NATIONWIDE & INTERNATIONAL 4-20-20

NATIONWIDE & INTERNATIONAL EDITION

TURNING YOUR PROFESSION INTO A PASSION

HOW TO CUT DOWN ON DIGITAL DISTRACTIONS

FEATURED AGENTS

IAN ALLEN TEODORA CHONEVA LOUISE CREAGER ERIC ESTRADA VIKKI GARBY JOEL HOLLAND DIRK KNUDSEN AMANDA PFEIFER & KALEB DRINKGERN KIM SANCHEZ STEPHANIE SNAVELY

7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS COVER STORY

TIM LUNDGREN

NATIONWIDE & INTERNATIONAL EDITION

sie Harmon is proud to congratulate

KIM SANCHEZ

AMANDAOVER PFEIFER & KALEB DIRK KNUDSEN- BROKER - COMMUNITY COMMISSION 6

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IAN

Ian Alle struggli was a di hours w imagine years. I KIM SANCHEZ TIM LUNDGREN MARK BAKER DIRK KNUDSEN AMANDA PFEIFER & IAN ALLEN to say, JOEL HOLLAND KALEB DRINKGERN into rea to new places and For Joel Holland, real estate is not just about leave with a 9/10 ormeet 10/10new com on being featured for the State of 34 37 38 humanity.

41 42estimates that 45Joel Dirk over 50% of his business is repeat and Dirk Knudsen grew up in Washington County, Oregon, of it, it was intriguing to me.” homes, it’s about “There’s a story what will occur.” and his ew Mexico in Top Agent Magazine! referral, and when it comes to staying in touch with past cliwhere his father, a top broker, sold farms and acreages. In Ian had reservations about tak behind every person buying or selling a buyers and sellers for poss favors in traditional methods.soon While Dirk is an expertto college, Dirk worked as his dad’s assistant, and after grad- gotents, Working Amanda Pfeifer herhestart real estate Estrada has decade extensive done events including private screenin uating Cum in a business he of found the money was he’s at social media he always prefers a personal touch iffour at all Vikki Garby found her way to real exposure ony property,” he says. Eric He got hisLaude start about 15 that might happen and teach jobs part time for about their clients after graduating college.

At the time, she was From possible.

“My approach for the last few years reach has been, if Ec significantly He simply He’s to stay experience in there. realbegan estate. sold itin real like Star Wars and Frozen 2.her This allows Creager listings, which extends years ago Louise after getting a jobbetter selling ads for decided tried and true and business [until] Iprocess could jutm estate by investing in their properties order. the listing different career However, once you work paths. with me, you’re going to see short me and hear from estate with his Dad and turned downexploring corporate offers. knew himself and he’s led teams of thoutome. getI text, together and enjoy time away from tweet, Facebook and found Instagram like anyone but a radio station.

“That led to me interviewing lems before they exist.

On top feet.

It really was the best dec research. “b she earned her license, she knew she had alongside her husband beginning volume, wit her career insoloreal estate listings run the gamut, from land can replaceand the 1the on 1 with my clients.” relationsh It might be he’s agent working at MORE Realty which onnothing with as aaVice President of atrue national friendship, everlasting for sales roles, andsands, IToday, joined group of partmake entire transaction as numbers,” her calling.

“The rest is history,” she says. but,teeth he says, in it’s been worth it. is the fastest-growing company in the in state.2005.

Dirk services Whiletime-consuming, she cut her $500,000 on in a2009, after working and to spread across nation. anthe clients in the greater Portland area is a leading broker inshe tailors ners running jobbrokerage, placement agency andbutthe possible.

“We athe moving c type ofin Ian,her nowstrategy withhave Keller Willia It’s also worth the extra work when it comes to marketing. his hometown of Hillsboro; the home of INTEL and over the finance industry, she switched He’s worked in Florida, Nevada, Eric stays busy and is consistently wit area.”

Whe After learning the basics as a Realtor, Amanda social/business networking company who will help coordinate movers for a little over five years, a archit ROSIE HARMON in sales each she Dirk is sure to keep abreasthandles. of what larger national compa100 VIKKI other techfor firms.

Priormany to that, he’d worked with large property TEODORA LOUISE ERIC ESTRADA GARBY JOEL HOLLAND gears moving her Beyond the and ina highly Colorado, where is STEPHANIE his region - so he deals largely out its key decided toafter strike out herback own.

But tragedy teams, successful Re/Max fran- REALTORS nies on are doing, and not only emulates those practices but had just opened upCalifornia, theirincluding real owning estate side.” set upto utilities our clients area.

In the past year, his fircd Qualifying Broker some CHONEVA CREAGER SNAVELY is known for being partner an innovator.

He was among the firstpr chise where he was inducted into the Hall ofFront Fame.

Dirk years.

By the following he services the entire Colorado ranging between $250,000 to multi-milli at those hit when her would-be business passed hometown of Warwick, New nity through Joel joined the real estate company, focusing on the phone with util nearly all video of dealing his business cam brokers in the Nation to adopt tours, drone desk shoots, has managed teams and mentored dozens of up and coming rosie.harmon@cblegacy.com cise,” he sa was stuck Range hisyear, Colorado Springs office.

All ofaway that expeties in all areas residential, com andNow, now 3-DAmanda whole house imagery.

He credits his success brokers in his 37-year career but, he says, his unexpectedly. style of onfrom leasing, but always had the vision to It’s aincluding free service topart our clients, thanks in toclient the York.

Inwork2016, she transitioned Educational she was named Louise believes in the importanc ing made going solo a bit more appealing. with making the right marketing choices for the right with burgeoning“Economists client list and zero support.

In rienceopen has up ledaEric one understanding about realaestate: have warned about thekinds inev salestodivision to help transition (505)350-0195 client base at the beginning to ofa afull-time asto an agent, Club for has her of role properties.

Self-promotion is also something Dirk need partner, she turned her then fiance, Rookie ofwere theleasing Year to community.

She holds fu customer service comes face, but we Steph aMeanwhile Realtor learned howwill to doeventually over began theworking years.

“Ias have not beenhave the “I have worked with manyinto topby firms and teams buther I economy clients and agents first. that buying and After the transaction, clients leave glow started for friends CONTENTS swiftly a reputation high school Kaleb Drinkgern.

“After we got married in May,” of a listing best self-promoter, but I’ve learned later in life that it’s honestly had different perspectives.

Truthfully, it’sestablishing been Eric says.

“Colorado Springs in particul selling. Those dreams came to fruition.

Today he and his about their time together.

One recently sai confronted with aensures struggli put their trust inFire me, they sta the Fort Collins Rist Canyon Volunteer Dep difficult to find anybody Board that can work with me at the pace important.” tha Amanda says, “Kaleb gotinhisgeneral license.” for her professionalism, market helps with “Relationship buildingPete isI work. crucial in any service related busiRange have more leverage in re business partner Krzyzanowski have a team called team at My Chicago REsource was very pro I’m comfortable doing as much business as I can by family. washits pretty ® totheir say, the 2019 beginning w the Dirk credits his years ofbecause experience with hisitsuccess.

He om myself.”

That’s.notthe to saytransaction. he’s completely solo; heserved relies onpersonal of Realtors on that organization’s boa Louise’s savvy, and touch.

Career Fair ness and in real estate it goes beyond Staying real estate market of the growth 4) WHAT THE FIRST 21) TURNING YOUR 35) FOUR CHALLENGES My Chicago REsource, which includes eight people diligent in handling all aspects of the sale working with people I know.” also feels it’s important to maintain when i the support of top-rated home inspectors, transaction coor- brightened, tographers In time, the skies and this husband andconsistency whelming,” she says.

But in touch ourongrown clients is key to building aclients meaningful relaencing but importantly because of ste om hours, whowith focus educating and guiding throughout were regularly informed dinators, escrow closers, lenders, and others that help dealslatest it comes to kept themost real estate process, asyears. opposed to having the for over 10 She reputation has only since then, and wife team took off.We Today, Amanda and Kaleb are allevery to she make THING YOUpositive DO AFTER PROFESSION INTO AND SOLUTIONS FROM each step handled by a different person.

“That approach, come together successfully.

That path has earned him a perwork took on a deeper sens tionship but creatingThey value for them is equally important. presence.

I love serving our Military memb the transaction. serve a “hyper local” area encomWould certainly not hesitate to recomm Today, serves clients County, ones, Ian says that hisloved loyal clients potential. the agents atOrange Destination Home Team, where while efficient, tends to beNew very impersonal,” he says.

“I’ve fect 5-Star Vikki rating on Google, Zillow, andlead other across rating sites.

WomenGive, and serves on the business has likewise grown to serve the WORK SAYSher ABOUT YOU PASSION LINES THE Our A clients always first.

If of we downtown createneeds a positive, unforlies which isfriends. why IOF find itCity so thanks important tob mortgage crisis gave her passing a 3-4 come mile radius Chicago andFRONT family and A special to Joel they service clients throughout ofthehisKansas responsiveness.

“A lotan York, spearheading bothTHE residential and commercial gettable experience for them, everything about our business Relocation Professional designation.”

Copyright Top Agent Magazine North Shore, where Joel lives and was JenniferRealtors for aahold job well done.” to conduct herself with tran ofare Veterans Plaza.

Her connection of her community. the Louise has transactions. made a currently name for The Metro.

They licensed inalmost both Kansas REAL ESTATE INDUSTRY of them, whether it’s she commands a business As forcouple the becomes much more he There, says.

“We try tocome put allowing born so and raised.

Thefulfilling,” vast majority of their clients 26) HOW TO CUT and Missouri, for them tosays. conduct busitomission clientkno re had discovered a he “But my clients cause is personal, since her husb herself across Northern Colorado as aweaknowledgeexclusively repeat and referral clientele, often steady, with 8) 7 REASONS WHY a special inand everything do,driven to make itness personal.”

Community is“We’re important toSan Eric and from touch repeats referrals, testament tobytheir superior Ashley of Keller Williams Dieg Amanda sa on either side of the Lunn stateservice border. a up.”

I’m going to pick After clients realize the Americ DOWN ON DIGITAL working alongside investors toA purchase multiple propcommercial aservice REALTOR, Employing Broker, Military Relocation Keller Williams Partners.

He’s spent a in deca ning 60 team,” Amanda says. really enjoy it.” and ability to exceed expectations. is a“We coach for the top real estate teams the veteran, and she loves toto work wi able, trustworthy As agent whose personal touch keeps YOUR PROSPECTS 39) STEP-BY-STEP available, following up aand dto ship, but also educate Professional, and a member Agent and of Excellence, Eric the El Cinco De Mayo Inc, which raises mt DISTRACTIONS erties.ofBuyers sellers trust her background in finance and insight My ChicagoaREsource stands out because year after purchase to se real estate business asthe well. clients coming AREN'T TURNING INTO back.

GUIDE TO CONVERTING works“It’s hardwritten to raise in theour standard of service not his best ships for children in systems need locally.

He most alsoth“ responsible investments.

Team Guiding Principle: rare combination of and culture andformal commitment toonly herwithin clients’ interests.

Foremost, enjoys AND UP YOUR also likes to keep clients abre own teams, but across the industry as a whole.

Diamond Sponsor of the USperform Olympic and Pa ‘You are more than just a transaction.

We are here to seen before, and that they on a hig dollars,” she says.

“Instead CLIENTS INTERNET LEADS TO Vikki emphasizes the importance of transparency and in helping m stay informed.

PRODUCTIVITY spring in Colorado Springs. B support you as a trusted resource for your entire life opening others.” this service.” straightforward communication.

“I develop credibility what will m When she is not working, Louis Louise serves the Foothills and the Mountains, REAL LIFE SALES At Keller Eric on leads by example.

As a to Broker with Williams an emphasis education in order help and you his local community has always been a ver To market his listings, Ian use with my clients by being honest above all,” she says.

“If me than jus an integral part of themove organizations team, heselling heads of and heguitar, is firmhis believer th go for walks, and tra 31) 3 BUILDING includingISRed Feather, Livermore, makeBellvue, theTEAM right when it leadership comesLoveto owning, AsEric’s Joel vision looksplay ahead, hea and team h 17) EVERY PLAYER media platforms.

He also use Today, Steph happily ser someone asks me about a property and don’t think it’s It’s two teams personally, and is Employing Broker of over 250 is notIabout having more but people. instead being or investing in real estate,’” Joel says.

“Every single expanding into a total of three regions.

The EXERCISES TO wonderful and successful grown Greeley, Evans, Eaton, Nunn, and KWyou which inte VALUABLE: land, HOWLongmont, TO 43) 5 the SOCIAL MEDIA broker associates.

When itshare comes marketing, Eric feels Traditions throughout the to those around and you could awegood investment, I give them facts and let Command, them home so m Monday morning thetoteam guiding principle. teach team members howto tothose create ais “tiered really helps promote [my] lis MOMENTUM that REVITALIZE aEven combination of both old and new school approaches BOOST YOUR TEAM’S MISTAKES REAL ESTATE she is very proud of.

She also a Pierce.

An impressive 87% her business last year if ourofclients decide not to buy or sell, we create a team within a team. including Cuyahoga, Geau make the decision that’s right for them, but I never push my clients t buyers,” he says. beneficial forOFFICE clients he and his team “We and are Outside of work Eric stays busypeace with his fansTHE by doing the right thing, providing she offers ofpam IN them for the sakeservice. of support making a sale.

IMUST makewhere sure to do MORALE came from repeatare AGENTS AVOID keep herself up to date on curre and referral clients, a testament aggressive in our marketing approach but we balance it with a their seven children.

“It’s an incredible feeli service.” Because many of their sellers are selling for As they continue to grow, Joel is always approach.

As part a to solo Realt my due diligence.

It’s the important tohome meindustry. to develop trust Ian’s favorite of keep touch,” he and says.

“We definitely leverage leading is full of love.

They’re Ithe do real this in her “I like to the confidencepersonal she inspires in the the first time, buyers arepeople buying forshe the first time, to work.

“I love the fact that why it is more th “It’s meeting new people, anm and a good rapport with my clients.”

When leveraging tent and direct lines of com technology we created have through Keller Williams, and combine is for myorkids, my family, and they’re my they have incredibly thorough presentations that homes a product.

What we’re doing i about everything that’s on, serves. She keepsthatinwith touch traditional with clients long after to check out,” going he them says are thew prior finance experience, gives clients anlives, edge “You’re giving the forms of marketing to create an real estate.” teachsome clients abouther what to expect.

“They may start Vikki off of people with real and everyone we Phone 310-734-1440 | Fax 310-734-1440 unmatched experience forasour clients.

This creates neighborhood, the state, thethat’ co a sale, whether that means keeping them updated when it as comes to crunching numbers, investtransaction,” sheorsays.

“A with a score of 1/10 far understanding whatmore goes makeweighing a serious impact on something opportunity for our clients and sets predicting them up foroutcomes success, Looking tothey’re the future Eric wants to grow into buying or selling, but after the presentation, they their individual lives.” ments, and through an analytical buying a my soundclie in “Thatbutway, I can educate on relevant developments or just giving them a mag@topagentmagazine.com | www.topagentmagazine.com whether buying, selling or relocating”. those around him. “I truly believe in lens. “My finance background helps significantly, even seriously, maki investment knowledge on toI’m them.”

No portion of this issue reproduced in anysee manner whatsoever withoutisprior consent of the publisher.

Top Agent Magazine callmaytobecheck in and how everything going. he says.

“When helping is others grow, more so to on commercial transactions,” she “I’m For more information about Joel Holland, theobjective deal that’s right for the Eric lovesprecautions maintaining are his relationships with clients long after fits.

Myexplains. main is creating a path published by FeatureShe Publications GA, Inc. Although taken ensure the accuracy of published materials, Top Agent also organizes events such as holiday parties a numbers person, and real estate is often a numbersplease call 312-667-3800 or email Joel@MyChicagoREsource.co the dealexpressed is closed, and he’s famous forbythrowing unique and opportunities, everysend person who wan Magazine cannot be held responsible for opinions or facts supplied its authors.

To subscribe or change and address, and giveaways Published inhighly her anticipated community.

“I really believe industry.” appreciation events.

In recent years to clients.”Elsewhere, Steph has prov inquiry to mag@topagentmagazine.com. in the U.S.clientdriven

VIKKI GARBY ERIC ESTRADA LOUISE CREAGER

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Copyright Top Ag listing clients.

By harnessi that staying face-to-face with clients is best,” she When listing properties, Vikki approaches each property she has sold 100% of the To find outI more about Eric Estrada, says. “Whether I’ve been working with you since on its own term, tailoring campaigns accordingly.

While Steph chalks her volume a Top Agent visit his website Iat egsellscolorado.com, call Magazine 719.722.0009 To le started or I worked with you since yesterday, want professional photography and immersive documentation sified avenues of market or email himlisting, at egsellscolorado@gmail.com em accompany every commercial and televised, residentialdigital, and pape you to feel welcome.” https://

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an Top Agent Magazine

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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KIM SANCHEZ Kim Sanchez is a rising star on the Albuquerque real estate market, having garnered an impressive $2.28 million in transactions in just the last year while working solo. A huge feat for some, but Kim is just getting started on her journey. She became interested in real estate after her boyfriend suggested that she had the talent for it, and she now serves the greater Albuquerque area, where she makes it her priority to help clients find their dream homes.

She gives part of the credit for her immense success to Facebook, which she likes to utilize to market her listings. But the other major force behind her rise in real estate is her commitment, drive, and a pure desire to help her clients and see their dreams come true. “I love helping people. I don’t want to sell someone a house, I want to help them find a home.” This attentive approach is what keeps her clients coming back to her.

ducks, and two dogs! They are the animal companions she raises at her very own small farm in Los Chavez, south of Albuquerque. Her farm is a quaint getaway that allows her to decompress from everyday stress and plan out her goals for the upcoming years.

And there’s a lot to plan because Kim has much she still wants to accomplish. But her biggest dream for the future is centered around the idea of helping others.

In the upcoming years she would like to continue her work of assisting clients in finding their dream homes.

“I want to continue working with buyers and sellers.

My main goal is to help people fulfill the dream of home ownership. That is something most people fight really hard for, the ability to own a home. And as their family grows, they want to grow their home as well. I want to be able to help them do that.”

For Kim, the joys of real estate are not made out of million dollar deals. The joys are found in the process itself. “I’ve worked for a public school and a small private school so it’s not about the money to me, it’s about having fulfillment and helping people.”

Kim likes to stay in touch with previous clients by sending out cards on holidays and birthdays, and checking in with them via social media. But besides helping her clients, she also likes to help her community. She is actively involved in her community and supports multiple different causes. She champions a non-profit private school that helps out underprivileged kids. And for over a year she’s been the president for an educational non-profit called the Society for Creative Anachronism, that centers around doing medieval recreations.

So how does a busy real estate agent relax in her downtime? While others may choose something basic like travel or a visit to the spa, Kim enjoys her time off by spending it with…eleven goats, four chickens, four 6

To learn more about Kim Sanchez email kim.sanchez@cblegacy.com, visit lovewhereyoulivenm.com, or call (505) 270–8996 http://

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Rosie Harmon is proud to congratulate

KIM SANCHEZ

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

ROSIE HARMON Qualifying Broker rosie.harmon@cblegacy.com (505)350-0195

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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TIM LUNDGREN Top Agent Magazine

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TIM LUNDGREN “The thing that keeps my clients coming back is that they trust the values and appreciate my work ethic, great customer service and support through my team.”

With a service-oriented mindset and a love of real estate, Tim Lundgren has taken the Twin Cities area of Minnesota by storm. He started his professional career in food service, but soon was looking for something more. “I ran into a family friend who went from working in the grocery business to real estate, so I took his advice and made the transition.” Tim explains.

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That was 20 years ago, and Tim hasn’t regretted his decision for a moment. Today he has his own team, The Lundgren Group at LaBelle Real Estate Group in Oakdale which includes an office administrator and two other real estate agents. The vast majority of their business consists of repeat clients and referrals, a testament to Tim’s superior service.

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“My biggest focus is just being a good resource for people. I’m always available for my clients!”

Tim says. “The thing that keeps my clients coming back is that they trust the values and appreciate my work ethic, great customer service and support from my team. Tim guides his buyers and sellers throughout the transaction, never leaving any question unanswered. He also Top Agent Magazine

educates them so they know what to expect.

When it comes to marketing, he continues to go above and beyond, promoting his listings on various websites and social media. “I also promote it within the sphere of agents I know.” he says. Whether he’s working with buyers or sellers, clients can trust he is doing everything possible to help them reach their goals.

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“Tim has been an invaluable resource in the purchase and sale of several rental properties! His local knowledge of the market, interpersonal skills of being able to coordinate between buyers and sellers; and ability to discern what’s best for his customers make him my go-to guy for all things real-estate related.”

After the transaction, his clients love to spread the word about his work. One recently said, “Tim has been an invaluable resource in the purchase of our primary residence, as well as the purchase and sale of several rental properties!

His local knowledge of the market, interpersonal skills of being able to coordinate between buyers and sellers; and ability to discern what’s best for his customers make him my go-to guy for all things real-estate related. He’s brought opportunities to my attention and alerted me to potential pitfalls in other deals. He puts the 14Copyright Top Agent Magazine

customer’s needs/wishes above his commission of closing a deal at any cost. It’s been a pleasure working with Tim for over 7 years!”

Tim’s team helps him with a couple of niche areas of his business. One of his largest focus is working with the Baby Boomer generation.

He titles that area the “Senior Solution”. He works strongly with Colleen Ketcham, one of his team members, in this category. They collaborate with other professionals to assist with their clients transitional needs. From guiding Top Agent Magazine

them in having conversations with their families to coordinating how their estate plan will layout to selling their home.

Another niche that Tim works strongly at is development and new construction. He has started another division called “Red Stag Properties”, with his other team member, Gregg Top Agent Magazine

Williams. This area of service also overlaps with the Senior Solutions aspect. The focus is to build simple one level living to create longevity in the home.

When Tim isn’t working, he’s staying active in the community. He loves his church and will often attend local missions as well as serving Copyright Top Agent Magazine15

abroad. He’s also involved with his children’s school and their activities. During any free time, he can be found camping or relaxing with his family.

As Tim looks ahead, he is eager to invest more into real estate, as he currently owns a self-storage

business that services over 110,000 square feet of rentable space. He also wants to see his team grow to five or six agents. No matter what, he will enjoy every minute of his work, as he can’t imagine doing anything else. “I just love meeting people and hearing their stories. It’s exciting to be a part of their journey.”

For more information about Tim Lundgren, please call 651-398-3801 or email timlundgren@lregmn.com

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 17

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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

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Laughs!

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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 Top Agent Magazine

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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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 22

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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DIRK KNUDSEN- BROKER - COMMUNITY OVER COMMISSION

Dirk Knudsen grew up in Washington County, Oregon, where his father, a top broker, sold farms and acreages. In college, Dirk worked as his dad’s assistant, and after graduating Cum Laude in business he found the money was significantly better there. He simply decided to stay in real estate with his Dad and turned down corporate offers.

Today, he’s a solo agent working at MORE Realty which is the fastest-growing company in the state. Dirk services clients in the greater Portland area but is a leading broker in his hometown of Hillsboro; the home of INTEL and over 100 other tech firms. Prior to that, he’d worked with large teams, including owning a highly successful Re/Max franchise where he was inducted into the Hall of Fame. Dirk has managed teams and mentored dozens of up and coming brokers in his 37-year career but, he says, his style of working made going solo a bit more appealing.

“I have worked with many top firms and teams but I honestly had different perspectives. Truthfully, it’s been difficult to find anybody that can work with me at the pace I work. I’m comfortable doing as much business as I can by myself.” That’s not to say he’s completely solo; he relies on the support of top-rated home inspectors, transaction coordinators, escrow closers, lenders, and others that help deals come together successfully. That path has earned him a perfect 5-Star rating on Google, Zillow, and other rating sites.

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Dirk estimates that over 50% of his business is repeat and referral, and when it comes to staying in touch with past clients, he favors traditional methods. While Dirk is an expert at social media he always prefers a personal touch if at all possible. “My approach for the last few years has been, if you work with me, you’re going to see me and hear from me. I text, tweet, Facebook and Instagram like anyone but nothing can replace the 1 on 1 with my clients.” It might be time-consuming, but, he says, it’s been worth it.

It’s also worth the extra work when it comes to marketing.

Dirk is sure to keep abreast of what larger national companies are doing, and not only emulates those practices but is known for being an innovator. He was among the first brokers in the Nation to adopt video tours, drone shoots, and now 3-D whole house imagery. He credits his success with making the right marketing choices for the right kinds of properties. Self-promotion is also something Dirk has learned how to do over the years. “I have not been the best self-promoter, but I’ve learned later in life that it’s important.”

Dirk credits his years of experience with his success. He also feels it’s important to maintain consistency when it comes to the real estate process, as opposed to having each step handled by a different person. “That approach, while efficient, tends to be very impersonal,” he says. “I’ve Copyright Top Agent Magazine

leaned into this one-to-one model. You can call it old-school, but it really resonates. If [the client] hires me, they get me.”

His unique take on real estate also extends to his sales and volume -- mainly, that he doesn’t track it.

For Dirk, doing the work for his clients is the most important part, and the money will take care of itself.

His personal life has influenced this philosophy, too.

“I’ve learned, because we’ve had [some] tragedy in the family, that [money] doesn’t matter as much. I focus on service and I value doing the work.”

The Hillsboro community is something Dirk values, too. He’s been coaching youth sports for about 25 years, and is involved with multiple nonprofits that deal with everything from land use and property rights to supporting those facing homelessness, to zoning and affordable and tiny housing legislation and the preservation of historical sites. “Those kinds of things get me up in the morning,” he says.

“How can I do something to add value and make a difference while I am here on Earth?” And he does a lot, estimating that about 25% of his work is dedicated to nonprofits.

His philosophy has always been to offer the best commission rates possible and always work for his Community putting service over a commission. He has worked for free for Non-Profits and those losing their homes to foreclosure. He is the Vice-Chair of Open Door Counseling in Hillsboro consulting with those facing homelessness, serves on the Planning & Zoning Hearings Board, and is the new President of the Hillsboro Historical Society.

“I never ever look at what I am making on a transaction because that does not change what I do or how I serve my clients and the community. I suppose that has cost me countless dollars but it just is not who I am or what I am about,” he offered.

Besides his community and nonprofit work, his family is what really brings him the most joy who he is deeply dedicated to. He has a wife, 3 sons, and two grandsons all living in the area.

Dirk is the broker for the Roloff family of Oregon who are famous for the hit TV series Little People Big World and has appeared on the show. He has also appeared on Tiny House Nation and Network and local News on several occasions.

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To learn more about Dirk Knudsen, visit calldirk.com, call (503) 799-8383, or email calldirk@gmail.com www.

Copyright Top Agent Magazine 25

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— 26

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.

Top Agent Magazine ®

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AMANDA PFEIFER & KALEB DRINKGERN

Amanda Pfeifer got her start in real estate soon after graduating college. At the time, she was exploring different career paths. However, once she earned her license, she knew she had found her true calling. “The rest is history,” she says.

After learning the basics as a Realtor, Amanda decided to strike out on her own. But tragedy hit when her would-be business partner passed away unexpectedly. Now, Amanda was stuck with a burgeoning client list and zero support. In need of a partner, she turned to her then fiance, Kaleb Drinkgern. “After we got married in May,” Amanda says, “Kaleb got his license.”

In time, the skies brightened, and this husband and wife team took off. Today, Amanda and Kaleb are the lead agents at Destination Home Team, where they service clients throughout the Kansas City Metro. They are licensed Realtors in both Kansas and Missouri, allowing for them to conduct business on either side of the state border. “We’re a team,” Amanda says. “We really enjoy it.”

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Working together, Amanda and Kaleb provide their clients with a comprehensive approach to the listing market. Kaleb specializes in data and research. “I am very passionate about on the numbers,” he says. “You have to understand the type of buyer who would move into a given area.” When examining a property, Kaleb sorts out its key demographics and targets campaigns at those prospective buyers. “We’re very precise,” he says.

Meanwhile, Amanda tends to the human side of a listing. Using her extensive rolodex, she ensures that a house is immaculate by the time it hits the market. She hires professional photographers and even stagers at her own expense, all to make sure a home reaches its maximum potential.

The couple converges, however, in their approach to client relationships. “We love our people,” Amanda says. Kaleb seconds this. “We’re running a 60 touch platform every single year,” he Copyright Top Agent Magazine

says. “We want to be more than just their Realtors. It’s a friendship.”

And this friendship doesn’t end in generic email campaigns; Amanda and Kaleb host five client appreciation events each year. For Amanda, the message behind these celebrations is clear and simple. “We care,” she says.

With this complementary approach to real estate, Amanda and Kaleb have built a strong business from scratch, with the bulk of their transactions coming from repeat clients or referrals.

Last year, the couple closed 70 units for $22 million in volume. “It’s amazing,” Amanda says. “You make a goal to achieve something in five years, and you achieve it in three.”

Outside of their careers, Amanda and Kaleb play an active role in their community. Kaleb is a licensed auctioneer donating his time to nonprofits like No Stone Unturned, a foundation for children with special needs and The Battle Within, a nonprofit benefitting former military, police, and EMS personnel.

Elsewhere, the couple has served as chairs at their local Lee’s Summit Chamber.

When Amanda and Kaleb look ahead to their future ambitions, they see the continuing expansion of their business. But they’re still careful not to lose track of their core values of honesty and connection. “When we interview a potential hire,” Amanda says, “we ask them to define ‘Integrity.’ That word is so important to us and our team.”

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To learn more about AMANDA PFEIFER & KALEB DRINKGERN email amandap@kw.com, visit dhtkc.com or call (816)392-5599 www.

Copyright Top Agent Magazine 29

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

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ASSESS THE FEELINGS BEHIND THE FEAR

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

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 30

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

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

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COMPARTMENTALIZE

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

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

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

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

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

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IAN ALLEN Ian Allen was working for UPS and struggling with the demands. “It was a difficult job,” he recalls. “The hours were crazy and I couldn’t imagine myself working there for 30 years. I just didn’t love it.” Needless to say, he needed a change. “I got into real estate. Just being able to go to new places and meet new people, the whole adventure of it, it was intriguing to me.” But like any major change, Ian had reservations about taking the leap. “I worked both jobs part time for about four years. I built up my clientele and business [until] I could jump into real estate with both feet. It really was the best decision I could have made.”

Ian, now with Keller Williams, has been in real estate for a little over five years, and serves the metro Detroit area. In the past year, his first year as a full time agent, nearly all of his business came from repeat and referral clients, thanks in part to the time he took building up a client base at the beginning of his real estate career. “I started working for friends and family, and once they put their trust in me, they started telling their friends and their family. 2019 was pretty much all referral, and I love working with people I know.”

Ian says that his loyal clients keep coming back because of his responsiveness. “A lot of agents...you just can’t get ahold of them, whether it’s calling, texting, or email,” he says. “But my clients know that when they call me, I’m going to pick up.” After the transaction, he’s equally available, following up and doing a “home-iversary” call a year after the purchase to see how things are going. He also likes to keep clients abreast of market trends so they stay informed.

To market his listings, Ian uses Facebook and other social media platforms. He also uses Keller Williams’ platform, KW Command, which integrates with Facebook. “It really helps promote [my] listings online and helps find buyers,” he says.

Ian’s favorite part of the real estate world is the people.

“It’s meeting new people, and all the new places you get to check out,” he says are the perks of the job. “And not Top Agent Magazine

being stuck at a 9-to-5. With this, you get freedom and you get to be flexible.” He’ll need that freedom and flexibility, too: Ian and his wife recently learned they have twin girls on the way. “I’m so excited to have the ability to come home early and help, or work from home,” he says.

He also has a unique way of getting involved in the community. “Every May, we do something called Red Day. We basically support a family in need or someone in the community who needs a little assistance. We help with remodeling their home, or landscaping” and generally bringing properties back to life. “We know the reason our business and industry is doing well is because the community is supporting us, so we want to support them.”

Ian also enjoys home improvement projects.

As for the future, Ian is taking it slow. “I’m just taking it day by day, month by month. I’m really happy with where I’m at now, and am just hoping to continue to grow and just become more successful as time goes on. Nothing too major at this point!”

He also has some great words of wisdom for anyone interested in real estate life: “I would say that if you have a passion for real estate and want to get into the industry, go for it. It’s life-changing and it’s amazing. If you get into it, have patience, let yourself build your business and your future.”

To learn more about Ian Allen, please visit x455490.yourkwagent.com, email ianallenkw@gmail.com, or call (586) 817-2648 31 Copyright Top Agent Magazine

TEODORA CHONEVA Teodora Choneva has always had a strong interest in real estate. In 2015, she decided to follow her passion for the business, becoming licensed and starting work as an agent for Keller Williams.

Her business has grown steadily each year. She now works with HomeSmart Connect Real Estate, serving the northwest suburbs of Chicago.

When asked about what they appreciate about Teodora, her clients rave that she is honest and keeps the focus on their hopes, dreams, and needs. She takes the time to help them figure out their budget and guides them toward listings that are well within their price range. “I don’t want them to struggle with their mortgage payments,” Teodora explains. Her clients appreciate that she is straightforward, an expert on the area, and never pressures them. To stay in touch with past clients, Teodora sends postcards and helpful email updates, and reaches out by phone to check in.

Teodora has a thorough, innovative approach to marketing listings. She first meets with the client to do a walk-through of the home. She advises them about minor updates they could do to improve the purchase price, and asks them to tell her all about what they love about the home. This helps her to write marketing materials that help potential buyers connect with the property. Before a listing goes on the market, she meets all the neighbors and lets them know the house will soon be available.

She also hosts well attended open houses, sends out high quality mailers, and spreads the word via social media.

Teodora is well connected with other top buyers’ agents in the community, so she meets with them to share information about her listings. This varied and professional approach often results in quick sales at competitive prices. The average price of her listings is $250,000.

“For me, the job is not about making money, it’s about helping people find their dream home,” Teodora says.

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“It makes me happy to be of service to other people.

It’s my passion.” Teodora is invested in being a strong part of the local community of business owners. “I advertise with them and we help each other,” she says.

“That’s important to me.” In her cherished free time, she enjoys taking salsa, bachata, and Spanish lessons, going out dancing, reading books, going to the gym, and spending time with friends. For the future, Teodora plans to continue growing her business, work on marketing, focus on social media, and build a team. This year her goal is to close over 40 transactions. With her dedication to her clients and her community, she’s sure to make those dreams a reality!

For more about Teodora Choneva , please email teodora.realtor@gmail.com or call (708) 776-3216 Top Agent Agent Magazine Copyright Top

Four Challenges and Solutions from the Front Lines of the Real Estate Industry

By Walter Sanford

There should be more profit-refining rather than adding a new layer of overhead or technology. Sometimes, the basics are not addressed when looking to increase the company’s or individual agent’s net returns.

1. Lack of training from top agents.

Many times, the agent who was average in production but great at the process becomes a training manager. There are broker/owners who just don’t have the time to train; there are the top producers in the office who don’t have the time or motivation to train; and then, there are the previously mentioned managers who took that job because it was as financially lucrative as production. Too many agents are not receiving superstar training in lead generation. I have coaching clients who receive training on process rather than lead generation at their offices.

There are many solutions, two of which are detailed below: A A brokerage system that brings the top agents into the training and recruiting business -- the two best known systems are Keller Williams and EXIT Realty. It is easy to reproduce these systems by giving better splits for listings sold or pieces of profit on new hires given to the introducer.

B Set up systems in the office that promote production like meetings where everyone puts their best buyer and best seller together; where the office performs certain lead generation systems until agents commit to them like expired solicitation; where top trainers are brought in and agents are held accountable to new ideas.

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2. Reliance on purchased leads.

Agents have lost their ability to prospect for sellers from hot demographics, because they buy leads from consolidators. If the purchased leads are good one year, they will go up in price or decrease in the number of leads in the next year. Agents need to prospect hot seller demographics blending “new school” with old school tools like direct mail, phone, follow-up, database, and closing abilities. The value you can offer certain seller demographics should be discussed at training meetings.

3. Offer macro-economic services.

An agent has the ability to offer great information on a local level. It is the only way to compete with national websites. Whether you develop neighborhood websites or a newsletter based on local statistics, honing your local value is the only way to beat national efforts.

4. Financially struggling agents who don’t understand budgeting, planning, and investing.

Many agents are struggling financially and they cannot devote their full attention to maximizing client satisfaction. They do whatever it takes to make the deal; they are in panic mode. With office services in place like setting up agent savings systems at close, training on tax-deferred investments, promoting real estate investing for groups, and budgeting analysis – offices have more agents who don’t live commission to commission. These agents are always better at making deals when the deals are based upon client satisfaction and not agent survival.

Before you attend another webinar from a trainer or a tech guy (who never sold real estate) as they try to make your job easier – take a step back and start firming up some of the basics.

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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LOUISE CREAGER Louise Creager began her career in real estate in 2009, after working in sales for many years. By the following year, she was named Rookie of the Year by the Fort Collins Board of Realtors®. Louise’s positive reputation has only grown since then, and her business has likewise grown to serve the needs of her community. Louise has made a name for herself across Northern Colorado as a knowledgeable, trustworthy agent whose personal touch keeps clients coming back.

listings, which extends her reach considerably. Her listings run the gamut, from land deals to condos, and she tailors her strategy to the unique needs of each property she handles.

Louise serves the Foothills and the Mountains, including Red Feather, Bellvue, Livermore, Loveland, Longmont, Greeley, Evans, Eaton, Nunn, and Pierce. An impressive 87% of her business last year came from repeat and referral clients, a testament to the confidence she inspires in the people she serves. She keeps in touch with clients long after a sale, whether that means keeping them updated on relevant developments or just giving them a call to check in and see how everything is going.

She also organizes events such as holiday parties and giveaways in her community. “I really believe that staying face-to-face with clients is best,” she says. “Whether I’ve been working with you since I started or I worked with you since yesterday, I want you to feel welcome.”

When she is not working, Louise loves to read, go for walks, play guitar, and travel. She has two wonderful and successful grown-up kids whom she is very proud of. She also attends classes to keep herself up to date on current developments in her industry. “I like to keep myself educated about everything that’s going on, whether it’s in the neighborhood, the state, or the country,” she says.

“That way, I can educate my clients and pass that knowledge on to them.”

In addition to marketing her listings in outlets such as Homes & Land Magazine, North Forty News, and other local media, Louise also publicizes her homes across several Facebook groups to ensure that they appear in front of as many potential buyers as possible. Louise also has an extensive network of hundreds of Realtors® across the USA and Canada whom she contacts regularly with new Top Agent Magazine

Louise believes in the importance of giving back to her community. She holds fundraisers for the Rist Canyon Volunteer Fire Department, and has served on that organization’s board several times, the latest for over 10 years. She also donates to WomenGive, and serves on the board of directors of Veterans Plaza. Her connection to this particular cause is personal, since her husband is a Marine veteran, and she loves to work with veterans in her real estate business as well.

To find out more about Louise Creager, please call 970-217-6843, email louisecreager@gmail.com, or visit louisecreager.homesincolorado.com https://

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ERIC ESTRADA Eric Estrada has a decade of extensive experience in real estate. He’s sold it himself and he’s led teams of thousands, as Vice President of a national brokerage, spread across the nation.

He’s worked in Florida, Nevada, California, and in Colorado, where he services the entire Colorado Front Range from his Colorado Springs office. All of that experience has led Eric to one understanding about real estate: customer service comes first.

“Relationship building is crucial in any service related business and in real estate it goes beyond the transaction. Staying in touch with our clients is key to building a meaningful relationship but creating value for them is equally important.

Our clients always come first. If we create a positive, unforgettable experience for them, everything about our business becomes so much more fulfilling,” he says. “We try to put a special touch in everything we do, to make it personal.”

As a REALTOR, Employing Broker, Military Relocation Professional, and a member of Agent of Excellence, Eric works hard to raise the standard of service not only within his own teams, but across the industry as a whole.

At Keller Williams Eric leads by example. As a Broker and an integral part of the organizations leadership team, he heads two teams personally, and is Employing Broker of over 250 broker associates. When it comes to marketing, Eric feels that a combination of both old and new school approaches are beneficial for clients he and his team service. “We are aggressive in our marketing approach but we balance it with a personal touch,” he says. “We definitely leverage the leading technology we have through Keller Williams, and combine that with some traditional forms of marketing to create an unmatched experience for our clients. This creates more opportunity for our clients and sets them up for success, whether buying, selling or relocating”.

Eric loves maintaining his relationships with clients long after the deal is closed, and he’s famous for throwing unique and highly anticipated client appreciation events. In recent years

he’s done events including private screenings of blockbusters like Star Wars and Frozen 2. This allows Eric and his clients to get together and enjoy time away from business and focus on friendship, and the everlasting relationships being built.

Eric stays busy and is consistently within the Top 100 REALTORS is his region - he deals largely with price points ranging between $250,000 to multi-million dollar properties in all areas including residential, commercial and land.

“Economists have warned about the inevitable bubble our economy will eventually face, but we haven’t slowed down,” Eric says. “Colorado Springs in particular and the Front Range in general have more leverage in regards to a healthy real estate market because of the growth our state is experiencing but most importantly because of our strong military presence. I love serving our Military members and their families which is why I find it so important to have my Military Relocation Professional designation.”

Community service is important to Eric and The EG Group at Keller Williams Partners. He’s spent a decade as a member of the El Cinco De Mayo Inc, which raises money for scholarships for children in need locally. He also recently became a Diamond Sponsor of the US Olympic and Paralympic Museum opening this spring in Colorado Springs. Being involved in his local community has always been a very important piece of Eric’s vision and he is a firm believer that making money is not about having more but instead being able to give more to those around you and to those you couldn’t live without.

Outside of work Eric stays busy with his partner Michael and their seven children. “It’s an incredible feeling,” he says. “My home is full of love. They’re why I do this - all of my work is for my kids, my family, and they’re my main focus outside of real estate.”

Looking to the future Eric wants to grow not only his team but those around him. “I truly believe in helping others,” he says. “When I’m helping others grow, everybody benefits. My main objective is creating a path for each, creating opportunities, and every person who wants it, from agents to clients.”

To find out more about Eric Estrada, visit his website at egsellscolorado.com, call 719.722.0009 or email him at egsellscolorado@gmail.com https://

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A Step-by-Step Guide to

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

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

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

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

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 38

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

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

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

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VIKKI GARBY Vikki Garby found her way to real estate by investing in properties alongside her husband beginning in 2005. While she cut her teeth in the finance industry, she switched gears after moving back to her hometown of Warwick, New York. In 2016, she transitioned to a full-time role as an agent, swiftly establishing a reputation for her professionalism, market savvy, and personal touch.

Today, Vikki serves clients across Orange County, New York, spearheading both residential and commercial transactions. There, she commands a business almost exclusively driven by repeat and referral clientele, often working alongside investors to purchase multiple properties. Buyers and sellers trust her background in finance and commitment to her clients’ best interests. Foremost, Vikki emphasizes the importance of transparency and straightforward communication. “I develop credibility with my clients by being honest above all,” she says. “If someone asks me about a property and I don’t think it’s a good investment, I give them the facts and let them make the decision that’s right for them, but I never push them for the sake of making a sale. I make sure to do my due diligence. It’s important to me to develop trust and a good rapport with my clients.” When leveraging her prior finance experience, Vikki gives clients an edge when it comes to crunching numbers, weighing investments, and predicting outcomes through an analytical lens. “My finance background helps significantly, even more so on commercial transactions,” she explains. “I’m a numbers person, and real estate is often a numbersdriven industry.”

When listing properties, Vikki approaches each property on its own term, tailoring campaigns accordingly. While professional photography and immersive documentation accompany every listing, commercial and residential properties sometimes demand alternative marketing techniques. However, all properties enjoy wide-ranging Top Agent Magazine

exposure online, where ideal buyers are often sourced in short order. Last year, Vikki closed over $8.8-million in volume, with property prices ranging from $300,000 to $500,000 on average.

Beyond the office, Vikki gives back to her community through her support and participation on the local Educational Foundation, as the President of the Booster Club for her son’s crew team, and contributes to the area high school’s Career Development Program, where she helps with the school’s Job Shadow Program and the Career Fair which they host every spring. In her free hours, she most enjoys time spent with her family and loved ones, and staying active.

As for the future, Vikki intends to keep growth going steady, with a goal of expanding her presence in the local commercial market. Now, with four years of experience and insight behind her, Vikki Garby considers what she enjoys most about her chosen field. “I’m more interested in helping my clients achieve their goals. Figuring out what will make them happiest is more important to me than just securing a sale,” she says. “I like helping people. It’s not about the house or the building itself. A home is so much more than four walls and my goal is for my clients to be happy long after they close.”

To learn more about Vikki Garby email vikki.garby@gmail.com, visit greenteamrealty.com, or call (201) 213–9818 www.

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JOEL HOLLAND For Joel Holland, real estate is not just about homes, it’s about humanity. “There’s a story behind every person buying or selling a property,” he says. He got his start about 15 years ago after getting a job selling ads for a radio station. “That led to me interviewing for sales roles, and I joined a group of partners running a job placement agency and social/business networking company who had just opened up their real estate side.”

Joel joined the real estate company, focusing on leasing, but always had the vision to open up a sales division to help transition clients and agents that were leasing into buying and selling. Those dreams came to fruition. Today he and his business partner Pete Krzyzanowski have a team called My Chicago REsource, which includes eight people who focus on educating and guiding clients throughout the transaction. They serve a “hyper local” area encompassing a 3-4 mile radius of downtown Chicago and the North Shore, where Joel currently lives and was born and raised. The vast majority of their clients come from repeats and referrals, a testament to their superior service and ability to exceed expectations.

“It’s written in our formal Team Guiding Principle: ‘You are more than just a transaction. We are here to support you as a trusted resource for your entire life with an emphasis on education in order to help you make the right move when it comes to owning, selling or investing in real estate,’” Joel says. “Every single Monday morning we share the team guiding principle.

Even if our clients decide not to buy or sell, we create fans by doing the right thing, providing support and service.” Because many of their sellers are selling for the first time, and buyers are buying for the first time, they have created incredibly thorough presentations that teach clients about what to expect. “They may start off with a score of 1/10 as far as understanding what goes into buying or selling, but after the presentation, they

leave with a 9/10 or 10/10 comprehension of what will occur.” Joel and his team prepare buyers and sellers for possible hiccups that might happen and teach them about their tried and true process to solve problems before they exist. On top of that, they make the entire transaction as stress-free as possible. “We have a moving concierge who will help coordinate movers for them, and set up utilities so our clients can save hours on the phone dealing with utility providers.

It’s a free service to our clients.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “The entire team at My Chicago REsource was very professional and diligent in handling all aspects of the sale of our condo.

We were kept regularly informed every step of the way.

Would certainly not hesitate to recommend them to family and friends. A special thanks to Joel, Candice and Jennifer for a job well done.”

Ashley Lunn of Keller Williams San Diego Metro, who is a coach for the top real estate teams in the country, said My Chicago REsource stands out because they “have a rare combination of systems and culture that [she] hasn’t seen before, and that they perform on a higher level than others.”

As Joel looks ahead, he and his team have plans on expanding into a total of three regions. They also want to teach team members how to create a “tiered structure” of a team within a team.

As they continue to grow, Joel is always excited to go to work. “I love the fact that it is more than just selling homes or a product. What we’re doing is helping real people with real lives, and everyone we meet we can make a serious impact on something that’s important to their individual lives.”

For more information about Joel Holland, please call 312-667-3800 or email Joel@MyChicagoREsource.com 40

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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

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

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STEPHANIE SNAVELY From an early age, Steph Snavely knew what she wanted to do with her life. “I’ve always had an interest in real estate and architecture,” she says. “I’m not someone who can sit behind a desk from nine to five.”

Steph began as a Realtor in 2008 and was instantly confronted with a struggling US economy. “Needless to say, the beginning was nothing short of overwhelming,” she says. But in those early years, Steph’s work took on a deeper sense of purpose. In a sense, the mortgage crisis gave her an inspirational spark on how to conduct herself with transparency and openness. She had discovered a mission statement not only to help clients realize the American Dream of home ownership, but also to educate them on making sound and responsible investments. “I don’t measure success by dollars,” she says. “Instead, I measure it by customer service.”

Today, Steph happily services clients at RE/MAX Traditions throughout the Chagrin Valley Region, including Cuyahoga, Geauga, and Portage Counties, where she offers peace of mind through a personalized approach. As a solo Realtor, Steph cherishes consistent and direct lines of communication with her clients.

“You’re giving them the resources for a successful transaction,” she says. “And you’re making sure that they’re buying a sound investment.” Steph takes that investment seriously, making sure that her clients find the deal that’s right for them.

Elsewhere, Steph has provided equal guidance to her listing clients. By harnessing her resources and savvy, she has sold 100% of the properties she lists. In part, Steph chalks her volume and success-rate up to diversified avenues of marketing, which cross between televised, digital, and paper outlets. When it comes to selling, she leaves no stone unturned and no opportunity on the table. But Steph also acknowledges that Top Agent Magazine

human element, refusing to quit until the deal is done and her clients are given the tools they need to succeed.

“I pride myself on making sure everybody gets 100% of my attention on each transaction,” she says.

Looking ahead, Steph intends to grow her team, while still maintaining the personal touch that makes her workflow so special. Meanwhile, she will never lose sight of the trusting relationships that have blossomed into the pride and joy of her business. But above all, she looks forward to further refining her approach to attentive customer service. “I love my job,” she says.

“I cherish helping our buyers and sellers find the right deal. It’s a special moment when somebody finds that home; it’s really cool be part of that.”

When Steph first came to the real estate industry, the world was in a crisis. But she persisted, and so did the communities in which she serves. Steph’s path to success has further cemented her core business philosophy, the mission statement that dawned her years ago.

“It gives me an appreciation for where we’re at right now with our financial market,” she says. “It’s what makes me so proud to be an honest, up-front and transparent Realtor.”

To learn more about Steph Snavely email ssnavely.remax@gmail.com, visit global.remax.com, or call (440)503-0222 www.

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