NATIONWIDE & INTERNATIONAL 4-29-19

NATIONWIDE & INTERNATIONAL EDITION

5 WAYS TO TRANSFORM RENTERS INTO OWNERS

FEATURED AGENTS

SANDIE ACORD DAVID BOTTARI ANN BUCHANAN CHRISTINE GAUTHIER MELISSA GOMEZ CYNTHIA HEGLER TODD S. LITZ BRADY STANTON MARK SUDDUTH TIM WILLIAMS DEBBIE ZUCKER

THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT COVER STORY

ANDREW OOSTENBRINK

NATIONWIDE & INTERNATIONAL EDITION

ANN BUCHANAN DEBBIE ZUCKER 7

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With a genuinely caring demeanor and a 23 love 20 for all people, Ann Buchanan could not have chosen a more perfect career. “I started out as a buyer’s agent for one of the RE/MAX brokers in our area,” she explains. After three years, she set out on her own, and now has a team of people including 3 licensed agents, a full-time administrative assistant and a part-time marketing company. Serving all of Sumner county in Tennessee, she has made great DEBBIE DAVID strides in the industry, building her business largely on referrals andBOTTARI repeat clients.

ZUCKER

are in town. She also has a professio 24 27great CHR photographer who takes photogra DAVID BOTTARI of the house, both inside and out. “O

of my biggest pet peeves is Christin bad pictu Top Agent David Bottari – of and Berkshire Expert, a vacant house.

So mythorough stager brie of real Hathaway HomeServices Commonwealth continuing succe in furniture and we get photosneurs and vid a she says.listing is p in Somerville, Massachusettsof the – property,” is a every hand in consummate professional who brings methods to ensure make The photographer also setstoup honesty, integrity and authenticity to as possible. “I virt ma he tours and videos. “If the lated property each and every transaction. David’s explains.

“Thetour int under sharp $500,000, we do a virtual into a b business acumen, vast then with videos and A ANDREW SANDIE ANN coupled withit ishis CHRISTINE higher, we offer videos,” years ag BRADY STANTONindustry knowledge have all resulted in an methods – open explains.

If a property has over an a OOSTENBRINK ACORD BUCHANAN GAUTHIER husband of land, then will also capturelunches its beauty withalso dr ever-growing reputation as they a Realtor who – are son with a family, too, so I try to put myself in “It’s about providing exceptional, “I personalized agent an think what keeps my clients coming back is that I have kept puts footage.

All of this amazing marketing material is thenwor pos consistently his clients’ best interests Mark Sudduth didn’t intend to become amany top “I just love people, and When first speaking with Top Agent Debbie Zucker of for years.

“Then, I had a baby,” recalls Debbie, “and their shoes.”

Another chief complaint heard from service,” says Top Agent Brady Stanton of Hoskins CYNTHIA HEGLER office.

Today, Christine and Mathi in touch with them for years,” she explains.

For Ann, clients on over 350 websites through RE/MAX. “I make sure that front andof center inwork every situation.

When not w 32 35 that 36 39inhe’s LIV agent Sotheby’s International Realty in Denver Colorado, I decided I clients couldn’t go back toagents because I didn’t he a real estate class at Wichita them their hom the is about a lack of putting comReal Estate31 in Melbourne, whenwhen asked toatook account ANDREW 28 are top priority, and she values their relationship.

Afterotherpost our listings on theand MLS noto later than Wednesday, so t and passion cement their reputat one is immediately struck Brady, by her warm, friendly personwant to commit to all the traveling that sales job required.

Fiveand time with hisshe wif munication during the process, again, for the impressiveBroker results he achieves.

State University he was just looking for tips ing lifetime friendships.

It’s working with her, clients never forget their time together, everything is syndicated and live by the weekend,” sa Cynthia Hegler three years ago, I didn’t have much money either, but in OOSTENBRINK for to integrity, follow-through,An anden a ality. When the conversation turns to real estate, however, years later and itching to get back to work, she began Bradyafter is real committed toalso keeping his buyers and whose upbeat, friendly demeanor is supplemented Prior tothing beginning his career inspeakDavid worked the children, Jake (10 and makes sure they feel appreciated the estate, Ann works with a for local marketing who po The first notices when Expert, thorough marketing is always alsocompany a part of Tod buying a house.

But aptitude was clear and it’s exciting.

As a second-generation Realtor, Melissa When ithis comes toone the listing Melissa pairs her techthat on initial impression isshequickly complemented with cast about even for aprocess, new career.

Fortuitously, she attended aday, Co-Owner and Lead of three years my company has sold over 200 homes and Willia sellers – and future prospects - to in thepreviously loop media. every by his deep reservoir of industry knowledge and local Department of Youth Services as Head Counselor for them as I can,” h transaction.

“I have a big celebration every year in January her listings all over social respect as her deep well of industry knowledge and country club event and found herself seated next one of with leading Agent Todd Litz is his means. listingsBeginning are farServing and wide,” he says.

“Because ofco tocame the instructor, who ing toldapproach Mark that he should we’ve made tons of dreams Gomez’s industry experience earlier forward with traditional marketing with Southern Realty flipped eleven.” thehe greater Montreal regio and h step ofgreat theAnn way.

“I’m a little bit her likea doing,” a dog with a honest, ethical approach, hasHome madeGroup a immediately name for clients, with my past andOver we have lots fun“It activities,” experience becomes apparent. the theofowners of Prudential Real Estate, who job incarcerated teenagers. was work that Ioffered enjoyed onsingle Israeli m genuine, incredibly affable nature.

Keep marketing campaign, we’re onbased every re take histrusted. testsays. toCarolina get licensed.

“Ithe took the test andforthen than most.himself At eighteen, sheinearned license professional photography, she custom strategies to bring Charlotte, North bone, making sure nobody misses out is on an head as an agent who can be and Mathieu a team of seve course ofher more than 17 years in the–real estate business, working him. creates “So, that’s howDuring Ithat got started,” she says. are his “We truly enjoy relationships we’ve built over the any free time, Ann either traveling with her husb recalls.

“However, I had been there for five years and had reached arts and Jiu jitsu). talking however, andher you will quickly I also utilize print ads and MyHavin listin I was thea side second oneofasfinished… and I passed,” Mark doesn’t just make drea has built solid reputation a trusted, honest andremember and cut her teeth on the administrative homes tothings market.

Yard signs and neighborhood campaigns raise opportunity for lack of aperhaps phone call,” he says.

“I magazines. isDebbie a consummately dedicated The gratitude clients feel her is bestin years.”

One the clients most about Annfor is or staying involved the community.

“I’ve been going While much their businesses fo the ceiling for growth.” tip phone from his Debbie sister Karen pointed him inatof tation on regula Now withAtake LIV Sotheby’s, primarily in hard-working Realtor who consistently goes above and of calls early insells theleading morning, and late be made aware reservoir of Chinese MLS.” Additionally, every property t Though relatively new to who the real estate indusher ability to listen tomade their needs andhis getdeep them towards their church since I was 13 years old, so Ibuyers just loveand my church, Mark recalls. work.

Coming from aasellers backgr of the business, cementing her knack for local buzz, while specially timed debuts across the online Realtor has firmly estabevident by the glowing reviews she has received, they often field busine beyond for her clients, and who placesthe theirdirection best interests Denver andnight.” surrounding communities, including own office, of his current “She worked in realher estate times can beKnigh a hec Brady has brought to the table an goals.

“Ilisting was talking to one ofand my past clients and shedesire said, Ion love thatadollars the heart of my marketed business is my faith,” Ann sa industry knowledge and hiscareer. true million iswidealso through means himself, Mark believe lished herself a impressive trusted real including this one from which she details andtry, contacts.

Then, six years she platforms social media outlets exposure is ensuring their market knowledge ahead of herago, ownas during every transaction. neighborhood ofZillow.com, Golden.

Asensure a multi-year 5280site Five-Star school and mentioned that two of thelisten. agents Charlie Ball and Patricia closely wii history of business ownership and an ‘theattendant one thing to we remember about you is®and that Wethere, She isRealtors on the Welcome at works her church.

She and provide his buyers sellers with world’s largest global property consultancies, Professional and Denver Board of online Honoree, His journey from freshly licensed REALTOR to you toCommittee help people break out of th MELISSA CYNTHIA TODD S. LITZ BRADY MARK TIM WILLIAMS estate advocate for her many is a Premier Agent with a perfect, five-star overall decided tohistory pivot from management to sales, ranging.

Likewise, she incorporates targeted ads to appeal to mainta borhood.

What’s more, they have det felt like our wants and needs were heard.

And that meant so husband also founded Mission Discovery, a non-profit While the financial rewards of a real estate career of providingPrior exceptional customer Ng,Debbie wereworked starting Debbie’s a new company looking for agents.

She recomsupplies meals fo to entering the world of serreal estate, business is and growing exponentially yearexposure. after the very best customer service available international perennial top producer was a short one.

“The first erty, which is why his comp clients.

Working primarily rating: “Cynthia is incredible!

We have used her several GOMEZ STANTON SUDDUTH swiftlyHEGLER building her reputation as a twentykey demographics and would-be buyers on the hunt for their dream and re business through repeat and referr much tocomputer us.’” mended facilitates short-term projects for youth and are notalso inconsiderable, it’s the more personal vice. Brady, who was a professional as aalso District Manager for adancer software company year.with Debbie can boast ofshe having a business that ismission that I meet them because thought I could haveside a resources for adult disa on“You New York’s Long Island.

Working year I was getting my ontimes the ground,” local Bright Futures Famili now and Iyourself can’t say enough about her from expertise the wo ofbased the that Brady withathe greatlarge onprovides referrals satisfied and dance ainvestors, slew of awards tohome. his feet Christine and Mathieu’s staying p first century agentinstructor with with a with commitment to Cynthia’s can’t limit toindustry justpart the traditional forms of successful career in Mark real estate.

Iin ended up interviewing with Patricia past clients, perhaps the truest measure Not does Ann go above and beyond when itwould comes to As Ann looks towards the future, she is planning continu with the highly respected Douglas The gratitude his clients feel for Todd isonperhaps est job satisfaction.

“I love the people element,” name, moved to Melbourne years ofI marketing,” tourpersonal experience with and professionalism.

Ipart highly recommend herofthere, says. after “After that was top one percent worldwide mentors people - cites especially lina. “ cess thus far, the duo savvy market knowledge, client advocacy, and a only she says.

“It’sbeen important toEllimake sure you’re out and Charlie and I’ve a of their company since 2001.”

David’s plans for a job well done in the highly-competitive andTodd’s listening, she also years exceeds expectations growth, and one day But it will take a loh he says.

“I’m forever dealing with people from ingproperties in that profession, ininorder to be communication closer his man Real Estate organization, reputation athey Realtor who by the impressive of glowing reviews investment – including flips –franchise.” has toas anyone, whether are buying or selling amaybe house, do it, started in to the flipping busin themultiple Century 21tobut After a few - Inumber as a retiring. way help them tran a personal touch as the key driver personal touch. it’stojust important toasmake you’re responding right away clients sell realsure industry.

When asked account when it comesand marketing. No matter walks the price pointwith of different planning andtopreparation for Ann tohis leave this job, asthi different of estate life, filters and experiences. fiancé, Janine. in property management business works hard at being an her ethical and enthusiastic advocate for his his services on Zillow.com, on which site he ho squarely positioned her“Iasstarted an expert in her field, and both in retail and the investment spaces.”

“And we ultimately even got into ow working - and excelling at other people’s comcumstances.

“We help them for that impressive show of loyalty, Debbie growing a lot,” Mathieu says.

“We and staying accessible.” all ofI the Boston David a biggest solo agent - has dre the house, pays staging, and uses area, the one of –her passions into life. “Ithe justAmerican like the feeling love Greater the relationships I get to build, and helping clients development management, and am now happy Ann to beSelling in a for full-professional points to her commitment excellentrating. service is well-known. star tooverall Among is thisto on proven under track record of results speaks for itself. focused exclusively on online mar panies, Mark decided torecently set out owntheir andnext cyclethe ofcommitment just surviving same stager that works withon thehis Property Brothers when they knowing I’m making adaily big difference inraves other people’s live Today, Melissa serves as a broker banner of clients ERA Top Service begun working with his sister Crystal Douglass.

A native co achieve real estate goal.” timethe sales role,” says Brady.

Working with the highly-reputable as a major factor.

By providing the top-notch service hefinancing provides: “T Looking the David future, Cynthia’s plan isupon to expand into and energy in owner building that online Sudduth Realty wastoMelissa born. the swing where the Team Peters Hoskins, Brady Executives quickly became a force to office, be of the the Somerville, is able call illustrates hisefforts, comprehensive has become hisdur st Realty, Inc. There, she spearheads her work soloatand goesRealty where clients Beyond gives backtothrough local withupward Tim helped people realize unexpecte Currently one of the top producers of all 6,000 Douglas agent who knows the market trends will Cynthia, a former restaurant manager, began her career other markets, and she isElliman currently eyeing Tennessee isserve deeply appreciative of her clients, ofbalancing services that valueand for oursm ch gives back to his community in apantries. variety of ways, includreckoned withwhich in the highly-competitive income and theiradd budget,” Mark knowledge ofBrady the region toDebbie better many grateful buyers and lead. “I have a pretty wide footprint,” she says, extends through Melbourne recent market. causes including fundraising for areahis food She has and that appreciation is clearly reciprocated, Their home ownerships solution cam ing his membership in both the property local Rotary and Lions clubs. in real estate in 2016.

“National Restaurant Properties and Florida.

Her overarching commitment, however, is agents, Todd began his real estate career in 2003 following a to sell.

He will also bring in clients tha free home inspection.

Throughout, Starting with no listings and just three employees, Realty have helped graduated 18 individuals and fa sellers.

This exceptional service has become almost synonymous with Anyone looking all boroughs with exception of Staten Island, and has taken her from also been active with the Long asIsland Board ofbyRealtors where she isa six-month made evident the many effusive “Janine andsister I the haveexcellent oldbuying. daughter now,” he easy says, “and When askedfood to account forbrokerage his successes in aasked challenging marto buyer. bought properties, largest service firm) to offering customer service that highly successful long term career as aand chef.

“My a she very Todd isthe to “We reach and do is availab stay communicative.” his name, the result isreviews a is business that is based entirely could no bette Executives Sudduth Realty has in the past 14 years grown topast be just amazing.” has received, including this Yonkers, the Bronx, and the(America’s Financial District of Manhattan, to Nassau has served ascontinue a past board secretary and president ofalmost the Young it makes sense to me that if you’re going to bring a child into ket, Brady pauses for a moment before replying.

“I’m a people people who had the down payment me to start selling restaurants for them,” recalls Cynthia. has become her calling card. successful agent for another company,” says Todd, “and many in questions and give professional advice.

If you one from Zillow.com, on whichfriends site she is a family. upon repeat clients and referrals of past customer’s and busy for new busi one of the top companies in South Central Kansas, and currently and Suffolk Counties, Queens, Brooklyn, andnature,” everywhere between.

Network.

Throughyou hershould workmake witha LIBOR, shecommunity has also and a community, mark on that person by he says. in “I love the elementProfessional of connecting the title was in of their name and they we “I got myright real people estate with license, but soon found thataselling my family are either lawyer, teacher, ahis judge involved real your real estate professional, he will make While Mathieu manages the office’ referrals are something Iinalways appreciate and take lots to contact meyou wi boasts 17 licensed agents, school coach Back in 2008, when the market implode be ahigh partor of shaping it.”

Inand addition, his office also contributes the right properties, and working to“Those make sure Thus far, Melissa has managed to drive a significant contingent of busiearned aaincluding host of accolades, including the Top 20 Under 40 Award Copyright Top Agent Magazine schedule, which was better than ren a restaurant can take really long time.

Iand decided that “We turn out amazing products, and known we fliphim amazing estate.

So I figured I’d give itare a happy shot myself.”

After obtaining his for and I can proudly say thaha in years, thecharitable field building relationships pride in,” says David. always happy to to the community through their support of multiple both sides of the transaction – sellers purchasers – daughter Caitlin, who got her license at 17 and now, at 24, is one looking bleak.

But Mark made the decisi ness through repeat and referral clientele—amounting to roughly 85% and Salesperson of the Year. In her free hours, Melissa most enjoys right away.” single family residential and investments were better says Cynthia. find first-time buyers ® houses,” ative eye. arena in w organizations. license, Todd hit theaground running andCentral achieved almost“We instant through this experience.” with the level of communication and50 support they receive.” of the top business over God,One andparticular almost immediate South Kansas. of her clientshare. To account for her steady successes, she cites a cli-REALTORS time spentin with her family and loved ones, particularly hertoson, fit for me, so that’s what Isuccess. started doing.

It picked up Named and we rent people who maybe can’t get a in the senior community.

“I underst “Best Realtor” byto my local magazine Scout, David “I did very well my firsthomes, year,” he recalls, “and second around for him. “You tell me what happened ent-first attitude, education, and availability as some theabove key drivers and relishes the opportunity to plans travel.

Past destinations include the That experience ignited Tim’s loveh While Brady’s forthe the often-difficult future might be ambiworks hard toof rise the often-negative really fastBrady for me.” mortgage.

We love to help investors find ways to considered invest grown deep roots inthan their current works hard to make sure and year I was Executives number three in impressions my office.

By my third year I that achieved When asked what he enjoys most about what For more information about Ann Buchanan, certainly wasn’t any smarter I was the Realty Sudduth Realty stands apart because of their of her working style. “I truly put the clients first,” sheholds says.of“That’s why Republic, where Melissa has family, and last year’s trip will residential real estat tious, hisour track record is evidence that every one of histraditional goals the general public real estate agents, Dominican many of whom are money into their in market, because we have a great convoluted transaction process is as stress-free as possible it comes to the listing process andret the Diamond Award, which is the highest level of achievement.”

Todd’s answer appears immediately.

“I really, look what came of it!” consummate professionalism.

Mark and his are there getto be yet please call 615-480-1092 email Ann@AnnBuchanan.com one dayteam be reached.

“I’dto like theor lead lister in our office,” viewedand as being solely motivated by their commission checks. they’re confident enough to come back refer me to their friends to Paris and London. and later moved togoanother broker With its “Iinvestor-centric approach, Southern Home platform and love anyone who wants for his clients, something that isestate deeply appreciated, as make surethe things smoothly ple,” he says.

“That’s aspect I as like most.

I ag he says, “although that’s awith tall Iorder because we have some fabthink the stereotypical ‘evil agent’ something the jobsales done firststigma and isforemost.

“When Iwe got intoworking real and family. I focus on being patient, communicative, and I always try realized that, having worked for him Group Realty is contend not your run-of-the-mill agency.

“We our help.” evidenced byulous the sales glowing reviews he has received on Perhaps the best measure of Todd’s incredible success is that fact with people.

I meet many clients in this business agents on our team.”

Above all else, however, is his that we with,” he muses.

“But I am certainly quite pasThat’s whyformomenMark believes the future of Re learned quickly that hadfuture to do of washerdobusiness, what myMelissa customerintends to put myself in their shoes.

That way, I’mwe really able to educate them As all forIZillow.com, the to keep his own independent brokerage Copyright Top Agent Magaz on which siteto he holds atoperfect overall fiveflip houses and sellgetting rental properties,” says Cynthia, commitment provide the very bestyourself service availsionate about the best possible outcome for my clients, that more than of his business is structured on repeat beSudduth able to put inintheir shoes.

Buying or Realty is not hisNow, hands.

“We keep asked of me,sixty do itpercent right, treat everybody right and I continuing got paid,” he broker’s license.

Williams Reag and walk them through what can feel like an overwhelming process.” tum going strong.

She plans to expand her business organically, while able to his many grateful buyers and sellers. while at the same time not cheating the purchasers.

I’m a perstar rating.

Reads one testimonial that also illustrates his “and I have a rental portfolio.

We also teach invest- referrals of friends and family. “I’m very major decision in their lives, and you can’t customers andthat’s past what clients’ says. “So we do.

Like Doctors and lawyers we are always listening for what my boss has to say Lexington and parts of Lexington C up-and-coming agents along the the way. duty: “That’s been my to asked go above and beyond Dave ments. My top clients are deeply all investors, and I’mmentoring only knowledgeable,” sayswillingness Todd, when to account foreverythis call of Realtors, we do real estate first, then when we’re done and says.

“I’m justtowaiting to see what the good L agents.

“We’ve staked a claim in ou It’s true that education plays a central role in Melissa’s business mission from a broker perspective,” she says.

“My hope is conhelped us sell our house… we were stressed out but he made referred to other investors.”

Cynthia islevel quick to pointhis customers demonstrate. “I keep my Looking to the future, Todd’s plan is to continue exceptional of loyalty body’s taking care of them, we get paid. aswe simple as that that.” for us,energy andisif good.

He wants us to grow is we’ll growo But my priority not size model. She is also social media savvy and these attritoit super-easy. grow encourage haveness, good and are AtaIt’s first, were nervous about selling out, however, thatcombines her work in thetwo investment sector avenues open, as far tinue as learning.

I’mand also do-er, Ipeople don’treally expect with plans expand business on Lo He hands. has given metothe honorhis to be a REALTOR serving clients.” our house, but with Dave we were in excellent We butes in her YouTube series #MoneyMondayswithMelissa, where she motivated.

That’s what I’m looking for.” does not preclude her fromanything workingtowith anyone who betreating done forthe me.customer I’m on top of every ofpoint my busiShore to include the North luxury market For Mark is theheaspect whole of the and for customers, and itShore is always a real pri chose himright because was always prompt verymy friendly, tackles a real estate relevant topic week, demystifying aspects needs herevery help, including retail buyers and renters. ness; I’m“Ialways there for myyou buyers andfind sellers.

There isn’thea day keep delivering the and exceptional customer servic Nearly all of the team’s busines job. don’t know how could a better job,” says. their investments be their real estate agen and he presented usdecade’s a detailed market analysis.

Once the indusof the buying and selling process to the benefit of her clients.

Along Now, with more than a worth of experience in that goes by that I don’t go through my agenda to make sure every- his stock-in-trade.

“I’m available to m referrals or always repeat clients.

“We te house went on the market, he keptshe us aware of viewings with her Instagram feed, “I @MyRealtorLife, brings her audience Melissa Gomez considers what enjoys about her really love beingshe able to educate clients andtry, other thing is done.

I think my clients appreciate that.”

Todd’s sizeable to staymost as informed asthat possible,” heissays.

One the start our goal to make and gaveestate. us feedback fromreal potential buyers.

Hethan let in any agents about investments,” says Cynthia, when asked along for the ride as she navigates the fast-paced world of New York career in real “To me, estate is more a career.

It’s network of contacts also plays a part in his success. “Whatever clear: any buyer sellerbuying lookingorfor a trustwort and or easiest selling proce cleaners orsays. handymen wewhat had toI have come over, arranged Forassistance more infor what online provides the most career satisfaction.

City real estate. “Being active hasher thewith benefit of keeping lifestyle,” she “I love do, and my favorite part is the they need,” he me says, “Ia find afor way to solve their problems and help expert considering real estate can have,” says Tim. “We handle alldt snow removal during an unexpected snowstorm, and To learn mo For more information about Brady Stanton, “I’ve worked with a lot of agents who basically had in front of my client base, but it also serves as a great toolany for stress those theychallenge.

I enjoy negotiating and the excitement ofwith getting anLitz. offer webs relieve mightarranged be experiencing.” work Todd have relationshipsvisit withhis every vend for one final haul away of odds and ends left in nothing, but who learned a lot from me and able9755 Phone 310-734-1440 |been Fax 310-734-1440 I work with, as well,” she says. “It’s phenomenal method of accepted andor moving deal information into contract. about There’s nothing please call 03were 9722 email brady@hoskins.com.au Forthe more email info@Christin need.more Each of those vendors runs the house. I was sad to sell my house, but very pleased with contact him dire to become really, really of my clients educating clients and aspiring homebuyers, whilesuccessful. being ableAtolotkeep rewarding thanCynthia being ableHegler, to tell my clients we’ve reached that milecall 970-275-1977 or with the same level of service tha David’s service as my selling agent.” mag@topagentmagazine.com | www.topagentmagazine.com ownstogether.” in touch along the way.” started out with one house, and one of them nowstone FromMagazine painters, plumbers and or atto Copyright Top Agent email Cynthia@shginvestment.com a hundred houses that he’s flipping.

When I started out No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Topcompanies Agent Magazine and more,isWilliams Rea provides Top seamless, published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Agentnetworked ser Copyright Top Agent Magazine should focus onsend what’s happening Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, lives without getting bogged dow inquiry to mag@topagentmagazine.com. Published in the U.S. To find out more about Mark thingsSudduth that happen in a real estate All along, the team stays in con mark@sudduthrea visit sudduthrealty.com, call 316-775-7717 or email communicating updates at least twi

MARK SUDDUTH

TIM

TODD S. LITZ

MELISSA GOMEZ

CONTENTS

4) 5 WAYS TO TRANSFORM RENTERS INTO OWNERS

22) CREATIVE WAYS TO SAY THANK YOU

13) IS FINDING A NICHE MARKET RIGHT FOR YOU?

25) THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT

17) CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS

29) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT

33) 8 THINGS SUCCESSFUL PEOPLE NEVER DO 37) FIVE WAYS TO INCREASE YOUR COMMISSION

www.

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Top Agent Magazine Copyright Top

For more about Todd S. Litz, call 516-236-8667 or email Todd.Litz@Ellim

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 4

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Top Agent Magazine

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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ANDREW OOSTENBRINK

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Andrew Oostenbrink and business partner Steve Song of the Belle Property franchise serve the BDA, Carindale, Cannon Hill, Carina, Carina Heights, , Belmont, Mount Gravatt East, Mansfield, Wishart, Mackenzie and Gumdale.

Gravatt East, Mansfield, Wishart, Mackenzie and Gumdale.

Belle Property’s number one Queensland Principal, Andrew Oostenbrink started working in real estate five years ago in booming Holland Park. He did so well in his first year that he began to build a team in his second year. By his fourth year in the business he decided to open his own agency. He moved to Carindale and he and his then-sales associate, now business partner Steve Song bought the Belle Property franchise for Carindale and the surrounding suburbs. Two years later Andrew and Steve have an office team of fifteen personnel. “I’m really loving it,” Andrew says. They now serve the BDA, Carindale, Cannon Hill, Carina, Carina Heights, , Belmont, Mount 8Copyright Top Agent Magazine

Over the years Andrew and his business partner Steve have sold approximately 110-120 properties each year. In 2019 they are on track to sell a little under 180 properties. An impressive 60% of Andrew’s business comes from repeat and referral clients. What keeps his clients coming back and eager to spread the word about him to their friends and family? Andrew has a strong sales background and great leadership skills. “Steve and I have a strong advantage in the market,” Andrew says. Steve is Chinese and fluent in Mandarin so can serve the Chinese market well. Andrew also has an interior decorator and stylist on the team who styles every single listing for photos before it goes on the market for no additional cost.

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“Our listings look incredibly attractive,” Andrew says. “We try to appeal to all the six human senses of our buyers.

Our marketing has that edge that gets the buyers to the open homes.”

Once the stylist has styled the property so that it looks its best, Andrew uses all the resources available to get the word out about the listing. “The Belle Property brand is strong in the marketplace,” he explains.

Andrew advertises listings in the Belle Property magazine, which has a circulation of approxiTop Agent Magazine

mately 80,000 and attracts premium buyers. He posts each property on all the major real estate websites and social media, and often purchases full page ads in the local South East advertiser.

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Andrew and Steve each have a sales associate who works tirelessly on the back end of the business to ensure each sale goes smoothly.

That allows Andrew and Steve to personally attend every open home and contract negotiation. “That’s where the money is made, that’s Copyright Top Agent Magazine 10

where the magic happens that we offer our sellers, so we guarantee that to all of our sellers,” Andrew says. Andrew often has 12 to 18 listings on at a time, ranging in price from $300K to $1.6 million. Many of his properties sell within 25 days. Having a team enables personal attention for each and every listing, and allows Andrew to offer the benefit of their strong buyer database to sellers. “But we are after the best price, not the quickest transaction,” he says.

What’s Andrew’s favorite part of the job? “I like the sales game. I’m a natural competitor,” he says. “I’m proud of my wins, but I’m humTop Agent Magazine

bled and grateful for what I’ve learned over the years.” He also enjoys coaching and training other agents to achieve their goals, and bringing change to the marketplace as a new agent. To give back to the community, Andrew Top Agent Magazine

and his team sponsor the St. Joachim’s School, a private Catholic School in Holland Park.

They donate the marketing spend of each sale—which ranges from $3,500 to $4,000— back to the school. They also sponsor Sausage Copyright Top Agent Magazine 11

Sizzles at local food shops. “We are pretty active all around the area,” he says. In his free time, Andrew enjoys spending time with his gorgeous children, who are six and eight years old. “We love the ocean and we go camping. Those are things I really enjoy.” For the future, Andrew and Steve will move their business to the West-

field Carindale shopping center, a 600 square meter office with great frontage. “Some people say that’s just crazy big, but at the end of the day, if you don’t look into doing the things that others aren’t prepared to do, you’ll never travel roads that no one has ever taken,” Andrew says with his characteristic smile.

To find out more about Andrew Oostenbrink, contact him by mobile phone at 0404 477 836 or at his office at +617 3349 2774.

You can also check him out online at belleproperty.com/carindale http://

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Top Agent Magazine

Is Finding A Niche Market Right for You?

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

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

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

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

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

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 13

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

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

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

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

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

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 14

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

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

Are you already serving a niche?

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

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

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

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

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Sandie Acord

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SANDIE ACORD For Sandie Acord, real estate has been a part of life for as long as she can remember. “I’ve always been around it, my grandmother, great aunt and mom were all real estate agents, so even as a child I grew up around the real estate world. However, I originally wanted to be a nurse, I never really thought I’d be an agent until I started working with my great aunt, who was as an agent, while I was attending college to be a nurse,” Sandie explains. “I started going on appointments with her and I immediately fell in love with all of it. Every time I would go into a house or meet someone, I got so much joy out of it, it didn’t seem like work, it was fun for me! Since it intrigued me, it made wanting to learn & grow that much easier.”

In 1999, she hit the ground running, with real estate becoming her true passion. Today, she is the broker/owner of Liz Carter & Team Realty, the brokerage her great aunt founded in 2004 and left to her after retiring in 2012. Liz co-owned Century 21 Western from 19762004, and founded Liz Carter & Team Realty in 2004 after having built a strong reputation for herself in the community. After Liz fell ill in 2007, Sandie took charge, making her subsequent transition into broker/owner a smooth one. Sandie’s team includes a closing manager (Nina Murray), who is also Sandie’s mother, a listing manager/assistant (DeeDee Dollins), and two buyer’s agents (Jean Amedeo, Cheryl Plut). “We all really work together as one agent,” she explains. Together they serve the greater Houston area, with their business mainly built of referrals and repeat clients.

“I think the reason we have so many repeat clients and referral business is because we offer more personalized service than one would get with a big franchise company,” Sandie says. “You’re not just another number here, if one of our clients calls in or walks into the office, everyone on the team will know them by name, and what house they’re selling or buying.” When working with Sandie and her team, clients can expect to receive superior and hands on service, with no question being left unanswered. “We strive on giving them

the best experience and fulfilling our promises,” she explains. And even after the transaction is complete, they will remain in touch, maintaining that relationship. Clients know they can turn to Sandie and her team for help at any point, and they trust she will always work with their best interest in mind. “We want them to think of us without hesitation, as their go-to resource for any real estate related questions or needs, even after the transaction has closed.”

When it comes to marketing their listings, Sandie and the team also go above and beyond, not just relying on the MLS. “It takes more these days to sell a house than just putting it online and placing a sign in the yard,” she says. “We do a lot of prospecting, phone calls, social media marketing, Youtube videos and more. Having proper internet exposure is also a big key to selling a home, so we make sure that our listings are placed on every real estate website that’s available.” They ensure everything is done quickly and efficiently, with many sellers remarking that the experience went by extremely fast. “One of our main objectives for both buyers and sellers is to make each transaction as seamless and smooth as possible. A home is one of the biggest investments that most people make, so buying or selling should be exciting, not stressful.” By simplifying the process, this helps Sandie and her team reduce stress and make it an enjoyable experience.

During any free time, Sandie is having fun spending time with her family and close friends BBQing outside and riding ATV’s. She and her husband also enjoy traveling to the Caribbean to scuba dive, another hobby she picked up from her great aunt. But work is one of her favorite things to do, and it still brings her just as much happiness as it did in the beginning. “Every day is different, it’s never monotonous. I get to see so many houses and meet so many different people. It’s so rewarding, I’ve made many lifelong friends over the years just doing my job. I still love helping my clients with design, decorating, staging advice and just helping them achieve their goals, that’s a really good feeling… and that never gets old!”

For more information about Sandie Acord, please call 281-391-7653 or email Sandie@lizcarter.com 16

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CONNECT BEYOND

REAL ESTATE

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

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

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

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

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n

Talk About Your Philanthropic Activities

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

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

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

Your Local Community

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

Use Your Creativity to Connect

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

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a 18

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

Divulge Interesting Experiences

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

What and Who Inspires You

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

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

that will draw in a broad range of followers.

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

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DEBBIE ZUCKER

When first speaking with Top Agent Debbie Zucker of LIV Sotheby’s International Realty in Denver Colorado, one is immediately struck by her warm, friendly personality. When the conversation turns to real estate, however, that initial impression is quickly complemented with respect as her deep well of industry knowledge and experience becomes immediately apparent. Over the course of more than 17 years in the real estate business, Debbie has built a solid reputation as a trusted, honest and hard-working Realtor who consistently goes above and beyond for her clients, and who places their best interests ahead of her own during every transaction.

Prior to entering the world of real estate, Debbie worked as a District Manager for a computer software company

for many years. “Then, I had a baby,” recalls Debbie, “and I decided that I couldn’t go back to work because I didn’t want to commit to all the traveling that job required. Five years later and itching to get back to work, she began to cast about for a new career. Fortuitously, she attended a country club event and found herself seated next to one of the owners of Prudential Real Estate, who offered her a job working for him. “So, that’s how I got started,” she says.

Now with LIV Sotheby’s, Debbie sells primarily in Denver and surrounding communities, including her own neighborhood of Golden. As a multi-year 5280 Five-Star Professional and Denver Board of Realtors Honoree, Debbie’s business is growing exponentially year after year. Debbie can also boast of having a business that is based in large part on referrals from satisfied past clients, perhaps the truest measure of a job well done in the highly-competitive real estate industry. When asked to account for that impressive show of loyalty, Debbie points to her commitment to excellent service as a major factor.

Debbie is deeply appreciative of her clients, and that appreciation is clearly reciprocated, as is made evident by the many effusive reviews she has received, including this one from Zillow.com, on which site she is a

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Premier Agent with a perfect overall fivestar rating: “Debbie was a fantastic partner is the selling of our home in 2018. We had already worked with a Realtor for 6 months who was mediocre, at best, and not engaged.

Debbie came into our home, had a stager add some sparkle, and priced the home correctly. Our home then sold within 3 weeks!

She is the most responsive, involved and dedicated realtor I have had the pleasure of working with. If you are looking for an expert on the west side of Denver, she is your person!”

A savvy, comprehensive marketing strategy has also played a large role in Debbie’s success story and she works hard to make sure each of her listings is seen in its best light. Professional photography is utilized exclusively, expert staging is provided when necessary, as are well-produced open houses. “Buyers are shopping online today,” she says, “so the home must look HGTVready.” A robust online presence – including the LIV Sotheby’s website which provides international exposure – ensures that each listing is seen by as many potential buyers as possible, and quick sales for top dollar are the norm.

Debbie is committed to giving back to the community through her active involvement in fundraising. She has served numerous non-profits including The Golden Chamber of Commerce and Fine Arts Festival, Hospice of Metro Denver, National Jewish Hospital, The Denver Film Society, Children’s Diabetes Foundation, Mesa View Estates HOA Board and the Jefferson County Schools, 3A and 3B School Bond and Mill Levy.

Looking to the future, Debbie’s plan is to continue growing her business while also staying focused on providing the amazing level of service that has become associated with her name. “I love working with people,” says Debbie. “I enjoy selling and I enjoy the relationships. When I work with my clients, it’s about inspiring people to LIVE the life they love!”

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For more information about Debbie Zucker, please call 720-530-5580 or email DZucker@LivSothebysrealty.com Copyright Top Agent Magazine 21

Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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DAVID BOTTARI Top Agent David Bottari – of Berkshire Hathaway HomeServices Commonwealth in Somerville, Massachusetts – is a consummate professional who brings honesty, integrity and authenticity to each and every transaction. David’s sharp business acumen, coupled with his vast industry knowledge have all resulted in an ever-growing reputation as a Realtor who consistently puts his clients’ best interests front and center in every situation.

Prior to beginning his career in real estate, David worked for the local Department of Youth Services as Head Counselor for previously incarcerated teenagers. “It was great work that I enjoyed doing,” he recalls. “However, I had been there for five years and had reached the ceiling for growth.” A tip from his sister Karen pointed him in the direction of his current career. “She worked in a real estate office, and mentioned that two of the agents there, Charlie Ball and Patricia Ng, were starting a new company and looking for agents. She recommended that I meet with them because she thought I could have a successful career in real estate. I ended up interviewing with Patricia and Charlie and I’ve been a part of their company since 2001.”

Selling all of the Greater Boston area, David – a solo agent - has recently begun working with his sister Crystal Douglass. A native of the Somerville, David is able to call upon his comprehensive knowledge of the region to better serve his many grateful buyers and sellers. This exceptional service has become almost synonymous with his name, and the result is a business that is based almost entirely upon repeat clients and referrals of past customer’s friends and family.

“Those referrals are something I always appreciate and take lots of pride in,” says David.

Named “Best Realtor” by local magazine Scout, David works hard to make sure that the often-difficult and convoluted transaction process is as stress-free as possible for his clients, something that is deeply appreciated, as evidenced by the glowing reviews he has received on Zillow.com, on which site he holds a perfect overall fivestar rating. Reads one testimonial that also illustrates his willingness to go above and beyond the call of duty: Dave helped us sell our house… we were stressed out but he made it super-easy. At first, we were really nervous about selling our house, but with Dave we were in excellent hands. We chose him because he was always prompt and very friendly, and he presented us a detailed market analysis. Once the house went on the market, he kept us aware of viewings and gave us feedback from potential buyers. He let in any cleaners or handymen we had to have come over, arranged for snow removal during an unexpected snowstorm, and arranged for one final haul away of odds and ends left in the house. I was sad to sell my house, but very pleased with David’s service as my selling agent.”

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Expert, thorough marketing has also played a large role in David’s continuing success story. In addition to ensuring that each and every listing is presented in its best light, he leverages cutting-edge methods to ensure each property is seen by as many potential buyers as possible. “I market my listings using all the latest technology,” he explains. “The internet and social media are a large part of that, along with videos and aerial drone footage of the area.” More traditional methods – open houses, just-listed postcards, caravans and broker lunches – are also employed.

When he’s not working, David enjoys nothing more than spending time with his wife of fourteen years, Lovelee, and their two amazing children, Jake (10), and Skylar (7). “I love spending as much time with them as I can,” he says. David also trains in Krav Maga (a practice based on Israeli military combat that combines boxing, mixed martial arts and Jiu jitsu). Additionally, he also practices transcendental meditation on a regular basis. Both, he says, help him relax from what at times can be a hectic schedule. He is also active in his community, and works closely with the local Community Cooks organization, which supplies meals for veterans, and with Easter Seals, which provides resources for disabled individuals.

David’s plans for the future are relatively simple: to continue helping his clients sell their homes for top dollar, or to help them achieve the American dream of homeownership. Above all, however, is his commitment to continue providing the amazing customer service that has become his stock-in-trade.

Anyone looking for expert real estate guidance in the Boston area could do no better than to work with David Bottari. “I’m never too busy for new business or for referrals,” he says. “Please don’t hesitate to contact me with any of your real estate needs or questions. I’m always happy to help!”

For more information about David Bottari, visit his website at DaveBottari.com, or contact him directly at DaveBottari@gmail.com or at 617-201-7257 www.

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ANN BUCHANAN With a genuinely caring demeanor and a love for all people, Ann Buchanan could not have chosen a more perfect career. “I started out as a buyer’s agent for one of the RE/MAX brokers in our area,” she explains. After three years, she set out on her own, and now has a team of people including 3 licensed agents, a full-time administrative assistant and a part-time marketing company. Serving all of Sumner county in Tennessee, she has made great strides in the industry, building her business largely on referrals and repeat clients.

“I think what keeps my clients coming back is that I have kept in touch with them for years,” she explains. For Ann, clients are a top priority, and she values their relationship. After working with her, clients never forget their time together, and she makes sure they feel appreciated even after the transaction. “I have a big celebration every year in January with my past clients, and we have lots of fun activities,” Ann says. “We truly enjoy the relationships we’ve built over the years.” One of the things clients remember most about Ann is her ability to listen to their needs and get them towards their goals. “I was talking to one of my past clients and she said, ‘the one thing we remember about you is that you listen. We felt like our wants and needs were heard. And that meant so much to us.’”

Not only does Ann go above and beyond when it comes to communication and listening, she also exceeds expectations when it comes to marketing. No matter the price point of the house, Ann pays for professional staging, and uses the same stager that works with the Property Brothers when they

are in town. She also has a professional photographer who takes great photographs of the house, both inside and out. “One of my biggest pet peeves is bad pictures and a vacant house. So my stager brings in furniture and we get photos and videos of the property,” she says.

The photographer also sets up virtual tours and videos. “If the property is under $500,000, we do a virtual tour, if it is higher, then we offer videos,” Ann explains. If a property has over an acre of land, then they will also capture its beauty with drone footage. All of this amazing marketing material is then posted on over 350 websites through RE/MAX. “I make sure that we post our listings on the MLS no later than Wednesday, so that everything is syndicated and live by the weekend,” she says.

Ann also works with a local marketing company who posts her listings all over social media.

During any free time, Ann is either traveling with her husband or staying involved in the community. “I’ve been going to church since I was 13 years old, so I just love my church, and I love that the heart of my business is my faith,” Ann says.

She is on the Welcome Committee at her church. She and her husband also founded Mission Discovery, a non-profit that facilitates short-term mission projects for youth and adults.

As Ann looks towards the future, she is planning on continuous growth, and maybe one day retiring. But it will take a lot of planning and preparation for Ann to leave this job, as it is one of her biggest passions in life. “I just like the feeling of knowing I’m making a big difference in other people’s lives.”

For more information about Ann Buchanan, please call 615-480-1092 or email Ann@AnnBuchanan.com 24

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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CHRISTINE GAUTHIER Christine Gauthier grew up in a family of real estate and construction entrepreneurs and always knew she wanted a hand in the industry. When she decided to make the leap back in 1998, she translated her experience and people skills into a burgeoning business model. Eight years ago, Christine was joined by her husband Mathieu, who is both a licensed agent and manages their newly launched office. Today, Christine and Mathieu have combined their skillsets and passion to cement their reputation as agents with a track record for integrity, follow-through, and a legacy of results.

Serving the greater Montreal region and its surroundings, Christine and Mathieu head a team of seven agents and four support staff.

While much of their businesses focuses on the island of Montreal, they often field buyers and sellers in the surrounding communities, ensuring their market knowledge is extensive, no matter the neighborhood. What’s more, they have driven a strong contingent of their business through repeat and referral clientele—a testament to both Christine and Mathieu’s staying power. To account for their success thus far, the duo cites savvy marketing, resourcefulness, and a personal touch as the key drivers of their working style. “We’re growing a lot,” Mathieu says. “We have a dedicated team member focused exclusively on online marketing, so we invest a lot of time and energy in building that online presence. We also offer a variety of services that add value for our clients—from staging options to a free home inspection. Throughout, we make sure to follow up and stay communicative.”

While Mathieu manages the office’s team and workflow, Christine is in the field building relationships and applying her competent, creative eye. One particular arena in which she has built experience is in the senior community. “I understand that many of our clients have grown deep roots in their current homes and communities, so when it comes to the listing process and transitioning to a new chapter, we make sure things go as smoothly as possible,” Christine says. “We

focus on making that process comfortable, positive, and seamless.”

This personal touch extends to Christine’s extensive network of clientele. During the holidays, Christine and her team host a brunch and gift-giving event for past and current clients. Come springtime, they share plant giveaways to celebrate the shift in weather. All told, Christine and her team stay connected to clients beyond the closing table, cultivating relationships that stand the test of time.

When it comes to listing properties, Christine and her team take an incisive approach to marketing. Beginning with professional photography to capture each home in its ideal light, Christine’s team then turns to Coming Soon pre-listing promotions to build buzz prior to a home’s market debut. From there, they syndicate listings across the full range of leading online listing platforms, as well as social media outlets. In print, they also create local awareness through their 40,000 mailings a month campaign—ensuring no detail is overlooked.

Beyond the office, Christine, Mathieu, and their team give back to their community by supporting fundraising efforts for the local hospital. In their free time, Christine and Mathieu most enjoy time spent with family and loved ones, especially their children and grandchildren. With two of their children eyeing entry to the real estate business, they hope to continue their professional legacy for years to come. “We want to continue to build a business that’s family-oriented so we can share our work and this industry with the next generation,” Mathieu says.

Now, with more than two decades of insight to draw upon, Christine Gauthier considers what she has come to enjoy most about her career. “I like working with people,” she reflects. “From that very first meeting, I enjoy sitting down with clients and seeing what their goals are, and how best I can help them. Oftentimes, people aren’t quite sure where they’re situated in the market, so it’s my job to help them determine their unique needs and goals. Figuring out how I can best help my clients is what I love most. At the end of the transaction, when clients are so grateful for our guidance and the help we’ve been able to provide, we feel proud that we’ve done the best job possible.”

To learn more about Christine Gauthier and Mathieu Lagarde, email info@ChristineGauthier.com, visit ChristineGauthier.com, or call (514) 570 – 4444 www.

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MELISSA GOMEZ As a second-generation Realtor, Melissa Gomez’s industry experience came earlier than most. At eighteen, she earned her license and cut her teeth on the administrative side of the business, cementing her knack for details and contacts. Then, six years ago, she decided to pivot from management to sales, swiftly building her reputation as a twentyfirst century agent with a commitment to market knowledge, client advocacy, and a personal touch.

Today, Melissa serves as a broker under the banner of ERA Top Service Realty, Inc. There, she spearheads her work solo and goes where clients lead. “I have a pretty wide footprint,” she says, which extends through all boroughs with exception of Staten Island, and has taken her from Yonkers, the Bronx, and the Financial District of Manhattan, to Nassau and Suffolk Counties, Queens, Brooklyn, and everywhere in between.

Thus far, Melissa has managed to drive a significant contingent of business through repeat and referral clientele—amounting to roughly 85% of her clientshare. To account for her steady successes, she cites a client-first attitude, education, and availability as some of the key drivers of her working style. “I truly put the clients first,” she says. “That’s why they’re confident enough to come back and refer me to their friends and family. I focus on being patient, communicative, and I always try to put myself in their shoes. That way, I’m really able to educate them and walk them through what can feel like an overwhelming process.”

It’s true that education plays a central role in Melissa’s business model. She is also social media savvy and combines these two attributes in her YouTube series #MoneyMondayswithMelissa, where she tackles a real estate relevant topic every week, demystifying aspects of the buying and selling process to the benefit of her clients. Along with her Instagram feed, @MyRealtorLife, she brings her audience along for the ride as she navigates the fast-paced world of New York City real estate. “Being active online has the benefit of keeping me in front of my client base, but it also serves as a great tool for those I work with, as well,” she says. “It’s been phenomenal method of educating clients and aspiring homebuyers, while being able to keep in touch along the way.”

When it comes to the listing process, Melissa pairs her techforward approach with traditional marketing means. Beginning with professional photography, she then creates custom strategies to bring homes to market. Yard signs and neighborhood campaigns raise local buzz, while specially timed debuts across the leading online listing platforms and social media outlets ensure exposure is wideranging. Likewise, she incorporates targeted ads online to appeal to key demographics and would-be buyers on the hunt for their dream home. “You can’t limit yourself to just the traditional forms of marketing,” she says. “It’s important to make sure you’re out there, but it’s just as important to make sure you’re responding right away and staying accessible.”

Beyond the office, Melissa gives back through local efforts, with recent causes including fundraising for area food pantries. She has also been active with the Long Island Board of Realtors where she has served as a past board secretary and past president of the Young Professional Network. Through her work with LIBOR, she has also earned a host of accolades, including the Top 20 Under 40 Award and Salesperson of the Year. In her free hours, Melissa most enjoys time spent with her family and loved ones, particularly her son, and relishes the opportunity to travel. Past destinations include the Dominican Republic, where Melissa has family, and last year’s trip to Paris and London.

As for the future of her business, Melissa intends to keep momentum going strong. She plans to expand her business organically, while mentoring up-and-coming agents along the way. “That’s been my mission from a broker perspective,” she says. “My hope is to continue to grow and encourage people that have good energy and are motivated. That’s what I’m looking for.”

Now, with more than a decade’s worth of experience in the industry, Melissa Gomez considers what she enjoys most about her career in real estate. “To me, real estate is more than a career. It’s a lifestyle,” she says. “I love what I do, and my favorite part is the challenge. I enjoy negotiating and the excitement of getting an offer accepted and moving the deal into contract. There’s nothing more rewarding than being able to tell my clients we’ve reached that milestone together.”

To learn more about Melissa Gomez, email MelissaGomezEra@gmail.com, visit her website here, or call (718) 464 – 5800, ext. 126 https://www.era.com/ERA-Top-Service-Realty,-Inc.-1211c/Melissa-Gomez-198572a

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 30

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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CYNTHIA HEGLER Broker Cynthia Hegler Co-Owner and Lead of Southern Home Group Realty in Charlotte, North Carolina – is a consummately dedicated Realtor who has firmly established herself as a trusted real estate advocate for her many clients. Working primarily with investors, Cynthia’s personal experience with investment properties – including multiple flips – has squarely positioned her as an expert in her field, and her proven track record of results speaks for itself.

Cynthia, a former restaurant manager, began her career in real estate in 2016. “National Restaurant Properties (America’s largest food service brokerage firm) asked me to start selling restaurants for them,” recalls Cynthia.

“I got my real estate license, but soon found that selling a restaurant can take really long time. I decided that single family residential and investments were a better fit for me, so that’s what I started doing. It picked up really fast for me.”

With its investor-centric approach, Southern Home Group Realty is not your run-of-the-mill agency. “We flip houses and we sell rental properties,” says Cynthia, “and I have a rental portfolio. We also teach investments. My top clients are all investors, and I’m only referred to other investors.” Cynthia is quick to point out, however, that her work in the investment sector does not preclude her from working with anyone who needs her help, including retail buyers and renters.

“I really love being able to educate clients and other agents about investments,” says Cynthia, when asked what provides her with the most career satisfaction.

“I’ve worked with a lot of agents who basically had nothing, but who learned a lot from me and were able to become really, really successful. A lot of my clients started out with one house, and one of them now owns a hundred houses that he’s flipping. When I started out Top Agent Magazine

three years ago, I didn’t have much money either, but in three years my company has sold over 200 homes and flipped eleven.”

The gratitude her clients feel for her is perhaps best made evident by the glowing reviews she has received, including this one from Zillow.com, on which site she is a Premier Agent with a perfect, five-star overall rating: “Cynthia is incredible! We have used her several times now and I can’t say enough about her expertise and professionalism. I would highly recommend her to anyone, whether they are buying or selling a house, both in retail and the investment spaces.”

Looking to the future, Cynthia’s plan is to expand into other markets, and she is currently eyeing Tennessee and Florida. Her overarching commitment, however, is to continue offering the excellent customer service that has become her calling card.

“We turn out amazing products, and we flip amazing houses,” says Cynthia. “We find first-time buyers homes, and we rent to people who maybe can’t get a mortgage. We love to help investors find ways to invest their money in our market, because we have a great platform and we love working with anyone who wants our help.”

For more information about Cynthia Hegler, call 970-275-1977 or email Cynthia@shginvestment.com Copyright Top Agent Magazine 31

TODD S. LITZ The first thing one notices when speaking with leading Agent Todd Litz is his genuine, incredibly affable nature. Keep talking however, and you will quickly be made aware of his deep reservoir of industry knowledge and his true desire to provide his buyers and sellers with the very best customer service available on New York’s Long Island. Working with the highly respected Douglas Elliman Real Estate organization, Todd’s reputation as a Realtor who works hard at being an ethical and enthusiastic advocate for his clients is well-known.

Currently one of the top producers of all 6,000 Douglas Elliman agents, Todd began his real estate career in 2003 following a highly successful long term career as a chef. “My sister is a very successful agent for another company,” says Todd, “and many in my family are either a lawyer, a teacher, a judge or involved in real estate. So I figured I’d give it a shot myself.” After obtaining his license, Todd hit the ground running and achieved almost instant success. “I did very well my first year,” he recalls, “and my second year I was number three in my office. By my third year I achieved the Diamond Award, which is the highest level of achievement.”

Perhaps the best measure of Todd’s incredible success is that fact that more than sixty percent of his business is structured on repeat customers and past clients’ referrals of friends and family. “I’m deeply knowledgeable,” says Todd, when asked to account for this exceptional level of loyalty his customers demonstrate. “I keep my avenues open, as far as learning. I’m also a do-er, I don’t expect anything to be done for me. I’m on top of every aspect of my business; I’m always there for my buyers and sellers. There isn’t a day that goes by that I don’t go through my agenda to make sure everything is done. I think my clients appreciate that.” Todd’s sizeable network of contacts also plays a part in his success. “Whatever they need,” he says, “I find a way to solve their problems and help relieve any stress they might be experiencing.”

Expert, thorough marketing is also a part of Todd’s approach. “My listings are far and wide,” he says. “Because of Douglas Elliman’s marketing campaign, we’re on every single real estate webpage.

I also utilize print ads and magazines. My listings are even on the Chinese MLS.” Additionally, every property that lists for over a million dollars is also marketed through Knight Frank, one of the world’s largest global property consultancies, ensuring maximum international exposure.

The gratitude his clients feel for Todd is perhaps best made evident by the impressive number of glowing reviews he has received for his services on Zillow.com, on which site he holds a perfect fivestar overall rating. Among the raves is this one, which perfectly illustrates the top-notch service he provides: “Todd is a proactive agent who knows the market trends and will help appraise your property to sell. He will also bring in clients that are serious about buying. Todd is easy to reach and is available 24/7 to answer questions and give professional advice. If you choose Todd to be your real estate professional, he will make you feel that you have known him for years, and I can proudly say that I gained a friend through this experience.”

When asked what he enjoys most about what he does for a living, Todd’s answer appears immediately. “I really, really enjoy the people,” he says. “That’s the aspect I like most. I get along very well with people. I meet many clients in this business, and you’ve got to be able to put yourself in their shoes. Buying or selling a home is a very major decision in their lives, and you can’t make light of it.”

Looking to the future, Todd’s plan is to continue growing his business, with plans to expand his business on Long Island’s South Shore to include the North Shore luxury market – and above all - to keep delivering the exceptional customer service that has become his stock-in-trade. “I’m always available to my clients, and I try to stay as informed as possible,” he says. One thing is perfectly clear: any buyer or seller looking for a trustworthy, knowledgeable expert considering real estate assistance can do no better than to work with Todd Litz.

For more about Todd S. Litz, call 516-236-8667 or email Todd.Litz@Elliman.com 32

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Things Successful People Never Do

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

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

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

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

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

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

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

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

4

THEY DON’T TRY TO PLEASE EVERYONE

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

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 34

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

6

GO FOR THE SHORT RUN SOLUTION

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

7

PAY ATTENTION TO THE NAYSAYERS

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

8

THEY NEVER QUIT

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

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

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BRADY STANTON “It’s about providing exceptional, personalized service,” says Top Agent Brady Stanton of Hoskins Real Estate in Melbourne, when asked to account for the impressive results he achieves. Brady, whose upbeat, friendly demeanor is supplemented by his deep reservoir of industry knowledge and honest, ethical approach, has made a name for himself as an agent who can be trusted.

Though relatively new to the real estate industry, Brady has brought to the table an impressive history of business ownership and an attendant history of providing exceptional customer service. Brady, who was also a professional dancer and dance instructor with a slew of awards to his name, moved to Melbourne after years of touring in that profession, in order to be closer to his fiancé, Janine. “I started in property management and business development management, and am now happy to be in a fulltime sales role,” says Brady. Working with the highly-reputable Team Peters at Hoskins, Brady quickly became a force to be reckoned with in the highly-competitive Melbourne market.

son with a family, too, so I try to put myself in their shoes.” Another chief complaint heard from the clients of other agents is about a lack of communication during the sales process, and again, Brady is committed to keeping his buyers and sellers – and future prospects - in the loop every step of the way. “I’m a little bit like a dog with a bone, making sure that nobody misses out on an opportunity for lack of a phone call,” he says. “I take phone calls early in the morning, and late at night.”

While the financial rewards of a real estate career are not inconsiderable, it’s the more personal side of the industry that provides Brady with the greatest job satisfaction. “I love the people element,” he says. “I’m forever dealing with people from different walks of life, with different filters and experiences.

I love the relationships I get to build, and helping clients to achieve their next real estate goal.”

When asked to account for his successes in a challenging market, Brady pauses for a moment before replying. “I’m a people person by nature,” he says. “I love the element of connecting the right people with the right properties, and working to make sure both sides of the transaction – sellers and purchasers – are happy with the level of communication and support they receive.”

Brady gives back to his community in a variety of ways, including his membership in both the local Rotary and Lions clubs.

“Janine and I have a six-month old daughter now,” he says, “and it makes sense to me that if you’re going to bring a child into a community, you should make a mark on that community and be a part of shaping it.” In addition, his office also contributes to the community through their support of multiple charitable organizations.

Brady works hard to rise above the often-negative impressions the general public holds of real estate agents, many of whom are viewed as being solely motivated by their commission checks.

“I think the stereotypical ‘evil sales agent’ stigma is something that we contend with,” he muses. “But I am certainly quite passionate about getting the best possible outcome for my clients, while at the same time not cheating the purchasers. I’m a per-

While Brady’s plans for the future might be considered ambitious, his track record is evidence that every one of his goals will one day be reached. “I’d like to be the lead lister in our office,” he says, “although that’s a tall order because we have some fabulous sales agents on our team.” Above all else, however, is his commitment to continuing to provide the very best service available to his many grateful buyers and sellers.

For more information about Brady Stanton, please call 03 9722 9755 or email brady@hoskins.com.au Top Agent Magazine

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MARK SUDDUTH Mark Sudduth didn’t intend to become a top agent when he took a real estate class at Wichita State University - he was just looking for tips on buying a house. But his aptitude was clear to the instructor, who told Mark that he should take his test to get licensed. “I took the test and I was the second one finished… and I passed,” Mark recalls.

His journey from freshly licensed REALTOR® to perennial top producer was a short one. “The first year I was getting my feet on the ground,” Mark says. “After that I was top one percent worldwide in the Century 21 franchise.” After a few years working - and excelling - at other people’s companies, Mark decided to set out on his own and Realty Executives Sudduth Realty was born.

Starting with no listings and just three employees, Realty Executives Sudduth Realty has in the past 14 years grown to be one of the top companies in South Central Kansas, and currently boasts 17 licensed agents, including his high school coach and daughter Caitlin, who got her license at 17 and now, at 24, is one of the top 50 REALTORS® in South Central Kansas.

Realty Executives Sudduth Realty stands apart because of their consummate professionalism. Mark and his team are there to get the job done first and foremost. “When I got into real estate I learned quickly that all I had to do was do what my customer asked of me, do it right, treat everybody right and I got paid,” he says. “So that’s what we do. Like Doctors and lawyers we are Realtors, we do real estate first, then when we’re done and everybody’s taking care of them, we get paid. It’s as simple as that.”

For Mark treating the customer right is the whole point of the job. “I don’t know how you could find a better job,” he says.

“I just love people, and working with them and putting them in their homes. I love building lifetime friendships. It’s different every day, and it’s always exciting. But most of all: we’ve made tons of dreams come true.”

Mark doesn’t just make dreams come true at work. Coming from a background of modest means himself, Mark believes it’s important to help people break out of the cycle of poverty, which is why his company works with a local Bright Futures Families initiative that mentors people - especially single mothers - as a way to help them transcend their circumstances. “We help them get out of that daily cycle of just surviving and get them on the upward swing where they’re making an income and balancing their budget,” Mark smiles. “So far we have helped graduated 18 individuals and families, which is just amazing.”

Back in 2008, when the market imploded, things were looking bleak. But Mark made the decision to hand the business over to God, and almost immediately things turned around for him. “You tell me what happened,” Mark says. “I certainly wasn’t any smarter than I was the day before, and yet look what came of it!”

That’s why Mark believes the future of Realty Executives Sudduth Realty is not in his hands. “We keep growing, but I’m always listening for what my boss has to say about that,” he says. “I’m just waiting to see what the good Lord has planned for us, and if He wants us to grow we’ll grow. But either way, He has given me the honor to be a REALTOR® all these years for my customers, and it is always a real privilege to handle their investments and be their real estate agent.”

To find out more about Mark Sudduth visit sudduthrealty.com, call 316-775-7717 or email mark@sudduthrealty.com www.

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Five Ways To Increase Your Commission

By Walter Sanford

Sanford Systems has the best systems for making money in real estate.

Sometimes, our clients forget how to stop discounting and to instead raise their “fee.”

This month, we’ll cover five ideas. Here we go:

1

Raise it.

Before the listing appointment, fill out all paperwork with the new rate and make it business as usual. Scared? Well, make a great listing presentation.

Don’t leave until you get the objection. Learn how to overcome the objection.

If you have to, drop it back down to your old retail rate but only after much hesitation.

2

Email new listings.

Send new listings to your database immediately, hours before it hits the MLS. This is a two-fer: #1 - Keep your database informed with secret, prelisting information that they are reluctant to spam and in the email tell them to forward this hot info to their sphere. #2 - You make more double ends with new people.

3

Institute a cancellation fee.

Many agents allow sellers to cancel listings with a guarantee stating

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they can cancel if they are not happy with the process. If you offer this guarantee, you will always be worried about offending sellers who are serial cement heads with a bent toward overpricing. You won’t try hard enough to get the price reduction, thinking they are going to cancel the listing.

On the other hand, sometimes sellers have a legitimate reason for needing to cancel, and, as upsetting as that is, you can’t sell a property that the seller does not want sold. Offer them an out and you get paid for your time, while working with a chance to get the listing back. “I offer an ‘any reason to cancel’ clause. It is $1000 in the first month and goes up an additional $500 a month after that. (Adjust for your price range.) It is fully refundable should you ever re-list the property with me and I am successful in contributing to its close.”

4

Gain limited partnership as commission.

I carried many of my commissions due from builders as a limited partnership interest in their next project, rather than giving them discounts.

5

Skip the discounts.

Instead of discounts, carry your commission as part of any seller carry back. It is better than taking a beating on the amount.

I coach top agents on a limited basis. If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837. Be sure to ask about the half-off sale on our already discounted internet prices for training systems.

Don’t re-invent the wheel. Use 30 years of real estate wisdom and experience to your benefit!

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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TIM WILLIAMS An entrepreneur since age 18, Tim Williams values hard work, service and helping others, whether they are his clients or his team members.

Having owned and operated several businesses beginning upon high school graduation, Tim all along maintained a fascination with homes and real estate in his favorite part of the world, Lexington, South Carolina. “When I could finally afford to do it, I started in the flipping business with a friend,” says Tim. “And we ultimately even got into owner financing.”

By providing owner financing during the economic downturn, Tim helped people realize unexpected dreams of homeownership.

Their home ownerships solution came with very little, if any, risk to the buyer. “We bought properties, fixed them up and sold them people who had the down payment. They owned the home. The title was in their name and they were on an amortized payment schedule, which was better than renting-to-own; they built equity right away.”

That experience ignited Tim’s love of service. He made his foray into traditional residential real estate with a corporate brokerage and later moved to another brokerage for a sting, but quickly realized that, having worked for himself since age 18, it was time for his own independent brokerage. By age 29, he earned his broker’s license. Now, Williams Real Estate Group, which covers Lexington and parts of Lexington County, already comprises 15 agents. “We’ve staked a claim in our MLS, which is good. But my priority is not size or presence, but serving clients.”

Nearly all of the team’s business comes from referrals or repeat clients. “We tell clients from the start that our goal is to make this the best and easiest buying or selling process they’ll ever have,” says Tim. “We handle all the details and have relationships with every vendor they might need. Each of those vendors runs their business with the same level of service that we provide.”

From painters, plumbers and attorneys to title companies and more, Williams Real Estate Group provides seamless, networked service. “Clients should focus on what’s happening in their own lives without getting bogged down by the 380 things that happen in a real estate transaction!”

All along, the team stays in constant contact, communicating updates at least twice a week.

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People remember the simplicity of working with Williams Real Estate Group. “We don’t make big promises that no one can guarantee, but we do focus on getting them exactly what they want as efficiently as possible.” Tim and team explains their three promises when first meeting with someone: “We always do what we say we’re going to do; we’re always on time; and we’re always brutally honest.” They enjoy building relationships and it shows. “By the end of the transaction, if not at the first meeting, we’re great friends. I pride myself on building those relationships over time.”

Even Tim’s approach to selling homes is relational. “We of course use high-definition photographs, marketing videos and targeted online and social media marketing for every house,” he says. “But we also connect with the neighborhood through direct mail and invite the neighbors to open houses.” It helps that Tim and his wife, Cidney, are quite involved in Lexington, from helping out at the schools their three children attend to taking part in city beautification projects. “I love time with my family and vacationing, too,” Tim adds. “They are the center of my world.” They also love Lake Murray – the jewel of South Carolina.

Tim is considering expanding to new markets by building on his core and putting the right people in place to reach Charleston, Augusta and perhaps even Charlotte. To do so, he already has the passion, the drive and the independence of his own service-driven business. More important than expansion or numbers, however, are his clients. “We have serving hearts; I’m motivated by our clients and the opportunity to change how real estate is done and how people perceive agents.”

To learn more about Tim Williams, visit WilliamsRealEstateGroup.com or go to hishttps://www.facebook.com/Williams-Real-Estate-Group-732148600137734/ Facebook page, email soldbytimwilliams@yahoo.com or 803.528.9219 www.

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