NATIONWIDE & INTERNATIONAL 4-19-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

FEATURED AGENTS

CARRIE ALEX DANIELLE BEASLEY

ALIX PRINCE DAVID RABIOR

GINA CASNER

LAVINA SAMTANI

BERNADETTE DAWSON

SALLIE SIMMONS

TIMOTHY DI PRIZITO

JOE STOCKDALE

BOB DICKINSON

STACY STOKES

LAUREN DION

LIBBY UTLEY

JENNIFER DRENNAN TIM DUNCAN

FRAN VALERIO JESSICA WANG

CANDICE FRAZIER

JEANNINE WAYSON

RITA FRENCH

KRISTY WOODFORD

SUZANNE GIGNILLIAT

ASHLEY ZIEMKE

DONNA GLAZER EMILY GREEN MARK JONES MARIO KATTULA NICK KRAWCZYK ALLYSON LENZ TANYA LEWIS CANDACE LOVING SARAH LUX MERCY MARASIGAN BEVERLY ANN MAREK MARCY MARTIN ANGELA MELANCON GEORGE MONTANARI LEA MARIE NGOWAKL

COVER STORY

MATTHEW PATTERSON

NATIONWIDE & INTERNATIONAL EDITION

Matthew looks forward to th his plans for growth. “It is my the same level of service.” M sionate about serving his clien

The Buxton & Collie real estate team is proud to congratulate

Lauren Dion LIBBY UTLEY ALLYSON LENZ

Michael P. Ragsdale is proud to congratulate Shannon Lauren is proud to congratulate

Congratulations, Suzanne—

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ALLYSON LENZ

LAUREN DION

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51

57

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for being recognized as a Top Agent!

Copyright Top Agent Magazine

Brian Collie 843-606-2397 Shannon Lauren, MBA, CDPE bcollie@buxtonandcollie.com Michael Ragsdale | Pro Land Title Property P. Expert buxtonandcollie.comPrincipal Broker & Owner / Certified Distressed https://

To find call 94 or ema MATTHEW PATTERSON

SUZANNE GIGNILLIAT

LIBBY UTLEY

on being featured for theon State of Virginia being featured for the State of Arkansas on being featured for the State ofin Top Agent Magazine! in Top Agent Magazine!

South Carolina in Top Agent 39 Magazine!

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ARCHITECTURE + INTERIORS

Chicago: 312.321.7400 New York: 212.951.0350 craigandco.com

501-771-4903 | 501-681-7994 cell Connections mragsdale@prolandtitle.com | prolandtitle.com 703-659-1109 | workwithremax@gmail.com virginiaproperty4sale.com DUNCAN TIMOTHY DI PRIZITO 5601 JFKTIM DONNA Blvd., Suite 201 North Little Rock, AR 72116

Real Estate 940 Johnnie Dodds Blvd, Suite 100 Mt RE/MAX Pleasant, SC 29464

https://

GINA CASNER

www.

GLAZER

CANDACE LOVING

BERNADETTE DAWSON

BOB DICKINSON CANDACE

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69 Photo by Kali Shay, KLee Photography LLC

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LOVING 84

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DONNA GLAZER

GINA CASNER SARAH LUXSARAH STACY STOKES

LUXMERCY MARASIGAN

BERNADETTE DAWSON

BOB DICKINSON

DANIELLE BEASLEY CARRIE JESSICAALEX WANG TIMOTHY MARCY MARTIN You might say Bob Dickinson grew up around real to provide his clients with an extensive reach Beasley learned the art of real DIDanielle PRIZITO

MARK JONES

estate. His Dad was a commercial industrial developer in Southern California, and coming of age,

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MA

preparing them with a suite of professional ph numbers raphy, videography, and big even aerial photog

“Real estate is ingrained in my DNA,” Outside of her job, over Carrie isinofbusy a he shares each home a blend targete opportunity to learnof the business inside estate at90 an earlyBob agehadasan the daughter work the m 95 college, he recog86 96 ital of andthe social mediaHampshire campaigns, as well as and out. Soon after graduating says Carrie88 Alex, the team lead of Alex owner New Wed Joneshouses. has lived in Colorado si an interior designer. upinaround gets to help. nized Growing growth potential Arizona, so he Mark moved out “But everything starts Springs with the pict however, was first drawn to esto & Associates Realty Group at Keller Magazine.

She also works with he says.he “They’re oftentimes thegetting firstreal impress to decorating Maricopa County and obtained his 1990; real estate homebuilding and helped her and However, she is willing and ready to go wherever “I really like working with people.

I love my STACY STOKES Realty. Carrie got license. Since then, Bob went on to build a Hall a graduating home, and if they don’t capture a buyer’s soon after college, when hetowi Williams Coastalclients,” local ASPCA. a recent breast her clients to at be.RE/ “I amnation, working getting says form Bernadette Dawson, topcareer agent a strong foundation ofas knowledge rewarding you’reon inAs trouble.” of aFame a Lifetime Top want Producer searching for a career that balanced his out my Delaware license to grow my business in the working out of Maryland with Black Dog RealMAX, andintoday, is a estate Realtor for the Budwig her official start in Spring 2018, cer survivor, she has positive already imm for herbut eventual career the hereal trans ing personality with his leans entrepreneurial Elsewhere, Bob on his in-depthspirit under Team, where he services throughout Delawareclients and Maryland Beach area where I have ty. “I do everything to accommodate my client’s industry.

Currently eightCounty, years strongScottsdale, inmy business stressful on her love for real schedules estate began all the herself ing ofin the working localshe market find thegroups right hom Maricopa hisParadise dad’s recommendation, hetoawith decided to pur expanded in the last year,” says. even when they have last minute re- including Valley, and founder the entire Southeast Valley. the business, sheare isalways the of The way in childhood.

“My father was support other women who are f quests to see houses.

My clients my his real estate license and found quick succes A seasoned agent with twenty years of Her hard work and to herthe clients pays first priority.”

Danielle Team atexperience, SimpliHOM Whenand she’s the dedication business.

Skip ahead to today, Mark a broker, and I was the office brat,Beasleyprofessional ing to beat odds.

Among one o he educates MARCY MARTIN CARRIE ALEX off.

Over half of Bernadette’s business comes MERCY MARASIGAN JESSICA andthroughout supports his clients throughout theirDANIELLE a Realtor forBEASLEY RE/MAX, wheretohevolunteer assists andWANG serves Nashville so I grew up around real first estate andthe clients groups ana good organization called from repeat andclients referral clients. is “I do Bernadette joined real estate game inmatter transaction—no what.

“Whether throughout ColoradojobSprings and and the surrounding suburbs. often works a client is buying or selling, I make sure learned to love it 2006. from“Prior an early Breast Cancer “They what bringsSupport. them to Realage.”

Estate, I was a Middle School for them,” she says, explaining the surrounding areas. A hands-on they fully prepared,” he says.

“Right Food agent Bank, again and again. “This is with the largest pur-cancer Math teacher, and myare family, I back She is a relocation specialist, as when well I startedfrom breast who am a robust background in property the start, we talk about every- with women chase most of my clients will make in their life-Sparkle Page wanted to dofor something thatfor would allow me to approach Acclaimed her personal to “Owning a home is a life changing experience the thing, and they can trust me to guide management, he offers the insight needed as a first-time home buyer specialist, not have the funds for grocerie time and want them to be happy with the choicedren with dis be flexible around my as children’s At them their deal with theIutmost clients well asschedules. herthrough honesty and attenany transaction with ease. good. I think it’s one of theand foundations for happiness.” amfor therepaying for them throughout the start of myand careersellmy schedule confidentiality.” was definitely they have made.toI navigate currently helps buyers their bills.

Unfortun tion to Idetail, the majority of Danielle’s loves to every step of the process.

I fundraisers want my clientswere toshe halted more flexible, but as built my business it has ers throughout Southern Maine and their d Whentolisting a house, Bob collaborates comes from repeat andfeel referral sources.

“Our Predators games, When listing Mark prefers anand old spe comfortable reaching out atohome, me after settleturned into a business 7 day a week endeavor service What’s the difference between a career and a New It gave me so much pleasure that I went fullin the Pacific with the marketing team at his brokerage Hampshire. the pandemic, so I got my network together in ord good rapport with them.

They like my professionJessica Wang, a top agent Northwest, as well with questions, or toon justhis and my clients” says Bernadette. school approach, leaning instincts clients truly become like ourment extended family.

We concerns, three children, two do Phone 310-734-1440 Fax 310-734-1440 calling?

Just ask Mercy Marasigan. “Everyone | time.” alism and that I their can speak English so In wellher aspare first got started in the real estate industry in 2018.share what is donate going on in life.

Many of sphere my and $10,000 last year.” and extensive professional toasgive work hard to not only facilitate araise transaction forthat them, Copyright Top Agent Ma of us on this earth has a responsibility to serve clients are friends prior toleg starting the home buyServicing primarily Harford County, Maryland, newer Chinese immigrant.

Plus, they think the fact “Five years ago, I moved to the United States from clients a up.

After providing his sellers Carrie prides herself on developing meaningful relaCarrie loves having fun on Lake Winnipesaukee humanity in some way. When we choose the She came to see her work as a sort of spiritual 15 years in the business, Marcy Martin approaches but to also get to knowcounty their loved ones so that we can Inare thenot, future, Danielle hoo mag@topagentmagazine.com | www.topagentmagazine.com process, but those that Bernadette also helps clients in Baltimore with a suite of professional photography, thatwith I speak Chinese will help themoften market their China,” she explains.

After operating working as with a part ofing/selling work we want to do, we’re also choosing the tionships endeavor as she her labored to help people realwith clients by always boat her family and friends. get a clear understanding of the type of results that are business andtrusted serving the become friends by the time we get to settlement.” and Cecil county purchase and sell homes. shares their property I built confidence in my over business, andnetI herhome previous company’s international sales team in properties. he kind of impact we will have on the world.

It’s ize their dream of ownership.

Simply every client with empathy and consideration, integrity and looking out for their best interest—the going to be best for them.” and as far as I’m concern like the localclients.”

MLS. But through it very important to understand how our work put, she tuned inthe to the subtle waysdecided through she was ready to make won lots ofworks English-speaking USA, Jessica that haveto helped her build aher network of repeat This year Carrie is working on getting her bro an ugly house. enjoy fin all, he maintains a lofty standard ofIservice, benefits people, and then to commit while to it one traits which her efforts the world.

“Owning helping guide them in the best direction. achanged change.

After seeing mother-in-law’s success hundred percent.” a home is a life changing “I’m experience for the teamIiswork Danielle’s known for going above and beyond that each home has and bri and referral business. not scripted. and license for NH and is focused on helping her investing in real estate, Jessica decided to join the Today, Jessica works largely with Portland and good. I think it’s one of the foundations forauthentic theirforclients, custom marketing plans for I fulfill Something my own artistic vi live my life in an organic and way.creating I’m hongrow and succeed ascommunity. individual agents.

She also Vancouver’s Chinese that industry.

Licensed Mercy got into real estate twenty-three years happiness. That security, that feelinginofboth suc-Oregon and Washington After an unnecessarily complicated transaction Estate and serves clients throughout Spokane, each seller and even offering complimentary profesthe best results.” andheightens I do mytheState, best to advise my a way that important words of inspiration for agents sets her apart from her peers is how she markets Jessica primarily servicesinPortland, Oregon, a few ago, after working with Merrill Lynch for estcess, pleasure in every otherclients part Top Agent Magazine process spoiled her experience ofarebuying her Washington. sional home staging andfor de-cluttering as part their2020 listings.

“Iofalways market in two languages, Vancouver, Washington, as well as the areher many years. “I wanted to start a family, so I allows of our lives. People happier in their work. them to and make the most educated choices starting out: “In I underwent three surg services.

As a Certified Luxury Specialist home at their theThey’re age of 21,inI’m Marcy Martin happier theirnot relationships.

They’re needed work that would givefirst me the flexibility English and Danielle Mandarin,” says Jessica.

She wants surrounding metropolitan area. situation. interested in making the highlived through chemotherapy, survived a pande to spend time with my children. I was only

more productive and responsible citizens.” also handles a large number of luxury properties. “Our

CANDICE FRAZIER JENNIFER DRENNAN RITA FRENCH EMILY GREENMARIO KATTULA

Foryears Candice Frazier, real estate offered with the When Candice she’s stay-after closing. I highly recommend Emily and andis s een servicing highest level and of service Down-to-Earth passionate about Mariotogotisn’t his working, start toinbuild real estate photography Rita French’s journey real estate began mywas sphere and keep 107future the chance for limitless growth and ing active in flourished the community.

Her son 99 ainshowcase 103 104of influence erties has quickly their others, property andGreen to owning attract plan to use her for homeRealtor.com, purchashelping has 100 Emily several prior businesses, includTrulia, years sheasearned her in withshe past clients,” says. wrote, “For “I am very thankful “I got started afterago be-when killedCities by drunkcell driver in touch 2019, e rewarding one of theircareer. most twenty-five competitive es!”Rita Another anoffers. agent in the Twin metro area. ing a three phone store solocations posted across Facebo license while working as a new account me, this job is all about the people.

Staying Realtors. ing laid Licensed off from my 9-5 job, so I took inspired to start a foundation that I had the opportunity work with a Real estate runs in was her family, she grew his whichasinformed background that in cuswell,toand postcards representative at toa get bank.

Over fol-theher in touch “When istenkey.

If you stay in touch, ® yland, and Virginia, For Jennifer, it is people who make Emily.

She is when a kind andclients respectful agent. dat . “I up the watching mom as a Realtor the severance package and decided helps families faced with tragedy. tomer service.

After nearly years, in Mario’s lowing she years, investment need something, Always they’ll remember de-ranging her job fulfilling, her Iclients and hertransitioned returning my calls and getting would sayboth I started in real estate when I tothey Mario owning a came Dickey’s my real expertise estate license,” says.Rita Thatbought lost my son, the community really properties.

After she moved with her husyou and reach out.”

For every listing, Rita n was it comes to buying fellow agents.

“I love to help people and With his officethe ten m the information I need to understand franchise making was 12, because Ithrough helpedBarbecue her in January of 2016, and she hasn’t for with me. Pit Iopen had food atbefore my doorerlooked treats every client get my clients to the table to close the band to Cabot, Arkansas, she dedicated develops a versatile marketing strategy that Mario’s business k the switch to a career in real estate. process.

I am happy with the house she houses and was always doing work with back since. Currently she is the step for 30 days straight. I wanted to do ation, serving their herself to her business, deal,” Jennifer says.

“I Once also love training his community and which quickly includes targeted social media campaigns. helped me to find.

I highly recommend her her,” she says.

Emily turned 18, she Regional Sales Manager of Best Choice CANDICE FRAZIER something that could help people inGREEN simMARIO KATTULA RITA FRENCH EMILY JENNIFER DRENNAN ® ® porting their goals. began new agents. imperative to Mario Today, is a Realtor with Keller groups ANN MAREK .” and churches. as an experienced to thrive.

“I picked it up full Organization time inBEVERLY ACaire’s multi-million dollar producer, Rita soldRealtor received her realisilar estate license and hit TANYA LEWIS Realty in Tukwila, and also works as a situations, so I started House e in the DMV area 2009,” Rita says. “I loved becoming a successful agent.

This is the Williams Lakeside in Shelby Township, of Business Network theI’ve ground Today she’s part of with it, and beenrunning. twelve this past year across agentJennifer with a transactionInteam Foundation, themillion goal ofdollars ysolo clients,” foundation for new1998, agents to becompany, able toa non-profit the by realher estate business since great, but my favorite part ofWhen the process Michigan.

As of last year, over fifty-two Emily isn’t working, she’s stayher family’s real estate Sandy strong everTanya since.” sixty and creative, After 16 yearsthe ingoing the business, tobeing $9 million in forty-one 2021. Tanya has transactions. found so serving Pierce region aalmost support for members of the the “I have years’ worth of Flexible game Beverly Marek her volume clients with isbusiness getting tocomes see expression onactive my cli-in the 116 rs,side, sellers, investors and rentalCounty stay on top ofprovides their future ofwhere sales.

I take pride Whenathrough he’s notplan, work percent ofsystem Mario’s from ing community her 115 Green Realty, she helps buyers and Lewis has made a name for herself as a much tangible success in her career due to Rita works with clients at every price point.

112 108 and 111 experience,” Washington, as well as King Thurston whosucceed.” unexpectedly faceent’s tragedy.”

During knowledge, experience and and ancommunity easy-goface when they finally walk into the keep it simple, andany says George Montanari, a top possible s of a contagious enthusiasm forSouth in mentoring new agents watching them enjoys time repeat and referral clients. ® work as the treasurerRita for says. the Minnesota Association spe sellers achieve their goals. Theand vastwillingness majority of her Realtor who clients depend on. A her Candice diligence tofamily learn Now Executive Broker/Realtor for “I sell anything and ing positive attitude.

She started out heragent right house.

To the me, that’severything,” priceless.” counties.

Almost all can of an her business derives from any free time, is hanging out with and strong ethical commitment to four children. and his wife often ® with Compass in California.

“I’ve achieve their .

She’s also involvedHe local safety of REALTORS business consists of repeats and referrals, which she Top Producing in Maryland, Tanya ofcredits every individual facetrepeat of and referral PorchLight Realty, Rita stellar “Whatever someone wantsBorn me sell, I’ll and raised inin league Arizona, career with the has intention helping heror ins prise that she hasagent been a Top Inaher limited free time, serves onand theouts board repeat clients and referrals, testament tobuilt herofaJennifer friends, staying physically active.

Mario his success with cli-to kids’ youth soccer game, an done more transactions than most agents and housing issues, and is a volunteer teacher for the credits to her work ethic and commitment to doing works hard to make herdedication. clients’ experience real estate. worked in construction— Outside of work Beverly loves spendreputation and a strong network of loyal sell.

I can make it happen.” perties for service several years, and husband—who at The Villages at Tower Oaks in Rockville, Maryland.

Angela Melancon’s excepents to his meticulous approach ofHome walking each client superior and Stretch Workshop, which helps George homebuyers what’s right. canVice dream aboutthedoing.

I trust my is ex his her newalso construction homes.

But sheas ing timeprocess, withclients, herupdating family, especially enjoyable as stress-free aslove possible. clients whosell hands-on Dedicated Looking to the of future oflocal his busine illion dollarsand in sales in 2020.

Jennifer servesapproach. on theLooking Board President throughplans homebuying themtional step herknowledge ahead,and Candice to enjoy every minute the utilize grants.

During any free time, she’s taking her quickly fell in love with real estate and two adopted sons.

She also works out and my clients trust me.

We have a relacommunity a Her is tight-knit and of her sphere Tanya found sosales much fulfillment herRita driven, Rita has earned several professional designaA and dedicated animal-lover, is finish-line,” a committed to philanexpand his client base in the new Dream Believe Institute, mental health institute by step.

“We take them from “I theinreally start to the “I community focus on building relationships,” she explains. ofabelieve her work as anhas agent manager.

Yorkshire Terrier to agility competitions or hanging really in homeownership,” she explains.

“I area and market, paired with decidedand to make it her “I long-term career with a trainer at the Wisconsin Athletic is ever-growing, and with a decade a career because of her love for the industry. tionship.

For me, it’s always about what’s back to seve of grow itment, and broad isexperience, fighting opiate epidemic.

When she notMario helpsays.

“And we have relationship with allthat team’s tions, including GRIthe (Graduate of Realtor Institute) and thropist and a regular contributor to causes benefitnatural trajectory “Transparency so important, want them to feel love I’misdoing right now.

Being able toa great support path.I Beverly currently affiliated with Club in Greenfield aher week in out three with times her husband, who is a jazz musician. believe intime, itwhat forshe financial stability, control of finances experience, her GEORGE half worth of experience, Tanya knows the oris giving After working corporate jobs that she hated, ANGELA MELANCON ness continues allow to on thrive, Mario s own her business, she isKRAWCZYK ing clients back LEWIS herRita loves to cook, our clients.

That’s what makes people continue loving NICK TANYA SRS (Seller Representative Specialist). works as an animals.

When she is not busy helping clients or giving best for the client.

It’s all about trust.” the boar BEVERLY ANN comfortable withand me.”

Candice understands the my clients as well as other agents in their growth is First Weber Realtors, Inc. helps buy-of life. I really want that fororder to stay on top of SALLIE her game for SIMMONS herandand enjoyment everyone.

MONTANARI additional members to his team t repeat clients and client refertravel, and golf. most efficient ways to solve problems and she found a calling that fits her like a glove. us and sending us more business.” to effortlessly guide clients MAREK independent Her daughter, who just earned back Rita loves toLooking spend the lake house Catholic Fou ers agent. and wants sellers Milwaukee and her clients.

In hertime spareattime, shewants importance of each transaction, and tothroughout ensure so fulfilling.”

DAVID RABIOR ahead, Emily to continue building re-grow So when I work withher people, I’mher nottime, a self high presmore people.

Mario hopes to king with a buyer onfor their first close transactions her clients.

“I’m a people person, I’m very social.

I love Realtor’s license, willSoutheastern soon joinsure the team. she owns with herfitand husband in Hot Springs. ® County and Wisconsin. strives toin stay involved in with her toward commureaching their Servicing Santa Clara county working Good Samari her clients are making the most informed decisions receiving her Master’s Community home, andreal her com from other associations. lationships REALTORS I’m allAfter about finding the right for A plans positive attitude and high energy n manager again when they are ready Looking the future of salesperson. her business, Jennifer Lea honesty and exceptional comfor aPrince property and assess ashas awork general contrac- minded agents that share his sam David hisMarie’s real estate career houses, structure, design.

Any time youinit his Top Agent Alix – oftoJulia B. Rabior Fee to began theirDevelopment, wellbeing and that they’re choosing nity.and Beverly’s office in Greenfield been brings providing Sallie Simmons began connection makes h She also hopes to continue growing and helping more possible.

She guides her buyers and sellers throughestate goals.

With her strong them.”

Emily is genuinely interested in her clients’ out of San Jose, George first got started also very invo LAVINA SAMTANI 124the actual 127 cheer toher Mario’s peers, and partners.

When he of joy to the homebuying process and operty astart rental,” Jennifer continue train next generation ofrepeat agents to 123 tor would.

Ito give scope 119 into 2009, when hemunication first started flip120 One ofinto Tanya’s most impressive characteristics as the agot enjoy what you do, you’re going toclients, be better atcan it!” skills help her guide clients was ready toInternational The majority oftoBeverly’s business comes from donations and assistance the Greenfield Food Pantry Sotheby’s Realty in Rye, the right properties and that they’re finanWith her no infectious enthusiasm for the business and her Rita is as passionate about what she does as when she working in business to business sales as people with their real estate needs.

No matter where her success, always wanting what is best for them and out the transaction, leaving questions unanswered. the work myself and provide the tools to ping houses and no investing inTanya properties. indedicated estate inin 1980.

“I was a senior “And, communication skills ® bought his first home, Mario noticedatthat the agent ing their time to dosays. right and by their c acompany. ‘realYork estate’ family, I spent ensure thesources. sustainability and longevity ofreal her referral This is because she is inmotivation for the past two years.

Realtor isUpon she does zero and advertising and paid says with aabusiness. smile.

New –that is a client-centered consummate profescially secure what they’re doing.” towards fulfilling their main for Enthusiastic, and There are ma approach, it no surprise that much of and she has plans to slow feelhonest so every career.

During her endeavors, she met path leads, she will no“Idoubt enjoy minute of it. doing everything possible to started, help them reach their When it comes to her sellers, she provides exceptional help clients their goals, and that’s “I“I’ll was already inclients, a ishigh-achieving sales Sallie works with a didn’t make much time fornoachieve his questions or down. create renovate my family’s rental probably never stop working,” Jennifer says.

“I Santa Clara University,” he explains.

“A Bellarmine an ensuring that her get the positive results which her background in customer lead generation.

100% of her business is referral-based, ional who is truly dedicated to helping buying or selling a referrals. home.a “I have awomen strong she quickly bedeeply knowledgeable assessing La group of who told that she Rita’s business stems from repeat clients and toguiding do what I her do,” Rita says.

“Iproviding love getting to about why my business thrives.” dreams.

For her buyers, she isblessed patient, them job from lateto 20s through my 30s,” marketing, advertising her listings onmy social media, of home, and does the cheerful atmosphere that fosters the agent-client and the work and effort needed love what I do.

It doesn’t feel like a job.” encourages them come back to work with her.

“I Going forward, Beverly wants to continue good friend of mine was studying tois get which no surprise given the Herculean effort she Even when she isn’t working, stays busy.

She’s er clients achieve their realworking estate goals.

Alix, who grew up in Rye area, knows service, she able toher navigate the complexities of any moral compass.

I don’t take every client orthe asiswell.

David recalls, “so I figured, ifRita I can grow would be a Tanya great Realtor and that she chosen top their among them “I love clients again,” says.

“It makes know people, and being with through major throughout the process and standing by them until the relationship.

“When I became a realpeople agent, I this close transac aestate property.

Iand work with a great the MLS providing highthink quality videos and phoitwith comes down to the fact that I’m honest with high-quality personalized service toestate all her clients for profession, puts into making her clients’ experience especially very social and loves to throw parties and spend Honest, hardworking and deeply ethical, her market like the back of her hand, which his license so he could work for his family business, and Outside of work, George Community involvement is important to companies by millions of dollars as a sales should pursue a real estate license.

After real estate transaction and, more often than not, exceed ideal property for their budget is found.

She then utiagent Lavina Samtani – of her thoroug listing, and I think people appreciate how I me feel good, because when they call me and reach out, I change in their life.

For me, what I do is all about the my clients, and I tell it like it is.

I never try to pressure the long run.

She is also busy forming a team.

“Every promised myself I would take my time with every cliother professionals to ensure a make any exceptio tos. EachTanya listing also has its own property website time with friends and family. She participates in a pleasant. availability and persistent, David.

Hewith belongs toher the Macomb County some fun. He plays golf Alix is committed stresses toknow providing her many allows her toyear provide her clients excelwhy not invest thatnegotiation time in so Iimportant studied with we took the test, I year passed resisting for aIhim. while, she caved and got lizes her skills to explain obtain the best deal posRE/MAX Realty Centre deal in ofmany listing them into buying ado home.

That’s especially try toWhen set a goal forit myself, and this it’sof to that Iprofessional, helped them and they had a good experience people I get to help along the way.” ent, every step, break down for them,” Mario on the market for my all sellers.

Ifselling business, just very down-to-earth,” She Virginia Beach satisfaction client expectations. part which showcases of its points.

Chamber of Commerce, andAs contributes to the Laughton Team at my own career and business?”

That’s effective communication as pillars of her customer variety of community work, including coat drives, rateful buyers and sellers with the very lent service, placing her head and shoulders license, and has thoroughly enjoying her for first time homebuyers, because I don’t want to see have a team of like-minded agents who are focused sible when submitting offers.

Meanwhile, her sellers and he flunked.

I got my license, and here I am!”

Rinconada Country Club remembers.

“That sets me apart, having that energy enovated, my the clients working know we together.

Clarksburg, Maryland – is sinon Zillow.co I work hard to provide a wonderful in her work, and says.

“I’m like your next-door neighbor who ose through My Home Group Angela serves clients pu numerous charitable eventsbrokerage, throughout the just what he did, andALIX by 2016 David had fundraising LAVINA SAMTANI SALLIE SIMMONS PRINCE DAVID RABIOR service experience, and never drops themore ball with donations, for the food bank, and feeding est customer service available in her above most of her Currently, LEA MARIE NGOWAKL new career ever since.

Now, after seven service. them take than they should, so I really educate on providing clients with exceptional Icommitted love enjoy exceptional marketing and turnaround times.

“I and that time tocompetition. explain each step.” team andthe thattransaction, they can rely on intofuture furthering her w cerely to helping star overall forward to trips experience for all ofonmy year, including Keller Williams Red Day. David is part already sold 500clients.” houses as ana investor by flipping and sold you house!” at the brokerAfter clients leave glowing reviews throughout Maricopa Arizona. market.

This has translated into a Alix –setwho is aMLS Zillow Premier Agent – a ASHLEY getting information to her clients inthroughout a timely fashion. themake homeless.

Inyears the future, hopes toahas bring themboth the process to sure they’re ITanya do, and ISallie havedo huge passion forCounty it. I workin ZIEMKE inwhat the business, made post every property on the regional and also heir dreams into reality!” people with the On big her many achieve their reviews. ofglad the Keller Williams Agent Leadership Council for clients his COVID-19 wholesaling properties.

In 2017 he decided toclients become His are that George decided to take that test. lift.

“I love a about their time together.

One recently said, “I cannot oad portfolio of JEANNINE WAYSON forTanya long-term success.”

24/7 not because I have to, but because I want to. It’s tellar andand her responsive,” sterling up reputation holds a perfect, five-star rating onabout “I ambusiness dependable says.

“If you more people into her office and continue toEarning expand name for herself as a overall Top solo The payoff for his patience is getting to see another targeted advertising.” brokerage, which makes decisions how the comlives, and every li licensed as an agent, and in his first year he sold 70 real estate goals.

Lavina’s eming with Lav a very modern agent,” saysand Fran thing I between do isabout that thirty I handwrite Christmas Having lived worked in“We north-central Arkansas for recommend Candice Frazier enough.

She made a diffiCompleting and forty transactions each I love going through Tus f’m Solid Source have a partnership with Zillow,” he Using her large social media following, .nd not the money, it’s about the amazing people I sneed aexceptional trusted realwork estate advocate. that site.

Just one ofcollege the glowing reviews to reach me, you can getThat a as hold me.” her and toAfter hopefully business onto agent ingraduating the Denver Metro who is aVirginia great“What from have never been client’s joy atpass finding their dream home.

I and really ethic thatalways Kristy had sold her 100 Seattle home and what’s toservice come.

Expectations ar pany should give back to West the community.

When he friends, is not houses. number soon grew tobusiness, over incards 2019, Even a of young woman, Jeannine her most cherished clients along with it,” Sal Angela’s greatest strength is the compassion and phasis on providing top-notch customer has conscientiou alerio, a top agent with Coldwell Banker to all of them.

It takes longer and twenty-eight years, Rita’s expertise, knowledge, and eam inmove Atlanta, adds.

Onathat site, he ismaintain aapproximately Premiere Agent happen without a hitch.

A professional.

When ittrue comes to earning client’s Beverly get to132 work with.”

137 131 year, ninety of George’s business experiences high on em m Lea Marie isreal able toone two135 128 she has received include this one: “Alix has been wonUniversity, Ashley Ziemke gotoutdoorsman her first aare strong Facebo Acult self-described “people person”, Tanya has an to her kids day. problem solver and attentively caters to believe likeCentralia, isstrong the experience of having people inoutusfishworking, David ispercent avid and loves and David has quickly become one of thetrust, larger investnswer my phone day or night After the transaction, clients leave glowing reviews Wayson had an easy affinity for estate. itan leads people to seek her above Her enthusiasm relocated to the small town of thing, so weadvisor, educate and provide translated into her stellar reputation asapproaches a trusted al we have e Pennsylvania.

“Things arebelieves rapidly, longer each year as our I understanding complete more transwith which she every single experience set her apart.

Attentive to her clients and their it’s important to pay attention to the small king, whose expansive team holds a perfect, five® dedicatedknowledgeable, Considerate, easy process with a lot real estate experience in 2011, as a licensed ence, and I boos ing, hunting, boating, camping, and riding motorcycles. ment real estate agents in the Detroit market. comes from repeat and referral clients.

“I have a very Alix, a former speech therapist, actually developed her derful and extremely helpful with process in buying the needs of her clients. guiding them and see that joy after they close and sign way communication with past and present clients.

She or and property manager time establishing trust with an extensive network of pre-her clients.

She had always been a homes enthuall other about their time together.

One recently said, “As a options. work, and she exu Washington, when she made the alonglong-term the way and a recognition “It’s surprising tooverall a lot of people, but by whether with buyers or sellers. not only buy nstantly Legal aspects, techactions, but it’s so to worth it. working They don’t needs, Rita always puts her clients’ priorities “Ijust try who cares comprised of transition hundreds transaction.

Her goal is always satisfaction of truly support from her team.

Athings. savvy business person agent and marketing assistant for awhat top potential buyers and hug each other.

It’s something priceless, I think.” siast, and“My it star made sense that first. she nterest inchanging. real estate at a very young age. father a rating home.

Alixreaches is always available answer questions says.

To market her listings, sends holiday cards, and regularly out to clients ernational Realty, serving strong work ethic,” says George about brings his Looking to the future, Geo first-time homebuyer, Emily was a great resource for tive energy that ke answering your phone or corporate calling people back in real a itthis For more about Mar from the world to estate. process is emotional.” invaluable logy, how you communicate.

I’m expect and like it a lot.

I really want to to make each client feel like they are my only client,” results for his of glowing testimonials, including one In the future, David plans to continue on his current path Since joining the Monzo Group at Keller Williams with ais Marie people person approach.”

Another “I She agent in knowledgeable West Virginia.

After(take out Sallie hiacShe and markets wea would one day obtain her real estate professionals, including phowas aLea real estate attorney,” shetimely recalls, hewrote, used to orprovided concerns.

SheWhen is very and extremely for the client, asyears well building and maintaining For more about Jennifer Drennan, Tanya social and easygoing, and has a“and natural ability Jeannine has 15 of as successful me. insight and experience into the prothrough emails, calls, and texts. interacting with her customers, really tries work with her again again. ow manages 80 clients back.

“It’s very important that we do the right down.

“I’m going to keep manner you can really set yourself apart from please call 586-61 and keep his business.

Above all, he wants to about Realty-Great Lakes in a2017, David has one ofthe Intrigued after seeing selling process Lavina, who has two decades of experience utmost ways engaging in different programs. keep connection as genuine as I can.” ssessing ahigh true perfectly encapsulates the incredible Rita “It doesn’t feel like job to me.

It’sbecome more like For more Emilychecking Green, license and start working full-time inthe tus) ame move to growing North Carolina, birth in flexi with When it comes to marketing, Mario employs awarm, varinever met someone so dedicated and passionate ers, stagers, and jenniferdrennan.com, call 301-318-5959, visit experience inmore the than industry, and se me in school asmedia asays. testing buyer, where Ithat would professional.

I For highly recommend Alix in your search in tohave make people feel comfortable around She and made it easier for to understand what toclimake them atlasting home.

She isinthe friendly and“When relationships.

I isstart working with any other agents andher. make acess good impression on your 14.5 million insocial fifty transthing all theher time.

Ifeel really care about my clients, and Iin been doing this forand forty yt more about Candice email mario@kattula continue helping hisFrazier, clients their future through real thewant leading agents on the team in closed volume and hat I have works, but I always to under her belt, began her career 2001.

A former have good real estate.

After her husband passed, call 612-275-5770 or email Kristy and her team stay in tou nsistently goes service The Stockdale Team provides: “We first-hand, Kristy has been helping clients of first child in 2017, and reflecting emails socia ety of platforms to showcase new listings beyond and playing matchmaker between the buyer and the house. or email jenniferdrennan5959@gmail.com nnifer provides every client capable of dealing with nearly any about their job!

When I had questions or concerns she obecomes outofand evaluate properties before purchased the finding aare home.” to touch expect.

Icomes felt overwhelmed atestate. the beginning ofstaying the good friends with many ofThe her clients, and ents.”

Inhe order to stay in with clients, Beverly and establishes trustclient, by calm in the faceand of “I use the knowledge I have from buying sellunits. majority of his business from repeat All of Lea Marie’s listings put through Atlantic ent her business comes In her free time, Sallie loves skiin my main concern is to build a relationship with or visit kattulaco please call 253-222-9923, or email work very hard for them.” changing.

It’s still excitin Jeannine knew it was time, and she ake my better for portion myself, my Fran particularly likes a problem challenge when on howexperimuch she enjoyed her time in– real my former teacher, Lavina who emigrated to America sellregular ourclient curr including MLS. Each listing features professional ryone he Isystems works were extremely pleased with our might arise in aemilygreenrealtor@gmail.com realpast estate exciting and it’s fun and I’m really good atcomes it.” clients from through find their dream home evermonths since. always got back didn’t matter what time of day ax liens. learned atoIt’s lot about what areferral good location was, process but she kept me on the way likes toof send out a yearly calendar.

“Every three communicates with ame huge her community unforeseen obstacles and usingover herthat skillset expertise ingall thousands ofthrough houses the yearsand to help investors to concerts with her family. She and clients, when itwith to his track gotget her license aespecially year later.Joe. Now, Sotheby’s International Realty’s marketing program feacandice@bestchoicerealtywa.com ,ents, and tenants at properties estate, she putfactors in dedication toinobtain her friends,” she add them instead of just trying to make a sale.

I gain their business is growing and ex transaction.

A Zillow Premier Agent, and thein team.

A all lot of people it comes to her listings.

“I love working nce working ence with He was courteous, smart Indonesia 1990 – was working as a car salesperson For more about Rita French, monthly mailers, and on social I send my clients a small gift just to let them know I’m it was.

Thank you for your hard work!” nd what was involved in the process.

So even though One can point to many other as playing a role FRAN VALERIO ASHLEY ZIEMKE achieve their goals,” David says.

“Whereas most agents through Facebook.

She hosts Facebook Live walkinvestor clients. investment-based agent,” to solve any problem KRISTY thrown atWOODFORD her. “I’m very down to JEANNINE WAYSON JOE STOCKDALE Copyright Top Agent Magazine growherher business in the comin fifteen years “I’m in the an business, Jeannine Copyright Jeannine does significant online adverNC/SC license.

“I needed a career that turing top-notch photography and videography every uck in their ways.

It’s very important to with people who couldn’t sell their houses uding new conand trustworthy…it’s been the greatest when her pastor approached her, telling she’d be When she’s When it Kristy comes tohelp marketing, leaves no many stone things.” thinking about them.

Iever-changing also like to give them a closing Toher stay in touch with her growing ofrental past clients, trust byGeorge being honest and byemail telling them my right realand opin-the b please call 501-743-8036, will someone purchase afriends, home and then that’s it, I new David explains.

“Ian specialize inin flips, properties, had a number of jobs before real estate, I had always her impressive success story, chief among them her In market, loves celebrating birthdays earth.

I treat my clients like close which throughs of many of listings, which have been anetwork has excelled in the industry, and treating people to beanniv tising with professional photography would also allow me beShe a present Mom. In addition to e ps, new homes stroke ofthat luck.

We have arobust couple of homes property.

Each listing posts tofound their MLS and proapt.

This is one of most competitive the first time,” she says. haslaughs. gift.

Personal touches like are very important to anto excellent fitestabfor estate.

“IAfter didn’t really know and painting help clients achieve their dreams overreal and over again.”

Airbnbs, Rita delivers cards andother surprise gifts, such as girl unturned.

He utilizes print advertisements and mailritafrenchsellshomes@gmail.com, ept my eye ondue realthe as a potential career.

I’ve expert negotiation skills and thorough, intelligent marof them end up becoming!”

Sallie “We hit it off ion.

If I don’t think that a certain house is a good fit for huge success toestate her authenticity and charisma, the challenges each transaction presents. the Covid-19 pandemic, th that and she’s rightinvestment where sheproperties.” needs to be scout treats every referral she gets like and videography.

She’s seen steady I was fortunate enough to meet an incredAshley has bee my clients.” hdustries his go-aboveand properties and will DEFINITELY be to be in, and so you have to be lished a niche in helping these clients get liferates to all national real estate sites, as well as Lea anything about real estate at the time,” she recalls, “so nity through help renters become homecookies along with personalized notes.

“I’ve worked hard porchlightar.com or visit lways loved it.”tries to create a unique, keting strategies that rely heavily on multiple social and the whole experience is generally smooth as a Realtor in Annapolis. ings, iseasily, extremely active on social media, and reaches and generally personalized “I like the opportunity to constantly probforward to being able to host fu improvement over the course of her for a Realtor in the Denver area them, I will letKeller them know,” she says. It’s thistoattention ible in mentor whosell added me to her clients thinki David uses hisown depthworking of knowledge in real estate ainvests, Joeof has more with him again.” top allintegrates aspects daythe infor andeach day out.” plan place property.

Fran Itheir kind ofpeople put that idea aside forher a while.

Then, I started home-buyin Marie’s social media platforms. how she two enjoyable.”

Sallie takes good care of her clients, media platforms toWilliams gain maximum exposure for each of marketing plan adjusted specific property. career, and she’s proud that efforts todeal aand network oftoinfluential that he has built no further than Sallie “Making Dreams Come True Since 1998” lem evolve.

No is the same events once more. team.”

The experience let her “Recently, Due to asher relentless work ethic and out dedication to ments, well as thesolve tools atand his disposal, to streamline to her relationships that has helped her create a Simmons! busi-I’ve b reputation as a laughs, saying, “The troubled listings are watching HGTV every when and they took care ofnot her in fast turn –email she gets 100% her Iofgot home fromnew construction me anwho advocate for first-time Alix, was part owner of clients, Julia B.Beverly Fee for twelve her listings. this translates into sales for Jeannine got intoperson real estate for thetoCombined, homes, but have led only toalways her success, butnight theofsuccess For more about Beverly Marek, bmarek@firstweber.com, quickly ramp-up, but she had a the process for his clients.

“Investors come me and is now one of the Top Producers in over the years. and no is the same.” for both buyers “Ithelove helping people,” says Joe, when ness largely made up ofAgent referrals and repeat rvicing works my sweet spot!”

Copyright Top Magazine which piqued interest and made me decide “What lov business referrals and doesn’t pay for any leads. stayed for people.

She’s found a houses, great herBeverlyMarek.firstweber.com, clients as well.

“Being a Realtor isn’t apersonal job, it’s ears prior toTanya’s itsPennsylvania, acquisition byFran Sotheby’s International top dollar, not to mention happy clients.

Both avid motorcyclists, Lea Marie and her husband nters incentral her properties aboutof or call (414) 520–2249 visit For all of emphasis on relationship-focused say, I she want to be an investor and learn how to flip the company.

“Being to provide for my family isdeal desire tofrom run her ownwork, business.

March ofmy design, so II can No portion this issue may beable reproduced inwhat any manner whatsoever withoutIn prior consent of the publisher.

When it comes to marketing, Metro area. asked what he enjoys most about he does for a livFor more about Tanya Lewis, several counties—Dauphin, Cumberland, of self-fulfillment in the act of helping others and a practice,” Jeannine says.

“As a seasoned agent, I to take classes and get licensed. Ito joined real estate being able to clients.

Another testament her a close relationship Realty, has won scores toporplacements within her buy houses to rent them,” he says.

“My company finds business, she of brings an equal amount of to 2020, she did just that.

Ashley became an tions that should participate in rides raise money supporting cancer rebenefits ofthough, homeownership.

Photo Becca Hofmann Photography Now, with fourteen years ofthough, experience listings post the Northwest M Mostly, George credits his relationship-building ing.

“I also love helping agents to serve clients.

TopLancaster Agent Magazine is1980, published by Feature Publications GA, Inc. Although precautions are taken to ensure thetoaccuracy please call (443) 414-4002 serving her community.

“I’m flattered that people put know how thishelp. business works.

Although I bymight not ork, Lebanon, and counties.

Itother isn’t just people that Fran wants to She is also company, and I fell in love with it almost immediately.

Lavina, “bec them a property, renovates it if necessary through one of ompany since originally joining them in and has Alix is also deeply committed to giving back to her independent agent and entrepreneur who decide to resell.

As the numbers show, Sallie works hard to meet her efficiency of work ethic to her job as well.

She closed with her buyers and sellers is the fact that they can search, veterans, and causes.

Copyright Top Agent Magazine so much faith incompanies me totoother help with one ofparticularly their most beLead an expert atCEO everything, IJoan always know which direc-range aluilt estate as anthat investor during more very rewarding me.

As Christians, we’re called in the industry, Kristy is aclients’ REALTOR® and at proliferate a at wide of realty an email tanyalewisrealtor@gmail.com techniques for his success.

“I out constantly both the That’s three construction work directly for anthat avid animal lover, especially dogs.

An organization of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or supplied by itswebsites I never looked back.” helping othe a career spanned than decades, community, as Trustee for theher was starting her journey toreach build own business. with their and making needs – she closed 27 transactions in 2020 afacts transactions inhas 2020 forand a grand total ofthree $6.7 million count on her help long theKristy thechoices, transaction. e39 remembers the relief important assets,” Jeannine says.

“I personally care tion to point my clients.

At thisasstage in after my career, Iend of fhough the previous decade.

“I was by Jesus to serve others.

It’s great to have a job where us, and places a tenant for them.

If they want to flip it, orKeller visit tanyalewisrealtor.com Holistic Home Group with Williams South Sound media platforms. combines modern virtu she works with a team, Fran operates indeespecially near and dear to her heart is the ASPCA online and in person,” he says.

“It’s important to be out ownership nd currently serves as a Vice President and Leader of Toepfer Charitable Trust.

“I have distributed donations consideration that they may totalto volume of $11.5 how million, and hopes to pushpretty thosewell.” in total volume,being and she hopes to bump that number authors.

Totosubscribe or change address, send inquiry mag@topagentmagazine.com.

Published in the U.S. in the months nois about mythat. clients, Iup want to do my best forloves and understand to navigate these things she’s not working, Lea Marie dancing, sailing me.

“Finally, able we help them purchase the house, renovate it tothem, retail “ISince check in my clients frequently endently. crash,” he recalls, “and IWhen can do Many of us on my team are involved in “We share the costI career burden,” she explains. she adopted her own four-legged friend from the on assoin Lacey, Washington, serving the state’s western counketing with a traditional approach, creating fly “It’s been a process, but a blessing,” she explains.

“I took to a win-win for them” he Alix Prince Network.

This has been built on to over sixty local charities focusing on the arts, hosthere, stay visible, and be proactive.” then, Lavina has built a thriving business on a solid numbers even further in 2021.

She uses social media, I want value happiness, as ascountries anyone else quality, and sell it their forwe retail value on the MLS.” That with her father, gardening, and trying new restaurants with know that is my orand to work who wanted to grow the church, and help out in well other when we following the closing to make sure they’re settling in However, Iwith want tothis be able to my own business. ciation.

She gives annually to both national and local a leap of faith right when the pandemic hit, so I had to ties.

Last year, her husband became licensed and joined hosting open houses.

Kristy closed $11 million solid foundation of honesty and integrity, one that pitals and food banks,” she says.

“I have interviewed Zillow ads, and YouTube tours to push her listings out foundation of honesty and integrity, one that continues involved service in the transaction.

I’m a investors win-win who kind of In her free time, Jeannine greatly enjoys being active, start-to-finish results in and happy can, providing clean water a lot of other things.

We’re ok at lower-priced homes.

So, friends and family.

Currently, she’s training for a maraut 60 percent of my clients adapt quickly.

But I think one of my strengths is gauging Free time goes to family.

“I hav eontinues support one another, but real estate is very individanimal shelters and rescues. toam awin.” wide audience, and diligently stays inlast to grow year after year. impressive every charity and grateful toeven be the part of a the community without any issues.

Itouch just say goodbye the tooutside grow year after year.

Currently, more than two thirds her has to grow, since ume year alone, at a median pricesecond of $450,0 person.

That’s my one goal –continued allagain. parties comeEqually back over andteam, overnumber to which work with David After four decades in industry, there’s adon’t lotwith that especially in nature.

She’s chaired multiple ould invest in them, but then I very active in that area.” thon.

A classically trained ballerina, Lea Marie owned The nd I love it.

Owning somehow different events will impact the market, and being always on the move, going to lized.

It’s important that it’s me who stays in contact her clients through the mail and over the phone, while s the fact that more than two-thirds of herfirst considerwhich reaches out to helpthat so many. have thoroughly Jeannine puts her making her clients’ lives ofIchosen her overall business is based upon repeat and referred of all thisinto year.

“Talent appeared I organizations couldn’t pass local in Annapolis, such asabsothe Boys get the house.”

George enjoys about histhey profession.

His m myself.”

That was inup 2009, able Beach tothese advise clients on how to act in those situations.” playgrounds around Charlotte Starting Pointe School of Dance in Virginia before person’s success.”

David’s and professional experience with th my buyers andbased sellers and not someone else.

I know When she isn’t working hard for her clients or comproviding expert advice and solutions to each of the clieasypersonal and ensuring their transaction goes smoothly.

To learn more abo ble business is repeat clients, referrals and enjoyed learning about incredible organizations.” and Girls clients, Club, and was testimonial instrumental inthe facilitating a true high in of customer Kristy istoinvested supporting the community up,” Kristy Top Agent Magazine 3allows me t lute isof problem solving for his level t value a thriving Continued growth is onsays. the for Joe, who FIT4MOM, which properties sets head and shoulders apart ents shepart, isplans inhowever, business with.

“Ibusiness, go above beyond eositive of a business team andbased often useinvestment these wise words munity, Fran stays active.

She used toout be ashe competitive her career in realfrom estate.

Shehorizon dances tofavorite this day, taking ballword of mouth, a on significant achievement inhim Alix has fairly straightforward plans for her the construction its facility.

She’s recently To findservice more about David Rabior, provides.

“Iand think thatblended hasNorth to do call with the factEducation ema 408-497-2213, programs like the Thurston That knowledge paid off in 2020.

As an independent agent dren while surrounded

by Ass othe ty, integrity and deep industry to increase his team to over 200 agents in 2022, and to Known for her relentless work ethic and perseverfrom other agents.

“I personally flip between 20 and 30 clients.

“It’s sitting down with someone and figuring out my people,” Sallie says.

“Ivisit do for them what I and wishthat It’s sum no surprise that and her namely clients love her for personal her586-260-4346, team Charles Cockrill andclients Joe Minieri.

One ristotle: ‘The whole is greater the of its parts.’ athlete, and she enjoys staying fit.

“Iwith go to the gym every competitive market.than “Iroom-dance believe it’s because continued growth.

Above all, however, remains davebuysproperty.com call classes training to dance competitively. er highly is accepted as an agent, that I truly listen to my I really care about or visit compass.com/a Today, nearly seventy-five percent of Kristy’s business and the Thurston County Food Bank.

As properties a year,” he says.

“With my experience of renserving clients from the Charlotte area all the way do things ourselves, rseeing a formidable team of grow his sales to over 1000 inatthe same year.

Above all,thehave approach.

Rather than looking each transaction as would of top teams infor the region with over $55down million rarely what’s best for them,” explains George.

“We figure out someone done me when I was buying ance to help buyers and sellers, Angela goesforout of Dir

NICK KRAWCZYK

GEORGE MONTANARI

n 2010. nd was pired to y arena his hand

assessments of each client’s property so ANGELA MELANCO they are always up to date on the value of their home or investment. “We’ve managed to retain most of our clients through building relationships, so they become family to us, not just clients.”

LEA MARIE NGOWAKL ALIX PRINCE Nick’s properties get an extensive market, covering treatment before they’re even listed, Halton reaching over 1,000 agents, sent from an estate, on-going database of potential partners. nt propNick serves on the Toronto Realtors Board rking in and the Oakville Realtors Board, and all homes, FRAN his VALERIO JOE STOCKDALE new listings appearKRISTY across both boards.

WOODFORD Nick markets to international and domesis busitic investors, utilizing a wide spectrum of A sharp websites and a robust social media presence kout for with over 20,000 followers across a variety clients, of platforms. Nick’s marketing savvy has ow cost earned him a spot in the RE/MAX Hall of Nick’s Fame, and his strategies yield between 70 client at and 100 transactions per year. th their old for $1.5 million. In his free time, Nick enjoys getting away to his cottage and entertaining friends and family. With a son y for all my clients, and nephew who play high level hockey and a daughaking sure they get ter passionate about dance, Nick stays busy with their they’re builders, or sports and activities. Occasionally finding time to play g makes me prouder hockey himself. a property or buying atest pleasure for me Nick’s goal for the future is to grow his team by e opportunities other ten agents. Each new agent that join’s Nick’s team www.

www.

www.

http://

https://

www.

CONTENTS 10) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE 17) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

60) HOW TO RECOGNIZE 109) 8 THINGS TRUE LUXURY PROPERTIES SUCCESSFUL PEOPLE NEVER DO 66) BEYOND CLEANING 113) 4 WAYS MENTORING AND DECLUTTERING: UP-AND-COMING WHAT IMPROVEMENT EMPLOYEES MAKES YOU EXPENSES MAKE THE A BETTER AGENT MOST SENSE? 72) COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

23) PLAYING THE REAL ESTATE MATCHMAKER— FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME 78) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS FOR THEM A REAL ESTATE AGENT 29) MODERN EMAIL 93) CREATIVE MEDITATION ETIQUETTE FOR TODAY’S FOR THE REAL ESTATE AGENTS PROFESSIONAL 37) 5 REASONS WHY YOU NEED A MENTOR 97) 6 THINGS ALL SUCCESSFUL 42) SMALL YARD? BIG NEGOTIATORS DO STATEMENT: HOW TO MAKE THE MOST OUT OF 101) CONCIERGE CARE: MICRO OUTDOOR SPACES SERVICES THAT LURE CLIENTS AND TRANSFORM 48) CONNECT BEYOND REAL ESTATE TO ATTRACT YOUR REPUTATION FUTURE CLIENTS 105) 6 WAYS TO GET YOUR CLIENT TO TRUST 54) BUSINESS GROWTH YOU HACK: ABSORB YOUR CLIENTS’ STRESS! 4

117) EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM’S MORALE 121) UNTANGLING THE BIDDING WAR: A BUYER'S AND SELLER'S PERSPECTIVES 125) THINKING OF LISTING? NINE WAYS TO GET READY 129) HOW TO CUT DOWN ON DIGITAL DISTRACTIONS AND UP YOUR PRODUCTIVITY 133) 3 WAYS JOINING A PROFESSIONAL ORGANIZATION CAN MAKE YOUR BUSINESS BETTER 136) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH Top Agent Magazine

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

Top Agent Magazine

5

LAUREN DION With a love of helping others and a background in law, Lauren Dion has flourished as a real estate agent in South Carolina.

She got her start after graduating from law school in 2013, earning her real estate license with the goal of working in real estate closings. After visiting various brokerages, she met with one who encouraged her to pursue sales instead. “I had never really thought about it before, so I just took the position and it all went from there,” she says. Wanting a change of pace, becoming an agent was the perfect career path for Lauren as it engaged her analytical side with her people-oriented nature. Today she serves the greater Charleston region, focusing on Kiawah Island, Seabrook Island, and Johns Island. The vast majority of her business consists of repeats and referrals, a testament to her superior customer service.

“I would say it’s my knowledge that sets me apart,” she says. “Kiawah is a unique town, with a private club and seven golf courses, it’s sort of a hidden gem. It’s really hard to sell here if you don’t know the ins and outs of the island.” Many of her clients are in the luxury market, buying a second or third home in the area for vacation. “Some of my clients have multiple homes in the Charleston area, and I just sold one home downtown while helping him list a home in Pawleys Island, so I venture into other regions as well.” For Lauren, it’s all about the relationships she builds with others, so she makes sure to stay in touch and communicate even after the transaction. “I send a lot of handwritten notes, check in through social media and send out emails to update everyone on what’s going on.”

For Lauren’s buyers, she listens intently to their needs and does not stop searching until their ideal property is found. Throughout the process, she guides them so they know what to expect, eliminating stress. Meanwhile, her sellers enjoy stellar marketing, with all listings being advertised through Akers Ellis Real Estate & Rentals website, direct mail, social media, and email blasts.

6

When Lauren isn’t working, she’s giving back to the community through the Leukemia Lymphoma Society, she’s involved in the Man and Woman of the Year event, a fundraiser to help cure blood cancers, in which she raised over $56,000 in 2019 to be crowned Woman of the Year.

During any free time, she loves hanging out with family, going to the beach or watching and playing sports.

Looking ahead, Lauren hopes to continue growing and plans on staying in Kiawah for the next 30+ years. “I want to build repeat business but also gain new clientele,” she says. No matter how much she grows, she will undoubtedly continue prioritizing her clients’ experiences. “I love the people, and it’s truly a blessing to live in Charleston, and be able to work at Akers Ellis and on Kiawah Island every single day.”

For more information about Lauren Dion, please call 864-360-0167 or email lauren.dion@akersellis.com Copyright Top Top Agent Agent Magazine Magazine

Akers Ellis is thrilled to congratulate

LAUREN DION on being featured in Top Agent Magazine!

Lauren Dion | 864.360.0167 lauren.dion@akersellis.com | akersellis.com www.

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Grossman Building Group is proud to congratulate

LAUREN DION

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

GROSSMAN BUILDING GROUP, LLC grossmanbuilding.com www.

www.

Charleston, South Carolina

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The Buxton & Collie real estate team is proud to congratulate

Lauren Dion

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

Brian Collie 843-606-2397 bcollie@buxtonandcollie.com buxtonandcollie.com https://

940 Johnnie Dodds Blvd, Suite 100 Mt Pleasant, SC 29464

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 10

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Top Agent Magazine

Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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ALLYSON LENZ Top Agent Magazine

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ALLYSON LENZ

Allyson was a science teacher before starting her career in real estate. When she realized it was time for a change, she called her now broker, whom she knew through her church and had encouraged Allyson to get into the industry.

with clients. Allyson utilizes her teaching background when communicating and building professional relationships, supporting each client to feel confident in making informed decisions and succeed in placing a winning offer in a competitive market.

After getting her license in September, 2013, Allyson closed four deals before the end of the calendar year.

In 2014, she closed twenty-five deals, and has consistently closed twenty to twenty-five sales per year since.

“It’s very rewarding to help somebody, and know that I made a difference in what’s one of their biggest financial decisions, to help a buyer find that dream home they hope to raise their family in.”

Today, Allyson is an associate with RE/MAX Real Estate Connections in Manassas, Virginia, working almost exclusively by word-of-mouth referral.

Allyson keeps in touch with past clients, checking in via text or Facebook message. A believer in fostering

Her great track record with clients stems from her responsiveness to a client’s needs. “They’re my priority, not my paycheck or just getting a sale and moving on,” Allyson says. “I keep it real and fun, and stay positive while being authentically me.”

Raised in a military family spanning four generations of service, Allyson lived in three different countries before she was ten, cultivating appreciation for different places and cultures. Allyson’s experience of continually relocating brings true empathy to her work 14

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strong relationships, Allyson loves getting together for coffee and conversation, and making real connections with clients and associates.

“I always want to make sure they know I haven’t forgotten them and that I appreciate them,” She says of her commitment to all her current and past clients.

With her science background, Allyson’s datadriven approach helps sellers price their properties in keeping with market trends. She shares marketing data on listings with sellers to give them a picture of the attention their property draws.

Allyson’s listings provide a comprehensive presentation of the property, featuring professional photography, video tours, and floorplans. Listings syndicate across various realty websites, and ads on Facebook and Instagram are boosted using targeted algorithms, sometimes drawing over 5,000 views.

Inspired by her family military background, Allyson is passionate about helping Veterans and active service members. She serves on the board of her local chapter for the Veterans Association of Real Estate Professionals (VAREP). VAREP is a nonprofit organization for real estate professionals geared towards helping the military community to become homeowners and stay in their homes.

VAREP provides training and resources for members in assisting their military clients through financial literacy and the VA home loan benefit, as well as hosting fundraisers and advocating for legislation in Washington DC. Many of Allyson’s clients are military members and Veterans.

When she’s not working, Allyson likes to ride her horse, and spend quality time with friends. An avid reader, Allyson always loves learning something new.

Long term, Allyson would like to become a broker and develop training systems for new agents to learn the ropes of the industry and the importance of building client relationships. An ambitious producer, Allyson plans to put together a team to grow her business and expand on her success.

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www.

Connect with Allyson at (571) 334–0607, email allysonlenzwithremax@gmail.com, visit allysonlenz.com, and allysonlenz.remaxagent.com http://

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Shannon Lauren is proud to congratulate

ALLYSON LENZ

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

Shannon Lauren, MBA, CDPE Principal Broker & Owner / Certified Distressed Property Expert RE/MAX Real Estate Connections 703-659-1109 | workwithremax@gmail.com virginiaproperty4sale.com www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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LIBBY UTLEY Top Agent Magazine

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LIBBY UTLEY

If you’ve ever hired Libby Utley to help you buy or sell a home, you probably already know she takes always available to another level. “In this business, you have to be there at whatever time you’re needed,” she explains. “When I returned home from the hospital after giving birth to my little girl, I went to a listing appointment at five o’clock that same evening.”

After graduating college with a degree in Interior Design, Libby was looking for a career that would allow her to pursue that passion while also offering plenty of opportunities for financial growth. She found it in Real Estate. ““I love everything about homes. I like designing and marketing. I’ve helped investors with the interior design of homes they were preparing to flip. I’m always busy. One of the great things about this job is you get out what you put into it.” Eleven years into her career, she’s now an award winning Realtor with RE/ MAX Elite, the number one brand in Central Arkansas. She’s in RE/MAX’s 100% Club 20

and has won the Diamond Club Award. In 2020 she made Tom Ferry’s list of America’s Best of the Best Real Estate Professionals, an honor reserved for the top 1.5% of agents in the country.

A native of Arkansas, she’s lived all over the area she serves, and so knows it well, both in terms of people and geography. Last year Libby closed 11 million

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dollars in sales, the great majority of that business coming from repeat clients and referrals. She’s earned that success through sheer hard work and an easy way with people. “I think I’m good at building relationships. I take a lot of time with clients and enjoy sharing my knowledge of current markets to help them make good decisions.” That background in interior design comes in handy too when helping clients stage their homes for showings. “I help them get the maximum value for any money they spend on upgrades, showing them the price-point increases for different kinds of improvements.”

Libby’s record of exceptional customer service would not be possible without the help of her husband, who became an Agent two years ago to help her when her daughter was born, and her transaction coordinator, Dale Humphrey, who is also a broker.

“They’re both a huge asset to my business, and I couldn’t do this without them.”

Most of Libby’s clients become friends, so she’s able to stay in touch with them through Facebook, but she also sends them a Razorback Football magnet early in the year as well as a card at Christmas.

She utilizes all of the usual tools to show her homes—open houses, professional photographs and videography, social media—but points out how the market has changed. “Right now, inventory is the problem because it’s a seller’s market. If you put up a sign, the house sells the next day. I’ve even done reverse contingencies where the buyer agrees to wait until the seller can find suitable housing for themselves before vacating their home. You have to be creative.”

When not working, Libby and her family give time to maintaining their spiritual and physical health. “Our faith is very important to us, so we attend church and support its missions and charities. I enjoy outdoor activities to stay fit, and really love going to the lake with family and friends.”

As to the future of her business, Libby would like to add to her team, someone who embraces her own work ethic and commitment to excellent customer service.

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Contact Libby at 501-773-7332 or email Libbyutley2017@gmail.com Copyright Top Agent Magazine 21

Michael P. Ragsdale is proud to congratulate

LIBBY UTLEY

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

Michael P. Ragsdale | Pro Land Title 501-771-4903 | 501-681-7994 cell mragsdale@prolandtitle.com | prolandtitle.com https://

5601 JFK Blvd., Suite 201 North Little Rock, AR 72116

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Top Agent Magazine

Playing the Real Estate Matchmaker –

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

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

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

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

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

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

Be Genuine, Not Superficial

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

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

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

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

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

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

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

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

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

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

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

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

Celebrate the Happy Union!

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

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

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

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SUZANNE GIGNILLIAT Top producing agent Suzanne Gignilliat – of @properties in Chicago – has more than three decades of experience helping buyers and sellers achieve their real estate goals.

Specializing in luxury properties, Suzanne has built a thriving business that continues to grow year after year. Having built that business on a solid foundation of honesty, integrity and a deep knowledge of the real estate industry, there are few better suited to offer exceptional real estate advocacy in the Windy City.

Suzanne, a Yale graduate and Chicago native who studied film and art history, began her career as a Realtor® in 1989. “I had been working in marketing and advertising when I finished school,” she recalls, “but I decided I wanted to do something a little more entrepreneurial where I could have greater input in my business and the people I wanted to surround myself with. A friend’s mother was selling real estate and thought I’d be a great fit to work with her, so I started as kind of her sidekick and I found instant success.

I loved it right from the start.”

That passion for the industry has translated into a business that is comprised almost entirely of referrals and returning clients, an incredibly accurate barometer of the amazing customer service she provides. Further proof of that excellent service is her perfect five-star overall rating on Zillow, comprised of dozens of glowing testimonials that include this rave: “Suzanne is really, really good at her profession! She was able to sell my house during a challenging time...her knowledge of the market is top-notch and she is incredibly responsive. I would use her again and couldn’t recommend her more highly!”

There are many other factors that have contributed heavily to Suzanne’s continuing success story: her ebullient outgoing personality and her integrity and expert negotiation skills being chief among them. Additionally, her thorough and intelligent marketing strategies al26

most always result in fast sales for top dollar, not to mention happy clients. Among the marketing methods she employs are magazine advertising, glossy high-quality brochures, personal networking, innovative social media and utilization of a high-end architectural photographer to showcase her properties in their very best light.

Another reason would be the solid, long-lasting relationships she forms with her clients.

“One of the things I love most about this business is how my customers become my friends,” she says. “I also love architecture and design, it’s a thrill every day to be in beautiful homes. I enjoy being able to get in the car with someone who I consider a friend and show them properties.”

When she’s not working, Suzanne loves to cook, entertain, spend time with her family, and is a voracious reader. She loves the Chicago cultural institutions as well. Suzanne is also passionate about giving back to her community, and does so through a variety of organizations that focus on education and educational equity.

Suzanne will continue to grow her already-exceptional business and remains deeply involved with her community. Above all, however, is her longtime objective: to provide her many grateful clients with the very best customer service available in the Chicagoland market.

To learn more about Suzanne Gignilliat, please call 773-394-4717 or email Suzanne@SuzanneGignilliat.com Top Agent Magazine

Claudia McLaughlin and the CMFTO team are proud to congratulate

Suzanne Gignilliat

on being featured for the state of Illinois in Top Agent Magazine!

Claudia McLaughlin Founder claudia@cmfto.com Chicago: 312.420.1221 Los Angeles: 323.999.1819 www.cmfto.com

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Congratulations, Suzanne—

for being recognized as a Top Agent!

ARCHITECTURE + INTERIORS

Chicago: 312.321.7400 New York: 212.951.0350 craigandco.com 28

Top Agent Magazine

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

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

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

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

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

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

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

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

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

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 30

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

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

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

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

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MATTHEW PATTERSON

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Top Agent Matthew Patterson runs his own team at Keller Williams in Punta Gorda, Florida. “We are one of the top areas for boating and fishing,” Matthew says, “and the area is more affordable than a lot of people expect.”

Matthew Patterson’s parents, who owned rental properties, instilled in Matthew an appreciation for real estate and its possibilities from a young age. After fourteen years in the paving industry, nine of which Matthew spent running his own asphalt and paving business, he was looking for a change. “I wanted a career in something that matched my passion,” Matthew says, “and my passion is people.”

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Matthew began on his own, selling an impressive fifty two homes in his first year.

“Each year, I’ve grown,” Matthew says.

Now with almost ten years in the business, Matthew runs his own team at Keller Williams in Punta Gorda, Florida. “We are one of the top areas for boating and fishing,” Matthew says, “and the area is more affordable than a lot of people expect.”

Matthew serves clients at every price point, Top Agent Magazine

completing $87 million in volume this past year, an even more impressive figure considering the area’s average home price sits at $235,000. “I want to help whoever I can help,” Matthew says.

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With Matthew’s focus on high-quality service, it is no surprise that the majority of his business comes from repeat clients and referrals. “Clients are part of our family,” Matthew says. “That’s just how we operate.

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Every single person on my team provides exceptional customer care.”

What sets Matthew apart is his dedication and fierce work ethic. “If you take care of people and provide them with the kind of service we all deserve, you’ll succeed,” Matthew says. “That kind of customer 34Copyright Top Agent Magazine

service is rare now, and it’s how I grew so fast.” With his team, Matthew has created a culture of teamwork and support. “On my team, I don’t have a lot of turnover. We’re a tight-knit family.”

Matthew communicates regularly with his past clients, through newsletters, personal Top Agent Magazine

phone calls, and client-appreciation events, such as an annual Fourth of July party. With extensive digital and social media marketing, as well as his own radio talk show, Matthew is able to market his clients’ listings to a wide seller base. “We have two marketing and design specialists on the team,” Matthew says. “Our clients are well-taken care of.”

Dedicated to community service and philanthropy, Matthew shies away from public credit for his work. “I don’t do it for my business,” Matthew says. “I do it because I can and I believe in giving back.” Involved in his church and C.A.R.E., an organization that runs shelters for victims of domestic abuse, Matthew uses his platform as a radio talk show host to amplify the important work of the nonprofit. Additionally, Matthew is involved in the philanthropic efforts of Keller Williams through KW Cares, including delivering meals to families during the holidays. While Matthew’s business and his dedication to his clients keep him busy, in his free time he prioritizes his family, which includes his 18-month-old daughter. “That’s why I built a team,” Matthew says, “because I knew I wanted a family and I wanted time.”

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“If you take care of people and provide them with the kind of service we all deserve, you’ll succeed,” Matthew says. “That kind of customer service is rare now, and it’s how I grew so fast.”

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Matthew looks forward to the future and to his plans for growth. “It is my priority to keep the same level of service.” Matthew is as passionate about serving his clients as he is about

the members of his team. “I want to grow the business and also help the people within the business grow,” Matthew says. “I want my team members to have the biggest life possible.”

To find out more about Matthew Patterson, call 941.375.1312, visit pattersongroupkw.com, or email Matthew@PattersonGroupKW.com http://

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Top Agent Magazine

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 38

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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Photo by Kali Shay, KLee Photography LLC

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GINA CASNER

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GINA CASNER

Photo by Kali Shay, KLee Photography LLC

Photo by Elliot Samuel, Hommati Photography

One key component of Gina’s commitment to clients is making sure that they are educated throughout the transaction process.

Gina Casner is a real estate professional on a mission to create an impact within the industry. Coming from a background in Social Service work, Gina is no stranger to helping others, and she is passionate about applying her empathetic nature and knowledge into creating a better experience for her clients as well as her agents.

One key component of Gina’s commitment to clients is making sure that they are educated throughout the transaction process. “It’s great to help people get into a home. But for me, it’s even more important to make sure they have the necessary tools to keep it. I have them 40

speak to a financial advisor about financial literacy, so they feel confident going forward.”

Her continued motivation and enthusiasm for work comes from the knowledge that she is changing people’s lives. “It’s easy for people to get stuck believing that they can’t do something. I love showing them what’s possible, and that home ownership is feasible. I enjoy helping people find the path to their dream, all the while making them realize that it doesn’t have to be complicated or difficult.”

In order to accomplish her mission to best serve clients, Gina is meticulously creating an all-women team. “Five years ago, I left an Top Agent Magazine

Photo by Pat Cain, 360 Tour Design

abusive marriage with five dollars in my pocket. Thanks to real estate, my situation is much different now, and I want to pass that on and help other women create a life that they truly love to live.”

Outside of work, Gina spends her time raising awareness for mental health advocacy—a cause near to her heart ever since her daughter took her own life. Gina decided to bring Amy Wolff’s “Don’t Give Up” campaign to Pennsylvania. The mission of the organization is placing encouraging yard signs with messages of hope throughout neighborhoods across the country. Gina started with 40 signs but quickly grew to over 300. In June, she created a nonprofit organization called “Chronically Strong”—named after her daughter’s Instagram handle.

Going forward, Gina is focused on building a strong team culture so that her agents can deliver the most consistent experience with every single transaction.

“Our home is the foundation for everything that we are. I don’t look at real estate as a job. It’s more of a calling for me. It’s not something I take lightly, as I realize that I’m dealing with someone’s entire life. If we don’t get to the closing table, it’s someone’s dream that dies.”

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To learn more about Gina Casner, email homesalesinyourarea@gmail.com, call (717) 963 – 0016, or visit homesalesinyourarea.com

Photo by Kali Shay, KLee Photography LLC

Photo by Elliot Samuel, Hommati Photography

When it comes to marketing Gina stays at the forefront of technology with 3D tours and drone footage. “I try to tell a story with every listing. Instead of looking at real estate traditionally, I want to create an experience for my clients. The industry is changing and it’s going to be on us agents to embrace technology in a way that we can marry it with the personal nature of one-on-one delivery.”

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

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

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

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Think vertically.

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

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

Soothing sounds set the mood.

Upgrade the look of structural components.

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

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

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Don’t compromise on your culinary dreams.

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

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

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

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TIMOTHY DI PRIZITO Top Agent Magazine

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TIMOTHY DI PRIZITO

After graduating from Clemson University in 1991, Timothy Di Prizito launched a successful fitness and nutrition counseling brand and built an accomplished career through working with A-List members of the entertainment industry. At a client’s recommendation, however, he began taking an interest in real estate. Inspired, he shadowed a top agent in Beverly Hills and learned the business from the ground up. In 2003-04, he established his own career as a luxury Realtor, later partnering up with Joyce Rey, one of the most respected names in the industry. Today, Timothy is a top 1% producing realtor, powered by Coldwell Banker Global Luxury and The Joyce Rey Team, where he guides a network of clients and influencers spanning the globe.

utilizes both cutting edge and reliable resources to draw attention to his properties, from interactive presentations to print advertising in national publications like The Wall Street Journal, Forbes, or Architectural Digest.

But Timothy is equally detailed when helping his buyers, guiding them with integrity and open communication. In his eighteen years of experience, he

When listing a home, Timothy prefers a comprehensive strategy. After helping his clients fully prepare their luxury estates, he sets the stage through a suite of top notch photography and filmography, ensuring that his marketing materials highlight not only the features, but also the lifestyle of a property. Elsewhere, he 46

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has cultivated a system that puts his clients at the forefront of each transaction, making sure they find the right investment for their needs. “As a Division One swimmer in college, I’ve learned the importance of routine and mindset,” he says.

“I’ve carried those instincts over to real estate.

When I get up in the morning, I’m devoted to practicing the basics, staying consistent with daily action steps, and preparing myself to perform at game time.”

This tireless commitment has earned Timothy a fantastic reputation, with the entirety of his volume coming from repeat clients and referrals. But through it all, he remains focused on the proven values that have scaffolded his every transaction. “To be a top agent, you have to learn all aspects of our business. Take a mastery of sales, negotiations, contracts, problem solving, and administration, and throw these skills into a beaker with traits like honesty and transparency.

Mix them together, you can make a truly special Realtor.”

Outside his career, Timothy is tremendously active in his community. On top of serving on the Chamber of Commerce, he is deeply involved with the Los Angeles Children’s Hospital and The Hirshberg Foundation for Pancreatic Cancer Research. Meanwhile, he has jumpstarted a healthcare education program and volunteers as a PE coach at his area schools. Upholding a robust work-life balance, he also enjoys spending time with his beloved family, traveling the world, and preparing for endurance fitness events.

Timothy has strong plans for the future. Going forward, he intends on scaling his workflow while mentoring the up-and-coming young agents, sharing the pathway to success with the newest generation of Realtors. “Certainly, some lucky brokers have found success at the start of their careers,” he says. “But I attribute my success to perseverance. I’ve never been afraid of failure; rather, it’s helped me grow as a professional and pushed me to go the distance for my clients—every time.”

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To learn more about Timothy Di Prizito email TDiPri@gmail.com, visit TimothyDiPrizito.com or call (310) 266-2777 www.

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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TIM DUNCAN Top Agent Magazine

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TIM DUNCAN

Top Agent Tim Duncan and his team at Duncan Real Estate Group serve Eugene, Oregon and the surrounding area, including Springfield, Creswell, Veneta, Coburg, and Pleasant Hill.

Tim Duncan began his real estate career in 2014 after working in sales for many years. As owner of Duncan Real Estate Group, Tim says, “I give it my all. I look at it this way: when a client works with me, they have trusted me with a big purchase, and I need to treat it like I would treat my own money. Clients come back to us because they feel that we treat them right and we really want to provide them with the best service.”

Tim and his team at Duncan Real Estate Group serve Eugene, Oregon and the surrounding area, including Springfield, Creswell, Veneta, Coburg, and Pleasant Hill. About 85% of their business comes from repeat and referral clients, an impressive feat that speaks to the trust and 52

confidence Tim and his team inspire. “We tell every client, our #1 priority is receiving a 5-star review from you,” Tim says. “That means we will do anything you need us to do.”

Part of providing that great service is clearly understanding the client’s expectations from the start. “We ask our clients up front, what are you looking for in a real estate agent? That information is really helpful in getting them the service they need. Sometimes people say honesty, or fast communication, or availability, or all of the above,” Tim says. “Whatever the answer, it helps us make sure we’re catering to that individual client and providing an exceptional customer service experience.”

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When it comes to marketing their listings, Tim and his team use a variety of methods to ensure optimum exposure. They market extensively online, including on their own website, which generates activity through paid ads on Google and Facebook. “We also do a ton of reverse prospecting,” Tim explains, “and we sell a lot of our listings through that method.

We have a large database of buyers we prospect to, so when a listing comes our way we’re always looking to market it to them.” They also invest in high-quality postcards they send to other homes in the neighborhood, as well as to other brokerages. “We like to get creative with our marketing,” Tim says, “and we create individual marketing plans for our properties.”

The results speak for themselves: last year, Tim and his team had a sales volume of 88 transactions.

Community involvement is important at Duncan Real Estate Group, and Tim likes to give back. He works with a videographer to produce a series of videos interviewing local nonprofits and small businesses that have a positive impact on the community. Tim and his team also have a regularly scheduled day of service multiple times each year when they volunteer at various local organizations. When he is not working or giving back, Tim enjoys playing tennis, going up into the mountains with his wife and their 3 daughters, fishing, hunting, and going to the ocean.

In the future, Tim plan to continue expanding his sales volume and growing his team.

“What’s really exciting to me is helping my team build wealth and develop their skills,” Tim says. “If I can build a great team and take really good care of them, then I know they will take good care of each other and our clients.”

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To find out more about Tim Duncan, call 541-284-3740, email tim@duncanre.com, or visit timduncanre.com www.

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 56

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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DONNA GLAZER

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DONNA GLAZER

With 26 years of real estate experience, Donna Glazer brings an unparalleled amount of market knowledge and expertise to the table. Coming from a background in retail, Donna puts a high emphasis on quality customer service and client satisfaction, and always strives to exceed client expectations. She is known for her professionalism, meticulous attention to detail, and sharp negotiation skills which help her clients get the best deal every time. Affiliated with Keller Williams Experience, she serves buyers and sellers throughout the western suburbs of Chicagoland, Illinois.

repeat and referral clients. “I think the people I work with notice that I go into this process as if it were my own transaction. I truly love what I do, and I think they can see that in me.”

Staying tech-savvy is another way in which Donna commits herself to delivering the best client experience and results. With the help of her assistant, Vicky, she

Donna’s client-oriented approach focuses on prioritizing the client experience above all else and solving any potential problems in order to seamlessly move the transaction along so that her clients can progress to the next chapter of their life. “I believe the client is always right, no matter the circumstances. If there is a problem, I am here to solve it. I do what is necessary to ensure that clients get their desired outcome,” she says.

This approach has earned her the respect of many 58

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strategically promotes listings throughout social media with online targeted ads. But she doesn’t just stop at online marketing, she also believes in more traditional methods such as networking with other agents and word-of-mouth. Because of her dedication, Donna is one of the Top 20 agents of Downers Grove, and Top 2% of all agents in the MLS. She has also achieved numerous awards that reflect her relentless work ethic. In 2010, she was inducted into the REMAX Hall of Fame, she earned the 100% club for 17 years, she then went on to achieve the prestigious Platinum Club award 2 years in a row. Donna has also garnered the Five Star Award since its inception, and in 2019 she was presented with the Lifetime Achievement Award.

Outside of work Donna still thinks of ways to show clients her appreciation, and that she is thinking of them, with various fun events, continuous useful tips about the real estate market, as well as valuable information and items to help with everyday life. Donna also has a list of trusted professional referrals that continue to provide guidance even after the transaction is over. Recently she held a raffle to help clients with expenses during the holiday season, as well as to give back to families in need, “I see people that need help, and I want to help. So I find a way!” In her spare time, she devotes herself to her husband, son and daughter, and she is deeply involved with her daughter’s softball career.

Going forward Donna plans to add a few more team members to the Donna Glazer Team so that she can serve more clients and be able to give them the ultimate real estate experience. “I know myself, I will never be able to completely ‘step back’ I need to be sure that my clients are well taken care of, and that their customer experience is outstanding. This is a family business, not only because this is how I support my family, but because I strive to help all of my clients as if they were my family. This is the biggest investment of someone’s life, so I take it very seriously and I want to deliver the best results and give them a five-star experience. The agents on my team have to share that mentality and be just as passionate about providing elite service.”

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To learn more about Donna Glazer email donna@donnaglazer.com, visit donnaglazer.com, or call (630) 474–4715 www.

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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CANDACE LOVING

Top Agent Candace Loving – of Colorado Landmark, Realtors in Boulder, Colorado – is a truly dedicated real estate professional who consistently provides her many clients with the very best customer service possible. Specializing in farms, ranches, land and residential luxury properties, Candace has built an impressive business on a sturdy foundation of honesty, integrity and deep industry knowledge, and has more than earned her reputation as a trusted, caring real estate advocate.

Candace began her journey in the world of real estate in 1990, initially working with her father on some of his development projects prior to taking on her own. After finding great success in that arena, Candace obtained her real estate license in 2007, and the rest is history. Serving a wide swath of the Centennial State, Candace can currently claim that the lion’s share of her business is based upon referrals from past clients, positive word of mouth, and her reputation as an expert in the ranch, farm and land sales sector.

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“I think it’s because I truly care about my clients,” says Candace, when asked how she has managed to achieve such impressive levels of trust and loyalty amongst those she works with. “I sincerely care, and it’s my compassion for them that really drives me. I think they feel very supported and know that they can count on me to be there for them and that I have their best interests at heart. Also, treating people fairly is very important to me.”

In addition to her extensive development, investment, construction and design knowledge that

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provides her clients with extra value, there are many factors that come into play when assessing Candace’s impressive and ever-growing success story. Chief among them would be her expertise on water rights and title issues as well as negotiating skills and thorough, intelligent marketing strategies that maximize exposure for her many listings and translate into fast sales for top dollar, not to mention happy – and returning and referring – clients.

Candace, who holds a perfect, five-star overall rating on Zillow.com, truly enjoys what she does for a living. “I love helping my clients,” she says. “I love learning new things about the real estate industry, and I like being challenged and being a problem solver for my buyers and sellers.” Just one of many glowing reviews she has received reads in part: “Candace was the perfect agent for me and my situation. She was patient and supportive in the initial stages with my house hunting and decision making when I was still sorting out the best path forward and determining what the best solution was for my needs. When it came time to make an offer, she was extremely responsive which allowed me to secure my dream home in the incredibly competitive Boulder market…I highly recommend Candace.”

When she’s not busy making her clients happy, Candace enjoys spending time with her daughters and friends, and she enjoys horses and skiing. She also loves to travel, particularly to the south of France.

Looking to the future, Candace’s plans for her business include becoming licensed in Wyoming, and to continue building her already-thriving business. Above all, however, remains her longtime commitment to providing each and every one of her clients with the unparalleled customer service that has long been her calling card.

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For more about Candace Loving, please call 303-332-4530 or email CandaceLoving@gmail.com Copyright Top Agent Magazine 65

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

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

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 66

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

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

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

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

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

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

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

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

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

Kitchens and baths

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

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

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

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

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

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

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SARAH LUX

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SARAH LUX

Sarah was a kindergarten teacher for fifteen years before recently joining The Century 21 Scheetz team in Indianapolis where many of the agents were parents of her kindergarten students. “They set me on the right path,” Sarah says, recalling how Scheetz agents guided her through the licensure process.

“I’ve been loving it ever since!”

Whenever someone asks if she misses teaching, Sarah points out that she still utilizes many of the same skills, working as an agent. The joy of helping students succeed translates to helping her clients get the best offer on their home or handing keys over to a joyful new homeowner. “You still get that same excitement,” Sarah says. “I love to help people get to an outcome that they’re so excited about.”

endows her with essentials for successfully navigating the world of real estate. Great multitasking and organization, a calm focus, and her personable demeanor all play a role in Sarah’s newfound success as an agent. “With teaching you never know what kind of things you’ll encounter,” she says.

Many homeowners in Sarah’s community know she values building personal relationships from knowing

Though she only started as an agent in August of 2020, Sarah has already generated an impressive amount of referral business, utilizing her sphere of influence and her savvy marketing skills. Her background in teaching sets Sarah apart as an agent and 70 70

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her as a teacher for their children. “They know that I have their best interests at heart, and I think that’s the same when it comes to real estate,” Sarah explains. “I’ll do everything I can to get what they need and make my clients happy.”

Social media factors heavily into how Sarah markets her listings, with monthly mailers providing a preview of what properties are about to come on the market. Once listings post, Sarah emails a network of fellow agents, followed by proliferated flyers and open house dates.

Sarah stays involved in her children’s school, St. Jude’s Elementary, through PTO and Mothers of Ministry Sharing as a core team member, facilitator and past chairman, planning events for both the church and the school. She is also involved in committees for Anna’s House, a charity that benefits children with special needs. Currently, Sarah has coached kids kick-ball at Southside Catholic Schools for over fifteen years, and also coaches her daughter’s volleyball team.

When she’s not working or serving her community, Sarah makes time to enjoy being with her family and traveling together. All three of her children are involved in sports, and the entire family holds season tickets for the Indianapolis Colts.

Coming off a fantastic start on her path as an agent, Sarah plans to keep growing her business, continually picking up industry knowledge along the way. “If I don’t know an answer, I’m always willing to find it.”

Sarah also sees opportunities as a realtor to do further good in the community through involvement in realtor foundations. And ultimately, it’s heartwarming for Sarah to see her children’s excitement when they spot her name on a real estate sign. “They see what a difference it can make when you really put your heart into something.”

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Connect with Sarah by phone at: 317.881.2100 (o), or 317.502.6253 (c), email slux@c21scheetz.com, or visit c21scheetz.com www.

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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STACY STOKES

Top Agent Stacy Stokes brings her calm personality to each transaction, a trait which sets her apart in her approach to helping her clients.

Stacy was working as a public defender when her daughter was born. She found the long hours her work required kept her away from home too much.

Stacy wanted to find something new that would allow her more time at home but still showcase her skills as a lawyer and fit with her love of helping her clients. After taking the real estate exam to feel out the potential of work in real estate, Stacy has been an agent ever since.

Today, Stacy is a Principal Broker with Living Room Realty in Portland, Oregon, where most of her business comes from repeat and referral clients.

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“My goal is always to have my clients get the best service,” Stacy says of what keeps clients coming back and referring her. “It’s similar to when I was a public defender; my role is like a counselor or a guide as opposed to a salesperson. My goal is to guide them through what can be a stressful transaction, and make sure that I’m there with them every step of the way.”

Stacy brings her calm personality to each transaction, a trait which sets her apart in her approach to helping her clients. Stacy explains, “I hear from my clients that I help bring some calm to what Top Agent Magazine

can be a very intense situation, grounding and bringing them back to a place of less emotion, because I realize that, for them, it is a very emotional transaction.”

Getting to know new people with every homebuyer she helps and Interacting with clients are what Stacy loves most about real estate. “It seems like at the end you have a new friend always.”

After over sixteen years in the Portland market, Stacy knows a wide network of agents in her area that can be brought to bear when it comes to marketing her listings. High-quality photos and flyers make up top-tier content to showcase any of her properties at their best. Stacy also shares listings on Facebook groups of agents in other areas that foster an interest in Portland listings such as San Francisco, Seattle, and east coast cities.

On weekends, Stacy is a volunteer ski patroller and has been a long-time supporter of her children’s’ schools as a volunteer and donor. For two years she served as the Abundance Chair on the board of Living Room Realty, working to support causes in the community by coordinating with three charities chosen by agent vote from a large pool of organizations. A portion of each transaction is donated to one of the three. In 2020, Living Room Realty’s agents raised $80,375.34 for their selected charities.

When she’s not working, Stacy loves hanging out with her son and daughter. An avid outdoors enthusiast, Stacy loves anything that gets her outside and in the mountains, anything from rock climbing, mountain biking, mountaineering, to skiing. Last year, Stacy took up learning to surf.

Looking to the future, Stacy hopes to continue to grow her business, adding new clients every year. And most of all, Stacy is focused on maintaining a great level of service and keeping her clients happy.

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To learn more about Stacy Stokes, please call 503-351-3568, email stacystokes@livingroomre.com or visit livingroomre.com 77 77

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

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

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

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3

BUILD A STRONG ONLINE PRESENCE

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

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BUILD A SOLID FOUNDATION

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SET GOALS

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

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

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

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BERNADETTE DAWSON

“I really like working with people. I love my clients,” says Bernadette Dawson, a top agent working out of Maryland with Black Dog Realty. “I do everything to accommodate my client’s schedules even when they have last minute requests to see houses. My clients are always my first priority.”

Bernadette first joined the real estate game in 2006. “Prior to Real Estate, I was a Middle School Math teacher, and when I started my family, I wanted to do something that would allow me to be flexible around my children’s schedules. At the start of my career my schedule was definitely more flexible, but as I built my business it has turned into a 7 day a week endeavor to service my clients” says Bernadette.

Servicing primarily Harford County, Maryland, Bernadette also helps clients in Baltimore county and Cecil county purchase and sell homes.

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However, she is willing and ready to go wherever her clients want to be. “I am working on getting my Delaware license to grow my business in the Delaware and Maryland Beach area where I have expanded my business in the last year,” she says.

Her hard work and dedication to her clients pays off. Over half of Bernadette’s business comes from repeat and referral clients. “I do a good job for them,” she says, explaining what brings them back again and again. “This is the largest purchase most of my clients will make in their lifetime and I want them to be happy with the choice they have made. I am there for them throughout every step of the process. I want my clients to feel comfortable reaching out to me after settlement as well with questions, concerns, or to just share what is going on in their life. Many of my clients are friends prior to starting the home buying/selling process, but those that are not, often become friends by the time we get to settlement.”

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When it comes to marketing her listings, Bernadette utilizes online resources such as advertising on Facebook. Also, reaching out to a close network of other successful agents who she regularly works with and sharing her upcoming listings with a vast database of pre-qualified buyers. “Most important to getting a listing sold quickly” says Bernadette, “is having the listing looking its best for showings and priced properly. One of the services I offer to my clients is to schedule an appointment for them with a professional stager/interior designer that will give them advice on getting each room ready to be photographed.”

Last year, Bernadette completed fifty-nine settled transactions, totaling over 17.6 million in sales. She has been named in the top 500 Realtors® in Central Maryland in 2019, 2020 and 2021. This correlates to be in the top 4% of Realtors® in her region.

When she isn’t going the extra mile for her clients, Bernadette is an active member of her community. Her brokerage, Black Dog Realty, gives both time and money regularly to the ASPCA. As a mother of four, Bernadette invests a good deal of time supporting her children and their causes. “They have played on a lot of travel teams and participated in high school sports over the years.” she says. “We have been involved in fundraising for the different sports teams as well as causes that my children have become involved in through school. My husband and I always enjoy helping out by donating our time and/or money to fundraising events.”

Outside of work, Bernadette stays active. She likes reading, snowboarding, and travelling wherever it’s warm. Additionally, she and her husband own a surf shop in Rehoboth Beach.

Bernadette says, “I help out when I can at the store working it in around my real estate career.”

Looking to the future, Bernadette is excited to continue to grow her business and one day expand to establish a team of her own.

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For more about Bernadette Dawson, call 443-550-1455 (office), 443-528-1492 (cell), email justsoldwithbernadette@gmail.com, or visit harfordcountyhomepro.com 81

BOB DICKINSON

You might say Bob Dickinson grew up around real estate. His Dad was a commercial industrial developer in Southern California, and coming of age, Bob had an opportunity to learn the business inside and out. Soon after graduating college, he recognized growth potential in Arizona, so he moved out to Maricopa County and obtained his real estate license. Since then, Bob went on to build a Hall of Fame career as a Lifetime Top Producer at RE/ MAX, and today, he is a Realtor for the Budwig Team, where he services clients throughout Maricopa County, including Scottsdale, Paradise Valley, and the entire Southeast Valley.

A seasoned agent with twenty years of professional experience, he educates and supports his clients throughout their transaction—no matter what. “Whether a client is buying or selling, I make sure they are fully prepared,” he says. “Right from the start, we talk about everything, and they can trust me to guide them through their deal with the utmost confidentiality.”

to provide his clients with an extensive reach. After preparing them with a suite of professional photography, videography, and even aerial photography, he shares each home over a blend of targeted digital and social media campaigns, as well as open houses. “But everything starts with the pictures,” he says. “They’re oftentimes the first impression of a home, and if they don’t capture a buyer’s imagination, you’re in trouble.”

Elsewhere, Bob leans on his in-depth understanding of the local market to find the right home for

When listing a house, Bob collaborates with the marketing team at his brokerage 82

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his buyers’ interests. An ardent believer in open communication, he takes the time to know his clients, including those coming from challenging situations, so that the transaction speaks directly to their needs. “When a client calls, they want to get me—not an assistant or a voicemail,” he says. “I’ve built my business on my buyers and sellers knowing they can get in touch anytime.”

Through the years, Bob has earned a tremendous reputation throughout Maricopa County, with the vast majority of his volume coming from repeat clients or referals. But he remains focused on what matters most: helping others reach their fullest potential. “In this business, you’re never just selling a home; you’re selling a neighborhood. I enjoy nothing more than finding the perfect community where my clients can thrive, where they can find terrific opportunities for work and their kids can attend a great school.”

Outside his career, Bob is tremendously active within his own community. Father to a child with Down’s Syndrome, he contributes to organizations like GiGi’s Playhouse or Dads Appreciating Down Syndrome. Elsewhere, Bob, a lifelong athlete, enjoys playing various sports around town, and after dropping his daughter off for cheerleading practice in the morning, he can usually be found practicing his latest hobby: pickleball.

Bob has strong plans for the future of his business. With more and more clients moving to Arizona from California, he intends on scaling his approach to provide them with ongoing assistance in their new homes. “I truly love what I do,” Bob says, “and I’m driven by results. A colleague of mine once said that simply being reachable is the best marketing you can ever do.

I’ve taken that to heart; my clients know they can get me on the phone and express what they hope to accomplish, and that I can help them execute it.”

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To learn more about Bob Dickinson call (602) 527-8086, email bobdickinson@cox.net, or visit bobdickinson.com www.

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MARK JONES

Mark Jones has lived in Colorado Springs since 1990; however, he was first drawn to real estate soon after graduating college, when he went searching for a career that balanced his outgoing personality with his entrepreneurial spirit. At his dad’s recommendation, he decided to pursue his real estate license and found quick success in the business. Skip ahead to today, and Mark is a Realtor for RE/MAX, where he assists clients throughout Colorado Springs and the surrounding areas. A hands-on agent with a robust background in property management, he offers the insight needed to navigate any transaction with ease.

ensuring the transaction runs smoothly from start to finish. “People appreciate honesty,” he says.

“I don’t believe in letting things linger; rather, I answer my phone, stay on top of my deals, and address any issues that may come up.”

Elsewhere, Mark is just as hands-on with his buyers, harnessing his in-depth knowledge of the

When listing a home, Mark prefers an old school approach, leaning on his instincts and extensive professional sphere to give clients a leg up. After providing his sellers with a suite of professional photography, he shares their property over trusted networks like the local MLS. But through it all, he maintains a lofty standard of service, 84

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local market to guide them to the right investment for their needs. In fact, for him, the transactions are never finished, as he remains in touch well after closing to ensure his clients are fully satisfied in their new homes. Over time, he has cultivated an outstanding reputation for his transparency and integrity, with the vast majority of his volume coming from repeat clients or referrals. “I can count on my hands and my toes the number of true strangers I’ve worked with,” he says. “It’s always been someone I know, or someone with whom I’ve got a close connection.”

Meanwhile, Mark and his wife, a fellow Realtor, have also built strong foundations in property management, overseeing roughly two hundred single and multi-family units in the area. Outside his career, Mark is tremendously active in his community. On top of providing quarterly donations to the food bank and other local non-profit organizations, he also works closely with the Colorado Springs Children’s Hospital and the Ronald McDonald House. When he’s not with clients or giving back, he enjoys spending quality time with his family, skiing, or hitting the links with friends.

Going forward, Mark has a straightforward plan for the future of his business: “Keep doing what I’m doing.” As his volume continues to grow, he will continue building on his portfolio of management properties for the foreseeable future, but above all, he looks forward to the new clients and transactions that lie ahead in his hometown community. In the meantime, he offers some practical advice to any aspiring agent. “Let everyone around you know you’re in real estate, because we love to talk about it.

Whether you’re chatting with guests at an open house or meeting friends on the golf course, success in this industry really comes down to getting out there and meeting people.”

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To learn more about Mark Jones email mark.jones1130@gmail.com, visit Markjoneshomes.com, or call (719) 337-1448 www.

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MERCY MARASIGAN

“Owning a home is a life changing experience for the good. I think it’s one of the foundations for happiness.”

What’s the difference between a career and a calling? Just ask Mercy Marasigan. “Everyone of us on this earth has a responsibility to serve humanity in some way. When we choose the work we want to do, we’re also choosing the kind of impact we will have on the world. It’s very important to understand how our work benefits people, and then to commit to it one hundred percent.”

Mercy got into real estate twenty-three years ago, after working with Merrill Lynch for many years. “I wanted to start a family, so I needed work that would give me the flexibility to spend time with my children. I was only working part time at first, but then I saw how much I was able to help people in this business.

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It gave me so much pleasure that I went full time.”

She came to see her work as a sort of spiritual endeavor as she labored to help people realize their dream of home ownership. Simply put, she tuned in to the subtle ways through which her efforts changed the world. “Owning a home is a life changing experience for the good. I think it’s one of the foundations for happiness. That security, that feeling of success, heightens the pleasure in every other part of our lives. People are happier in their work.

They’re happier in their relationships. They’re more productive and responsible citizens.”

That sense of purpose Mercy brings to her work Top Agent Magazine

isn’t lost on her clients. Her repeat client and referral rate is eighty percent. Nor does she need to spend a lot of resources trying to keep in touch with them. “You know, they call me! If you are honest and sincere in your efforts to help people find the home that’s right for them, they won’t ever forget it.” Part of the reason for her clients’ loyalty is the trust she’s built with them. “They’re hiring me, so I’m their employee. And part of my obligation is to deliver truth to power, so to speak. Whether it’s good news or bad, I always tell them the truth, which I think people appreciate.”

Mercy’s multiple achievements testify to the power of her approach. She’s won New Jersey’s Distinguished Realtor Award, and has been included in the state’s Circle of Excellence and Million Dollar Club since 1999.

Last year Mercy started Home Star Realty to serve her base in Jersey City and the surrounding area of Hudson County. “I wanted people to see us as a kind of guiding light to help them find their home.” Her goal is to continue sharing the wisdom of her experience with as many people as possible.

She feels the same excitement she felt when she first got into the industry. “When you are happy with what you are doing, you never get tired. Your energy flows freely, and work doesn’t feel like work.”

As to the future, she’d like to mentor younger Realtors®, instilling in them that vision of happy service that has been the blessing of her own life. “I’m getting older,” she laughs. “But if it’s God’s will, I’d like to hand this torch to some other young agents before I retire.”

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To find out more about Mercy Marasigan, please call 551-998-9136 or email mercysm@aol.com.

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MARCY MARTIN

15 years in the business, Marcy Martin approaches every client with empathy and consideration, while helping to guide them in the best direction.

After an unnecessarily complicated transaction process spoiled her experience of buying her first home at the age of 21, Marcy Martin decided to become the type of real estate agent she would have wanted for herself. “I knew the transaction process didn’t have to be this difficult. And I made a promise that I would always make it as easy and seamless as possible for my clients,” she says. Now 15 years in the business, she approaches every client with empathy and consideration, while helping to guide them in the best direction. Marcy is affiliated with RH Cooke & Associates, Inc Real 88

Estate and serves clients throughout Spokane, Washington.

With a high rate of repeat and referral business, Marcy believes it’s the close relationships she develops with clients that bring them back and inspire them to refer her to their family and friends. “I believe it’s the trust and loyalty we develop. I listen to their needs carefully to ensure we are going to get the outcome they want. My clients are confident in their knowledge that they will get results with me, even after the transaction is closed. They can also Top Agent Magazine

always count on me to tell them the facts, and not just what they want to hear,” she says.

As a certified expert negotiator, Marcy is passionate about getting her buyers and sellers the best deal. She goes above and beyond to market her listings on social media, various online portals, as well as to other agents.

It’s this type of relentless determination that has helped her reach a spot in the top 5% of agents in the area.

Aside from being a social person and enjoying meeting new clients, Marcy also loves the variety that her work brings. “I love that I’m always learning something new, and that I get to meet so many different people and experience a variety of situations. No day is ever the same, and I’m not looking at the same four walls day after day. And I enjoy and that the real estate market is always evolving—it helps keep things fresh!”

When she’s not busy at work, Marcy and her husband enjoy spending time with their four kids. They have also finished building their dream home last summer and have 10 acres that backs up to the little Spokane River, where they love to spend their free time.

This year Marcy is working on getting her Idaho real estate license so that she can continue expanding her business and be able to reach more clients. “My goal is to continue growing. I always keep in mind what got me started in this business, which is the promise that I would provide clients with a smooth and stress-free transaction and get them the best deal. I want to be there for them every step of the way and make sure that they can look back on it and have a fond memory of this important moment in their lives.”

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To learn more about Marcy Martin, please call (509) 999 – 4205, email marcymartin@rhcooke.com or visit rhcooke.com/agent/marcy-martin 89

JESSICA WANG

Jessica Wang, a top agent in the Pacific Northwest, first got started in the real estate industry in 2018.

“Five years ago, I moved to the United States from China,” she explains. After working as a part of her previous company’s international sales team in the USA, Jessica decided she was ready to make a change. After seeing her mother-in-law’s success investing in real estate, Jessica decided to join the industry. Licensed in both Oregon and Washington State, Jessica primarily services Portland, Oregon, and Vancouver, Washington, as well as the surrounding metropolitan area.

“I struggled at the beginning because I was insecure with my language and background. I thought it would be extremely difficult competing with other smart Realtors® in the area,” Jessica says, reflecting on her start in the business. “I pushed myself go door-knocking and advertised myself in the local area. I gained clients and was able to build really 90

good rapport with them. They like my professionalism and that that I can speak English so well as a newer Chinese immigrant. Plus, they think the fact that I speak Chinese will help them market their properties. I built confidence in my business, and I won lots of English-speaking clients.”

Today, Jessica works largely with Portland and Vancouver’s Chinese community. Something that sets her apart from her peers is how she markets her listings. “I always market in two languages, English and Mandarin,” says Jessica. She wants to make sure that her listings are available to the Chinese community in case a language barrier has been blocking their goals of homeownership.

Jessica explains, “I want to make sure that they understand and can access the information.”

Jessica runs her business with four core philosophies in mind: Honesty, integrity, dedication, and Top Agent Magazine

customer satisfaction. “I commit to my clients,” she says. “I came from a sales industry, and so I know how sales work. You sell yourself over the product, which really builds a lot of relationships.

My clients are all very happy with me.”

This approach has worked wonders for her. In 2020, Jessica closed on thirty-seven houses with an additional eleven properties in escrow.

She is currently on track to close on forty-eight transactions in 2021.

When she isn’t working hard for her clients, Jessica likes to keep busy. She owns 5 investment properties, which allows her to extend her reach and help a different demographic. One of the properties she has she runs as an Airbnb hosting business.

“I recently found I have a huge passion for that,” she says. “It’s fun to decorate the house and host guests. I love hearing their great feedback. It’s a great experience. I also often share my experiences and suggestions from investment property and Airbnb hosting with my investors clients.”

Looking to the future, Jessica is excited to expand her business. “I definitely want to keep growing,” she says. She is especially interested in increasing her involvement in helping newcomers establish themselves in the area. As a speaker of multiple languages, she is uniquely qualified to help them transition to their new home.

“We’re not just helping them to buy or sell a house,” Jessica says. “We’re getting them settled down into their new life. When they move here, they often have no knowledge of anything. Schools, taxes, where to buy furniture, all those things. I direct them to local services and contractors that speak Chinese. I love to help them find their way, and eventually we become good friends and neighbors.”

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To learn more about Jessica Wang, call 360-839-0944, email jessica@jlw-realty.com, or visit zillow.com/profile/jessicalwang or jessica.brantleychristianson.com

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 93

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try:

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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CARRIE ALEX “Real estate is ingrained in my DNA,” says Carrie Alex, the team lead of Alex & Associates Realty Group at Keller Williams Coastal Realty. Carrie got her official start in Spring 2018, but her love for real estate began all the way in childhood. “My father was a broker, and I was the office brat, so I grew up around real estate and learned to love it from an early age.”

She is a relocation specialist, as well as a first-time home buyer specialist, and currently helps buyers and sellers throughout Southern Maine and New Hampshire.

Carrie prides herself on developing meaningful relationships with her clients by always operating with integrity and looking out for their best interest—the traits that have helped her build a network of repeat and referral business. “I’m not scripted. I work and live my life in an organic and authentic way. I’m honest and I do my best to advise my clients in a way that allows them to make the most educated choices for their situation. I’m not interested in making the highest commission, I want to ensure my clients are set up for long term success,” she says.

Outside of her job, Carrie is busy as the owner of the New Hampshire Wedding Magazine. She also works with the local ASPCA. As a recent breast cancer survivor, she has already immersed herself in working with groups that support other women who are fighting to beat the odds. Among one of the groups is an organization called My Breast Cancer Support. “They help women with breast cancer who might not have the funds for groceries or for paying their bills. Unfortunately, their fundraisers were halted during the pandemic, so I got my network together in order to raise and donate $10,000 last year.” In her spare time Carrie loves having fun on Lake Winnipesaukee on her boat with her family and friends.

This year Carrie is working on getting her broker’s license for NH and is focused on helping her team grow and succeed as individual agents. She also has a few important words of inspiration for agents who are starting out: “In 2020 I underwent three surgeries, lived through chemotherapy, survived a pandemic, and I still did over $6,000,000 in sales volume. If I can do it, so can you.”

When it comes to marketing, Carrie puts a lot of emphasis on social media. “Social media seems to be the way to reach the new generation, and the way marketing will be done in the future as well, so that’s my primary focus,” she says.

While discussing what she loves the most about her job, it’s not the commission or big sales that Carrie seems most excited about, it’s the people whose lives she gets to change. “I’m a very social person. I enjoy making the connections, meeting people, and helping them achieve their goals. I’m a natural born helper, so this line of work is very fulfilling for me.”

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To learn more about Carrie Alex email carriealex@kw.com, visit alexassociatesrealtygroup.com, or call (603) 978– 2911 www.

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DANIELLE BEASLEY Danielle Beasley learned the art of real estate at an early age as the daughter of an interior designer. Growing up around homebuilding and decorating helped her form a strong foundation of knowledge for her eventual career in the real estate industry. Currently eight years strong in the business, she is the founder of The Danielle Beasley Team at SimpliHOM and serves clients throughout Nashville and the surrounding suburbs.

Acclaimed for her personal approach to clients as well as her honesty and attention to detail, the majority of Danielle’s business comes from repeat and referral sources. “Our clients truly become like our extended family. We work hard to not only facilitate a transaction for them, but to also get to know their loved ones so that we can get a clear understanding of the type of results that are going to be best for them.”

Danielle’s team is known for going above and beyond for their clients, creating custom marketing plans for each seller and even offering complimentary professional home staging and de-cluttering as part of their services. As a Certified Luxury Specialist Danielle also handles a large number of luxury properties. “Our clients appreciate how much we do in order to get their homes ready for sale. Our goal is to always find something unique about the home and show it in the best light. We want to have it completely ready for the market so that it can sell fast and for top price. My professional degree is in Design and Marketing, so I use all of my knowledge and bring it into my business in order to best serve my clients,” she says, adding that an important part of her marketing strategy is keeping up with technology and investing time into a strong social media presence.

Finishing last year with an impressive $20,000,000 in sales volume, Danielle emphasizes that it’s not the 96

big numbers that get her excited for work in the morning, it’s the people she gets to help. “I love meeting new people and getting to know them. It’s extremely rewarding to be able to help them have a positive transaction experience instead of a stressful one.”

When she’s not working, Danielle likes to volunteer within her community. She often works with the Sumner County Food Bank, and she is a cofounder of the Sparkle Pageant—a program for children with disabilities. In her spare time, she loves to travel, attend the Nashville Predators games, and spend time with her husband, three children, and two dogs.

In the future, Danielle hopes to continue growing her business and serving the community. “I love my job and as far as I’m concerned there is no such thing as an ugly house. I enjoy finding that one special factor that each home has and bringing it to light. That is how I fulfill my own artistic vision and help my clients get the best results.”

To learn more about Danielle Beasley email daniellebeasleyhomes@gmail.com, visit daniellebeasley.com, or call (615) 415–9679 https://

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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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JENNIFER DRENNAN Jennifer Drennan’s fifteen years servicing clients at Taylor Properties has quickly advanced her to become one of their most trusted and experienced Realtors. Licensed in Washington DC, Maryland, and Virginia, she offers her clients wide-ranging expertise and versatile skills. When it comes to buying or selling a home, Jennifer treats every client with care and consideration, serving their unique needs and supporting their goals.

“I will travel anywhere in the DMV area to meet the needs of my clients,” Jennifer says. “I work with buyers, sellers, investors and rental properties.” Jennifer has a contagious enthusiasm for her work, along with a strong ethical commitment to her clients. It is no surprise that she has been a Top Producer at Taylor Properties for several years, and that she closed fifteen million dollars in sales in 2020.

With dedication, commitment, and broad experience, Jennifer has steadily grown her business, and she is proud to serve so many repeat clients and client referrals. “It is exciting working with a buyer on their first home purchase, and then again when they are ready to upgrade or turn their property into a rental,” Jennifer says. “Growing up in a ‘real estate’ family, I spent many summers helping renovate my family’s rental properties, and I understand the work and effort needed to update and maintain a property. I work with a great team of contractors and other professionals to ensure a house is ready to be put on the market for my sellers. If a property needs to be renovated, my clients know we can get it done with my team and that they can rely on me. My goal is to turn their dreams into reality!”

It is her dependability and exceptional work ethic that sets Jennifer apart. “I answer my phone day or night and stay connected with an extensive network of previous clients,” Jennifer says. To market her listings, she works with trusted professionals, including photographers, videographers, stagers, and social media marketing experts. Jennifer provides every client Top Agent Magazine

with the highest level of service to showcase their property and to attract competitive offers.

For Jennifer, it is the people who make her job fulfilling, both her clients and her fellow agents. “I love to help people and get my clients to the table to close the deal,” Jennifer says. “I also love training new agents. Organization is imperative to becoming a successful agent. This is the foundation for new agents to be able to stay on top of their future volume of sales. I take pride in mentoring new agents and watching them succeed.”

In her limited free time, Jennifer serves on the board at The Villages at Tower Oaks in Rockville, Maryland.

Jennifer also serves on the Board as Vice President of Dream Believe Institute, a mental health institute fighting the opiate epidemic. When she is not helping clients or giving back her time, she loves to cook, travel, and golf.

Looking to the future of her business, Jennifer plans to continue to train the next generation of agents to ensure the sustainability and longevity of her business.

“I’ll probably never stop working,” Jennifer says. “I love what I do. It doesn’t feel like a job.”

For more about Jennifer Drennan, call 301-318-5959, visit jenniferdrennan.com, or email jenniferdrennan5959@gmail.com www.

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CANDICE FRAZIER For Candice Frazier, real estate offered the chance for limitless growth and a rewarding career. “I got started after being laid off from my 9-5 job, so I took the severance package and decided to get my real estate license,” she says. That was in January of 2016, and she hasn’t looked back since. Currently she is the Regional Sales Manager of Best Choice Realty in Tukwila, and also works as a solo agent with a transaction team by her side, serving the Pierce County region of Washington, as well as South King and Thurston counties. Almost all of her business derives from repeat clients and referrals, a testament to her superior service and dedication.

“I focus on building relationships,” she explains.

“Transparency is so important, I want them to feel comfortable with me.” Candice understands the importance of each transaction, and wants to ensure her clients are making the most informed decisions possible. She guides her buyers and sellers throughout the transaction, leaving no questions unanswered.

When it comes to her sellers, she provides exceptional marketing, advertising her listings on social media, the MLS and providing high quality videos and photos. Each listing also has its own property website which showcases all of its selling points.

After the transaction, clients leave glowing reviews about their time together. One recently said, “I cannot recommend Candice Frazier enough. She made a difficult move happen without a hitch. A true professional.

Considerate, knowledgeable, easy process with a lot of support from her team. A savvy business person with a people person approach.” Another wrote, “I have never met someone so dedicated and passionate about their job! When I had questions or concerns she always got back to me didn’t matter what time of day it was. Thank you for all your hard work!”

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When Candice isn’t working, she’s staying active in the community. Her son was killed by a drunk driver in 2019, so she was inspired to start a foundation that helps families faced with tragedy. “When I lost my son, the community really came through for me. I had food at my doorstep for 30 days straight. I wanted to do something that could help people in similar situations, so I started Caire’s House Foundation, a non-profit with the goal of being a support system for members of the community who unexpectedly face tragedy.” During any free time, Candice is hanging out with family and friends, or staying physically active.

Looking ahead, Candice plans to enjoy every minute of her work as an agent and sales manager. “I really love what I’m doing right now. Being able to support my clients as well as other agents in their growth is so fulfilling.”

For more about Candice Frazier, please call 253-222-9923, or email candice@bestchoicerealtywa.com Top Agent Magazine

Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 102

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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RITA FRENCH Rita French’s journey in real estate began twenty-five years ago when she earned her license while working as a new account representative at a bank. Over the following years, Rita bought investment properties. After she moved with her husband to Cabot, Arkansas, she dedicated herself to her business, which quickly began to thrive. “I picked it up full time in 2009,” Rita says. “I loved it, and I’ve been going strong ever since.”

Now an Executive Broker/Realtor for PorchLight Realty, Rita has built a stellar reputation and a strong network of loyal clients who love her hands-on approach. Dedicated and driven, Rita has earned several professional designations, including GRI (Graduate of Realtor Institute) and SRS (Seller Representative Specialist). Rita works as an independent agent. Her daughter, who just earned her Realtor’s license, will soon join the team.

With her infectious enthusiasm for the business and her client-centered approach, it is no surprise that much of Rita’s business stems from repeat clients and referrals.

“I love working with clients again,” Rita says. “It makes me feel good, because when they call me and reach out, I know that I helped them and they had a good experience working together. I work hard to provide a wonderful experience for all of my clients.”

to build my sphere of influence and keep in touch with past clients,” Rita says. “For me, this job is all about the people. Staying in touch is key. If you stay in touch, when they need something, they’ll remember you and reach out.” For every listing, Rita develops a versatile marketing strategy that includes targeted social media campaigns.

A multi-million dollar producer, Rita sold twelve million dollars this past year across sixty transactions. Flexible and creative, Rita works with clients at every price point.

“I sell anything and everything,” Rita says.

“Whatever someone wants me to sell, I’ll sell. I can make it happen.”

A dedicated animal-lover, Rita is a committed philanthropist and a regular contributor to causes that benefit animals. When she is not busy helping clients or giving back her time, Rita loves to spend time at the lake house she owns with her husband in Hot Springs.

Rita is as passionate about what she does as when she started, and she has no plans to slow down. “I feel so blessed to do what I do,” Rita says. “I love getting to know people, and being with people through this major change in their life. For me, what I do is all about the people I get to help along the way.”

Having lived and worked in north-central Arkansas for twenty-eight years, Rita’s expertise, knowledge, and experience set her apart. Attentive to her clients and their needs, Rita always puts her clients’ priorities first. “I try to make each client feel like they are my only client,” Rita says. “It doesn’t feel like a job to me. It’s more like playing matchmaker between the buyer and the house.

It’s exciting and it’s fun and I’m really good at it.”

To stay in touch with her growing network of past clients, Rita delivers cards and surprise gifts, such as girl scout cookies along with personalized notes. “I’ve worked hard Top Agent Magazine

For more about Rita French, please call 501-743-8036, email ritafrenchsellshomes@gmail.com, or visit porchlightar.com www.

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EMILY GREEN Down-to-Earth and passionate about helping others, Emily Green has flourished as an agent in the Twin Cities metro area.

Real estate runs in her family, as she grew up watching her mom as a Realtor®. “I would say I started in real estate when I was 12, because I helped her with open houses and was always doing work with her,” she says. Once Emily turned 18, she received her real estate license and hit the ground running. Today she’s part of her family’s real estate company, Sandy Green Realty, where she helps buyers and sellers achieve their goals. The vast majority of her business consists of repeats and referrals, which she credits to her work ethic and commitment to doing what’s right.

“I really believe in homeownership,” she explains. “I believe in it for financial stability, control of finances and enjoyment of life. I really want that for everyone.

So when I work with people, I’m not a high pressure salesperson. I’m all about finding the right fit for them.” Emily is genuinely interested in her clients’ success, always wanting what is best for them and doing everything possible to help them reach their dreams. For her buyers, she is patient, guiding them throughout the process and standing by them until the ideal property for their budget is found. She then utilizes her negotiation skills to obtain the best deal possible when submitting offers. Meanwhile, her sellers enjoy exceptional marketing and turnaround times. “I post every property on the regional MLS and also do targeted advertising.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “As a first-time homebuyer, Emily was a great resource for me. She provided insight and experience into the process and made it easier for me to understand what to expect. I felt overwhelmed at the beginning of the process but she kept me on track all the way through 104

closing. I highly recommend Emily and plan to use her for future home purchases!” Another wrote, “I am very thankful that I had the opportunity to work with Emily. She is a kind and respectful agent.

Always returning my calls and getting the information I need to understand the process. I am happy with the house she helped me to find. I highly recommend her as an experienced Realtor®.”

When Emily isn’t working, she’s staying active in the community through her work as the treasurer for the Minnesota Association of REALTORS®. She’s also involved in local safety and housing issues, and is a volunteer teacher for the Home Stretch Workshop, which helps homebuyers utilize grants. During any free time, she’s taking her Yorkshire Terrier to agility competitions or hanging out with her husband, who is a jazz musician.

Looking ahead, Emily wants to continue building relationships with REALTORS® from other associations.

She also hopes to continue growing and helping more people with their real estate needs. No matter where her path leads, she will no doubt enjoy every minute of it.

For more about Emily Green, call 612-275-5770 or email emilygreenrealtor@gmail.com Top Agent Magazine

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

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

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

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1

Put Testimonials or Case Studies on Your Website

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

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

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

2

Be Responsive and Accessible

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

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

3

Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

5

Put Yourself in Your Client’s Shoes

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

6

Be Consistent

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

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

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

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

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MARIO KATTULA Mario got his start in real estate after owning several prior businesses, including three cell phone store locations which informed his background in customer service. After nearly ten years, Mario transitioned to owning a Dickey’s Barbecue Pit franchise before making the switch to a career in real estate.

Today, Mario is a Realtor® with Keller Williams Lakeside in Shelby Township, Michigan. As of last year, over fifty-two percent of Mario’s business comes from repeat and referral clients.

Mario credits his success with repeat and referral clients to his meticulous approach of walking each client through the homebuying process, updating them step by step. “We take them from the start to the finish-line,” Mario says. “And we have a great relationship with all our clients. That’s what makes people continue loving us and sending us more business.”

A positive attitude and high energy in his work brings cheer to Mario’s clients, peers, and partners. When he bought his first home, Mario noticed that the agent didn’t make much time for his questions or create the cheerful atmosphere that fosters the agent-client relationship. “When I became a real estate agent, I promised myself I would take my time with every client, explain every step, break it down for them,” Mario remembers. “That sets me apart, having that energy and that time to explain each step.”

The payoff for his patience is getting to see another client’s joy at finding their dream home. “What I really like is the experience of having people believe in us guiding them and see that joy after they close and sign and hug each other. It’s something priceless, I think.”

When it comes to marketing, Mario employs a variety of platforms to showcase new listings beyond and including MLS. Each listing features professional Top Agent Magazine

photography and is syndicated to Zillow, Trulia, Realtor.com, and others. Adds are posted across Facebook and Instagram as well, and postcards and emails are sent to clients in Mario’s database.

With his office ten minutes from home, Mario’s business keeps him close to his community and engaged with local groups and churches. He’s also a member of Business Network International.

When he’s not working, Mario likes to keep it simple, and enjoys time spent with his wife and four children. He and his wife often travel to watch their kids’ youth soccer league game, and other family trips.

Looking to the future of his business, Mario is planning to expand his client base in the new year, following his team’s natural trajectory of growth thus far. As business continues to thrive, Mario sees the need to add additional members to his team to touch the lives of more people. Mario hopes to grow his team with likeminded agents that share his same values of bringing joy to the homebuying process and who appreciate taking their time to do right by their clients.

For more about Mario Kattula, please call 586-610-4110, email mario@kattulaco.com, or visit kattulaco.com www.

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NICK KRAWCZYK Nick got his start in the industry in 2010.

After seeing the success a friend was having as a realtor, Nick was inspired to transition from owning a hockey arena and several clothing stores to try his hand in real estate.

assessments of each client’s property so they are always up to date on the value of their home or investment. “We’ve managed to retain most of our clients through building relationships, so they become family to us, not just clients.”

Today, Nick heads his own team, covering the greater Toronto area and Halton region. Adept at traditional real estate, Nick also specializes in investment properties and development, often working in land allocation for custom-built homes, and commercial real estate.

Nick’s properties get an extensive marketing treatment before they’re even listed, reaching over 1,000 agents, sent from an on-going database of potential partners.

Nick serves on the Toronto Realtors Board and the Oakville Realtors Board, and all his new listings appear across both boards.

Nick markets to international and domestic investors, utilizing a wide spectrum of websites and a robust social media presence with over 20,000 followers across a variety of platforms. Nick’s marketing savvy has earned him a spot in the RE/MAX Hall of Fame, and his strategies yield between 70 and 100 transactions per year.

Nick has attributed over 80% of his business to repeat and referral clients. A sharp investor, Nick is always on the lookout for the next great opportunity for his clients, with a knack for finding gems at low cost that will turn a profit. Recently, Nick’s team purchased a property for a client at $700,000. After guiding them with their renovation and staging the house sold for $1.5 million.

“My main focus is to make money for all my clients, whether they’re a homeowner (making sure they get in and out at the right time), or if they’re builders, or landholders,” Nick says. “Nothing makes me prouder than setting a record when selling a property or buying something at a record low. The greatest pleasure for me in this business is seeking out those opportunities other people might not see.”

Making the extra effort for past clients, Nick stays in touch with regular emails packed with market updates and tips, and through holiday drives and hand-delivered Christmas gifts. Additionally, Nick makes biannual

In his free time, Nick enjoys getting away to his cottage and entertaining friends and family. With a son and nephew who play high level hockey and a daughter passionate about dance, Nick stays busy with their sports and activities. Occasionally finding time to play hockey himself.

Nick’s goal for the future is to grow his team by ten agents. Each new agent that join’s Nick’s team becomes a neighborhood specialist, getting support to nurture the local clientele. “We’re investing about $1,500 per agent per month,” Nick says. With bus adds and monthly flyers, Nick fosters the success of every agent on his team, in turn growing his and their business together.

Find out more at nickk.ca, instagram.com/nickkca, twitter.com/NickKrawczyk, and facebook.com/nickkca. Connect with Nick via phone at: 905.598.0138 (mobile), 905.842.7000, or via email at: nick@nickk.ca www.

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8

Things Successful People Never Do

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

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

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

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

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

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

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

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

4

THEY DON’T TRY TO PLEASE EVERYONE

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

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 110

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

6

GO FOR THE SHORT RUN SOLUTION

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

7

PAY ATTENTION TO THE NAYSAYERS

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

8

THEY NEVER QUIT

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

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

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TANYA LEWIS After 16 years in the business, Tanya Lewis has made a name for herself as a Realtor® who clients can depend on. A Top Producing agent in Maryland, Tanya works hard to make her clients’ experience enjoyable and as stress-free as possible.

Her community is tight-knit and her sphere is ever-growing, and with a decade and a half worth of experience, Tanya knows the most efficient ways to solve problems and close transactions for her clients.

One of Tanya’s most impressive characteristics as a Realtor® is that she does zero advertising and no paid lead generation. 100% of her business is referral-based, which is no surprise given the Herculean effort she puts into making her clients’ experience especially pleasant. Tanya stresses availability and persistent, effective communication as pillars of her customer service experience, and never drops the ball with getting information to her clients in a timely fashion.

“I am dependable and responsive,” Tanya says. “If you need to reach me, you can always get a hold of me.”

A self-described “people person”, Tanya has an easy time establishing trust with her clients.

to $9 million in 2021. Tanya has found so much tangible success in her career due to her diligence and willingness to learn the ins and outs of every individual facet of real estate.

Tanya has found so much fulfillment in her career because of her love for the industry.

After working corporate jobs that she hated, she found a calling that fits her like a glove.

“I’m a people person, I’m very social. I love houses, structure, and design. Any time you enjoy what you do, you’re going to be better at it!”

Tanya says with a smile.

Even when she isn’t working, Tanya stays busy. She’s very social and loves to throw parties and spend time with friends and family. She participates in a variety of community work, including coat drives, donations, fundraising for the food bank, and feeding the homeless. In the future, Tanya hopes to bring more people into her office and continue to expand her business, and to hopefully pass the business onto to her kids one day.

Tanya is social and easygoing, and has a natural ability to make people feel comfortable around her. She becomes good friends with many of her clients, and communicates with a huge portion of her community through Facebook. She hosts Facebook Live walkthroughs of many of her listings, which have been a huge success due to her authenticity and charisma, and generally tries to create a unique, personalized marketing plan adjusted for each specific property.

For all of Tanya’s emphasis on relationship-focused business, though, she brings an equal amount of efficiency of work ethic to her job as well. She closed 39 transactions in 2020 for a grand total of $6.7 million in total volume, and she hopes to bump that number up Top Agent Magazine

For more about Tanya Lewis, please call (443) 414-4002 email tanyalewisrealtor@gmail.com or visit tanyalewisrealtor.com

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BEVERLY ANN MAREK In the real estate business since 1998, Beverly Marek provides her clients with knowledge, experience and an easy-going positive attitude. She started out her career with the intention of helping her husband—who worked in construction— sell his new construction homes. But she quickly fell in love with real estate and decided to make it her long-term career path. Beverly is currently affiliated with First Weber Realtors, Inc. and helps buyers and sellers throughout Milwaukee County and Southeastern Wisconsin.

The majority of Beverly’s business comes from repeat and referral sources. This is because she is dedicated in ensuring that her clients, get the positive results which encourages them to come back to work with her. “I think it comes down to the fact that I’m honest with my clients, and I tell it like it is. I never try to pressure them into buying a home. That’s especially important for first time homebuyers, because I don’t want to see them take on more than they should, so I really educate them throughout the process to make sure they’re set up for long-term success.”

When it comes to earning a client’s trust, Beverly believes it’s important to pay attention to the small things. “It’s surprising to a lot of people, but just by answering your phone or calling people back in a timely manner you can really set yourself apart from other agents and make a good impression on your clients.” In order to stay in touch with clients, Beverly likes to send out a yearly calendar. “Every three months I send my clients a small gift just to let them know I’m thinking about them. I also like to give them a closing gift. Personal touches like that are very important to my clients.”

Due to her relentless work ethic and dedication to clients, Beverly is now one of the Top Producers in the company. “Being able to provide for my family is 112

great, but my favorite part of the process is getting to see the expression on my client’s face when they finally walk into the right house. To me, that’s priceless.”

Outside of work Beverly loves spending time with her family, especially her two adopted sons. She also works out with a trainer at the Wisconsin Athletic Club in Greenfield three times a week in order to stay on top of her game for herself and her clients. In her spare time, she strives to stay involved in her community. Beverly’s office in Greenfield has been providing donations and assistance to the Greenfield Food Pantry for the past two years.

Going forward, Beverly wants to continue providing high-quality personalized service to all her clients for the long run. She is also busy forming a team. “Every year I try to set a goal for myself, and this year it’s to have a team of like-minded agents who are focused on providing clients with exceptional service. I love what I do, and I have a huge passion for it. I work 24/7 not because I have to, but because I want to. It’s not about the money, it’s about the amazing people I get to work with.”

“Making Dreams Come True Since 1998” For more about Beverly Marek, email bmarek@firstweber.com, visit BeverlyMarek.firstweber.com, or call (414) 520–2249 http://

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 114

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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ANGELA MELANCON Born and raised in Arizona, Angela Melancon’s exceptional knowledge of the local area and market, paired with her experience, allow her to effortlessly guide clients toward reaching their real estate goals. With her strong communication skills and her background in customer service, she is able to navigate the complexities of any real estate transaction and, more often than not, exceed client expectations. As part of the Laughton Team at My Home Group brokerage, Angela serves clients throughout Maricopa County in Arizona.

Angela’s greatest strength is the compassion and understanding with which she approaches every single transaction. Her goal is always long-term satisfaction for the client, as well as building and maintaining lasting relationships. “When I start working with any client, my main concern is to build a relationship with them instead of just trying to make a sale. I gain their trust by being honest and by telling them my real opinion. If I don’t think that a certain house is a good fit for them, I will let them know,” she says. It’s this attention to her relationships that has helped her create a business largely made up of personal referrals and repeat clients. Another testament to her close relationship with her buyers and sellers is the fact that they can count on her help long after the end of the transaction.

“I check in on my clients frequently in the months following the closing to make sure they’re settling in without any issues. I don’t just say goodbye the second they get the house.”

Known for her relentless work ethic and perseverance to help buyers and sellers, Angela goes out of her way to ensure the best outcome for her clients.

Whether it’s investing in professional photography for her listings, or spending months showing different properties to her buyers, she works diligently to help Top Agent Magazine

clients achieve their dreams. “I love being able to help people, so working hard every day comes naturally to me. Handing the keys to my buyers is one of the most rewarding feelings. I understand how much property ownership means to them. Afterall, this is the place that’s going to be a home for them and their family. So it’s important that we get it right,” she says.

When she’s not working Angela enjoys volunteering for various organizations with the Laughton Team through her brokerage. In her free time, she enjoys traveling with her husband and friends, hiking with her dog Moose, cooking, going to concerts, and spending quality time with her family.

Going forward Angela continues to expand her business, while providing the best buying and selling experience for her clients and be a resourceful guide for them. “I want my clients to feel absolutely supported through this process. Every year my goal is simply to make a positive impact on people’s lives and help them achieve their real estate dreams.”

To learn more about Angela Melancon please call 623-512-5053, email AngelaM@laughtonteam.com, or visit myhomegroup.com/mhg-agents/ angela-melancon

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GEORGE MONTANARI “I have almost forty-one years’ worth of experience,” says George Montanari, a top agent with Compass in California. “I’ve done more transactions than most agents can dream about doing. I trust my clients, and my clients trust me. We have a relationship. For me, it’s always about what’s best for the client. It’s all about trust.”

Servicing Santa Clara county and working out of San Jose, George first got started in real estate in 1980. “I was a senior at Santa Clara University,” he explains. “A good friend of mine was studying to get his license so he could work for his family business, and so I studied with him. When we took the test, I passed and he flunked. I got my license, and here I am!”

His clients are glad that George decided to take that test.

Completing between thirty and forty transactions each year, approximately ninety percent of George’s business comes from repeat and referral clients. “I have a very strong work ethic,” says George about what brings his clients back. “It’s very important that we do the right thing all the time. I really care about my clients, and I work very hard for them.”

When it comes to marketing, George leaves no stone unturned. He utilizes print advertisements and mailings, is extremely active on social media, and reaches out to a network of influential people that he has built over the years.

a game plan, build a roadmap, and foresee any possible issues. It’s helping them to achieve their goals.”

George is extremely active in his local community and enjoys giving his time back to several organizations. He serves on the board of Santa Clara county’s Catholic Foundation and the board of Good Samaritan Hospital in San Jose. “I’m also very involved in my local church,” he says. “And, of course, with my schools, Bellarmine and Santa Clara University.”

Outside of work, George likes to get outside and have some fun. He plays golf and has recently joined La Rinconada Country Club. An avid traveler, he looks forward to future trips when restrictions related to COVID-19 lift. “I love a Maui sunset,” he says, “and I love going through Tuscany in Italy. Traveling and experiences are high on my bucket list.”

Looking to the future, George has no plans on slowing down. “I’m going to keep on growing,” he says. “I’ve been doing this for forty years, and the business is still changing. It’s still exciting. I love helping people. My business is growing and expanding. I’m always learning new things.”

Mostly, though, George credits his relationship-building techniques for his success. “I reach out constantly both online and in person,” he says. “It’s important to be out there, stay visible, and be proactive.”

After four decades in the industry, there’s a lot that George enjoys about his chosen profession. His absolute favorite part, however, is problem solving for his clients. “It’s sitting down with someone and figuring out what’s best for them,” explains George. “We figure out 116 116

To learn more about George Montanari, call 408-497-2213, email George@Compass.com, or visit compass.com/agents/george-montanari www.

Top Agent Agent Magazine Magazine Copyright Top

Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 117

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

Top Agent Magazine

LEA MARIE NGOWAKL After four years as an office manager for a property manager, Lea Marie was ready to start her own property management company. Upon getting her real estate license, she quickly became interested in selling real estate as well.

Starting at Atkinson Realty in Virginia Beach in 2014, Lea Marie quickly rose through the ranks to the top three agents at the brokerage, all while amassing a broad portfolio of property management rentals.

Today, Lea Marie is a Realtor® and property manager with Atlantic Sotheby’s International Realty, serving the Hampton Roads area. Now Lea Marie manages 80 properties and closed over $14.5 million in fifty transactions last year. 75-80 percent of her business comes from referrals, repeat clients, and tenants at properties she manages.

“One of my main goals is to help renters become homeowners,” Lea Marie says of how she integrates the two sides of her business to become an advocate for first-time home buyers, educating the renters in her properties about improving their credit and the benefits of homeownership.

A long-time renter, Lea Marie remembers the relief and pride at owning her first home. “Finally, being able to put roots down somewhere and know that this is my home,” she says. “Now, about 60 percent of my clients are first-time homebuyers, and I love it. Owning something makes a difference in a person’s success.”

“It feels good when your offer is accepted as an agent, but it feels even better when you get to hand the keys over to that client who’s been hopping from rental to rental,” Lea Marie adds about why helping her clients is what she loves most about real estate. “Helping people achieve the goals that they want gives me the satisfaction I crave which is why this doesn’t feel like work for me.”

Lea Marie’s honesty and exceptional communication skills help her guide her clients towards fulfilling their main motivation for buying or selling a home. “I have a strong moral compass. I don’t take every client or listing, and I think people appreciate how I do business, just very down-to-earth,” She says. “I’m like your next-door neighbor who sold you a house!”

Using her large social media following, Lea Marie is able to maintain strong twoway communication with past and present clients. She sends holiday cards, and regularly reaches out to clients through emails, calls, and texts.

All of Lea Marie’s listings are put through Atlantic Sotheby’s International Realty’s marketing program featuring top-notch photography and videography every property. Each listing posts to their robust MLS and proliferates to all national real estate sites, as well as Lea Marie’s own social media platforms.

Both avid motorcyclists, Lea Marie and her husband participate in rides to raise money supporting cancer research, veterans, and other causes.

When she’s not working, Lea Marie loves dancing, sailing with her father, gardening, and trying new restaurants with friends and family. Currently, she’s training for a marathon. A classically trained ballerina, Lea Marie owned The Starting Pointe School of Dance in Virginia Beach before her career in real estate. She dances to this day, taking ballroom-dance classes and training to dance competitively.

Looking to the future, Lea Marie’s goal is to increase her annual volume by 25 percent and grow her property management portfolio to help more renters transition to homeownership. “I’m looking to continue to help people achieve their real estate goals,” she concludes. “I really enjoy it.”

For more information about Lea Marie Ngowakl, call 757-572-0392, email Lea@LeaLovesListings.com or visit LeaLovesListings.com Top Agent Magazine

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ALIX PRINCE Top Agent Alix Prince – of Julia B. Fee Sotheby’s International Realty in Rye, New York – is a consummate professional who is truly dedicated to helping her clients achieve their real estate goals.

Honest, hardworking and deeply ethical, Alix is committed to providing her many grateful buyers and sellers with the very best customer service available in her market. This has translated into both a stellar business and her sterling reputation as a trusted real estate advocate.

Alix, a former speech therapist, actually developed her interest in real estate at a very young age. “My father was a real estate attorney,” she recalls, “and he used to use me in high school as a testing buyer, where I would go out and evaluate properties before he purchased the tax liens. I learned a lot about what a good location was, and what was involved in the process. So even though I had a number of jobs before real estate, I had always kept my eye on real estate as a potential career. I’ve always loved it.”

Alix, who was part owner of Julia B. Fee for twelve years prior to its acquisition by Sotheby’s International Realty, has won scores of top placements within her company since originally joining them in 1980, and has built a career that has spanned more than three decades, and currently serves as a Vice President and Leader of the Alix Prince Network. This career has been built on a solid foundation of honesty and integrity, one that continues to grow year after year. Equally impressive is the fact that more than two-thirds of her considerable business is based up repeat clients, referrals and positive word of mouth, a significant achievement in her highly competitive market. “I believe it’s because I truly care about my clients,” says Alix, when asked how she has managed to instill so much trust and loyalty amongst those she works with. “I’m concerned about

their wellbeing and that they’re choosing the right properties and that they’re financially secure in what they’re doing.”

Alix, who grew up in the Rye area, knows her market like the back of her hand, which allows her to provide her clients with excellent service, placing her head and shoulders above most of her competition. Currently, Alix – who is a Zillow Premier Agent – holds a perfect, five-star overall rating on that site. Just one of the glowing reviews she has received include this one: “Alix has been wonderful and extremely helpful with our process in buying a home. Alix is always available to answer questions or concerns. She is very knowledgeable and extremely professional. I highly recommend Alix in your search in finding a home.”

One can point to many other factors as playing a role in her impressive success story, chief among them her expert negotiation skills and thorough, intelligent marketing strategies that rely heavily on multiple social media platforms to gain maximum exposure for each of her listings. Combined, this translates into fast sales for top dollar, not to mention happy clients.

Alix is also deeply committed to giving back to her community, particularly as Lead Trustee for the Joan Toepfer Charitable Trust. “I have distributed donations to over sixty local charities focusing on the arts, hospitals and food banks,” she says. “I have interviewed every charity and am grateful to be part of a community which reaches out to help so many. I have thoroughly enjoyed learning about these incredible organizations.”

Alix has fairly straightforward plans for her business, namely continued growth. Above all, however, remains her unwavering, longtime objective: to keep providing her clients with the unparalleled customer service that has long been synonymous with her name

For more information about Alix Prince, please call 914-673-9324 or email Alix.Prince@JuliaBFee.com 120 120

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

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Buyer’s Perspective: Emotions Running High?

Channel it.

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

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

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

Sellers Perspective: Manage expectations.

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

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

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

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

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 122

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

Seller’s Perspective: How powerful is cash?

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

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

Top Agent Magazine ®

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DAVID RABIOR property and assess it as a general contractor would. I can give the actual scope of the work myself and provide the tools to help clients achieve their goals, and that’s why my business thrives.”

David Rabior began his real estate career in 2009, when he first got started flipping houses and investing in properties.

“I was already in a high-achieving sales job from my late 20s through my 30s,” David recalls, “so I figured, if I can grow companies by millions of dollars as a sales professional, why not invest that time in my own career and business?” That’s just what he did, and by 2016 David had already sold 500 houses as an investor by flipping and wholesaling properties. In 2017 he decided to become licensed as an agent, and in his first year he sold 70 houses. That number soon grew to over 100 in 2019, and David has quickly become one of the larger investment real estate agents in the Detroit market.

Community involvement is important to David. He belongs to the Macomb County Chamber of Commerce, and contributes to numerous charitable events throughout the year, including Keller Williams Red Day. David is part of the Keller Williams Agent Leadership Council for his brokerage, which makes decisions about how the company should give back to the community. When he is not working, David is an avid outdoorsman and loves fishing, hunting, boating, camping, and riding motorcycles.

Since joining the Monzo Group at Keller Williams Realty-Great Lakes in 2017, David has become one of the leading agents on the team in closed volume and units. The majority of his business comes from repeat and referral clients, especially when it comes to his investor clients. “I’m an investment-based agent,” David explains. “I specialize in flips, rental properties, Airbnbs, and other investment properties.”

In the future, David plans to continue on his current path and keep growing his business. Above all, he wants to continue helping his clients in their future through real estate. “I use the knowledge I have from buying and selling thousands of houses over the years to help investors achieve their goals,” David says. “Whereas most agents will help someone purchase a home and then that’s it, I help clients achieve their dreams over and over again.”

David uses his depth of knowledge in real estate investments, as well as the tools at his disposal, to streamline the process for his clients. “Investors come to me and say, I want to be an investor and learn how to flip houses, or buy houses to rent them,” he says. “My company finds them a property, renovates it if necessary through one of the three construction companies that work directly for us, and places a tenant for them. If they want to flip it, we help them purchase the house, renovate it to retail quality, and sell it for retail value on the MLS.” That start-to-finish service results in happy investors who come back over and over to work with David again.

David’s personal and professional experience with investment properties sets him head and shoulders apart from other agents. “I personally flip between 20 and 30 properties a year,” he says. “With my experience of renovation and material costs, I am able to walk through a Top Agent Magazine

To find out more about David Rabior, call 586-260-4346, visit davebuysproperty.com or email davidrabior@gmail.com https://

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LAVINA SAMTANI Enthusiastic, honest and deeply knowledgeable about her chosen profession, top agent Lavina Samtani – of RE/MAX Realty Centre in Clarksburg, Maryland – is sincerely committed to helping her many clients achieve their real estate goals. Lavina’s emphasis on providing top-notch customer service has translated into her stellar reputation as a trusted advisor, whether working with buyers or sellers.

Lavina, who has more than two decades of experience under her belt, began her career in 2001. A former teacher, Lavina – who emigrated to America from Indonesia in 1990 – was working as a car salesperson when her pastor approached her, telling her she’d be an excellent fit for real estate. “I didn’t really know anything about real estate at the time,” she recalls, “so I kind of put that idea aside for a while. Then, I started watching HGTV every night when I got home from work, which piqued my interest and made me decide to take classes and get licensed. I joined a real estate company, and I fell in love with it almost immediately.

I never looked back.”

Since then, Lavina has built a thriving business on a solid foundation of honesty and integrity, one that continues to grow year after year. Currently, more than two thirds of her overall business is based upon repeat and referred clients, a true testimonial to the high level of customer service she provides. “I think that has to do with the fact that I truly listen to my clients and that I really care about them,” says Lavina – who speaks four languages - when asked how she has managed to achieve such impressive levels of trust and loyalty. “Having been a schoolteacher at one point, I love helping my clients learn how to handle their finances. I never allow my clients to go beyond their means, and why they need to save up at least six months of emergency funds.”

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There are many other reasons that come into play when assessing Lavina’s ever-growing success story, chief among them being her indefatigable work ethic, and her thorough, intelligent approach to marketing her many listings. Proof of this excellence can be found on Zillow.com, on which site she holds a perfect, fivestar overall rating comprised of scores of glowing reviews. One of these reads: “We have been working with Lavina for many years now. She is the most conscientious, client-oriented, thoughtful professional we have ever worked with. She guided us through not only buying a house, but also selling it giving us invaluable advice following the market trend. She is utmost flexible in accommodating her client. We only have good things to say about her service. When we sell our current house, we will again work with her.”

When she’s not working, Lavina enjoys cooking and painting, and also giving back to her community through a variety of ways, including holding home-buying seminars, often through her church.

“What I love most about being a real estate agent is being able to help people find their dream home,” says Lavina, “because being in America is a dream for me, helping other achieve the American dream of home ownership is incredibly rewarding to me.”

To learn more about Lavina Samtani, please call 240-506-1620 or email LavinaRealtor@gmail.com Top Agent Magazine

Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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Top Agent Magazine

SALLIE SIMMONS After receiving her Master’s in Community Development, Sallie Simmons began working in business to business sales as a career. During her endeavors, she met a group of women who told her that she would be a great Realtor and that she should pursue a real estate license. After resisting for a while, she caved and got her license, and has thoroughly enjoying her new career ever since. Now, after seven years in the business, Sallie has made a name for herself as a Top Earning solo agent in the Denver Metro who is a great problem solver and attentively caters to the needs of her clients.

When interacting with her customers, Sallie really tries to make them feel at home. She is friendly and warm, and establishes trust by staying calm in the face of unforeseen obstacles and using her skillset and expertise to solve any problem thrown at her. “I’m very down to earth. I treat my clients like close friends, which many of them end up becoming!” Sallie laughs. “We hit it off easily, and the whole experience is generally smooth and enjoyable.” Sallie takes good care of her clients, and they took care of her in turn – she gets 100% of her business from referrals and doesn’t pay for any leads.

As the numbers show, Sallie works hard to meet her clients’ needs – she closed 27 transactions in 2020 at a total volume of $11.5 million, and hopes to push those numbers even further in 2021. She uses social media, Zillow ads, and YouTube tours to push her listings out to a wide audience, and diligently stays in touch with her clients through the mail and over the phone, while providing expert advice and solutions to each of the clients she is in business with. “I go above and beyond for my people,” Sallie says. “I do for them what I wish someone would have done for me when I was buying my first house, and I try to make it a great experience for everyone involved.” Sallie’s next-level service makes her a valuable asset to anyone looking to buy or sell a Top Agent Magazine

home, and her commitment to the human connection makes her a joy to work with.

Sallie works with any client on any type of home, and does whatever they need to close their transaction out. She doesn’t make any exceptions. She finds a great deal of satisfaction and self-fulfillment in her work, and puts the bulk of her time into furthering her career. “I love helping people with the biggest decision of their lives, and every little detail that comes along with it,” Sallie says with a smile.

Her enthusiasm emanates throughout her work, and she exudes that kind of positive energy that keep people wanting to work with her again and again.

In her free time, Sallie loves skiing, cooking, and going to concerts with her family. She hopes to continue to grow her business in the coming years, and to keep treating people right to be the best of her ability. She treats every referral she gets like gold. If you’re looking for a Realtor in the Denver area who really cares, look no further than Sallie Simmons!

Contact Sallie Simmons by phone at (303) 368-8468, by email at sallie.simmons1@gmail.com, or check out her website at salliesimmons.com for more info. www.

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JOE STOCKDALE Joe Stockdale – Lead of Solid Source Realty’s The Stockdale Team in Atlanta, Georgia – is a hardworking, dedicated real estate professional who truly cares about achieving excellent results for his many grateful clients. Possessing a true servant’s heart, Joe consistently goes above and beyond for everyone he works with, and has vast experience working in all facets of real estate including new construction, commercial, flips, new homes and site development. With his go-aboveand-beyond business ethos, Joe has more than earned his sterling reputation as a trusted real estate advisor for both buyers and sellers in the Atlanta Metro area.

Joe began his career in real estate as an investor during the economic downturn of the previous decade. “I was buying houses during the crash,” he recalls, “and I wasn’t able to find a Realtor to work with who wanted to go around with me and look at lower-priced homes. So, I just got my license so I could invest in them, but then I actually started selling them myself.” That was in 2009, and since then Joe has built a thriving business based on a solid foundation of honesty, integrity and deep industry knowledge, currently overseeing a formidable team of over eighty equally dedicated and hardworking agents who each share his client-first business philosophy.

There are many factors that come into play when assessing Joe’s phenomenal success story, and chief among them would be the empathetic, caring approach he takes when working with clients. “I used to sell houses for myself,” he explains, “so I treat every client as if I’m selling my own home, regardless of price point. I also don’t interrogate my clients before I show them homes, the way a lot of other Realtors do.”

Other reasons for Joe’s success would be he and his team’s exceptional negotiation skills, and their comprehensive, intelligent marketing strategies that include professional photography, and video walkthroughs, to name just two.

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“We have a partnership with Zillow,” he adds. On that site, he is a Premiere Agent whose expansive team holds a perfect, fivestar overall rating comprised of hundreds of glowing testimonials, including this one that perfectly encapsulates the incredible service The Stockdale Team provides: “We were extremely pleased with our experience with Joe. He was courteous, smart and trustworthy…it’s been the greatest stroke of luck. We have a couple of homes and properties and will DEFINITELY be working with him again.”

“I love helping people,” says Joe, when asked what he enjoys most about what he does for a living. “I also love helping other agents to serve clients.

That’s very rewarding to me. As Christians, we’re called

by Jesus to serve others. It’s great to have a job where I can do that. Many of us on my team are involved in the church, and we help out in other countries when we can, providing clean water and a lot of other things. We’re very active in that area.”

Continued growth is on the horizon for Joe, who plans to increase his team to over 200 agents in 2022, and to grow his sales to over 1000 in the same year. Above all, however, remains his overarching objective: to continue providing his many clients with the unparalleled customer service that has long been synonymous with his name.

For more information about Joe Stockdale, please call 678-634-3360 or email JoeStock26@hotmail.com TopAgent AgentMagazine Magazine Copyright Top

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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FRAN VALERIO “I’m a very modern agent,” says Fran Valerio, a top agent with Coldwell Banker in Pennsylvania. “Things are rapidly, constantly changing. Legal aspects, technology, how you communicate. I’m always engaging in different programs.

What I have works, but I always want to make my systems better for myself, my clients, and the team. A lot of people get stuck in their ways. It’s very important to adapt. This is one of the most competitive industries to be in, and so you have to be on top of all aspects day in and day out.”

Servicing central Pennsylvania, Fran works in several counties—Dauphin, Cumberland, York, Lebanon, and Lancaster counties.

Though she works with a team, Fran operates independently. “We share the cost burden,” she explains.

“However, I want to be able to grow my own business.

We support one another, but real estate is very individualized. It’s important that it’s me who stays in contact with my buyers and sellers and not someone else. I know the value of a team and often use these wise words from Aristotle: ‘The whole is greater than the sum of its parts.’

Forging a team relies on each member bringing their own skills and training into the melting pot of abilities that is amalgamated into an unstoppable force of nature!”

Over half of Fran’s business comes from repeat and referral clients, which Fran credits to her relationship-building skills. “It’s all about trust,” she says. “There’s hundreds of REALTORS® in the area, and if clients don’t trust you, they’ll work with someone else.”

Fran carries that authentic and personal connection into how she stays in touch with her past clients. “I do a lot of different things. It’s a mix depending on what the relationship is with that particular person,” says Fran. “One

thing I do is that I handwrite Christmas cards to all of them. It takes longer and longer each year as I complete more transactions, but it’s so worth it. They don’t expect it and like it a lot. I really want to keep the connection as genuine as I can.”

Fran particularly likes a challenge when it comes to her listings. “I love working with people who couldn’t sell their houses the first time,” she says. She has established a niche in helping these clients get a plan in place to sell their property. Fran laughs, saying, “The troubled listings are my sweet spot!”

It isn’t just people that Fran wants to help. She is also an avid animal lover, especially dogs. An organization especially near and dear to her heart is the ASPCA as she adopted her own four-legged friend from the association. She gives annually to both national and local animal shelters and rescues.

When she isn’t working hard for her clients or community, Fran stays active. She used to be a competitive athlete, and she enjoys staying fit. “I go to the gym every morning,” says Fran. “Being scheduled, getting there, that really gets my day going.” She also enjoys spending time with family and friends as well as getting outdoors whenever she can.

Looking to the future, Fran is always competing against her own previous achievements. She hopes to build on last year’s sales and, on the transactional side, hit one hundred units. “Nothing’s set in stone, but, when I do that, I’d like to develop a team under myself,” she says. “I’m not one to be satisfied.” But, while Fran is excited to expand, she doesn’t want to lose sight of what really matters: her clients. She says, “I will always make sure to maintain my contacts and give my clients a catered experience.”

To learn more about Fran Valerio, call 717-602-0551, email fran@bedorfprinceteam.com, or visit facebook.com/HomesInCentralPa717 or centralparealestateteam.com www.

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JEANNINE WAYSON Even as a young woman, Jeannine Wayson had an affinity for real estate.

She had always been a homes enthusiast, and it made sense that she would one day obtain her real estate license and start working full-time in real estate. After her husband passed, Jeannine knew it was time, and she got her license a year later. Now, with fifteen years in the business, Jeannine has excelled in the industry, and found that she’s right where she needs to be as a Realtor in Annapolis.

Jeannine got into real estate for the homes, but she stayed for the people. She’s found a great deal of self-fulfillment in the act of helping others and serving her community. “I’m flattered that people put so much faith in me to help with one of their most important assets,” Jeannine says. “I personally care about my clients, I want to do my best for them, and I want value their happiness, as well as anyone else involved in the transaction. I’m a win-win kind of person. That’s my number one goal – all parties win.”

Jeannine puts her all into making her clients’ lives easy and ensuring their transaction goes smoothly.

It’s no surprise that her clients love her personal approach. Rather than looking at each transaction as a series of numbers, Jeannine truly gets to know each client she works with and makes a genuine effort to meet their individual needs. “Buying or selling a home is a very personal experience,” she says. “I tend to look after my clients in a personal and thoughtful way.” Her trusted way of conducting business makes her clients feel secure and comfortable. Since 65% of Jeannine’s business comes by way of referrals from

her most cherished clients and friends, it leads people to seek her out above all other options.

Jeannine has 15 years of successful experience in the industry, and is capable of dealing with nearly any problem that might arise in a real estate transaction. A Zillow Premier Agent, Jeannine does significant online advertising with professional photography and videography. She’s seen steady improvement over the course of her career, and she’s proud that her efforts have led not only to her success, but the success of her clients as well. “Being a Realtor isn’t a job, it’s a practice,” Jeannine says. “As a seasoned agent, I know how this business works. Although I might not be an expert at everything, I always know which direction to point my clients. At this stage in my career, I understand how to navigate these things pretty well.”

In her free time, Jeannine greatly enjoys being active, especially outside in nature. She’s chaired multiple local organizations in Annapolis, such as the Boys and Girls Club, and was instrumental in facilitating the construction of its facility. She’s recently blended her team with Charles Cockrill and Joe Minieri. One of the top teams in the region with over $55 million in sales last year, they are now known as the Cockrill, Minieri, and Wayson Group, servicing Anne Arundel, Howard, Queen Anne’s, Prince George, Calvert, and Charles Counties as well as parts of DC and Virginia.

With all of her experience and support, if you are in need of top-quality real estate service in Maryland, reach out to Jeannine Wayson. She’ll take excellent care of you!

Contact Jeannine Wayson at (410) 562-3178, email jeannine.waysongroup@gmail.com, or visit zillow.com/profile/Jeannine-Wayson for more details. www.

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3 Ways Joining a Professional Organization Can

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

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

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

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1. Expand your skillset.

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

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

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

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 134

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

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

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

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

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KRISTY WOODFORD Kristy had sold her Seattle home and relocated to the small town of Centralia, Washington, when she made the transition from the corporate world to real estate.

Intrigued after seeing the selling process first-hand, Kristy has been helping clients find their dream home ever since.

In an ever-changing market, Kristy loves the challenges each transaction presents.

“I like the opportunity to constantly problem solve and evolve. No deal is the same and no person is the same.”

Now, with fourteen years of experience in the industry, Kristy is a REALTOR® and CEO at Holistic Home Group with Keller Williams South Sound in Lacey, Washington, serving the state’s western counties. Last year, her husband became licensed and joined her team, which has continued to grow, even since the first of this year. “Talent appeared that I couldn’t pass up,” Kristy says.

Today, nearly seventy-five percent of Kristy’s business comes from repeat and referral clients. “We’re relationship-based,” Kristy says of what keeps clients coming back and referring her.

“We know how to help buyers in this market actually win amid multiple offers,” Kristy says. “For clients that are selling, we know how to market and position them.” she adds, “People sense that I have a holistic approach and awareness of the whole emotional experience.”

The holistic approach is what Kristy sees as setting her apart from other realtors. She is currently creating a certification for her approach that grounds transactions in forming strong relationships among realtors, and between agent and client to create a winning team for client success. “Holistic is an opportunity for more success and less stress,” Kristy explains. “We’re laying a foundation for

what’s to come. Expectations are everything, so we educate and provide support along the way and a recognition that this process is emotional.”

Kristy and her team stay in touch with past clients through regular emails, monthly mailers, and on social media, celebrating birthdays and anniversaries.

After the Covid-19 pandemic, they look forward to being able to host fun client events once more.

When it comes to marketing, Kristy’s listings post to the Northwest MLS, and proliferate a wide range of realty websites and social media platforms. Kristy combines modern virtual marketing with a traditional approach, creating flyers, and hosting open houses. Kristy closed $11 million in volume last year alone, at a median price of $450,000.

Kristy is invested in supporting the community through programs like the North Thurston Education Association and the Thurston County Food Bank. As Director of Luxury for her market center and Chair of their Social Equity Taskforce, Kristy works to extend the holistic approach through the work-place community as well, bringing awareness to LGBTQ issues and self-care among her peers.

When she’s not working, Kristy loves hiking with her husband and daughters, traveling, and getting out on the water.

Within the next five years, Kristy hopes to launch Holistic Home Foundation to help provide affordable housing, working with local municipalities to address the growing affordability crisis. Kristy also looks forward to coaching and teaching the holistic approach to agents, making the home-buying and selling process a healthier experience for all involved.

Connect with Kristy at (360) 508-2800, email kwoodford@kw.com, or visit holistichomegroup.com http://

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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ASHLEY ZIEMKE After graduating college from West Virginia have never been more important. I have University, Ashley Ziemke got her first a strong Facebook and Instagram presreal estate experience in 2011, as a licensed ence, and I boost those listings to target agent and marketing assistant for a top potential buyers outside of our area.” agent in West Virginia. After(take out hiacShe markets well within her sphere too, tus) a move to North Carolina, the birth checking in with clients through frequent of her first child in 2017, and reflecting emails and social media posts. “Most of on how much she enjoyed her time in real my former clients are friends or friends of estate, she put in dedication to obtain her friends,” she adds.

NC/SC license. “I needed a career that would also allow me to be a present Mom. In addition to existing home purchases, I was fortunate enough to meet an incredAshley has been a valuable resource ible mentor who added me to her Keller to clients thinking about building new.

Williams team.” The experience let her “Recently, I’ve been involved with a lot of quickly ramp-up, but she always had a new construction. I feel I have an eye for desire to run her own business. In March of design, so I can help clients make selec2020, she did just that. Ashley became an Photo by Becca Hofmann Photography tions that should add value should they independent agent and entrepreneur who decide to resell. Ensuring they are happy was starting her journey to build her own business. with their choices, and making sure they take things into consideration that they may not be thinking about leads “It’s been a process, but a blessing,” she explains. “I took to a win-win for them” a leap of faith right when the pandemic hit, so I had to adapt quickly. But I think one of my strengths is gauging Free time goes to family. “I have two toddlers, so we’re how different events will impact the market, and being always on the move, going to different hiking areas or able to advise clients on how to act in those situations.” playgrounds around Charlotte. I’m also involved with FIT4MOM, which allows me to exercise with my chilThat knowledge paid off in 2020. As an independent agent dren while surrounded by other Moms. As mothers, we serving clients from the Charlotte area all the way down rarely do things for ourselves, so I enjoy hosting events to northern South Carolina, she closed 24 transactions for the group.” for nearly ten million, and quickly built a business with a repeat client and referral rate of 100 percent. “A mentor As for her business going forward, she anticipates some told me once that if you answer your phone and provide additional help will be needed. “I’m expecting my third exceptional service, you’ll have a good repeat and referchild in May, so I’m considering adding another agent or ral business in three years.” She believes clients enjoy her transaction coordinator to continue to ensure top notch being a part of the process from start to finish which in service as my volume grows. I couldn’t have imagined turns provides a level of customer service experience that my business thriving like this, or that I’d need a team promotes referrals. so quickly. This industry really is a world of opportunity and I’m so thankful for my clients’ trust, friends Ashley invests a great deal in professional photographs and family who continue to refer me to their sphere, and and videography for her listings and uses them to marKeller Williams for providing the resources needed to ket across all of the social media platforms. “Everyone build a career worth having, a business worth owning, shops for homes on the internet now, high quality images and a life worth living.”

Contact Ashley at 803-818-0598 or email Ashleyziemke@kw.com Top Agent Magazine

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