heather’s Terry got her start Thompson hosting training courses andIn pass along allover the63 info got her start grow the c This isIfamilies Lindsay Walker’s Sarah W success. says, “Iempathy had quitcome my naturally job She to has nizations such asLori Aof Precious Child, Emergency Family Lisa Norton brings personalbuyers confidence and an edge inand afor home they may be ranging from $65,000 to $1 been honored multiple times her excelis histo sion and and are valuable traits her husband participate in charity work to combat A in real estate back in 1997.

“I mation knowledge I can.” in real estate more than three reasons I like to host eve year inestablished real estate.a She ab inhas going work full time real estate.

Attention Homes to In help those in need. ized attention to inher clients, interested in.”and lencegoing asAssistance a Top Sales Producer in real estate.

2015 and has reputation when dealing with homeowners financial When she is not working, she loves to it’s spend time always had athrough strong interest decades ago.

Atthe the is time, she was isinbecause fun to se of her cl Today, Angie licensed in both Maryland and It was the obvious direction I Elsewhere, Rebecca supplies world with music, ground sales and previo Erin enjoys giving back from she 2017-2019, awarded the esteemed and that’sand what keeps them hardship facing foreclosure.

Clients know herashe ascollege awasBeyond her twothe sons, agesMichelle 5asrelationship-building, and 9.gives She is an“My runner, in again homes,” remembers, office, back toavid herclients commu andSaraat student, working a she says. start, Pennsylvania, where she serves clients of all kinds, needed to take.” playing cello in local orchestras.

But through it all, volunteers atinthe Irish Presidents ClubThomas Award production and customer worked as anoften attorney negotA Lisa and aretopnative Minnesotans, and they coming backguide to through her. And “and I knew from when Ifor was nity by supporting various causes, conjunctio trustworthy an often difficult process. takes part inand half-marathons. estate.

Sh restaurant hostess running that certainly makes particularly in Western and Central Maryland.

In my she still enjoys those pleasant afternoons in the hills Glastonbury and at her ch service within the Century 21 System.

She is the recipient have deep roots in their community.

Lisa is heavily that’s not a guess - that’s what for Nationwide Insurance be young that it was something I wine with her clients or office.

These include sponsorships o Today, Rose spearheads her 2004 and their tasting bar.

The owner really become part of LINDSAY WALKER SARAH WALTERS Washington County, she heads afamilies tightknit brokerage office donations to veteran the locoN ofLORI theinvolved Century 21 National Centurion Team Award from InLISA a flash, real estate Lisa’s had become Rebecca’s around her house.

“I can walk out myHeather back door and NORTON MICHELLE TERRY THOMPSON with the Chamber of Commerce and in online reviews over wanted to do.”area, Two decades local parks and schools, area in need, Heather serves all ofsay thewhole Chicagoland and about deciding to take the leap.

In the future, plans to grow her business fur the Year” challenged her to sellshe an Service old-fashthanWilliams.

75% of Lori’s clien ofhas Keller inAward Strata where she“It’s cultivated a also business Ione don’t practice, IThere, have a sc 2009-2013 and theinPinnacle ofthe Customer life. Today she operates at again.

Spaces Real Estate, supergorepeat hiking Rocky Mountains,” says. later, Michelle is now broker and Make-A-Wish Foundation.

She suppor the local schools.

Thomas ismachine aRealty, volunteer sophomore and “What I seecomes again 50% of her business from andathe referral while still providing the same level of personal ser Lindsay is an agent with K ioned slot that was on tary members.

Kansas City Metro Area and with groups, makeovers for the 2001-2019.

Sheleader, also anby Individual Producer driven repeat and referral clientele whoand trust herhom vising an expert team and of assistants service clients of the most places inanimal the world.” andfrom industry local shelters and youth donates football coach atwas the local high school that heWilliams himself again is to that my clients Since joining RE/MAX in 2005,co st clients.

“When someone does aregional short sale withbeautiful us, often to her clients.

“Since the majority of my business display.

When one of her patrons, Capital Properties, ties.Likewise, To date, sheentreprecommand Centurion Award Winner in 2014, 2015, 2016, 2017, experience and transparency. her throughout the Boulderappreciate County region. complete with a reputation for professionalism, superHabitat for Humanity with each transaction.

In her fre in the 100% Club and received th once attended. that I’m thorough, two or three years later they’ll come back and buy with from sales, Iher liketois being able tothe help people l a Realtor, witnessed her pitch, heshort encouraged Beyond office, Lor she known for being aenthusi thoro When she have time o and 2019.

Currently, shesales is the Number Twoelement Century business through repeat and neurial spirit and dogged commitment todoes her clients’ Incan real estate,she Rebecca most values the of human award inthem 2015, and her lative service, andsomeone a personal touch. hours, she most enjoys time spent with her family ans and I always keep them us, informed of what’s coming or they know else we help,” says. about the market and keep informed,” she try her hand at real estate.

“I made the right choice a long a range of organization her family, especially with 21 Agent in Central“In New England forage Production and inShe dependable, and trusted through the somet best interests.

“Real estate isguide what I do,itvacation and it’scomplem my commitment, expertise, When it comes to transactions, Rebecca prefers anto connection. dayloved and when technology is so considers true ones, boating outher at her family home o “My clients are relieved be able toon avoid forelike I’m giving back in a way.agifts These sellers They live Lakethis Minnetonka, and when they’re not up,” she says.

“I anticipate their needs andvery I make the time ago,” Lori remembers.

In “I thefeel years since earning including the Springs Re the greatest in my life the Top 2 for gross closed commissions.

Erin has consismain priority,” Angie says.

“It can feel like such ashe intimidating world of real estate.

Clients know success.

Above all, Rose e active approach.

“I have an extensive network of relamajority of her business is either important and social media is taking over the world, Today, Michelle is the broker in her office, overseeing Cape Cod, and heading north for snowmobiling. ®asand closure, so typically we stay touch and they know going through suchLisa hard times, and I and haveShare the expe working or giving back you can often find process stress-free.” herinlicense in 1985, Lori has carved out a reputation the Care tently been named among the relationships,” top 1% of REALTORS stressful process, whether buying or selling, sopersonal I try toFoo tionships with other brokers in the area,” she says. our business is about she says.

While of an interpersonal connec their best interests at heart and brings a to more than forty agents.

She also leads a tightknit team down the road they can come back and I’ll help them to helpsuperior them through thisof situation.

Sohere when itretir co Thomas out on Lake Minnetonka.

“Aexperience huge part an Central agent dedicated to her community, customer community and it’ Erin hasfun to in New England from 2005-2019, and the Top make itprocess. afor positive that’s as asplans possible.

Whether it’s ano downtown city “When we have a listingagain that’s coming up, we her do aown lot clientele, balancing the chaos andthe energy of a standard real estate in addition to fielding more than half As the future, Michelle intends to keep progres clients, especially amidst th to in the future.” fulliscircle and back and say, ‘We to spring, summer and fall being outthey therecome just as One of the ways Lisa makes it stress-free is making care,our and a personal touch. says.

Instrong her free hours, continue for want at Agent in Southington in 2019. property, a tell rehab special, orleast sp I focus on the relationship aspect and my clients toa an of word of mouth, social media, andis sneak peaksbytorepeat get and transaction, Rebecca always minds thea really needs ofourher of which generated referral business. steady.

“We want to grow team, our brokerage, transactional process.

“It’s with you,’ it’s good feeling.” family and loved ones, and with a strong work eth says.

“And I’ve taken up golf sure her clients have all the pertinent facts. “I try to much as we can,” Lisa Sarah has sold it.

“I love my jh leave the worrying to me.” the buzz around the property.

Thatturn helps energy.” clients.

“Our comes down to gettingopportunities the heart of Clients to create Michelle timea and again for herjob translook for more toshe uplift our communit ness,” says.

“I know th Since such specialized area of the Producer” in her area, she Erin credits of her success to theserves relationships sheis Lindsay theto Northern Virginia area.

About Today, Lorimuch serves clients across Colorado Springs, and traveling—from a recently.” educate my clients through the Heather process,”serves she says.

“I something different, somethinir parency,clients knowledge, and depth ofwith experience.

Serving through quality service,” she says. Now, with more tha people’s desires,” she says.

“We honor that.” © decisions and investments market, appreciate her expertise.

“There are not forms her clients and says 75% of her business is working with RE/MAX an upcoming trip Rus , where she has been recogShe proudly, thatto she want them to have the fullCentral pictureMassachusetts so they can into makeConnecticut, Michelle citesWhen of her business comes from states, repeat andTerry referral cli listing properties, Angie begins by conducting two decades of experience, Michelle conside Rebecca also provides her clients with a full slate of through repeat clientele and referrals.

“I have made so very many agents who have experience in short sales,” nized for her outstanding track record, earning the her competitors and has experi me, it’s more than just a sing With the addition of Thomas, they are kicking everythedrone right photography, decision for their family.” and it’s easy to see why people keep coming bac a walkthrough of properties to find opportunities that communication, education, and personal connection asthrough her lengthy career.

“I’m passionate about what I do indoor 360 “Back tours,when professional many wonderful friendships my work,” she says. transactions. she says.

I started, the banks no idea As investment. for theway future, Lori i RE/MAX International Lifetime Achievement Award aintrusted resource that will thing up“We ahad notch, Lisa looks towards aenjoy very bright will maximize her clients’ return on From think that especially now, with the the indu some ofwebsite the driving factors “And of her work. try to go she says, “and I the gratification that comes from photography, copywriting, and construction.

I love that they continue to include me in their lives how to even handle short sales.

Now seek steadily as she nears th 2015, as attorneys well as says: a will place inpaint the RE/MAX Hall of Fame. pride myself on that.

It’s a future.

She “Building on the base of our already It’sShe important for Lisa that her clients are satisfied and chipsanand easy repairs to been decluttering efforts, aboveofand beyondofthea scope of after real aestate,” she says. being area resource. doing this full-tim has changed, people appreciate that personal toubt even serves on the me board directors luxury long transaction.

It’s a wonderful feeling toisknow “II’ve take the full-service approach tenure.

Now, looking What’s more, almost to therefer entirety ofhas herabusiness driven out because ofthey’re my expertise and will continue strong residential business, our next phase will be feel like they are her only client, because also build along the way.”

Angie network of vetted vendors that assist “We make connections in our local community, and since 1997, and I’ve been loving it ever since.” broker home tour—anything to give She her also clients that says.

“I develop friendships with to ensure that each sale my goescli sm you’ve made a difference inLindsay someone’s life.”

Thompson considers wh repeat andpersistent referral clientele who expermeinbusiness.” prides herself on being helping investors navigate this modern landscape, herextra friends neighbors theavailable Western ofthrough homeowners astrust theyher ready their property for market. we’re asSuburbs an ongoing resource for our clients. edge.and “I’m out there attracting as many eyes on “I up to date in all areas o © am and with the people they refer me to.

I focus on blessed in myhomes business, , tisealways and commitment.

“I’m Quality Service Certified skilled at communication, keeping clients in From there, professional captures helping them redefine their business - large allphotography while Minneapolis. lucky and enough that a alarge portion We’re not transactional; we’re very focused on relationThis commitment to uplifti financing, negotiations, marke the property “I’m as possible,” she says with chuckle.

“It’s To maintain those connections, Erin works her relationships and on making the transaction astoper so because my clients are given the opportunity to rate their while longdetailed as I have, and ha the loop. very have to be most flattering light, property remaining cost-effective.” ofamy is my sphere,” she“I’m says.so “It’s people ship building, wehands-on, do anything we and canyou to help clients Whether buying or selling my them Most through support andrec database reaches out toin hertheir clients at least four times littlebusiness crazy, but it’s fun.” experience after closing,” she explains.

“I’ve been at the of all I just feel ininshort sales,” she and says.

“We contact the bank twice able and asgive easyprospective as possible for them.”

Lindsay t descriptions buyers and immersive their needs lives.”

I know, and I see them often.

Wedaily do events, holiday achieve their goals.” a year. “I prefer the softfortouch when we connect,” shethem Rose’s role in her office. As years, and the award letter I of my clients.” a week to get updates, and IPlatinum relay thataward to mylevel clients so pride in always being available for her clients.

“I h understanding of a potential home-to-be.

Then, listings parties, coffee meetings, lunch I have a very hands-on says.

“So there’s a lot of calling, note writing, etc.”

While taking a dynamic approach to what’s real estate, ship program, Rose levera receive from them each year means more to me than all everybody knows going on.

I’ll have agents tell Sarah her listing success to her bu a transaction coordinator to credits help with paperwork are leveraged across the leading online platWhen properties, Michelle and her team leave no approach, why communal I love reallisting estate so much.”

Rebecca and still it’s upholds relationships with and Because knowledge to more guide oth of my extensive plaques and engraved awards abouttoproduction Toshe learn me, ‘Thanks for keeping usher updated, itherself made mygoing client rity. comes from ab f stone unturned.

“We have a very marketing forms and outlets enjoy maximum exposure in short for everything else, I talk directly to my clients.

Ianm Erin prides in the extra mile when it comes clients. She hosts multiple events throughout the year, ranks of the industry.

“It’s numbers.

ToTo me, it’sthinking those positive reviews and feedback email erinmancin feel sofor much more at ease during the process.’” she knows the importance of persi learn more about Rebecca Holley To find out more about Heather Keller, plan every listing,” she says.

“I’m always order.

Whether working with buyers or sellers, Angie to her interactions with each client.

“I want them to know thattomorning, noon,learn night, am available for t Lisa is as a people person.

“I’m very shefrom my clients that mean sure such the Party in the Park, whereextroverted,” families can meet the most me.” to Iproduce, but also “I’m ahttps://www.century21.com/real-estate-agent/profile/erin-o good communicator,” she visit herawebsite thedecision box.” This includes home services, email rebecca@yourspaces.com, onsays. educating clients, creating stress-free they are notstaging just clients to focuses me,” she “Igoing careher about please call (312) 607-7928, or here says. being of a part ofoutside such paint, aofbig people and I do right into the transaction.” for “I anlove afternoon food, face and yard games. clients really appreciate the fact relationships,” she explains Heather and 3D her videos, team market their short on social Matterport postcards and print process, and making every detail is accounted for. visit sales yourspaces.com, or call 303-919-7017 areLater making in year, their she lives.

Andthesince much offloorplans, myWhen listing email at sure heather@thekellergroup.net in the hosts Farmso Festival, properties, immediately have consistent media, targeted adswhere on nontraditional sites like Facebook to details get matter to Lori, beginning part of my and time here.

I’m al ads in using local newspaper, and open house C business is in my sphere, I love that I work with peoplewith top-grade documentation that showcases homes in preparation keyoffice to Linds council inis our an events. Of course, all listings enjoy premium visibilityWhen preparing a listing,ship Copyright Agent Magazine I know.” also cares about her clients their finest light.and From there, she secures far-reaching approach.

At Top the initialShe listing appointment, she across the leading online listing platforms social Copyright Top Agent Magaz difference by helping estab being real and honest.

“I’m not lo internet exposure through visibility across the leading media outlets, where ideal buyers are sourced in shortover everything with the sosupporting that they gohomeowner a long in closing,” sheway insists.

“I truly wan After six years as a successful solo agent, being online 137 listing platforms 77 and social media outlets. She order.

Last yearLisa the is team closed transactions, know what to expect and there are no surprises.

O joined by her husband, Thomas, they’ve also createsAside buzz from through word-of-mouth outreach my to buyers and sellers.” of which and were now Michelle’s personally. herprofessional photos have been Michelle taken, Lindsay im Top Agent Magazine 3 her long-standing network including herabout formed Norton and Nortonemphasis - Real Estate Done Right.

To learn more Terry on educating her clients, she also takes pride of colleagues, © a marketing plan that includes online placem ments participation Peak ofProducers , comprised of the top “We’ve owned a hardwareinstore, and Thomas email michelleterryteam@gmail.com, To learn more shepherding agents brings as they ascendTo thein ranks the find outWhether more about Lisa on sites including Homesnap 10% of local Realtors. working withNorton, buyers or and Zillow, where she

LINDSAY WALKE

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KIM LARSON Although she is relatively new to the business, Kim Larson’s passion for real estate has allowed her to quickly become one of the top real estate agents in her community. If you ask her why she became an agent, she’ll tell you that it simply seemed like a natural progression for her career.

“I love everything about homes,” she explains. “Every job I’ve had has had to do with homes. I started off cleaning and staging homes, then worked at a home decor store and a local interior design company before becoming an agent.”

Given Kim’s extensive design background, it’s no surprise that she has become one of the go-to listing experts in Swift Current. Although much of her business focuses in the city itself, Kim is happy to go wherever her clients need her, and frequently conducts business in outlying communities such as Cabri and Lac Pelletier.

Whenever Kim has a new listing, she spends a great deal of time working one-on-one with her clients to ensure that their home is appropriately staged so as to present as well as it possibly can. She then has a round of professional photographs taken and uses them to conduct an thorough social media marketing campaign.

She also draws heavily from her design background when working with buyers, frequently using mood boards and 3-D visualization software to present the different types of inventory available on the market.

“Each house really has a unique story, and I love telling that story to my clients.”

According to Kim, keeping an open line of communication with her clients doesn’t stop with the end of their transaction. Rather, she uses a combination of handwritten letters, phone calls, and social media to maintain the solid relationships upon which her business is built.

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“I’ve been somewhat surprised by how quickly the referrals have started to come in, but I suppose word travels fast when you live in a relatively small community,” Kim says.

When she isn’t busy working, Kim loves to spend time with her family, and you’ll frequently see her out and about taking her kids to their hockey games and other school activities. In addition, Kim is an active member of the local Chamber of Commerce and opens her home to foster children.

Looking to the future, Kim plans to expand the range of design services she offers to clients in her market. “I’d like to provide larger scale design services to buyers who are interested in renovations, and to individuals who flip homes, so that I can help them receive the greatest return on their investment.”

At the end of the day, Kim’s favorite part of the job is all about the people. “I love working with people, showing them homes, and helping them design spaces. It’s very enjoyable to see how happy my clients are at end of the transaction when they’ve either bought or sold a home.

That’s what really makes me love this job.”

For more information about Kim Larson, visit swiftcurrent.2percentrealty.ca/ https://swiftcurrent.2percentrealty.ca/our-realtorsreg.html our-realtorsreg.html, call 306-774-5245 or email kim.larson@2percentrealty.ca. https://

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Megan Lacelle is proud to congratulate

KIM LARSON

on being featured for Canada in Top Agent Magazine!

MEGAN LACELLE 306-773-2891 andersonandcompany.ca

http://

51 – 1st Ave NW, Swift Current SK S9H 0M5

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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 6

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.

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 Top Agent Magazine

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.

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.

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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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JOSH EMFIELD Top Agent Magazine

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JOSH EMFIELD With a strong work ethic and a dedication to helping others, Josh Emfield has flourished as a real estate broker in the Salt Lake County and Utah County regions. He became a Realtor® five years ago, but with his recent retirement from the U.S. House of Representatives and the U.S. military, he has dedicated more of his time to providing his clients with exceptional service.

With his yearly production between $18-20 million, it is clear clients gladly choose him to represent them. He’s found that the determination he cultivated through the military has helped him become successful. “After working in the Army as an interrogator and in public affairs for the Air Force, I learned to use my skills to negotiate the best deal for my clients and to market their property with top-dollar messaging,” he explains. Josh is the leader of The Emfield Team, which consists of himself and four agents. Together they aim to get clients towards their homeownership goals while providing an enjoyable experience.

Support of the Guard & Reserve. As many of his clients are in the military, he finds it incredibly important to stay involved to be able to serve to the fullest those who served our country.

As he looks ahead, he has major plans for 2020, including a new program where he sells properties for free when the seller uses him as their buying agent. “If a seller uses us to jump into a better home, we will sell their property for free, so our clients can keep more of their hard-earned equity,” he explains. On the average cost of a home in Utah County, that’s roughly an amazing $10,000 worth of savings for his clients.

Ultimately, he just wants to help as many people as he can, as he finds it incredibly rewarding. “To have real estate as an asset gives people freedom, so it is rewarding to help people achieve just that.”

“I’m always there for my clients, taking their calls,” Josh says.

“I really just try to make it as simple and easy as possible.”

Understanding that his clients are making a major financial decision, he guides them throughout the entire transaction, leaving no question unanswered. Josh is able to turn what is sometimes a stressful experience into something memorable and exciting.

Because he is so responsive and available, his clients don’t have to worry, as they know he is taking care of every single detail.

“We take the anxiety out of the situation,” he says. By treating each transaction as if he was the one buying or selling a home, Josh is able to focus on providing the best service possible. And it shows as you see the entertaining pictures of Josh jumping with each of his clients in front of their new home.

After the transaction, clients leave glowing 5-star reviews about their time together. One recently said, “Josh was very accommodating from the start. He provided us with all that we needed to know when purchasing our first home. We had a specific home in mind and Josh was patient as he worked with us over an eight-month period to find the right one. Josh was knowledgeable about the inspections and provided us everything we needed to know to make a decision. When we finally found the right home, Josh negotiated quickly and efficiently with the seller and we were very happy with the results. We can’t thank Josh enough for all his time and knowledge.”

When Josh isn’t working, he’s staying active in the community. He’s part of various military associations, including the Military Affairs Committee for the Salt Lake City Chamber of Commerce, veTcave, and Employment 10

For more about Josh Emfield, please call 801-709-3142 or email Josh@realtypath.com

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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, 12

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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CINDY JOSEPH Top Agent Magazine

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CINDY JOSEPH For Cindy Joseph, entering the real estate industry was a serendipitous event. She was the director of enrollment for a large private university at the time, and was managing about 120 sales associates. “One of the ladies I was working with had told me she was getting her real estate license, and I thought it sounded interesting so I decided to look into all of the hype,” Cindy explains.

Cindy had never thought of real estate as a career before, but once she knew more about it, she knew she would be successful at it. “I went into it with the idea of just seeing how things went, and within several months I became pretty busy and was producing at a high level.”

That was over seven years ago, and today Cindy has her own team consisting of six agents. Serving the greater Dallas region, specifically North Dallas, the majority of Cindy’s clientele comes from repeat clients and referrals.

“I think one thing that sets me apart from others is that I give an individualized approach,” Cindy explains. “I treat each client like they’re family, as if they were my mom, dad or cousin, and I really make sure that I educate them and ask the right questions to make sure we find the perfect fit.” Ultimately, Cindy lets her clients make their own decisions, but she gives honest feedback so they are able to fully understand the pros and cons of each property. “If the house is near a major intersection, for instance, I will say at the end of the day it’s their choice, but I would tell them I wouldn’t put my family

member there because one day when they want to sell it, it might be difficult.” Her clients truly appreciate her honesty and knowledge, feeling confident they are able to choose what is best for them. “I’m not looking for a quick sale or quick interaction, I want a long-term commitment, that’s always the goal.”

With a Master of Arts in Organizational Management and a Bachelor’s in Communication, Cindy values education and is always looking for ways to improve.

She has multiple designations, including Accredited Buyer Representative, Certified Military Residential Specialist, and Certified Marketing and Home Specialist.

When Cindy isn’t working, she’s giving back to the community through events and volunteer work. She helps out at the local 24 Hour Fitness, spends time at the North Texas Food Bank, and is starting to work with the SPCA. As Cindy looks ahead, she is hoping to grow her team to 10 agents over the next year, while also increasing her repeat/referral business closer to 100%. And no matter what, she will enjoy every step of the journey.

“It’s so fascinating to really learn about each client and their story. It’s such a big purchase, and I don’t take it lightly that they choose to experience it with me.”

For more information about Cindy Joseph, please call 214-208-4365 or email cindy@josephgrouprealty.com 14

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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 16

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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NICKI PALERMO

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NICKI PALERMO Nicki Palermo has been working in real estate her whole life—she got started working in a real estate office at age 16, was licensed at 18, and has now been in the business for 20 years. That depth of experience gives clients the confidence to trust Nicki with all their real estate transactions, and she exceeds their expectations with her hard-working attitude, attention to detail, and personal touch.

Working at RE/MAX ONE in Annapolis, Nicki serves Anne Arundel, Calvert, Montgomery, Prince George’s, and Charles counties. She and her team have won the RE/MAX Chairman’s Club and SMAR Diamond Award, and an impressive 87% of Nicki’s business consists of repeat and referral clients. “Our clients appreciate the way we approach every aspect of the transaction,” she says. “I treat my clients as I would like to be treated. I always try to be honest and loyal, and I am always looking out for their best interests. We try to cover everything and make it a smooth transaction for them.”

Nicki and her team forge lasting personal bonds with their clients. “Our clients usually end up becoming pretty good friends of ours,” she says. “It’s such an intimate experience buying a house with somebody: you talk multiple times a day, you learn about their family and what they’re looking for in a home, and that’s really a huge purchase in somebody’s life.” She and her team check in with clients after a deal has closed to make sure everything is going well, and also to provide

clients with market updates to keep them informed.

“We try to be their point of contact for anything to do with real estate, or with their home or vacation property,” she explains.

When marketing a listing, Nicki provides a comprehensive pre-listing package. She works with sellers to make sure a home looks its best, then brings in a professional photographer and even pulls out extras such as aerial drone video and professional staging, depending on the listing, to make a listing stand out. “We give all our clients five-star treatment,” Nicki says. “All our listings reflect back on us and our brand, so we always try to showcase each property in the best light possible.”

Nicki and her team believe in the importance of giving back to their community. With each transaction, they make a donation to St. Jude Children’s Research Hospital and the Children’s Miracle Network Hospitals.

They also donate supplies to local elementary schools.

When she’s not working, Nicki loves to go to the beach with her husband and their two beautiful boys.

In the future, Nicki wants to continue growing her business to better serve her clients. “Each year we get busier and busier, which is great,” she says. “I want to expand my team and bring on additional like-minded people who put the customer first, have a genuine heart, and also have a great hustle. I love winning for my clients, and I love getting to be a part of helping them find where they’re going to live and grow for years to come.”

Photos by Property Production Pros

To find out more about Nicki Palermo, call 240-876-4075, email justasknicki@gmail.com, or visit justasknicki.com www.

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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DJ SHERIDAN

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DJ SHERIDAN For top agent DJ Sheridan, real estate is in his blood. His mother worked in the mortgage industry and his father was an appraiser, so real estate was always a popular topic at the dinner table while he was growing up. DJ spent his early 20s working as a bartender while acting in Los Angeles, but after several years heeded his parents recommendation that he give real estate a try. He was immediately hooked, and after working in California for a year, decided to move out to Arizona in 2013.

Seven years and hundreds of transactions later, DJ is now the owner of Sheridan Property Group, where he leads an elite five-person team that operates throughout much of northern Arizona, with a particular focus on Yavapai county.

When you ask DJ how he has managed to ramp up so quickly, he credits his relentless focus on providing exceptional service as one of the primary drivers of his success. “When I started Sheridan Property Group, I wanted to build a carefully selected team of top notch agents who can provide the kind of premier service I expect,” DJ explains. “It isn’t just about the services we provide while we are helping with transactions - it’s also the high degree of personal contact we maintain with clients after closing.” To maintain these long-term relationships, DJ and his team regularly call their former clients to check in, and will frequently take them out to dinner. In addition, they host an annual client appreciation party. Clearly DJ’s approach resonates with people, as over 65% of his business comes from repeat clients or referrals.

Besides this focus on exceptional service, DJ and his team are also willing to do whatever it takes to help their clients successfully close a transaction. “Just last week we 22

had a buyer and seller who were both tapped out financially, so me and my whole team went over and painted the house, scraped the fascia, and built the deck railing so that we could get the deal sold,” DJ says.

When it comes to listing a property, DJ and his team customize their marketing approach to the specifics of each home. He is a big believer in the power of advertising on the Internet and social media, so his team implements a comprehensive marketing strategy on every sale that targets demographics of likely buyers both locally and in markets outside the state.

When he isn’t working, DJ loves to spend time with his family, and is an avid outdoorsman, frequently hiking and dirt biking on Arizona’s many trails. He is also extremely involved in his community, regularly volunteering with the Launchpad Teen Center; an organization that helps troubled and at-risk youth get involved in outdoor activities. Additionally, he is a big supporter of his children’s school district, and regularly donates his time to speak at local high schools and colleges to educate youth about financial responsibility.

In the future, DJ plans to expand his business into Phoenix, Sedona, Verde Valley, and eventually, other states. It’s all part of his effort to help people through real estate. “I always want to help people in my community.

I love my job because every day I get to help people achieve their real estate goals, which in many cases is a personal home. What an honor it is to help someone buy a property or type of home they’ve longed for that will be the center point For more information about DJ Sheridan, of their lives. The place please visit SheridanPropertyGroup.com where wonderful memories call 928.478.7100 or email will be made. It never gets RE@SheridanPropertyGroup.com old and I love it!”

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Laughs!

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CAROL ISAAK

Carol Isaak got into real estate 39 years ago to help bring in more family income. Her husband was a farmer at the time. “I visited the local realtor back then, and he ended up sending me through school,” she recalls. “I got my license and the rest is history.”

What keeps them coming back? “I’m a caring person, and I think it’s due to the personal attention I give to each and every client,” she says. “Escrow is a very critical period for them, and I make sure I always give the experience my personal touch.”

Carol is the leader of “The Isaak & Associates Realtor Team” which includes buyer agent, Lisa Vasquez.

The team, which covers the Central California region, sold 39 units with homes averaging from $275-$300,000 in 2019. “This is probably the only part of California that’s economically friendly and affordable,” she notes.

One client recently wrote to Carol: “In all our dealings with Realtors over the past ten years, we have never met anyone as kind, helpful and energetic as you have been. Without hesitation, we would highly recommend your service to anyone who is looking for an experienced, caring Realtor who gets things done! Thanks for taking such good care of us!”

Because she’s been doing this successfully for so long, Carol says most of her business is repeat and referral. “People keep coming back, so I really don’t have to do a lot of marketing,” she says.

Carol is also diligent when it comes to keeping up with the latest real estate regulations. “There are a lot of laws and disclosures in California, and I have to stay informed to protect my clients from any pitfalls,” she says. “I like to make sure all the I’s are dotted and all the T’s are crossed.”

With her unparalleled industry knowledge, topnotch experience, with Residential/ Commercial/ Land and her local expertise, Carol is considered to be THE Reedley Real Estate Professional.

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To stay in touch with her clientele, Carol sends out a monthly digital newsletter with all the latest Copyright Top Agent Magazine

news. She also mails out an annual calendar–which she’d been trying to do away with because everything now is digital–but “my clients keep asking when my calendar coming, so I guess I’ll keep sending it out,” she laughs.

When she does market her listings, she relies on online listings as well as open houses. She’s also very careful to uniquely market each property. “Every home is different, so every listing receives a custom fit,” she says.

Throughout the years, Carol has made many lasting relationships, a fact she relishes. “I love working with people, especially when I’m helping them fulfill their dreams,” she asserts.

On her off time, Carol is very involved with her church and served as youth leader and Sunday School teacher for 40 years. She loves to travel, read, and most importantly, spend time with her grandchildren. “That’s very special, precious time,” she states.

Her community involvement includes serving as a past president of the Reedley Chamber of Commerce, “Woman of the Year,” and has served on the City of Reedley Economic Development Commission.

As for the future of her business, Carol is adding another member to the team, Jennifer Hixson, and hopes to expand a bit more. Jennifer has credentials in Interior Design and will be staging our new listings. “I’m looking forward to working with new people,” she expresses. “Maybe pass on my skills to younger agents.

To learn more about Carol Isaak, Broker Associate, DRE 00859783 Guarantee Real Estate “A Berkshire Hathaway Affiliate” http://www.cbhsr.com/agent/4144694685/annie-haider email carolisaak@guarantee.com, visit carolisaak.com, or call 559-779-0762 www.

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

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

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

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

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

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

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

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

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

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

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

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 28

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

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ASHLEY BEVAN In a world full of real estate agents, there is a very good reason why Ashley Bevan’s clients keep coming back to her.

Apart from offering some prime real estate, Ashley is known for the amount of personal attention she puts in with each of her clients, giving them an individualized experience catered to their particular needs.

Her career in the real estate business began ten years ago. Having worked in the corporate world for a while then taking time off to start a family, she found herself looking for a new and challenging path, and was inspired to get into real estate by her father who himself was a realtor for 35 years.

She currently works with 8z Real Estate and serves the areas of Northern Colorado—including the Northern half of Denver and up to Fort Collins. Her savvy marketing strategy includes being a part of a luxury group called CLHMS, where potential buyers can view all her listings and be assured that they’re getting the best of the best.

their house is doing in comparison to the area around them as well as what the neighborhood trends are.” On top of that, she also hosts client appreciation parties.

And as her business continues to grow so do her plans for the future. At the moment it’s a new program at her agency that is geared toward helping clients buy their next house before they sell their previous one. “We want to solve clients’ problems to lower their roadblocks and increase satisfaction with the process.”

What does a busy real estate agent do when they’re not working? Ashley relaxes by spending time with her two horses, and taking them riding in the mountains along with her friends. She also loves to travel, golf, snorkel and hike!

A big key to Ashley’s success is her keen awareness of the fact that every client comes with their individual needs, and she goes out of her way to tailor her services to meet them. In her own words, “Making each client feel important is critical to me. My goal is to provide top notch, personalized solutions to each client that I serve.”

But one of her greatest attributes is that she takes a genuine interest in her clients, even long after they purchase one of her listings. “When I meet a client they usually end up being my friend,” Ashley says.

“One of the neatest things about my profession is that you get to meet so many people in so many different walks of life and with different skill sets, and that fascinates me. I like to learn what people are doing with their lives.”

And in order to give back to her clients and provide them something of value, she does annual real estate reviews for them so that they can understand how much their asset is worth and stand assured that they’ve made a good investment. “People appreciate knowing how Top Agent Magazine

For more information about Ashley Bevan please call 303-359-0457 or email Ashley.Bevan@8z.com, Ashley.Bevan@8z.com, or visit zillow.com/profile/Ashley-Bevan www.

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TODD DISBROW Todd Disbrow began his career in real estate back in 2001. After moving across the border into Nevada in 2002, he expanded his practice to include both states, cutting his teeth under a veteran agent for five years before breaking out on his own.

Today, Todd is in command of a reputation as an agent known for professionalism, decades of experience, and personal touch.

Under the banner of international brand Engel & Völkers, he serves clients in both California and Nevada, centered around the Lake Tahoe region and its surrounding counties. Whether buying or selling in the Golden State or the Sagebrush State, Todd has built a business largely driven by repeat and referral clientele who trust his expertise and proven track record.

In addition to his nineteen-year industry tenure, Todd also leverages his Master’s in Business Administration from the University of Nevada to provide clients with seasoned advice. “Clients have good experience with me because I make them feel comfortable,” he explains. “They know I’m always going to put them first. Relationships are what I focus on, regardless of price range. I’m also a very detail-oriented person. I’m diligent, and nothing gets by me.”

When it comes to marketing listings, Todd ensures every property is properly showcased through immersive professional photography and documentation.

From there, listings are disseminated across the leading online listing outlets through Engel & Völkers international platform, reaching more than 100 top sites.

He is also a big believer in social media’s far-reaching influence, and utilizes Facebook, Instagram, and a dedicated YouTube channel to reach prospective buyers far in wide. In a competitive market like Lake Tahoe, Todd has set himself apart for his specialization in lakefront estates, second homes, investment properties, and more. Because he lives and works 30

in the region, Todd’s knowledge of Tahoe’s unique range of inventory is a boon to clients, especially those buying and selling in a market they’re entering for the first time. “I make it a point to stay current with what’s happening in the industry, especially with technology,” he says. “Buyers have such good access to information, so it’s important to have a solid value proposition when working with them.”

Beyond the office, Todd gives back to his community through his participation as a trustee for the Nevada Leadership Academy, and through his contributions to Adopt-A-Park and Squaw Valley Free. He also served as president of Incline Village Realtors in 2017 and is a President’s Circle investor in RPAC. In his free hours, Todd most enjoys time spent with his family and loved ones, and enjoying all the outdoor recreation opportunities the idyllic community of Lake Tahoe has to offer. He and his wife recently welcomed their second child, Mason into the world, alongside their two-year-old Madison. “Having children is the ultimate motivator,” he says, “and humanizes what we do as Realtors.”

To learn more about Todd Disbrow email todd.disbrow@evrealestate.com, visit todddisbrow.evrealestate.com, or call (775) 830–3735 www.

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Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The Top Agent Magazine

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver.

With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do.

If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show32

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective.

If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial.

Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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MIKE DULEY Mike Duley credits his success in real estate to his entrepreneurial spirit and desire to give back. He began his career in the corporate world working for Fortune 200 Companies.

He was making a decent living but always felt there was something missing, that he could earn more and give back to his community. He believed real estate was the way to go.

With a wife and two young kids at home, Mike approached his father-in-law, a custom-home builder in the Bentonville area, and asked if he’d be willing to build a spec home, which he would sell once he got his real estate license.

“He said, ‘yes,’ but I think he never thought I would actually get my license,” he laughs, “because when I went to him, saying, ‘okay, I’m ready,’ he said, ‘I love you, but I’m not going to do this. I haven’t built a spec home in years.’”

So on August 1, 2016, Mike went out on his own, working a dual career to support his family–part time in real estate, part time in a corporate job–until his business thrived. In his first few months, he moved seven properties.

Fast-forward to today, Mike heads the Duley Group for Keller Williams Market Pro Realty, a family run company comprised of five businesses (real estate, mortgage, design & staging, building, and property management) and employs 28 people. His business, largely driven by repeat and referral clientele, specializes in residential, luxury, commercial, relocation, and investing.

contributions include raising $40,000 for the American Diabetes Association, raising $10,000 for a drinking well in Africa, and donating a room to the Arkansas Children’s Hospital. Over the next year, the Duley Group will be building a home and donating it to a family in need.

When asked what he loves most about his job, Mike responds, “Truthfully, I’m happiest when I’m working with a charity or helping someone. That is how I like to spend most of my time these days.” In the fall, his team is holding a fashion show for children from the Make-aWish Foundation.

When he’s not working, Mike spends time with his family.

He admits, on a daily basis at least one of his kids, ages 3 and 7, is in the office to visit him. He also coaches his 7-year-old’s basketball team. “And we love everything to do with college sports,” he says. “We do everything Razorbacks.”

In the coming year, Mike hopes to help 400 families and plans to start two new companies. “I’d love to help someone run his or her own business,” he exclaims.

Mike truly believes that his dedicated team is the reason the Duley Group continues to move forward. “We have great people working for us,” he says. “Culture is the most important thing. I not only want our people to have a purpose, I want them to have fun doing what they love.”

His total volume in sales for 2019 was $60 million, moving 246 units. Mike says his team takes extra care to market their listings. From quality customer care to what Mike calls, “killer social media videos,” every client, every home gets the star treatment.

Mike believes what sets his business apart from others in his field is his family’s desire to pay it forward. “Everything we do is centered around community, giving back, charity,” he says. In fact, a giant “Giving Tree” is painted on one of his office walls, Mike says, which reminds him and his staff of their true purpose. To date, their charitable Top Agent Magazine

To learn more about the Duley Group, email mike@theduleygroup.com, visit theduleygroup.com, or call M - (479) 586-HOME; O - (479) 616-HOME www.

33 Copyright Top Agent Magazine

ALISSA GAMBLE A third generation Realtor®, Alissa Gamble has flourished in the Treasure Valley region of Idaho. When she wanted a parttime job in 2005, she called her dad to see if he knew of any agents that needed an assistant.

As fate would have it, he had created an ad for an assistant that morning, so Alissa filled the role. “Six months later, I decided to stay on, and about a year later I got my license,” she explains. It was in June of 2007 that she began selling real estate on her own, and it progressed from there. “I just loved it the more I learned, and I loved how many opportunities it offered,” she says. Today she works with Keller Williams and has her own team, currently consisting of 12 agents.

and others at Keller Williams Realty. We are so glad we chose them. They helped us buy our first home in Nampa, Idaho. She was very professional, helpful and gave great advice. She went above and beyond what we even expected a Realtor® to do for us. I would recommend her to my friends and family, or anyone looking to buy in the area. She was very patient helping us with the paperwork and always returned our phone calls right away. We could not be more pleased with the property we purchased.”

As Alissa looks towards the future, she hopes her team can help over 500 families in 2020. Ultimately, it is her dream to help as many people as possible learn about real estate and unlock all of its financial and emotional benefits. “That’s really my mission, to have a positive impact on people, my team included. I’m able to help more than just myself.”

The vast majority of her clientele consists of repeats and referrals, a testament to her hard work and superior service. “I really focus on serving them over their lifetime, when we start I talk about our promise to give them an amazing experience and ask them what they think an amazing experience consists of,” Alissa says.

“Once we know what they value, all of our systems are designed to deliver on that promise.” Not only are buyers and sellers getting guidance and support throughout, they’re also getting a team with a high level of experience. “I’m an Idaho native, and I really focus on education. I want to continually learn, so I take a lot of classes, and all of my team members have a growth plan.” Each agent identifies what they want to do to improve themselves, and sets goals based off of that plan. “Our education and experience gives our clients more knowledge so they can make a better decision.

We’re not there to just stick a sign in the yard. We are all about understanding what their major goals are and what to do to accomplish them.”

After the transaction, clients love to leave glowing reviews about their time together. One recently said, “We had a wonderful experience working with Alissa 34

For more about Alissa Gamble, please call 208-472-8604 or email alissa@fivedoors.com TopAgent AgentMagazine Magazine Copyright Top

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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REBECCA HOLLEY In 2006, Rebecca Holley was an optician living a tranquil life in the foothills of Boulder, Colorado. Her husband was a builder, and his career piqued her interest in real estate.

At first, she got her license to help with his business; however, at the time, Rebecca had no idea what she was in for. “Within a month,” she says, “I had quit my job to work full time in real estate.

It was the obvious direction I needed to take.”

In a flash, real estate had become Rebecca’s whole life. Today she operates at Spaces Real Estate, supervising an expert team of assistants to service clients throughout the Boulder County region.

When it comes to transactions, Rebecca prefers an active approach. “I have an extensive network of relationships with other brokers in the area,” she says.

“When we have a listing that’s coming up, we do a lot of word of mouth, social media, and sneak peaks to get the buzz around the property. That helps create energy.”

Rebecca also provides her clients with a full slate of drone photography, indoor 360 tours, professional photography, copywriting, and website construction.

She even serves on the board of directors of a luxury broker home tour—anything to give her clients that extra edge. “I’m out there attracting as many eyes on the property as possible,” she says with a chuckle. “It’s a little crazy, but it’s fun.”

While taking a dynamic approach to real estate, Rebecca still upholds communal relationships with her clients. She hosts multiple events throughout the year, such as the Party in the Park, where families can meet for an afternoon of food, face paint, and yard games.

Later in the year, she hosts the Farm Festival, where Top Agent Magazine

clients can spend a picaresque afternoon sipping cider and carving pumpkins to celebrate the coming Fall.

These events certainly leave a strong impression on Rebecca’s clients. In 2019, roughly 60% of her business came from repeat clients, and the vast majority of her sales come from repeat or referrals. “People find me through word of mouth and happy clients,” she says.

When Rebecca isn’t working, she’s enjoying her life in the Boulder community. She volunteers with organizations such as A Precious Child, Emergency Family Assistance and Attention Homes to help those in need.

Elsewhere, Rebecca supplies the world with music, playing cello in local orchestras. But through it all, she still enjoys those pleasant afternoons in the hills around her house. “I can walk out my back door and go hiking in the Rocky Mountains,” she says. “It’s one of the most beautiful places in the world.”

In real estate, Rebecca most values the element of human connection. “In this day and age when technology is so important and social media is taking over the world, our business is about relationships,” she says. While balancing the chaos and energy of a standard real estate transaction, Rebecca always minds the needs of her clients. “Our job comes down to getting to the heart of people’s desires,” she says. “We honor that.”

To learn more about Rebecca Holley email rebecca@yourspaces.com, visit yourspaces.com, or call 303-919-7017 www.

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HEATHER KELLER - KW INSPIRE Heather Keller was working in mortgage lending in 2007 when the industry suddenly tanked. She saw an opportunity to help homeowners who were struggling to avoid foreclosure, and her short sale business was born. Since then, Heather has built a solid reputation within her niche market. Heather’s compassion and empathy come naturally and are valuable traits when dealing with homeowners going through financial hardship and facing foreclosure. Clients know her as a trustworthy guide through an often difficult process.

listings in front of the most likely buyers. They analyze the data to find out who is viewing their ads and re-target those ads to make them even more effective. All this adds up to a steady volume of sales for Heather and her team: last year they handled 50 sales, and they hope to increase that number in the future. “We’ve set a goal to eventually be able to help 100 families in one year, and I believe we can do it,” she says.

Heather serves all of the Chicagoland area, and about 50% of her business comes from repeat and referral clients. “When someone does a short sale with us, often two or three years later they’ll come back and buy with us, or they know someone else we can help,” she says.

“My clients are very relieved to be able to avoid foreclosure, so typically we stay in touch and they know down the road they can come back and I’ll help them again in the future.”

In the future, Heather plans to grow her business further while still providing the same level of personal service to her clients. “Since the majority of my business comes from short sales, I like being able to help people learn about the market and keep them informed,” she says.

“I feel like I’m giving back in a way. These sellers are going through such hard times, and I have the expertise to help them through this situation. So when it comes full circle and they come back and say, ‘We want to buy with you,’ it’s a really good feeling.”

Since Heather serves such a specialized area of the market, clients appreciate her expertise. “There are not very many agents who have experience in short sales,” she says. “Back when I started, the banks had no idea how to even handle short sales. Now attorneys will seek me out because of my expertise and will continue to refer me business.” She also prides herself on being persistent and skilled at communication, always keeping clients in the loop. “I’m very hands-on, because you have to be in short sales,” she says. “We contact the bank twice a week to get updates, and I relay that to my clients so everybody knows what’s going on. I’ll have agents tell me, ‘Thanks for keeping us updated, it made my client feel so much more at ease during the process.’”

Heather and her team market their short sales on social media, using targeted ads on sites like Facebook to get 38

Heather is active in her community. She is a member of the Chicago Association of Realtors®, and she and her husband participate in charity work to combat ALS. When she is not working, she loves to spend time with her two sons, ages 5 and 9. She is an avid runner, and takes part in half-marathons.

To find out more about Heather Keller, please call (312) 607-7928, or email at heather@thekellergroup.net Copyright Top Agent Magazine

Living On Commission

by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept.

“I could never live on that!” But loan officers have to do it all the time.

The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic.

When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation.

One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her Top Agent Magazine

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Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all!

She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

REALTORS® or other commissioned sales people. A little planning in advance for regular and predictable expenses and a slush fund for surprises and you’ll be covered!

Don’t let that happen to you. Loan officers aren’t that different from

Copyright©, Linda Brakeall.

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All rights reserved.

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ERIN O'CONNOR MANCINO Erin O’Connor Mancino has been a top Century 21 REALTOR® for 32 years and looks forward to many years of continuous success. “I purchased my first home at 21 and fell in love with the whole process,” she recalls of her entrée into the business.

Working solo for all these years within the same brokerage firm, Erin’s territory includes all of Connecticut and Rhode Island.

She has been honored multiple times for her excellence as a Top Sales Producer in real estate. In 2015 and again from 2017-2019, she was awarded the esteemed Presidents Club Award for top production and customer service within the Century 21 System. She is the recipient of the Century 21 National Centurion Team Award from 2009-2013 and the Pinnacle Award of Customer Service from 2001-2019. She was also an Individual Producer Centurion Award Winner in 2014, 2015, 2016, 2017, and 2019. Currently, she is the Number Two Century 21 Agent in Central New England for Production and in the Top 2 for gross closed commissions. Erin has consistently been named among the top 1% of REALTORS® in Central New England from 2005-2019, and the Top Agent in Southington in 2019.

Erin credits much of her success to the relationships she forms with her clients and says 75% of her business is through repeat clientele and referrals. “I have made so many wonderful friendships through my work,” she says.

“And I love that they continue to include me in their lives long after a transaction. It’s a wonderful feeling to know you’ve made a difference in someone’s life.”

their satisfaction. I try to make every real estate transaction as stress-free as possible.” Erin says what’s most important is that her clients focus on the positive aspects of their home buying or selling experience.

When marketing her listings, Erin relies heavily on social media and employs two professional photographers. She believes that the initial showing of any property takes place online so first impressions are critical. “Whether it’s a $40,000 mobile home or a $2 million mansion, every listing receives the same treatment,” she says.

In 2019, she closed 63 transactions with price points ranging from $65,000 to $1.4 million.

Erin enjoys giving back to the community and often volunteers at the Irish American Home Society in Glastonbury and at her church. She also takes part in office donations to the local food pantry. “And though I don’t practice, I have a cosmetology license and help with makeovers for the homeless and elderly,” she says.

When she does have time off, she enjoys spending it with her family, especially with her grandchildren. “They are the greatest gifts in my life,” she says.

Erin has no plans to retire any time soon. “I hope to continue strong for at least the next 10 years,” she insists, and with a strong work ethic and the title of “Top Sales Producer” in her area, she is sure to succeed.

To maintain those connections, Erin works her large database and reaches out to her clients at least four times a year. “I prefer the soft touch when we connect,” she says. “So there’s a lot of calling, note writing, etc.”

Erin prides herself in going the extra mile when it comes to her interactions with each client. “I want them to know they are not just clients to me,” she says. “I care about Top Agent Magazine

To learn more about Erin O’Connor, email erinmancinoc21@gmail.com, https://www.century21.com/real-estate-agent/profile/erin-o-connor-mancino-P25146387 visit her website here, or call 860-637-1302 41 Copyright Top Agent Magazine

ANGIE MULLIGAN Angie Mulligan got her start in real estate back in 2010. At the time, she had just sold her airline shuttle business—an idea conceived long before the boom of rideshare apps— and was on the hunt for her next professional challenge. Real estate was a natural fit for Angie’s work ethic and dedication to superlative client care. Now, she has carved out a reputation for her positivity, knowledge, and proven track record of success.

Beyond the office, Angie has been active in her community through a variety of causes and organizations, including Leadership Washington County, which gathers professionals in the area from various fields to collaborate on forward-thinking ideas and projects that can improve the community. She was also a member of the Washington County Commission for Women, and is certified by the local Court Appointed Special Advocate for Children (CASA) organization.

In her free hours, she most enjoys time spent with friends and loved ones and continuing her professional education.

Today, Angie is licensed in both Maryland and Pennsylvania, where she serves clients of all kinds, particularly in Western and Central Maryland. In Washington County, she heads a tightknit brokerage in Strata Realty, where she has cultivated a business driven by repeat and referral clientele who trust her experience and transparency. Likewise, her entrepreneurial spirit and dogged commitment to her clients’ best interests. “Real estate is what I do, and it’s my main priority,” Angie says. “It can feel like such a stressful process, whether buying or selling, so I try to make it a positive experience that’s as fun as possible.

I focus on the relationship aspect and tell my clients to leave the worrying to me.”

As for the future, Angie intends to keep progress steady as her business continues to grow. “I’m proud of where I am, and I feel positioned to take off even further,” she says. “I’m excited about where we’re headed.”

When listing properties, Angie begins by conducting a walkthrough of properties to find opportunities that will maximize her clients’ return on investment. From paint chips and easy repairs to decluttering efforts, Angie has a network of vetted vendors that assist homeowners as they ready their property for market.

From there, professional photography captures homes in their most flattering light, while detailed property descriptions give prospective buyers and immersive understanding of a potential home-to-be. Then, listings are leveraged across the leading online listing platforms and outlets to enjoy maximum exposure in short order. Whether working with buyers or sellers, Angie focuses on educating her clients, creating a stress-free process, and making sure every detail is accounted for.

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Now, with years of experience and a wealth of insight to her name, Angie Mulligan considers what she enjoys most about her chosen field. “I love meeting all kinds of people that I never would have if not for this business,” she says. “It’s so rewarding to help them with such an important milestone in their lives.”

To learn more about Angie Mulligan email angieofstrata@gmail.com, call (301) 992 – 6418, or visit stratarealtors.com www.

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

By Carla Cross

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

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

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

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

Now, here are five more.

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

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

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

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

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

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

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

Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 44

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

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

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

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

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

and Running—we all need it!

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

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

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ROSE NASRAZADANI Four years ago, Rose Nasrazadani was climbing the corporate ladder when she had a change of heart.

While she had enjoyed success, she also knew she wanted a role working more closely with people, being hands-on in helping others.

On the hunt for her next professional challenge, she decided to dive into real estate, and the rest is history. In the years since, Rose has established a reputation defined by professionalism, relationship-building, and a personal touch.

Today, Rose spearheads her work solo under the banner of Keller Williams. There, she serves clients around the Kansas City Metro Area and its surrounding communities. To date, she commands almost the entirety of her business through repeat and referral clientele who trust her commitment, expertise, and proven track record of success. Above all, Rose emphasizes the importance of an interpersonal connection between she and her clients, especially amidst the inherent challenges of the transactional process. “It’s a relationships-based business,” she says. “I know that this is one of the biggest decisions and investments people will ever make. To me, it’s more than just a single transaction. Clients need a trusted resource that will help guide them. I really pride myself on that. It’s about the relationships you build along the way.”

This commitment to uplifting others and empowering them through support and education also extends to Rose’s role in her office. As part of an in-house mentorship program, Rose leverages her own experiences and knowledge to guide other agents as they climb the ranks of the industry. “It’s not only about helping others learn to produce, but also about building those client relationships,” she explains. “That’s been an amazing part of my time here. I’m also part of the agent leadership council in our office and have been able to make a difference by helping establish some new systems that go a long way in supporting our agents.”

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When listing properties, Rose takes a tech-savvy approach to earning market exposure. She begins by prepping homes and showcasing them in their finest light through professional photography. From there, she disseminates listings across the leading online listing platforms and social media outlets, especially Facebook and Instagram, and secures high-ranking visibility in short order. Last year, she completed 31 transactions to the tune of $6.1-million in volume, at an average price-point of $200,000—an especially astounding feat in her fourth year in business. Whether working with buyers or sellers, Rose’s focus remains squarely on the personal experience each client goes through. “This process can be a lot of fun,” she says.

“It’s really rewarding when a transaction is done and they’re super excited and appreciative, and you ending up meeting their friends and family, and working with them, too!”

As for the future, Rose intends to keep progress going steady as she continues to build her business. She also hopes to establish a team in the years to come, and build upon the lesson her father, an Iranian immigrant, taught her. “His advice really instilled a work ethic in me,” she says. “He always taught us and made sure we understood: you have to work hard to get what you want.”

To learn more about Rose Nasrazadani email rnasrazadani@kw.com, visit roseknows.kw.com, or call 620-481-9315 www.

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LISA NORTON Lisa Norton brings personalized attention to her clients, and that’s what keeps them coming back to her. And that’s not a guess - that’s what Lisa’s online reviews say over and again. “What I see again and again is that my clients appreciate that I’m thorough, and I always keep them informed of what’s coming up,” she says. “I anticipate their needs and I make the process stress-free.”

One of the ways Lisa makes it stress-free is making sure her clients have all the pertinent facts. “I try to educate my clients through the process,” she says. “I want them to have the full picture so they can make the right decision for their family.”

It’s important for Lisa that her clients are satisfied and feel like they are her only client, because they’re also her friends and neighbors in the Western Suburbs of Minneapolis. “I’m lucky enough that a large portion of my business is my sphere,” she says. “It’s people I know, and I see them often. We do events, holiday parties, coffee meetings, lunch - I have a very hands-on approach, and it’s why I love real estate so much.”

buyers confidence and an edge in a home they may be interested in.”

Lisa and Thomas are native Minnesotans, and they have deep roots in their community. Lisa is heavily involved with the Chamber of Commerce and in the local schools. Thomas is a volunteer sophomore football coach at the local high school that he himself once attended.

They live on Lake Minnetonka, and when they’re not working or giving back you can often find Lisa and Thomas out on Lake Minnetonka. “A huge part of our spring, summer and fall is being out there just as much as we can,” Lisa says. “And I’ve taken up golf recently.”

With the addition of Thomas, they are kicking everything up a notch, Lisa looks towards a very bright future. She says: “Building on the base of our already strong residential business, our next phase will be helping investors navigate this modern landscape, helping them redefine their business - all while remaining cost-effective.”

Lisa is a people person. “I’m very extroverted,” she says. “I love being a part of such a big decision people are making in their lives. And since so much of my business is in my sphere, I love that I work with people I know.”

After six years as a successful solo agent, Lisa is being joined by her husband, Thomas, and now they’ve formed Norton and Norton - Real Estate Done Right.

“We’ve owned a hardware store, and Thomas brings a unique, insider perspective,” she says. “Adding his Home know-how to the mix has been a plus for our clients. As a buyers’ agent, he can walk through houses bringing his knowledge and his eye to it, giving our 46

To find out more about Lisa Norton, visit lisanorton.cbintouch.com, call her at 952-215-1374 or email lisa.norton@cbburnet.com https://

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 48

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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MICHELLE TERRY Michelle Terry got her start in real estate back in 1997. “I always had a strong interest in homes,” she remembers, “and I knew from when I was young that it was something I wanted to do.” Two decades later, Michelle is now a broker and regional industry leader, complete with a reputation for professionalism, superlative service, and a personal touch.

Today, Michelle is the broker in her office, overseeing more than forty agents. She also leads a tightknit team in addition to fielding her own clientele, more than half of which is generated by repeat and referral business.

Clients turn to Michelle time and again for her transparency, knowledge, and depth of experience. Serving Central Massachusetts into Connecticut, Michelle cites communication, education, and personal connection as some of the driving factors of her work. “We try to go above and beyond the scope of real estate,” she says.

“We make connections in our local community, and we’re available as an ongoing resource for our clients.

We’re not transactional; we’re very focused on relationship building, so we do anything we can to help clients in their daily needs and lives.”

When listing properties, Michelle and her team leave no stone unturned. “We have a very extensive marketing plan for every listing,” she says. “I’m always thinking outside of the box.” This includes home staging services, Matterport 3D videos, floorplans, postcards and print ads in local newspaper, and nontraditional open house events. Of course, all listings enjoy premium visibility across the leading online listing platforms and social media outlets, where ideal buyers are sourced in short order. Last year the team closed 137 transactions, 77 of which were Michelle’s personally. Aside from her emphasis on educating her clients, she also takes pride in shepherding agents as they ascend the ranks of the industry. “I love to educate,” she says, “whether it’s the buyers, seller, or our team members. I’m always Top Agent Magazine

hosting training courses and I pass along all the information and knowledge I can.”

Beyond the office, Michelle gives back to her community by supporting various causes, often in conjunction with her clients or office. These include sponsorships of local parks and schools, area families in need, veterans, and the Make-A-Wish Foundation. She also supports local animal shelters and youth groups, and donates to Habitat for Humanity with each transaction. In her free hours, she most enjoys time spent with her family and loved ones, boating out at her family vacation home on Cape Cod, and heading north for snowmobiling.

As for the future, Michelle intends to keep progress steady. “We want to grow our team, our brokerage, and look for more opportunities to uplift our community through quality service,” she says. Now, with more than two decades of experience, Michelle Terry considers her lengthy career. “I’m passionate about what I do,” she says, “and I enjoy the gratification that comes from being an area resource. I’ve been doing this full-time since 1997, and I’ve been loving it ever since.”

To learn more about Michelle Terry email michelleterryteam@gmail.com, visit michelleterryteam.com, or call (508) 735–8744 www.

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LORI THOMPSON Lori Thompson got her start in real estate more than three decades ago. At the time, she was a college student, working as a restaurant hostess and running their wine tasting bar. The owner challenged her to sell an old-fashioned slot machine that was on display. When one of her patrons, a Realtor, witnessed her sales pitch, he encouraged her to try her hand at real estate. “I made the right choice a long time ago,” Lori remembers. In the years since earning her license in 1985, Lori has carved out a reputation as an agent dedicated to her community, superior customer care, and a personal touch.

Today, Lori serves clients across Colorado Springs, working with RE/MAX©, where she has been recognized for her outstanding track record, earning the RE/MAX International Lifetime Achievement Award in 2015, as well as a place in the RE/MAX Hall of Fame.

What’s more, almost the entirety of her business is driven through repeat and referral clientele who trust her expertise and commitment. “I’m Quality Service Certified©, so my clients are given the opportunity to rate their experience after closing,” she explains. “I’ve been at the Platinum award level for years, and the award letter I receive from them each year means more to me than all of my plaques and engraved awards about production numbers. To me, it’s those positive reviews and feedback from my clients that mean the most to me.”

When listing properties, details matter to Lori, beginning with top-grade documentation that showcases homes in their finest light. From there, she secures far-reaching internet exposure through visibility across the leading online listing platforms and social media outlets. She also creates buzz through word-of-mouth outreach to her long-standing network of colleagues, including her participation in Peak Producers©, comprised of the top 10% of local Realtors. Whether working with buyers or sellers, Lori focuses on the personal connection at the heart of every home bought or sold. In fact, she has worked with multiple generations of clientele, and has watched 50

families grow over the course of her career. “One of the reasons I like to host events where I get to see my clients is because it’s fun to see their kids and families grow.” she says. “My clients are really wonderful people, and that certainly makes my job even more enjoyable. They really become part of our big, extended family.” More than 75% of Lori’s clients are active duty or retired military members.

Beyond the office, Lori gives back by contributing to a range of organizations and causes in her community, including the Springs Rescue Mission, Life Network, and the Care and Share Food Pantry. “We have an amazing community here and it’s important to be involved,” she says. In her free hours, she most enjoys time spent with family and loved ones, hanging out with her rescue pets, and traveling—from a recent cruise with her mother to an upcoming trip to Russia.

As for the future, Lori intends to keep progress moving steadily as she nears the fourth decade of her industry tenure. Now, looking back on her chosen field, Lori Thompson considers what she enjoys most. “I have been blessed in my business,” she says, “to be doing this as long as I have, and to have enjoyed this kind of success.

Most of all I just feel really blessed, and that’s because of my clients.”

To learn more about Lori Thompson email ColoradoHomesbyLori@gmail.com, visit her website here, http://remax.com/real-estate-agents/coloradosprings-co-80920-lorithompson-id13724187.html or call (719) 332–1807 Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

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

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

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

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

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

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

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LINDSAY WALKER This is Lindsay Walker’s third year in real estate. She has a background in sales and previously worked as an attorney negotiator for Nationwide Insurance before deciding to take the leap. Now Lindsay is an agent with Keller Williams Capital Properties, and she is known for being a thorough, dependable, and trusted guide through the sometimes intimidating world of real estate. Clients know she has their best interests at heart and brings a personal touch to the process.

Lindsay serves the Northern Virginia area. About 75% of her business comes from repeat and referral clients, and it’s easy to see why people keep coming back. “I think that especially now, with the way the industry has changed, people appreciate that personal touch,” Lindsay says. “I develop friendships with my clients, and with the people they refer me to. I focus on our relationships and on making the transaction as personable and as easy as possible for them.” Lindsay takes pride in always being available for her clients. “I have a transaction coordinator to help with paperwork, but for everything else, I talk directly to my clients. I make sure that morning, noon, night, I am available for them and I do right going into the transaction.”

When preparing a listing, preparation is key to Lindsay’s approach. At the initial listing appointment, she goes over everything with the homeowner so that they will know what to expect and there are no surprises. Once professional photos have been taken, Lindsay implements a marketing plan that includes online placement on sites including Homesnap and Zillow, where she is a Premiere Agent, ensuring that her listings will reach an audience of potential buyers who are most likely to be interested. She then holds an open house, contacting all agents in the area to get the word out.

Lindsay’s accessibility to her clients continues long after a sale closes. “Even after the sale of a home, many Top Agent Magazine

times I have people who call me to ask me questions or ask me for advice, for themselves or their friends,” she says. “I look at myself as the one-stop shop. I’ll be your realtor, your friend, and I’ll give you advice.

People want to work with me because they know how I do business.”

Lindsay believes in the importance of giving back to her community. In addition to participating in the annual Keller Williams Red Day of community service, she is a volunteer teacher for a local program in Richmond, Virginia, that provides free evening art classes for underprivileged kids. When she is not working or giving back, Lindsay loves to spend time with her two young kids. She enjoys crafting and family camping trips.

In the future, Lindsay would like to grow a team, but to do so organically. “I want to make sure the level of service stays where it is,” Lindsay says. “I learn so much every day, about the industry and about my local economy. I love feeling like I’m helping people and keeping integrity in the industry. Helping my clients and knowing that I’m the person they trust and that we’re going to get this resolved, that’s the best feeling in the entire world.”

To find out more about Lindsay Walker, please call 804-971-6591, email lindsaywalker@kw.com, or visit kwcapitalproperties.com/agents/lindsay-walker

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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

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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SARAH WALTERS Customer service and a strong work ethic are of the utmost importance to Real Estate Agent Sarah Walters, who believes in going the extra mile for all of her clientele. Right from the start, Sarah has loved selling real estate. She began her career in in 2004 and was named “Rookie of the Year” in her office.

Since joining RE/MAX in 2005, she has consistently been in the 100% Club and received the coveted Hall of Fame award in 2015, and her enthusiasm has never waned.

She considers it a true complement and honor that the majority of her business is either repeat or referral.

Whether it’s a downtown city condo, an investment property, a rehab special, or a sprawling country estate, Sarah has sold it. “I love my job, because every day is something different, something new,” she exclaims.

She states, proudly, that she consistently out-sells her competitors and has experience with a variety of transactions.

“I take the full-service approach to all of my transactions to ensure that each sale goes smoothly,” she exclaims.

“I am up to date in all areas of real estate contracts, financing, negotiations, marketing and technology.

Whether buying or selling my clients trust me to help them achieve their goals.”

In a recent review, one of her clients wrote, “Sarah Walters did an amazing job working for us! She was on top of every aspect of the buying process from showings, to offers, to inspection, to the closing. She was always available, knew the market and had a great feel for negotiation. We also loved that she was willing to be honest about a house. Not critical, but she was willing and insightful about the parts of a house that needed repairs. Just a great overall experience.”

Each listing receives her personal touch and that includes a consultation with a professional stager as well as artistically designed photography to assure that the home stands out both in person and online.

Because the real estate business is always evolving, Sarah says it’s critical that she stay on top of the trends, offering her clients the most current tools and resources.

In addition to earning her MBA from Mount Mary University in 2011, she stays abreast of market fluctuations and patterns, which enables her to accurately advise and quickly adjust marketing and negotiation techniques. In addition to being a Real Estate agent, Sarah owns and manages numerous rental properties.

A true professional in every sense of the word, Sarah loves what she does, loves her clentele, and couldn’t imagine herself doing anything else.

Sarah credits her success to her business savvy and integrity. Because she comes from a family of entrepreneurs, she knows the importance of persistence and transparency.

“I’m a good communicator,” she says. “And I believe my clients really appreciate the fact that I get back to them immediately and have consistent follow-through.”

She also cares about her clients, who describe her has being real and honest. “I’m not looking for that one quick closing,” she insists. “I truly want to do what’s best for my buyers and sellers.”

Top Agent Magazine

To learn more about Sarah Walters, email WaltersSarahL@yahoo.com, https://www.remax.com/real-estate-agents/sarah-walters-brookfield-wi/100068737 visit her website here, or call (262) 617-5843 Copyright Top Agent Magazine 55

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Top Agent Magazine