NATIONWIDE & INTERNATIONAL 4-5-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

FEATURED AGENTS

MIKE ANDERSON SCOTT AURICH TAMI BIEGERT BONNIE BURAS & EMILY BLOOM HOSKIN BRENDAN BUTLER CHRISTOPHER COBB BOBBY COLVIN JR. ANGELIQUE CRUZ BETHANY CULLEY ERICA CUNEEN RINA DIRISIO KAMRON ENGLER JERMAINE FOX JERMAINE GOLDEN ETHAN GOODRICH KAREN HARRISON & BRIDGET DOLMAN BROOKE HENGST BEN HENRIKSON JEANNETTE HITCHCOCK ADAM ISAACSON SKYLER KEYSER

COVER STORY

LESA LILLIBRIDGE RACHELLE LORAINE VALYN LYONS MADISON ROSE MASON DIANE McCONAGHY LAURENCE McDADE LINDSAY MORIN MARC NILSON LYNN NORMAN MIKE PATEL WAYNE PEACOCK HECTOR PEREZ JANICE PIGGA TOM PRINGLE CRYSTAL QIAN HU MELANIE SOMMERS LYNNE STEINERT PENNY TARWACKI GEORGE THOMAS JOSH THOMAS HELEN LEE TOYODA JENNIE WETTER LAURIE ZOKOE

MARGUERITA CASTANERA

NATIONWIDE & INTERNATIONAL EDITION

JEANNETTE HITCHCOCK When her husband, a loan officer with 20 years of experience, told Jeannette 6 Hitchcock that real estate would be a good fit for her, she decided to give it a shot. She got her license, and over the last seven years she has built an impressive career from the ground up as a Realtor® in Maryland. Through a combination of impeccable service and hard work, Jeannette JERMAINE has made a name for herself asGOLDEN a Realtor® who people can trust.

as a solo agent, putting her in the very top JERMAINE GOLDEN of the county where she lives. Based on

10

14

JANICE 19 PIGGA

27

her number total transactions and her Top Agent Jermaine Golden Also,ofI’d already made a name for myself as a filmmaker, earned, – Lead of EXP Realty’samount The of so commissions people recognized meJeannette from that. When my wife and I With a estate passion knowl- which all help exp Golden Way Real Estate Team started branding asfor a real couplefor on social has earned the spot as theourselves #2 agent all in Troy, Michigan – is a hardmedia, people loved that.” of ReMax in the state of Maryland.

What edge, Janice Pigga strives to every step, Janice co ® working, passionate Realtor keeps her working so hard at her job?her “I clients make the most help unanswered. Even who is truly committed tomeeting “I don’t my clients likesays. they’re just a transaction,” love newtreat people,” Jeannette informed decisions possible touch through socia providing his many gratesays “I provide customer service to every “The trust thatJermaine. people put in me togreat handle JANICE PIGGA MARGUERITA with anmore educational, empowpostcards and event JERMAINE FOX JEANNETTE ful clients with the veryone bestof the single one of my clients.

They’re than customers to biggest purchases of their lives CASTANERA HITCHCOCK customer service available me; they’re like family.

People see attentive that, particularly on McCONAGHY is incredibly fulfilling.”

Jeannette gets ering and approach. become a TEAM friend.

DIANE in the Detroit area market. social media, so wefrom oftenreferrals, get referrals from people who almost all of her business Having built his business haven’t even worked with us.” and Jeannette places on emphasis on flexibility and it’s easyon to asee Her previous career After the 45why – she exudes enthusiasm 39 and 33 of honesty and integrity, 51 57 was in 63 transac foundation are fewforagents comprehensive attention to detail, citing these as there passion her work and puts in sincere effort all ofeducation at Lafayette higher glowing reviews better suited toher helping both buyers sellers achieve – There are many other factors that have played a large role two values that have bolstered career in real es-and her customers. and Moravian plan- recently said, “Jan frequently – their real are estate goals in Jermaine’s ever-growing success story, andCollege, chief among tate. She does herand best to ensureexceed that her clients them would bereading expert negotiation skills and intelligent, an excellent commu ningJeannette events and activities for students.

She loved getting the most out of their home, whether they are In her free time, loves and hangTop Agent Marguerita Castanera began journey in ing the world realbeach, comprehensive strategies that result in fastworks as a solo agent buying or selling,Jermaine and herofficially seven years ofhis expertise out onofthe and she also marketing findsand satisfaction buyers appris educating students providing them with the at Century 21 Wine Country and serves clientskeeps throughout estate 2018, following a successful working atdecorating sales for top dollar, not tonext mention happy clients. allow her to make the in right calls as far as pricing career in staging andresources homes.

Over the few Sonoma and Napa Valley. help create successful events. Also, “I obscure properties Bank. “I’d alwaystries wanted to get into real estate,” he to see hertocareer and marketing areChase concerned.

Jeannette to keep years, she hopes continue to grow recalls, “but the company wouldn’t let me do both at the Another reason would be sheer, work.

“My honest, targets di was negotiating with artists, musicians ®hard Castanera’s journey into real aentire fulltimeand realLINDSAY estate career.

Marguerita curADAM ISAACSON BROOKE HENGST DIANE McCONAGHY MORIN in touchETHAN with herGOODRICH clients every day, and she is with and to keep performing at theMADISON topcontracts tierMarguerita of Realtors JENNIE estate was inspired by her husband, a General rently works as a solo agent at Century 21WETTER same time, citing a conflict of interest.

When they abruptly life my parents have instilled a strong work ethic into my BROOKE pages and keeps th comedians, and I found I just had a knack for contract MASON them every step of the way while they are making in her county. If you’re in ROSE need of top-quality Contractor who real encouraged her to get a real Wine Country and serves clients throughout HENGST fired me out of nowhere a month after I married my wife, siblings and I,” saysestate Jermaine.

“No matter have BETHANY CULLEY license so that she could sell thewhere homes ISonoma and Napa Valley.

LINDSAY such an impactful decision. estate service negotiations,” in Maryland, don’t hesitate to contact active in selling sheAnderson explains.

Inshe 2013, and her thatpro m began his aJanice real estate he built.

But when true pas-was I had to figure out what to do.” Jermaine, an accomplished worked, IMike have always given my all,discovered whether that as MORIN a Jeannette Hitchcock today! sion for helping clients, shein decided tobar leave in Approaching all transactions with the intengenera career in 2005, after managing a his opinion when work husband had their son.

Her career higher education filmmaker and stage producer, decided to give real estate math/computer tutor in college, as a security guard, work74 76 83has her job78 at Book Passage, where she ran writ- 80 tion of building long term relationships ADAM Jeannette’s first goal as a69 Realtor® is to serve, and she we’re With a passion for Montana helping others and a love of buyer or a seller, and selves beloved Whitefish, ers’ conferences and author events, to pursue Marguerita acquire a large network a try, working part time before ultimately realizing that ing at the bank, orhometown working forof DTE Energy.

Iwhen alsohelped gave MADISON sell.

She is extreme led to working many late nights, not ideal trying that are going to push som real estate, Diane McConaghy has flourished as works hard to maintain persistent communication with ISAACSON his commitment to his new career would necessitatetoa take 100% to building my filmTop career, and even when driving 80 her tran for years.

“Customers the barshe were decision.”

Diane and an agent inatthe Western Pennsylvania ROSE Copyright Agent Magazine properties qt care of many aMASON new baby.

She knew that had to region.locates her clients. “I pride myselfcommitment. on the levelInitially of service I as part of a team, ® Shewas got her start after a successful 35-year-long this is the largest purchase full-time working for Uber always when I asking first began doing real estate.

Now, I’m me who a good Realtor provide. I am always responsive andground know how to hantoptheir of lifetimes, her game makealso a change, even though shemyinloved working with and theyan sta career the corporate world. “It was a really Jermaine hit the running and found impressive giving my all with building real estate career.” in ittown,” Mike recalls. interest had one good job, Mike’s but I was ready to try something new,” step of the way. “IMike dle emergencies,”success Jeannette proclaims.

“I never want our home.” students and it would be difficult to leave a career she right out of the gate, selling forty properties in explains. “So I thoughttoI’d try real giving was piqued, and he she eventually decided my clients to wonder when they’re to full hearyear, fromand a staggering total the second half ofgoing his first Jermaine’s plans for the future ofagent hissee business include estate and what happens.”

Seven years fell in love with.

“My dad is an and encouraged Flathe get his real estate license.

After about 3 me next or what’s of going with their transaction.

I’m his career. Soon, she now leads the Diane McConaghy one on hundred overall since beginning opening both mortgage and titlelater, companies to enable oneWhen Janice he isn’t me to pursue Real Estate, so I just took the leap and it als months of running the bar and selling real Team, consisting of herself and four other really focused onTHOMAS ensuring they fear BETHANY CULLEY HARRISON & HELEN JOSH he and histhat wife hadnever teamed upwhat’s to create KAREN The Golden Way stop-shopping convenience for agents his clients, and of course, JENNIE WETTER MIKE ANDERSON as well as a full-time assistant.

It has the community th When estate on the side, Mike’s business was has changed my life.” coming next.” Jeannette is confident in her ability to BRIDGET DOLMAN LEE TOYODA Real Estate Team, andCulley the rest as theirbusibusiness continued growth. wantturned to help Detroit,” into arebuild family affair, with her daughBONNIE BURAS & EMILY BLOOM keep coming back because I’m fun“Ito also workHOSKIN with Bethany grewisuphistory in the Real Estate CHRISTOPHER COBB SCOTT AURICH anythia beginning tofallen take off.

He notice the solve a wide variety of problems, duewith toher herparents range and gave older sister joining team. Much Association. She I’m“The doing,” she has says.

“I always ness, andof grandparents continues its rapid expansion, including the working addition and of I know hewhat says. city offterover the years andatIthe want of five their business consists of“Since repeat clients keep them updated, because I want tobusiness make suremy inRealty the industry.

“When I was about 15 and had with skiing, hiking, or bar, and he hasn’t looked back since.

I grew experiences thefive field.

She comes prepared to tackle raise money for cha She’s now been in the years and is loving other agents to his team. to be a part of re-establishing it and putting it back in its Tami Biegert –in Top Agent with most of them.

I always place cliBonnie Buras hasand lived inmyPlaquemines ensure the transaction runs smoothly from Christopher Cobb up in the real estate listings in advanc and referrals, a testament to their strong to buy this Anyone Butler’s client “Who’s going house?

If I state in “No matter worldwide exposure.

“Sotheby’s has everybody knows what’s going ongrew and undermy driver’s license, momreading would haveBrendan me anycareer challenge. their price point is or up in Whitefish, I know all the locals and my business 87 88 rightful place.”

Group, Inc. in theJOSH Twin Parish Citieswhat West metro ents’ needs ahead of earning a commission.” her 84 entire life, with her family linstart to finish.

This multifaceted approach 91 92 work ethic and customer service. hanging outmarket. withdol fa every minute ofinwith it.process.”

The part about this business is stands what’s happening the drive herthe and most herreviews clients around town encounter so for she luxury business, both best his parents working onthousand the W would certain adjecaand five hundred mercial broker. website highthey come my clients are all tovisited getfounding.

In through the future, Mim grew® quickly,” Mikethe says.

The tremendous rest islisting history, since Currently, the majority of Jermaine’s business is based could show them around,” Bethany rememTHOMAS areawhere of Minnesota, isfrom, trulyeage passionate about dating back togoing the town’s has earned two repuas Realtors digital in Naperville.

By theit’satime years and her seven now she’s selling homes to students she worked with n 1987, Scott end listings in the world.”

Scott prides tives over and over again: personable, house, I’m not marketing to a twenty-tw “I think not just our service that keeps bers.

“By the time I word-of-mouth, washer 16 or 17, I knew where One areaAdditionally, where Bethany stands out ismade her ona continuing theshe same Jeannette’s clients trust upon referrals and positive signifiJermaine his passion customer service Mike hasplans successful career ofourwith helping his what doesgreat for aservice.” living, and sheup, makes There are many then, other reasons for Tami’s Growing she was passionate aboutgota her tation throughout all high ofback, Louisiana, which takes a abo lotc Christopher was midway through them coming but also everything was inknowledgeable, Jackson!”

Bethany more Certified Residential Specialist designation.

“I’m esidential real himself on investing than anyof of professional.

People arestory, year old.honesty I’d aimvery at the thirty and active in the during her time in higher education.

As an indepenkeep toand her services because theyher know cant achievement inEstate the highly competitive world of real filmmaking, with real estate allowing him the luxury repeat clientele w clients achieve their real estate goals. real estate, Real traveling with father to see the vast majority of their volume coming t aand point to returning go above beyond for her continuing success and chief among and integrity,” Diane explains. “We’re very difference.

A listi watching my paroneabout of onlyschool, aJeannette handfulheofrecalls, CRSs in“From the Jackson license in college and started workFor more Hitchcock, development his competitors on advertising and Bethany marso appreciative ofas these qualities that theyexpert demographic.” thatgrateful she is insightful, resourceful, and forthright in theAt “I thinkall that’s because people like me perof ents self-funding his own projects.

Above all, however, candid with our customers, whether it’s a evenslowing started racing dent agent serving the Lehigh Valley in Pennsylvania, area,” explains.

“Iknew got that certificaing in the family business soon after.

“Once ita them properties over the country. his sugfrom repeat clients or referrals.

“We live many buyersestate. and sellers.

Highly would be her negotiation skills down,” h ting it in the MLS work, I that was what I wanted first house When she moved from Atlanta to Kingston, please call (443) 280-3286, a condo projketing to achieve optimum exposure forI value tion because education, and that sets me getswhat in your that’s what you’re going toanother dowhen tend toreal overlook just-as-importway she does business. son and theyshe like Iblood, represent,” says Jermaine, remains his steadfast tothrough providing the topdecided to earn her estate inlargely a commitment close-knit community,” Emily says. motivated, dedicated, andgestion, incredibly knowland her intelligent, leave-no-stone-unturned month later than to do.”

He got his license midway Janice’s business is built off of referrals.

Copy helping out agent With National Parks Realty, Mike serves the Flathead that succe Washington for family reasons, Jennie Wetter’s life email jhitch1981@gmail.com for life,” his Bethany says. For 33 years, Bethany apart. I often get referrals from other CRSs from lls. The condo listings. asked how he managed to customer service that has rapidly become ant trait, one thatimpressive Brendan usesof-the-line tocollege describe He’s been very happy with his caret Looking Jan license andhas quickly made aengender name forsuch her“Word ofchanged mouth is huge and you’re doesn’t mark at Illinois State University, where hehere, edgeable about the real estate industry, Tami approach marketing her listings, both 2007—rig forever.

“I went from four million people toahead, has been serving her clients and building aget great Valley communities of of Whitefish, Bigfork, Kalispell, or visit to JHrealtor.com , and through In 2020, Jeannette closed a staggering 87 transactions levels of trust.

“I represent God first, and I value family. synonymous with his name. himself.

Driven. choice.

“I really enjoy meeting all kin helping achieve their Real self, forging an them accomplished, twenty only as good as your reputation.

That furwe get the word earned a BS in political science.

“Four days crisis.

By four thousand people and four stop lights,” she laughs. s rapidly approaching two decades of helpwhich combined translate into fast sales for nessNational and help past “Iover think of myself as thehas Angie’s List forNorthwest realreal estate, Parks Reo Columbia Falls, Eureka, and all of Montana.

TAMI BIEGERT BONNIE BURAS &Toyoda SCOTT AURICH BRENDAN BUTLER CHRISTOPHER COBB hngsome clients A aresident of Coronado for 30 Estate goals.

Helen Lee been in the estate When listi and focus on proa after graduation I began selling real estate five career as multimillion dollar ther motivates us to go above and beyond of different people and getting to kno her clients achieve their realyear estate goals. top dollar, not to mention happy – and returnA solid majority ofreal his estate business comes from repeat andpast students, frien EMILY BLOOM HOSKIN I’m a resource forofall things and even outside esidential real years, has involved did t With a master’s degree in an allied field, she’d For more information about Jermaine ings can“I inada atGolden, RE/MAX Naperville.”

After 28 years producer. Later, she was joined bybeen her deeply for all our clients.”

“IScott was a baseball player inand high school,” them.

You health a Mike lot about someo ing referring – customers.

Postcards, industry for over thirty-two years.

She started out with asell com With Keller Williams Realty, emphasizes referral clients, an impressive feat that speaks tolearn thehelp d a brokerage in his community.

He has served on the them no matte of it,” she says.

But Janice’s emphasis on education I almost d dedicated herself to service, education, and treating on the market.” of selling thousands of homes and earning Bethany serves Jackson and the Tricall 248-635-6720 or email JGoldenRealtor@gmail.com Emily Bloom Hoskin, who began helpTami became licensed as daughter-in-law, aplease real estate agent videos, and deft utilization of social media he explains, “and that experience taught through process of buying or aselli clients.

“I’m lo trust and properties confidence heChris inspires.

“Repeat andthe referral managing rental in Seattle, a aviation through, sh County area, includingwhile Brandon, he rest isfollowing hisCoronado Schools Foundation Board, ing with people well.

She applied herbuilding knowledge inpassion the dozens of achievement awards, coning working out as an office assistant earning her Master’s Outside their career, Bonnie and Emily aremakes active within to help clien also sets her apart from her peers, as she it her n 2004, a career in the marketing are just some of the avenues Tami me to push myself pretty hard.”

That pera home.

I love building relationships w Clinton, Flora, Madison, Pearl, to work wit is a hugehispart of industry, my business,” he says. work with towant traveling from her “I home inCommunity Georgia cities out to is be i /broker ofand Suntitle end ofinthe Rady Children’s Hospital Foundation involvement tinues servicing at with RE/MAX ofbusiness Naperville. counseling. almost five years counseling,” their community, sponsoring numerous charities and sizable portfolio learning the from the maintenanc inancial industry.

She began utilizes to gain maximum exposure forand herclients listings. and “After Ridgeland.

An her impressive toeverything guide them throu main priority when working clients.

“Iteach really do sonal drive andindiscipline paid off early my clients, doing I can to ta work hard to serv a lot of different developers and high-end clients who off the de across the Country to the airlines how to safely He has been a volunteer teach ific Sotheby’s Board, and the Board of Trustees for 95% of Bethany’s business comes Emily says, “I was presented with such a wonderful events around Plaquemines Parish.

When she’s not with career managing a small credit union and eventually for Brendan.

When he graduated he had the option to away the inherent stress of that experience.”

In the meantime, sl a great job in educating them on the process of buying ® field agai people with disabilities.

In Kingston—too far an ground up.

One day, shetransport realized reallistings.” estate, in presenting home for m from repeat and referral clients, seriously.”

Mike buy and sellback, frequently, as wellthat as Christopher resale schools, interac As a Realtor with RE/MAX of Naperville, pecializes selling all ofCloser St.and Pauls Church, he also coached 14 opportunity to Methodist switch occupations andhas work alongside clients or giving Bonnie, a devoted grandmother, worked herinway to Title up speaks to the When she’s not working, Tami enjoys nothing more athen feat that toposithe professional trust and play ball for the Baltimore Orioles, who from the centers of Seattle or the aviation industry— path.

“IValley love or selling their home.

IWill have video tutorials, a95% booklet, Magiccurrent of Thinking Big”, which serves DuPage and counties.

An amazing of theprofessiona Flathead his of clients achieve theirmy seasons ofcareer youth sports supported many local Mother-In-Law; after all, when youspending think of New can found spending quality time with her family, Phone 310-734-1440 |and Fax 310-734-1440 particular, could perfectly balance her professional ion mortgage Loan Officer.

This path has than time with herbe family, which includes her looking confidence she inspires.

“Clients began forpart another careerdream where she could had drafted him, oryou become aeven college athlete for Towson Brendan also loves building relationships fro creatively, andaway set goals his business comes fromshe repeat andisgo referral clients, ahow Attentive communication a big of Mike charities.

Scott is an avid paddle surfer and recently, Orleans or Plaquemines Parish Real Estate, think of taking a cruise vacation, or relaxing with friends and clients reach their g and a custom timeline once we under contract, mbued Tami with extensive knowledge regarding real two children.experience, The family enjoys outdoor activities, and apply herspirit, values and skillset. entrepreneurial and passion for each step Copyright Top Agentand Magazine also the new defensive line coo testament to the trust confidence he inspires.

“I realUniversity.

He chose the education. the business, giving back to his community through cares for his clients, and he makes a point to always an even more avid horseman.

He also enjoys golfing, Bonnie Buras.” colleagues on weekends.

Meanwhile, Emily enjoys takmag@topagentmagazine.com | www.topagentmagazine.com estate transactions that places her head and shoulders Tami also occupies herself with philanthropic efforts.

As the very beginning,” varsity football team. When he ized the importance ofsame service from church andearn the local high schools. He particularly enjo ing inrespond the festivals and cultural around New ss comes from and skiing, playing tournament poker. of ahelping day andhotspots never let communication others, sothe she decided to her license beg above much of repeat her competition.

“It’sand been very helpful Founder local networking group called Northwest “Real estate had been the furthest thing from “From my enjoys stayin back, Christopher Christopher says.

“My parents would tell me, we’re in to high-school For more information about Janice Pig lending his experience athletes on a pa He started on the investment side of the real estate busiToday, Bonnie and Emily have joined forces as the Orleans with her husband. e feat that speaks to the lag.

“The biggest thing for me is always returning a mind. Iayears didn’t myself as she aout salesperson, and I’d of hadCrossFit, – for both me and my clients – to fully understand the Community Connections, Tami helps raiseand considerable an enthusiast Rugb thesenior service industry, there’s lot ofsee competition and jump in.

In the twelve since, hasn’t client does please call 484-634-1988 or email janicepigga@ ness, flipping his first house his year in college, similar to the one he’s walked.

When he takes time Bonnie Buras Team, powered by Coldwell Banker TEC, In the future, Scott plans to continue doing what he ires.

“I’ve sold over 600 call on the same day,” he says.

“I make sure I keep in a couple of bad experiences with real estate agents. ransaction from start to finish, having worked in all of funds for in-need residents herhave community. there.ofYou to work hard for people and go the extra they serve clients throughout Plaquemines Parish Bonnie and havewhat strong plans for thereputation future and found enjoyed the process.

He gotEmily his license himself, prefers the of simple of hangingiso looked back. business Scott says.fields “I have ofwhere loves, serving his clients and that his he community.

“I love agoing bad inChristopher 2004,pleasures with many keeps mehe strong.” he major thata lot make a transaction come together,” continues being p mile fortouch, them, and and that’s when The you industry do, you had will get excellent and all of Louisiana.

There, they have combined their their family business.

With their annual volume ranking agents only interested in making money withoutwhile also bu graduated, and after years is now one of “and the with a round ofnew golf. ommunity the relationships I after get tohebuild he five says. ays Tami. for a long time, “I with really,clients,” really enjoy what I do,” says Tami, I defitechnology results.

Then people will realize how friends, hard you or work, and From in-h of experience and fastest extensive professional network themmy consistently the top agents their region, regard for the impact on clients.

I sawuses an opportunity clients become friends.

I enjoy helping about relationships.” years“My growing Realtors inpeople the they Greater Baltimore area. nitely enjoy working with clients.

Itamong isback incredibly When it comes to with marketing hisinlistings, Mike with clients and Realtors®. “As will keep coming referrals.”

2 Top Agent Magazine to provide a better kind of service.” to facilitate transactions ofTami all kinds, standing tallToday, asto themake they arecome most excited for the new steady opportunities thatof lie Brendan’s business has h Helen leads Toyoda Group and giving the information theyclosed need Last year Brendan fifty transactions with athe sales The growth n addition to working with buyers and them sellers, rewarding to see the transaction together and watch ital, we can sometimes lose th a comprehensive approach to ensure maximum expotop earning team fordecision.

ColdwellI Banker TEC for theI’m State ahead. “In emphasizes real estate, you get to do something differ- says. “We need people who ar such aindustry, critical doing what doing, provides helps toof make Christopher the importance of providing enjoys all aspects the real estate and duringenjoy clients’ dreams become a reality.

“It’s all about advovolume of you sixteen million, all of that achieved as a solo excited, and conscious of the fact that he’ll need to bu at HomeSmart Real Estate Associates, sure.

He and his admin team push listings to dozens After getting license, it took six months to sell her of Louisiana since 2014. ent every single day,” Bonnie says. her “And through it all, ®

JERMAINE FOX

MARGUERITA CASTANERA

HELEN LEE TOYOD MIKE ANDERSON

TAMI BIEGERT

AN GOODRICH

BRENDAN BUTLER

BOBBY COLVIN JR ERICA CUNEEN ANGELIQUE CRUZ

BEN RINA DIRISIO KAMRON ENGLER

HENRIKSON

As aEngler youngleft man,When BenitHenrikson would listings, Rina began her realin estate almost comes to marketing As a past young man, Kamron One thing that sets The Englerlook Grou r atstart of her real as aa career valuable thecareer year. like the fact that we’re small, local When Erica Cuneen emerged was seeking the estate career, Fortool Angelique, one of “People thea biggest by accident while she was attending Rina uses a combination of techniques stagin work alongside his father, a real estate college to pursue career in real estate. is the quality of their marketing, a 104 103 95 99 100 ourdesigned 96 ago, All properties alsorewards featured on the weekand career hands-on.

We make own decisions,” change thatevery would provide her with are more que Cruz has approached comes from her is university in 1989.that “IHe had a few more to gain maximum exposure got licensed as a Realtor two helping years him work on rehabbing put sincere effort into gettingofthei th investor, Erica says.

“If we need to doforsomething flexibility and with her two young chilbefore finished my degree her sellers.spe“We invest heavily in par- with professionalism ly TV show, Themonths Sunday thatShowcase it Igives her of theHomes, ability help ction and time a ago, and going to into hisoththird year, he is digital out to the public in several ways.

T impo and maintaining Throughshethese and tookers. the “I real estate course morepeople. marketing,” says. “We’re cial forFor a listing, we’ll do it.”homes. dren, level she turned estate.runs “Right away, to provide the highest of ser- to real love empowering so AM which every Sunday from 10:00-10:30. already making waves as an agent with a CRM system to send monthly n out of curiosity than anything else,” way ahead of the game in terms of listin endeavors, Ben developed a profound loved it,”inErica “I was able to pro- many people, Currently on her Ithird year the says. home ownership a distinct work and the ability to Matterport virtual tours, drone footage, ters, delivers holiday mailers to f uild“Our goal is to get theRina. maximum exposure for ethicseems recalls about people, Erica loves that videtoastart valuable interest in real estate, and her when ss, she was inspired by her service helping people with like an impossible dream. Passionate There is no solve problems creatively and efficiently. theirtonetwork, and check up on p and video tours.”

That’s inhe addition rks, your listing,” Bobby says, “and get it sold as work brings her into team, partnership diverse biggest I never thought“Ireal er, who told hertheir that she had investment. the thanwith showing them that ended greater up lovingfeeling it, and I never looked marketing on Facebook, graduated college, hewith decided to getInstagram, his entsandevery once in a while,Ben Along his newly created to p a quickly possible as possible.” ® media, as well andThe dynamic clients.®Town “Everyone ismake so differwas something I wouldasdo, butback.” it’sforitasismuch taspersonality forestate a REALTOR . absolutely achievable.

The Engler Group ofbond RE/MAX their connections. Kamron focus uses Realtor’s licenseother andsocial a career outas Google ads.

Rina also uses print marketing, in the is affiliated been ent, and there arethe no North two days or transactions an amazing que with eXp Realty experience. I get to use my and trust we develop during that transand Country, Kamron serves sional videography for his listings the w ofDIRISIO Real Estate.

Ben hasof built a storied BEN Now, 32 years later, Rina is among the the form bro- HENRIKSON KAMRON ENGLER ERICA CUNEEN RINA BOBBY COLVIN JR. ANGELIQUE CRUZ that are the same, which is perfect forextensive me.

I colour print skills as an educator, my negotiation skills, on the Milwaukee action process is truly priceless.” dmarily up focused Community involvement is important to Georgia Mountain Market, everywhere he markets through email and esp Top 1% for Royal Lepage in Canada. chures,IL justarea, listed and cards,with and just sold He w career in the Elgin, am always and learning, feeds my nature), and where serves (which a wideKEYSER variety of competitive to Hiawassee, and makes was sheSKYLER Bobby and the RE/MAX TEAM, andJasper theyservice, are Her Icommitment to from personalized combinedevolving cards, all ofitconstantly which she targets to her farm areas. social media. His work ethic and p more than thirty years in the industry, whether itthe betheir fromquality my clients, my team, or have great into time withalways my clients, who with usuhispassionate mission toexpertise, provide best exposure have enabled himthis to cg andbefore sellers.

Angelique is about herworks years of experience and drives local truly der making the aplunge with too, which herher to commake ting tohas give back. contribution By now, Valyn Lyons experience with $45 million of total volume in 2020 and owner referrals, a looking significant achievement inA the of to he has a lifetime’s worth of experience When it comes to marketing her listings, Rachelle Loraine began her Real Estate Prior to real estate, Laurence McDade $500,000 on their homes, real estate service possible to as many people as he transactions per year in both his first two years, set her apart when it comes to helping clients achieve A lifelong Oakville resident, Rina distinguishes herthe market itself.” ally become friends.” munity involvement and has helped ler’s estate practice, Lesa Lillibridge has experience rewarding.

Her clients appreciate her from every every closing goes to the local Children’s 115 116 112 their goals. self with her extensive knowledge ofto thehandle local just about kind of real estate there is looking to the envelope even Tempe, highly real estate industry.

108 111 in the area. hopes topush pushmarket. that number even further infur2021 107 90% of hisworkin busine that makes him uniquely suited the many f Angelique’s greatest establish thecan first chapter ofAmerica, The National to trust who they’re served in corporate relocating Rachelle draws on the considerable resources 2018, after tocompetitive Cleveland tor forcareer over 10 in years now.attributes, Having amoving compassion and effort; Lesa has achieved 92% “Product knowledge is everything,” she says, and the ® aand listing Miracle Network they to get involved ed oftoHospital, this Association has to and do with the long-lasteo reason why so of many clients areMuch eager of Real Estate Professionals in Though her thriving business keeps her busy, After five years the industry, Erica opened her perience infor allagent aspects real estate, herlike business from repeat and referrals clear that Ben’s surprises that real estate can throw him. I look to is, in from new construction toown long-time ther inErica 2021.

Atlanta is bc outher, for my clients’ toofHispanic Atlanta tofocused, accept aclients position as proof Safety The EZ Sales Team provides. haveatAccording pheto be with her now-fiancé and working A seasoned Royal LePage Real Estate Services veteran, is in the results.

A professional individual, Kamron gives his“We Kamron is 100% focused on expandingTop his b into various community events.

When he is not working or et getting proing, closing table-transcending relationop Producing Agent the in Northern from past clients and an excellent reputation with her again, isit,” herinprotective spirit and caring stateRina’s of Wisconsin, where she serves as the secrededicates herself to giving back to the community.

Her company which now includes twothe teams.

With an office he gets things do primary markets areHR Oakville, and its surroundinvestors.

She has been in real estate for a hot market, people keep moving in, and they were my own.”

Director and Manager for a prominent nomenal marketing and our own Marketing within the insurance agency owned. all to his works, and toils endlessly his cliand growing his brand in creative new ways, t.my After the new construction within herincluding community. viding ships they form with their clients.

“We “My clients can feel that I’m margenuine and comtary the board.

“Our goal and our mission company volunteers regularly at to themake in Oak Park and another inhe Chicago, Erica’s company, clients realgiving back, Bobby can beof found riding around town on his ing founding communities Milton, Burlington, and In addition tolocal beingfood in thepantry, Top 1% to of make Realtors®sure in his Broke A solo agent, Ben works hard ents’ lives as they are working through bring youth and innovation to the industry.

2008,and Lesa earned herI protect license as a best road construction company.

However, fifteen years Atlanta, and garnered a comfortable “they’re not making more land!”

NowNorth isHe Company, EZ Productions,” Rachelle “We catered to professionals, including Hamilton.

An impressive 70% of Rina’s business comes Canada, some of the awards Rina has received include nate, they know their interest. is help empower Latino homebuyers through edustomer reach out tointhem many times each year, and they participate actively inMedia philanthropic events to Beyond Properties Realty, serves the city and the western bike, hiking, or skiing.

Ato highlight of his biking adventures decades clients are satisfied andhis comfortable atand every turn. After their real estate transactions.

His style of guiding every day, is constantly evolving to meetin 010, earning thethe top rankof Rookie of During her free time, Lesa loves to spend time from repeat and referral clients.

“Clients keep coming the Royal LePage Hall of Fame Award, the Lifetime ® mom, I fall into role a caretaker with ease, cational resources, connecting them with lenders and ensure do pop-buys, and quarterly appreciation support organizations.

When she is not helping clisuburbs.teams “Wehuge take great care ofof clients.”

Erica says.

For Laurence, the transac once theCO business downsized, Laurence amount success over the course of local the time to move inRoyal on real it, and with Valyn’s says.

“When I do aClub listing, EZ Media goes who wanted toour create Realtors took him from Pittsburgh, PA to because Denver, in 2019 in aevery ard. Most recently, and Lesa earned the clients through aspect ofis the process infor a thoried that to can throw at him.

Wash back provide great and straight Chairman’s reaching top challenges 1% of the in the we outdoors with herservice family.

They takeHe short his job.

“I l communicative and thorough, opting beestatelove lways strive to guide buyers on and sellers into the providing informational workshops.” ents, Erica loves the outdoors: canoeing, camping, hiking, “Everyone the team is great at whatfacts,” they do, which buyer events, among other things,” says Skyler, atgood the Realtors closing table; ins found himself searching new career 3% in America Award and her the 27 and does professional photography, drone a concierge experience for their clients,” Rina LePage residential sales force for ten years, and the career.

Through a winning combination experience, she is a bet for knowing manner is ain boon for anyone who works with this message for new looking toget bre tripssays. to theirough lakeside cottage onfor theashore of sTop Johnstown and total of days. being able to ing, co malleable in the face of adversity in order to meet irection.

I’ve been through many situations in and biking.

Apossible, lifelong learner, she aren’t,” isAward passionate about tryallows anand excellent the client.” goals, whoexperience currentlyforholds a that perfect five-star Lifetime ofKamron Excellence. io President’s Club Award.for Lesa Atwood Lake and travel when typically him.

“I’m willing to do what others the market: “Don’t be afraid to go outside the to remain in touch with better spoke to his passion for helping MARC NILSON LAURENCE M c DADE VALYN LYONS footage, videos, and 3D Matterport tours.

Rachelle recalls.

That’s how she became an ia and Somerset SKYLER KEYSER of talent, grit, and personability, Valyn has the ins and outs of the market.

LESA LILLIBRIDGE RACHELLE here I didn’t have the right people to guide me This year, Angelique is looking to obtain her broker’s thing new every his clients’ needs.

“I’m honest and I get back to ed rea ing new things; currently, she is learning how to play the “I always empower my clients with all their options.

It’s stellar rating on Zillow.com, comprised of scores ave built a successful, ever-growing to historical sites. “No Lesa matter is also what very involved says. itspirit, is, I’ll in work hard to make sure to separate yourself from what everyone else is the deals are strive done others and entrepreneurial so hethis HECTOR PEREZ Pennsylvania.

Apartner In says, “We hope to continue the moow me the righttimeless way tofoundations go,the so Ifuture, had to blindly license, and in the near future she toThat establish LORAINE not about the sale, it’smany about making sure they can make When she issays notseason. working, Rina enjoys going outtimely inafter the and way, even in Hong Kong insurance for the EZ Sales Team, of experiences th drums, and will try downhill skiing Erica’s clients rave about theaattentive service and the people,” Ben with confidence.

“I’m ompany on the ofof high level proven toBobby be force to be reckoned inplans rusted glowing testimonials.

There are the community both personally and professionally.

She says CRYSTAL QIAN HU it with gets done.

I don’t mind coldhercalls or someone doing the dirty Real Estate is about creativity!”

Kamron hopes LYNN NORMAN an informed decision.” city, window shopping, and getting together withTom, friends. yself.

That’s why it Estate gives meteam great satisfaction her own team.

“I want toto help agents become successdecided attain his real estate license.

He are thriving in their new ervice, knowledge, communication, continued learnfromthe repeat and mentum we’ve been carrying with us since the doors first focus on relationships.

With a high rate of repeat clients Tom Pringle began his real estate career and he is President of dad taught her to “always give back to the area in which you live Ben thoroughly e I cut to the chase, and I never leave my clients in can walk through one of my listings.” #1 Real in Ohio.

When one other factors as well, including incredible work, whatever it is.”

Kamron’s commitment to tackthis mentality and use it to turn his team into th gratef of their home, especially during the start With his signature patience, passion, Wayne Peacock began his real estate virtual opentohouses andCrystal worksQian with a the industry, andful she has found afrom great deal Valyn has become fully absorbed in her rentation his work ethic and deep they constantly teach me something new.” that resource for other people and help them and learn tovolunteers the heart so that they have Prior realplans estate, Hu start-inhis clienthis expe ofthe technology, and true generosity, with and work”.

She for and serves/ served on the council Looking toour the future, Erica has no to slow down.

“I’d and referral business, Erica takes pride in the loyalty she eaks to the trust opened and continue providing outstanding service to of this attentive service, hasn’t looked back since.

“Lake on that website tobe give her clients broad ling issues and obstacles has earned him respected North Georgia, and toWaneka take ca inwork 2002.

“I’ve been inovercoming sales all my life,” neighborhood, market knowledge and top-notch marketthe dark about what’s going on with their transacStaying in touch with clients also bolsters Rina’s referWhen asked about the future of the business, Rina plans ® of the pandemic.” and enthusiasm for helping others, real of Team Leaders told her she should career after working in health care manprofessional photographer to represent custo 124 127 128 nt to clients, haspersonal of fulfillment in her work. work asthe ahighest Realtor , which makes ing results for her Mike clients! Patel 123 e their goals.” the power to change people’s lives forHabitat theProperties 119 120 ed outto as aresults nurse’s assistant; however, she providing ers,”her she s of several local organizations, including for Humanity, like Beyond toopening continue to just grow, always inspires amongst clientele.

“We’re very relationship m for coverage. aHector reputation abetter.”

Realtor who gets intry aAND timely level! ral base and nurtures lasting personal connections. continue growing while stillBen ing strategies that result in quick for dollar, semi-professional -based approach clients.

I her love waking up every day and having something Tom says.

So when aasCross, friend was adrawn Lafayette. also pa tremendous reputation thr As adonates lifelong tion.

I really tothe beIteam, available.” keeps his He estate was a sales natural fittop for Perez.

Giving back to her community is of an agent, Rachelle jumped right in and hasn’t agement at a local hospital.

“A friend a property faithfully and attractively to Home Builders Association, American Redwho and the ALC. on creating a smooth and eas was always to the process of buying assistant b ing real estate buyers and Outside of work Mike finds time to stay prefer quality over quantity,” Erica says.

“I want my team focused,” Erica says.

“I always tell people that once “People know that whatever they need, they can always highly personalized service.

“We’re a small team, but uniquely suited to tackling every aspect of manner, and can always be relied upon. erves. ® not to mention happy clients. n the world of real It is difficult for Hector to choose one Now with almost three years experience around fully sernew on my plate.

What excites me is helping people get development in Longmont called Rainbow closing to children’s hospit community-focu phone and isvolume,” quick to relay new information with the entirety ofand his volume com Today, Laurence is aexplains.

Realtor at the Lindsey Marketing en lotlooked in her as a since.

Realtor, but sheto also knows Shego.” alsopick serves onlove several committees including Luxury Homes and selling homes.

After learning about the ing makes ita comes totime establishing aclient, successful of mine was trying get me into real potential buyers.

Wayne also promotes up the phone and ask me,” she She keeps we on do astrong, lot of Rina says.

“I love negotiating huge importance to Rachelle.

She works with the back “It’s boomed from there,” Rachelle omplish their dreams for the involved in his community by working his buyers sellers has tran to grow in a way that is steady, and sustainable. they’re my I never let them Clients the lake,” What Lynn likes most about what she ® time, wondering Valyn is big on repeat business, and she makes aand real estate that her clients’ cases can her.Network.

“This thing heher likes most about his atthe eXp Hector has aand Realtor outs of construction.

This knowledge makes her Committee, Commercial Division Committee, the yhe throughout the where they want to as beapproach realize things they may not even Ridge Estates ifasclients Tom would Children’s Miracle ofat the local ElgI his clients, he always tells them the truth. in Erica contact via aRealty, monthly newsletter, Christmas cards, for mybe clients and getting them the best deal.

I career, realty industry through friend, a local knowing Angelique stresses theyears,” importance of repeat clients orthrow referrals.

But rat Group, where he assists throughout South On theand customer interaction side, Kamron puts an estate for recalls, “and listings via his monthly newsletter and We want to help many people asand we can and continue hands-on andbuying comprehensive her ars. got his start when aWayne with local charities.

Heasked has also served as mpordoes is helping people find aand home where is based nearly two-thirds Charitable Assistance Corporation topossible feed says.

“My business has surpassed all expectations.”

When he’s not working, Skyler playing hockey, ”tedhetoMike says, recalling a deep understanding ofpeople. and selling Diversification Committee. because hethat is passionate about so much grown a enjoys thriving business ininLakewood Montclair, love what Ijust do, and Ibusiness would like tofor help people to think calendars, and phone calls every now and then to new check agent, she began to realize the business life—whe nding yourself with the right “My serious effort to make her clients feel comfortable. is not a me.

It’s who I am, it’s what Io have thought were possible.” whom he has interested helping him sell builds, “I in a local community choir.

W identifying the specific needs of each providing the amazing service ourestate clients deserve.” team provide.

“We’re connected with like-minded ing“I on the numbers, Laurence remai Fulton County andonthe greater Metro Atlanta area.

By holistic eventually Iflipping thought, I’ve got contacts, his own website. twas who their family canother gather.

“It’s exciting business ofskiing President onemphasis anneedy Asian-American non-profit ell as in thethe home inspections process and has a long in and see how clients are doing. of real in ahis new more way.” clients, a sure indicator of th and snowboarding, and also gives back to both become an agent. families Thanksgiving and Christmas dinner, of profession. enjoy the process,” New Jersey, serving the northern counties noton only compassion for ss partners haveprofessionals, contributed She tosoa our lot of individual so that product, hecomplimented can do, more work service When working listings, Ben gives special care toTom jumped right in.and It client was afounding great and working, enjoys spendin clients see uscome as afrom great resource interacts with clients constantly on social media, I effectively know it, Iherlove it,” says.

“My part is a ke when people ayears, city, and they ruction references when needed.

With such aand broad I like working with people and I’m incoming the relationships.

“I favorite love theprojects excitem applying his eighteen ofHis professional experience pired him to look into a an career business affiliation isorganizes ayears memIn the willrecognized continue taking steps to keep but Hector says, “and I Valyn love thehis people.

I’ve across the state.

He has been his community the real estate industry inLesa multiple inand real estate, and team provide. others, also her entrepreneurial spirit.

Outside ccess.

When I don’t have answer for and she an annual company food drive withRachelle serves northeast Ohio with The EZ Sales towards meeting them. communication skills and during theLesa buying/selling process and beyond,” Erica organha the appearance offamily the and home, skill home he learned while nfield. the Johnstown itfamily,” was aTeam great wayservice to get started.”

In the 18 the hisat wife andup golfing. her field, isaway no surprise that has so much area, want time with Lynn growing her business and to fully her clients needs. customer service already, somore I’ll give itthe Wayne’s community involvement takes te.

Right he knew that it ofseen ber and board member of a local non-profit and, when the istheir there, hosts events for clients seeing in atheir the end ofnon-profit the transacdeveloped new relationships with clients for option hisofservice, including receiving the clients, setting them with lenders, and in-depth knowledge of both new construction ways, including his support Feed My Starving Iitended up Inspired, she attained her license in 2017 traveling hing, I know that I have a network peoavailability make him a real estate agent that clients in her Team that fed over 600 families in each 2019 Team.

She is already seeing her repeat and referral sing properties to says. almost“We $19 million in total sales refer fantastic lawyers, Shelenders, hasbecause already added adoing full-time Administrative Assistant, Tocontractors. find out more about Rina DiRisio, you can contact her direct at 905-849-3346, spots. says.

“It’s exciting they’re the HU homeless wit working with his father.

“I really concentrate on preis that ½ years since, Tom hasn’t looked back.

He HECTOR PEREZ because the journey is the so personal and 2019 Circle of Excellence Bronze, and the ht choice for him andChildren pasorganization.

Inestate, his spare time, hemy loves to CRYSTAL QIAN aLYNN When he took the leap, many forms.

He donates to and volunteers TOM PRINGLE organization.

He also sits on the Associate ypart mother that Ithey was andbeing dove in. She Today, Crystal isclients’ an agent around MIKE PATEL WAYNE PEACOCK love working with.

“I love able to solve issue an reach totry.” in order tofelt get thefinally correct NORMAN to socialize and meet each other.

“My clients are tion.” finds her transactions toAt bethe emotionalong transaction. end ofinth th general real he has aalso process to meet 020 asbusiness an out individual agent, including single Transaction Coordinator, Showing Agents, andcultivated isYou building People like working with because wefamily can take care of Marc began his journey yat boat, it family tousbring their together.

Iemail love rina.ca orthe by at rina@rina.ca. can find her online at and 2020.

When she is not working or giving back, grow, an impressive feat that speaks to loves spending senting a home to the broadest audience.

I take the Bobby and his loves putting his clients first and helping In the future, Tom plans tote such a big decision.

It’s an honor to be 2020 Circle of Excellence Silver. for eXp Realty, where she assists clients she also Board for Future for Kids, for which he helped stage w I started.”

Skyler for people who don’t know how and need the help,” out being able to help clients travel and work on improving his golf game.

Wayne says, “I loved it, and I haven’t with the Humane Society, is active in the ation.”

She also believes good marketing dos, vacant land, rentals and commercial real estate. more Team Members as Inside Sales Agents, and adding a full they’ve gotten into their dream hom the ambitions of any buyer orwe seller. everything they need.” friends,” Valyn says.

“I go to their weddings and ally rewarding experiences, and helping them getreal to the way totrust helping them find what they’ve always MELANIE SOMMERS reading the esta PENNY TARWACKI hiking maximum number ofSalem photos to ensure that Rachelle enjoys spending time with her fiancé and confidence “Real is all bythings their side through it. & I reach also we love the seminal agents in Kamron says.

“Seeing clients accomplish they them achieve their estate goals. onget social mediawith andhis throughout the Greater Area.

Having back tosta s a golf tournament that raised overestate $100k to benefit for d, vowing not be aying onincreased top oftomoment the latest trends isshe key inspires. in Lesa with every year that hersother ahave milestone inpassing their spectrum of Real Estate Professionals toreal her Team.

If you are looked back.”

Chamber of Commerce, and he currently dreamt of.” first home—it all becomes worthwhil ® arrivals took the time toh Real estate has always intrigued Laurie talk on Facebook.

I love showing new around end of the line is immensely satisfying every time.

Dad, Poor Dad. “My brother never they could; it’s incredibly fulfilling.” growth I feel from learning new things every day.

I is thought about empowering Forsays.

Hector,“By his role as areal Realtor founded her process around market expertise, attention seas, and when she’s the future, Ben business.

She has experience in“I’m a variety of different all the best angles and looks of the home,” Ben says. cting with potential buyers. a big fan underprivileged children. heir first five years interested in quality estate services in Ohio with a proven nown to many of her clients as the videos and professional photography, her That way we can new developments in the indus puppy, cooking, enjoying Cleveland’s beautiful parks, about relationships for me,” she holding s currently a branch manager In the next few years Mike looks forward Copyright Top Agent Magazine runs the Murphy Business Association, a a terErica keeps in touch with past clients regularly.

“Erica says, inmarket the busiorganizations.

She is involved with varInbusiness 1988, Penny Tarwacki, aeducation mother of Over the years, Penny has When listing a sure property, Laurence utilizes the full pandemic,” Zokoe.

After a successful career as an video ofKamron wants first and foremost to provide maximum You can get in touch with Kamron Engler

by Lau pho dyears her vast knowledge and successful to detail, and client advocacy, she has established the139 pursuing herheMBA fro love that sense of gaining newearned skills.” his clients through and providing them history of Top Producing results, be to give Lesa Lillibridge keting through Facebook, and decided to than start investing.

Atlanta as well.”

She takes athe personal approach to service can toW and He uses photos and drone to make his listings 132 With RE/MAX Alliance, Tom serves an area covering serve his clients.

More anything, he s need throughout Condo Queen”, Lynne Steinert has been customized marketing plan focuses indiPennsylvania Estate, with 16 agents to expanding his business further.

His goal iswith to continhiking, and trying new restaurants. the client’s hand, being at every showing, being at check inInstagram, on their lives and how I interest can help.

It’s really all As Real aa“Idiverse Realtor® with Coldwell Banker High Country nonprofit organization to help bring businesses together 135 136 131 pletely hands-on,” ious foodbanks and organizations in the nse indetermination Even though Lynn’s business keeps her four, took an in the real estate rific reputation throughout Wyandotte, helps Lesa serve range of clientele. value to the client, and everything he does is geared (706) 669-6705 by emailLaurence at kamron.engler@gma a call or text, Lesa’s motto: “Here toattentive SERVE YOU!” foundations to meet the needs of any buyer or seller. fice offered manager in a Lindsey growing business, Laurie considerate, and service. hat.

I also try to and get ahead ofanyone the balllooking and forknowledgeable, Outside his career, is tremen promotional resources at the Marketing For exceptional, dedicated and caring own company and then I decided to get my the north half of metro Denver, all the way up to Fort helping people.

I’ve always had the ethos aboutresponding listening to their needs and acting on them.” interacting with her clients, opting to treat them as Outside of work, Valyn spends a lot of time assisting To learn more about Angelique Cruz andfirm serves Bucks County, Montgomery ue focusing on his clients and their needs, while always lping buyers and sellers accomplish their vidually on each home or condo.

Various rs, a inspection, top agent with area, including a foundation for cancer te for eighteen busy seven days a week, she still finds time to give back in Murphy, Wayne serves Cherokee County and Clay and help businesses network in the community. business.

Soon after all her children with the vast majority of her volume at any hour to questowards meeting thatitultimate goal. facebook.com/theenglergroup or visit Hector Crystal strongthei pla Invested in advertisegiving back “I tohis thecommunity. industry, istop Because of email Hector’s high customer-care standards alking about my upcoming listings withalmost To has market decided was time to make a change. customer service, one could do no better than tofosters engage w, yeardecision after year.

Onget of serving in Group, along with digital and social media please angelique.cruz@exprealty.com, George Thomas first came real estate full-time.”

Marc fo California.

“That’s research.

She also rescue dogs. to set to the18 community.

Involved her sorority, Chi Sigma, Collins, as beyond far west as and as far east as takes help enough people what they want dbold parts of South Jersey. delivering the highest level of service.

“INederland would like to were enrolled indrive school, she decided coming from repeat clients and referal estate goals for over years.

Lynne social media platforms such as Facebook, Realtor, Lesa knows communication isthem a vital County in North Carolina, as well as Fannin County, friends rather than business associates.

This has made various community organizations with her team.

She When listing a home, Crystal a diversified approach.

As she continues to s In the future, Rachelle plans to keep growing her business tions, being there to give the keys, you create agents before they gothat live.” actively involved with the North Central New Jersey and his to go above and for his clients, group uses eve walked out of church one day and told my call 208–9541, ordog visit website here. www.realtor.com/realestateagents/angelique-cruz_milwaukee_wi_3673896_87623890 Skyler Keyser the Key Legacy Group, a company For more information about Ben Hen To listings, Erica’s team pulls out all the stops. also a member of the Atlanta Board of ments, to reach wide network of prospective buyers. clients relate toHe and Her fifteen-year-old isher a afoster that erties born, but shetheir helps throw fundraisers for(414) the local community, ob.

Shewas works hard tomarket maintain aand consistent line of in to the real estate industry in toand enroll courses and get started in rals.

In fact, she has recently begun currently oversees an equall keep growing and keep bringing exceptional results ® you’ll Brighton.

About half of Tom’s business comes from get what you want too.

It’s neve ® ’s business.

After helping her clients to fully prepare their property, hopes to harness her st got into the real estate business by purLinkedIn and YouTube are also a key to Union County, Towns County in Georgia.

After Looking to the near future, Wayne says, “This year , awhere he volunteers as Copyright a cluding Association ofto Realtors already hisonly business isyou mostly referral-based.

“Iby anticiher an attractive option as a Realtor also is enamored with her new granddaughter; they play , proven her compr and expanding her volume.

She also loves to Coach a relationship with the client.

Then not are husband, ‘That’s it, I’m going become Top Agent Ma feher six other equally that prides itself on truly taking care of their clients. love their beautiful photography, interactive floorhas To find outwho more about Cuneen, clients and toClients make herself available to theindustry, real call (847) 293-7900, email benhenrikson@gmail.com or me that they feel stuck around permanently. the “Lake Lady.” donating money to arttoprograms and college scholthe and since she working with her children he’s not with giving back, But through itreferral all, he maintains close contact with allof clients’ his background in properties. finance to the real estate, allclients’ my buyers and sellers.

I’m truly she shares it Erica through ais mix third party software and alor support first teamclients that consists ofto three ot repeat and clients, an impressive feat that money, it’s about helping people.” orks with apride local the 1990s, when he antim ® as member of the YPN Advisory Board, Diversity Compate my needs,” Hector says.

“Because of that, under 2for years in the industry, Wayne isthen, already will be asomeone challenge because inventory limited, but asing investment “Itransaction, loved the her success, well aswants strong relation® on andbuilt targeted Realtor ,’” Laurie says.

She spent the first administrative two at exclusively large.

“I just myself answering phone,” others on her team, and to continue helping new that you become the their Realtor dress-up and take pictures together when Valyn has free high percentage of referral-based business. plans, drone tours, and active social media campaigns. please call 708.386.1366 or 708.220.2025, client, which is such nd sells arship funds.my Copyright Top Agent Magazine gone on to author an accomplished and grandchildren.

When asked about targeted social media campaigns.

Her open houses, homeless through aff his exceptional customer service skills to cares about getting to understand them and their goals his clients.

“I answer or return every call,” he says.

“In enjoying his favorite hobby, motorcyc mittee, and Grievance Committee.

He is the author of they have a fantastic experience.” speaks to the trust and confidence he inspires.

“My clied closing gifts. istrative assistant.

Navigato beginning to see increased repeat and referral busiI want to continue growing and developing my busiea of bringing old homes back to life,” ships with other agents.

It’s one of the biggest keys to my success.”

Lesa accomplished career as a Through theirtoin six erica@beyondpropertiesrealty.com, months learning everything she could to his team to keep Adaptable and innovative, Erica’s firm provides their cliThat goes forRealtor my ® and Outside ofToday, working hard for heremail clients or agents pert infamily the area, and and seasoned alike build their businesses. you are the they refer todigital all thirty threeone year Penny the keys to her success, though, are known to own draw plenty of extrashe attention she looks forward time.

Looking toward the future ofStep her business, Valyn tmate his clients have seamless transaction and Icareer. have athis passion for helping them succeed.

Imeanwhile, want the Amazon bestseller, Home to Home: The by approach toable talking with her clients, preferring ents appreciate that I visit provide great service and great “I’m always to take on more bust age, get away from that personal ship we’re oflooking theBut most respected teams ness, testament towhat the trust confidence he ness.”we That includes continuing toensuring build on his social e.“I’ve says. quickly falling in love with his business.

In ad-a awith sonal touches, about the business.

“My first Broker gave orcan ents broad coverage that leadand to Broker competitive offers. windycityhomesource.com That’s aAfter huge part giving back to her community, Melanie lived on Lake Lynn loves she does, and she has started to plan for Developer through convert® to her listings, a smooth and efficient sale. that lie ahead.

“My c is the Associate and Owner of emphasizes the importance of putting Above all, Rachelle wants to to keep helping her clients their and family.” due to itsfriends immediacy and personalization.

HerHector Step Senior Housing Guide.

Having completed an eXp believesSTEINERT incommunication, theand power of interpersonal skills, hopes grow her team, specifically the division that is Being aofchance, Realtor means more to Valyn than meeting every time.

“The way Ithe handle every client tostays continue using my experience and market knowlLYNNE LAURIE ZOKOE PENNY TARWACKI GEORGE THOMAS MELANIE SOMMERS and that I always follow up,” Tom says, “and I love what I do.

I grew up wit keext to keeping Laurence has strong plans for the touch, so it’s so important to maintain open channels inspires.

Wayne attributes this to his perseverance presence in the community and growing those persuccess, one ofthe the based on a large number of f million in sales me good advice,” Laurie says.

“She told me active.

She and her husband enjoy nn says.

“I know it expansion her business that will create a sustainprocess, she decided to take a Outside of work Lynne enjoys spending along the way, she is careful to keep her clients thoroughly says.

“Every transacti New Dimensions Realty, where she the customer first.

“I set out a straighting rental apartments and nest communication makes her clients feel comfortUniversity Certification Mentorship program, Hectorclients achieve he applies his extensive knowledge to his work. achieve their real goals.

“It’s been amazing,” she way I would handle my own transaction.

I andedge to She help my clients make real estate decisions that in charge of helping more disadvantaged her own bottom line. takes steps toher ensure that her explains.

“Isonal stay in touch with my clients, I’mMagazine hard work always get you agrowth good profession taking lengthy walks together.

She also able future.

“Iservices look tothe helping my agents grow, follow-up.

“I’m dedicated toforward getting job done and connections.

“That’s what clients are looking for, to do what is right and the rest will follow, volume continues its steady of communication throughout aestate transaction.” informed and updated with each step the different.

That’s whatr tchosen licensed, and the corporate world free time with her family and friends, clients throughout Wyandotte and the surforward policy when I and got started inthat real estate: ‘Dowill kes her easy and funleave to work with.

Copyright Top Agent teaches others the business.

“Ioftry totransaction. give backinto in as “I read aamazing lot, and one author in particular, Tom ‘Big dwellings condominium ate them and help them make informed deare going to benefit them in the long run.” says.

“I’m really blessed, and I love what I do.”

Rachelle sets herself apart through her work loves to cook or to settle in with a good onica, Melanie first s and to help them and I look forward to all the wonderful people I will in contact with almost every person in my database want somebody to take care of you, I’m To findrounding out more about Bobby Colvin Jr., For Laurie, people are Nohis two days are the and to not get caught up in the paycheck.

I have lived by staying ofcommunity things for my clients,” he says. someone they feel like they can relate to and connect home ownership.

Additionally, she will continue toheas is well cared for, and she has a penchant areas.

A longtime resident of Michigan business for tomorrow, because today will take care further diversifying business “We try really hard to make r a fulltime careeronintop real estate.

She curas well as a couple of four-legged compan“It helps me staythe way, he Al’ Schreiter, talks about how we’re six times more many ways as possible,” Hector says.

Along hile looking out for their best interest. book.

She looks forward to traveling and ate after the birth a Bobby thriving business meet,” Lynn says. exciting thinking about estate is one Elsewhere, Crystal isstarted just as committed toand her abuyers, ple-person is auses major prerequisite toeverything becoming aI’m full® ethic.

“I had tosurely put Ilikely am“It’s into creating the relationships are my clien favor her words.

After II’m started, things snowballing about once every Iknow like toattentive reach out and talk tomindset, with decades of professional experience, shequarter. has of itself.’ not going to sell awith house justunits. to get with,” Wayne says.

“I really enjoy working peo,“Real aof please call 814-262-7653 ext 107 mentor brokers and train Realtors to provide excellent for looking after those members of her community away from the finite which is really importto want to work with someone we like, rental properties in the months ahe Elsewhere, Laurence is just as and focused smooth process for our ntly works at RedKey Realty Leaders and ions she tends to—her horse and two dogs. spending with friends and family in paycheck. to run national sales of customer service. continually living and working on thetotime lake and enjoying ust chasing a paycheck.

This is someone’s , and Lesa fully exemplifies this. She cares deeply ally provide formal guarding their best interests through education, integtook an interest in realty; in an made such wonderful slowed down since.” cultivated ashe process facilitate transactions ofto And when I walk through aare home, I try to to everybody, keep my name in front of them, and answer foundation for what I The have now,” says.

“I didn’t Wayne’s deep involvement with his community also ple, getting people and helping them find what itional methods ant, especially when times tough.

Ihe try rememand trust,” Hector says.

“I put my heart on myknow sleeve or directly at 814-421-1454, inAgents Downtown and Central She ishaven’t also passionate about exploring the explaining theclients. exceptional though, looks forward to the newlev c when assisting his buyers, carefully guiding them relationship-focused service to all of their who are less educated and more disadvantaged.

“I’m ell-being her clients and is not afraid to show it! the coming year. cturer,” explains. the Topshe Ten time with my clients and their families, as well as enjoyrity, and open communication.

Moreover, she strives re with aof team that irecializes future home, so I take it very seriously all kinds, specializing in residential sales, luxury understand exactly what my client is thinking and through this career.” particular, he enjoyed caring for clients and managing questions for them and their friends.” ber more to giveand than to get.” When heinspires is not amongst those with myso clients.

ILillibridge put their needs before mine, notThat long way to earning his clients’ trust.

“I’m they’re looking for. canthere’s be aLouis. challenge, Ieach like eest marketing.

He have aLynn’s sphere when Iemail moved here, ILesa built my Contact by phone at (330) 620-5372 ognize that Igoes care.

Iatruly get emotional onmy almost bobbycolvin@remax.net End St. Louis.

She is also an expert in Kirkwood, many historic neighborhoods around St. travel.

I of love sales, Because of ing time with friends and family, too.”

It isn’t any team actions that await in the community h through their deal from start to finish.

Through integto personalize her workflow for and every client lp people, whether a big-hearted person,” Valyn says.

“I have people in my clients appreciate that.” homes, and firstbe time home buyers. learn what from the transaction.”

Withcan nineteen years ofwant experience, Laurie now helping clients, he loves towhat exercise. when I’m only it’s fiduciary but also No portion of this issue may reproduced any manner without prior of the publisher. very well connected in the community, and Imy owned aresponsibility, challenge.

Every day isthey different, and that’s I heads sale.

There comes a point when, even though I’m ads provide transactions.

So in 2012, he“Even decided to combine his or email LesaLillibridge@kw.com. also visit business from the ground up.”

The results speak forin Looking tority the future, Melanie isYou plan-whatsoever of estate agents of theand area, her busiwonder why this lady is thebecause “Lake Lady.” while guiding them toconsent the right investment for their ebster, South County & South St. Louis City. or visit bobbycolvin.remax.com rs.real very systems-oriented, we do and an expert knowledge of the Atlanta market, he Atlanta is a great place to be,” he say For more information about Skyler Keyser, Asclient,” dedicated to giving bac my office do credit repair and help with her ownlease team and serves the greater Grand areawith working out,in I’m usually onRapids the phone because it’s fulfilling to see someone happy with ese professional things, I will often even with That emphasis on communication and staying touch afit. before I cry started going into real estate,” about working inneeds. real estate.”

LesaLillibridge.kw.com forlove more information andAlthough to tours have also ning to$7 grow.

“My business has grown be ahappens perfect After “Everything in realher estate comes to ahis pashat isbusiness that I Agent Top Magazine iswho published by Feature Publications GA, Inc. precautions are taken todown ensure the accuracy experience with development and acute knowledge inhere 2019 Rachelle sold over million, In the future Lynne isOutside interested inhouse adding to When listing a home, Penny combines the latest her career, Penny is tremendously active inculture memory.

For each fo please call 480-330-7216 wonderful and terrific opportu makes sure each client finds the right for their o Lesa staythemselves: in touch clients Mike sends laughs.

“My with family callspurchase. these ‘Coca-Cola Hector says.

“I’m always trying to help.” theirshe decision and able to achieve their lifelong goal clients, Laurie islisting, involved of2019, Michigan, where she has been ranked as the Number Home ownership is huge, and I want people search for up-to-date real estate availability. sion and communication,” she says.

“If a client has a each year,” says.

“In 2020, compared to took off.

I love it.” k to Charlotte, then he explains.

“I have a lot of contacts and know a lot makes Tom a resource even to potential clients who f the Key Legacy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its his ® technology with her in-depth knowledge of the her community.

She is currently Association Director of the Michigan housing market to launch real .

Lesa is emotionally invested in the people she with 33 units.

In 2020 she sold $15.2 million, with 65 or email Skyler@KeyLegacyGroup.com ynne takes pride in always providing her clients with own real estate portfolio through more investments. thly newsletter and reaches out to them tasks that we know we need of home ownership.” including Lori’s Voice, a no Five Realtor out of a pool of 2,800.

The Zokoe team is looking at relocating here, come q needs.

“This is a deeply personal business,” he says. question, I alwaysI’ll trystay to find them an answer. And if my volume increased overhaven’t forty percent.”

While she and their friends say, in town, of people as local well as being the current prestaken the plunge yet.

“Sometimes to2 become home Valyn helps people in just need, ning customers and market toowners.” clients ansend added boost.

After of the and President of Downriver Chapter of will For Hector, the next step his journey becall.” to high level of customer service and tending togive Professionally, she hopes to SEBAR continue expanding her or via social media.

He also utilizes the estate career.

And heinsure hasn’t looked back since. units.

“In less than and a half years, Itheir had already authors.

To subscribe or change address, inquiry to mag@topagentmagazine.com.

Published in the U.S. chairs and other equipment a family affair that includes Laurie’s daughter, Alyssa, order, thirty or forty of whi they have a problem, I try to solve it quickly.

My goal, to give me a “We have people spending anywhere from $300,000 to does not expect that rate to continue, she is planning nitely happy that she decided send their friends to ident of the Murphy Business Association.

I’ve built with somebody for 4itor 5SEBAR; years who wasa referred to helping them prepare their home, she shares elsewhere, sheplanning has stood on numerous comwhether it beThis first time homebuyers unfamiliar the develop can replicate experience past year saw Hector develop innovative ways media to market his listings.

His stratCopyright Top with Agent Magazine When Laurie not clients. helping who holds a degree inbusiness event that helps herclient tocommunicate above is toteam help who them achieve their the goals.” eds throughout entire process—a business.

“Ionam looking to grow myall, in many to continue expanding, including taking additional an agent.

Her business is built transaction sold over 100 homes.” dial because they had a the to isour on those connections to grow the business, and a lot me, but maybe they’re not ready yet.

I’ll stay in touch over targeted social media campaigns, as well as mittees and boards within her industry.

A passionate Hectorservices is able to provide.

“I do not son, want to loves sacrifice to market his clients’ listings.a“One of our corecredit values market or people who have taken hit to their yait current with the newest technology has to spend time with her provide expert staging for clients.

Laurie’s ® team members. peat and referral clients.

In 2020, which has earned her many repeat and referral clidifferent ways.

I have already added more members every week of all the things Today, George is a Realtor and Developer at Dobi twoat hundred listingand websites—all reach mentor, she strongly believes in educating the nextsays, of people realtors come to meover because I’veis already proven with andto when they are ready, they know I’m the client experience for quantity,” Hector “but if and camping trips eXp agility, thisthem, past year really brought that For Crystal, the transaction is never finished, as she n the top twenty-five at their pool Scott, has also recently joined the team.

He will serve 22 million in sales volume just last year, For more information about Laurence McDade, and have a fore,” lot of options.

She trains theweagents ts. “ITobelieve my truly appreciate my ability to myprospective team so that can assist clients better and them. people, I think we a really stay inI’m touch with pastdon’t clients, sends handthe largest possible network of buygeneration Realtors on ins-and-outs of the busiReal Estate, where he represents buyers anddosellers that aclients trustworthy through community Iof can and empower smart and dedicated toRachelle the Hector says. retrofitting ev-prefers around and started Ibe want their business.” to train remain in the touch long after the deals “But, because I’mmy so hands-on, I’ll “We never somebody Melanie credits this person sCalifornia. atocomprehensive as a 886-1583, managing partner, working to grow and expand the are done 0k $400k average price point. call (678) email laurence.mcdade@jefflindseycommunities.c listen to them and take the time to understand what allow for more one-on-one time with them to better To find out more about Rachelle Loraine, on her team to pursue this goal, and it’s become a huge ers.

Meanwhile, she makes sure her clients price ness and sharing her tried and true values of customer cation and really trying to ma then I feel like I would be able to help even more ery listing with 3-D virtual tours, which our clients written anniversary notes along with gift letsays. cli-“My intentionteam to name. ensure her clients areMadison thriving in their new homes.

Be- future involvement. already like theycards knowto me, and throughout Heights, Hazel Park, and the who feel runs a huge team,” she is toand brand her listening estate marketing asskills. well “RealThey The holds exciting op ® their Top Agent Magazine 3 their house just right to maximize value while service.

When she’s not with clients or giving back, eir needs are.

Whether it’s a buyer or a seller, this understand their needs.

At the end of the day my foor visit mcdadelauren.georgiamls.com families accomplish their goals.” loved because they felt we were protecting the safety please call 614-483-9569, cause of her expertise, commitment to service, and outpart of her identity as a Realtor . as possible, and I think they that helps aislot.” continue what I’m doing the way I’ve been doing you to she focus on your localreally and need statewide ents know thinking of them.

“I love to make surethat When it comes to marketing his listings, Tom makes surrounding areas.

A specialist in Land Development team.

They will open more a sate To learn ke’s favorite parts of his job is his ability to ensuring a quick sale.

Penny can be found relaxing on the river in her mini going personality, she hasmore earned aabout fantastic reputation ocess anextremely emotional experience for says. everyone, and cusofistheprioritizing my available clients and ensuring that we For Valyn Lyons it. Real estate “I is what Iout love.” tening is an ssionals, Lynn uses important email Rachelle@EZSalesTeam.com great resources through RE/MAX, remember me,” Rachelle give unique grow team,decades attracting pleasenc The motto of with the Laurie group is, “Our work To find out more about Lynn Norman, you canuse contact her by peopleclients and learn from them.

“I’m fortunate and Zokoe New Construction, heisn’t hasrate applied yacht family, friends, or colleagues. throughout Oregon, asclients, by her strong of theirhis nd ours, andclients drone vidTo find outmeet more about Perez, 609-534-0297 orevidenced 866-201-6210 ext 217, eryyour client haswell.” a different goal and a time frame in learn their realHector estate To more about Mike goals.”

Patel call

LESA LILLIBRIDGE VALYN RACHELLE LORAINE

LYONS LAURENCE MCDADE

MA

TOM PRINGLE

MIKE PATELWAYNE PEACOCK

LYNNE STEINERT

http://

LAURIE ZOKOE

GEORGE THOMAS www.

www.

http://

CONTENTS 8) HOW TO OVERCOME YOUR WORKPLACE FEARS 12) 6 WAYS TO GET YOUR CLIENT TO TRUST YOU 16) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE 25) 3 MIND–BENDING PHILOSOPHIES TO EXPAND YOUR PROFESSIONAL PERSPECTIVE 30) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS 36) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 42) GOAL CONTRACTS (A LIFE SKILL FROM THE OLD SCHOOL)

66) EMBRACING SMART HOMES: DOES NEW TECHNOLOGY REALLY INCREASE HOME VALUE? 72) MODERN EMAIL ETIQUETTE FOR TODAY'S AGENTS 82) CREATIVE WAYS TO SAY THANK YOU 85) MAKE SOCIAL MEDIA MARKETING YOUR CALLING CARD 89) TAKE MY WORD FOR IT: THE POWER OF TESTIMONIALS & MAKING WORD-OF-MOUTH COUNT 93) 5 LESSONS FROM SILICON VALLEY TO MODERNIZE AND MONETIZE YOUR BUSINESS 97) TURNING YOUR PROFESSION INTO A PASSION

48) RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE 101) IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT 54) HOW TO SPEED UP LEVEL? FIRST-TIME HOMEBUYER TRANSACTIONS 105) WHAT THE FIRST THING YOU DO AFTER 60) 6 THINGS YOU NEED WORK SAYS ABOUT YOU TO DO TO BE A GREAT MENTOR 4

109) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT 113) 7 SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION 117) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL 121) THINKING TO LISTING? NINE WAYS TO GET READY 125) 5 SURE-FIRE WAYS TO GET MORE REFERRALS 129) UNTANGLING THE BIDDING WAR: A BUYER’S & SELLER’S PERSPECTIVES 133) HOW TO ANSWER THE INEVITABLE QUESTION: WHY SHOULD I CHOOSE YOU? 137) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO

Top Agent Magazine

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

Top Agent Magazine

5

JERMAINE GOLDEN Top Agent Jermaine Golden – Lead of EXP Realty’s Golden Realty Team in Troy, Michigan – is a hardworking, passionate Realtor® who is truly committed to providing his many grateful clients with the very best customer service available in the Detroit area market. Having built his business on a foundation of honesty and integrity, there are few agents better suited to helping both buyers and sellers achieve – and frequently exceed – their real estate goals Jermaine officially began his journey in the world of real estate in 2018, following a successful career working at Chase Bank. “I’d always wanted to get into real estate,” he recalls, “but the company wouldn’t let me do both at the same time, citing a conflict of interest. When they abruptly fired me out of nowhere after being one of their top bankers in my 3 year career, I had to figure out what to do.” Jermaine, an accomplished filmmaker and stage producer, decided to give real estate a try, working part time before ultimately realizing that his commitment to his new career would necessitate a full-time commitment. Initially working as part of a team, Jermaine hit the ground running and found impressive success right out of the gate, selling forty properties in the second half of his first full year, and a staggering total of one hundred overall since beginning his career.

Currently, the majority of Jermaine’s business is based upon referrals and positive word-of-mouth, a significant achievement in the highly competitive world of real estate. “I think that’s because people like me as a person and they like what I represent,” says Jermaine, when asked how he has managed to engender such impressive levels of trust. “I represent God first, and I value family.

Also, I’d already made a name for myself as a filmmaker, so people recognized me from that. “When I started

building a brand for myself on social media, people loved everything that I represented and valued”.

“I don’t treat my clients like they’re just a transaction,” says Jermaine. “I provide great customer service to every single one of my clients. They’re more than customers to me; they’re like family. People see that, particularly on social media, so we often get referrals from people who haven’t even worked with us.”

There are many other factors that have played a large role in Jermaine’s ever-growing success story, and chief among them would be expert negotiation skills and intelligent, comprehensive marketing strategies that result in fast sales for top dollar, not to mention happy clients.

Another reason would be sheer, hard work. “My entire life my parents have instilled a strong work ethic into my siblings and I,” says Jermaine. “No matter where I have worked, I have always given my all, whether that was as a math/computer tutor in college, as a security guard, working at the bank, or working for DTE Energy.

I also gave 100% to building my film career, and even when driving for Uber when I first began doing real estate. Now, I’m also giving it my all with building my real estate career.”

Jermaine’s plans for the future of his business include opening a brokerage, mortgage and title companies to enable one-stop-shopping convenience for his clients, and of course, continued growth. “I also want to help rebuild Detroit,” he says. “The city has fallen off over the years and I want to be a part of re-establishing it and putting it back in its rightful place.”

Additionally, Jermaine plans on continuing his passion of filmmaking, with real estate allowing him the luxury of self-funding his own projects. Above all, however, remains his steadfast commitment to providing the topof-the-line customer service that has rapidly become synonymous with his name.

For more information about Jermaine Golden, please call 248-635-6720 or email JGoldenRealtor@gmail.com

HomeLend USA, LLC is proud to congratulate

Jermaine Golden

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

Shane Ouimet | NMLS #1887564 Mortgage Consultant P E M W

(248) 781-9400 F (248) 781-9401 souimet@homelendusa.com 248-403-1227 HomeLendUSA.com

HomeLend USA, LLC | NMLS# 1747787 2107 Crooks Rd, Ste 101, Troy, MI 48084 Top Agent Magazine

7

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

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

1

2

Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

8

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Top Agent Magazine

Top Agent Magazine

it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

3

THINK OF THE WORST CASE SCENARIO

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

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

4

COMPARTMENTALIZE

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

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

5

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

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

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

Top Agent Magazine

9

JEANNETTE HITCHCOCK When her husband, a loan officer with 20 years of experience, told Jeannette Hitchcock that real estate would be a good fit for her, she decided to give it a shot. She got her license, and over the last seven years she has built an impressive career from the ground up as a Realtor® in Maryland. Through a combination of impeccable service and hard work, Jeannette has made a name for herself as a Realtor® who people can trust.

Jeannette places on emphasis on flexibility and comprehensive attention to detail, citing these as two values that have bolstered her career in real estate. She does her best to ensure that her clients are getting the most out of their home, whether they are buying or selling, and her seven years of expertise allow her to make the right calls as far as pricing and marketing are concerned. Jeannette tries to keep in touch with her clients every day, and she is with them every step of the way while they are making such an impactful decision.

Jeannette’s first goal as a Realtor® is to serve, and she works hard to maintain persistent communication with her clients. “I pride myself on the level of service I provide. I am always responsive and know how to handle emergencies,” Jeannette proclaims. “I never want my clients to wonder when they’re going to hear from me next or what’s going on with their transaction. I’m really focused on ensuring that they never fear what’s coming next.” Jeannette is confident in her ability to solve a wide variety of problems, due to her range of experiences in the field. She comes prepared to tackle any challenge. “No matter what their price point is or where they come from, my clients are all going to get the same great service.” Jeannette’s clients trust her and keep returning to her services because they know that she is insightful, resourceful, and forthright in the way she does business.

In 2020, Jeannette closed a staggering 87 transactions 10

as a solo agent, putting her in the very top of the county where she lives. Based on her number of total transactions and her amount of commissions earned, Jeannette has earned the spot as the #2 agent for all of ReMax in the state of Maryland. What keeps her working so hard at her job? “I love meeting new people,” Jeannette says.

“The trust that people put in me to handle one of the biggest purchases of their lives is incredibly fulfilling.” Jeannette gets almost all of her business from referrals, and it’s easy to see why – she exudes enthusiasm and passion for her work and puts in sincere effort all of her customers.

In her free time, Jeannette loves reading and hanging out on the beach, and she also finds satisfaction in staging and decorating homes. Over the next few years, she hopes to see her career continue to grow and to keep performing at the top tier of Realtors® in her county. If you’re in need of top-quality real estate service in Maryland, don’t hesitate to contact Jeannette Hitchcock today!

For more about Jeannette Hitchcock, please call (443) 280-3286, email jhitch1981@gmail.com or visit JHrealtor.com Top Agent Magazine

Kenny Parr is proud to congratulate

Jeannette Hitchcock

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

Kenny Parr | Senior Mortgage Banker MortgageRight | NMLS #142997 443.244.2661 (Cell) | Kenny@mortgageright.com rockville.mortgageright.com/kenny-parr

Top Agent Magazine

11

6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 12

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

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

Top Agent Magazine ®

Top Agent Magazine

1

Put Testimonials or Case Studies on Your Website

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

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

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

2

Be Responsive and Accessible

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

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

3

Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

5

Put Yourself in Your Client’s Shoes

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

6

Be Consistent

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

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

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

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

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JANICE PIGGA | RE/MAX REAL ESTATE With a passion for knowledge, Janice Pigga strives to help her clients make the most informed decisions possible with an educational, empowering and attentive approach.

which all help explain what to expect.” Throughout every step, Janice communicates, leaving no questions unanswered. Even after the transaction, she stays in touch through social media, phone calls, texts, monthly postcards and events. When you become a client, you become a friend.

Her previous career was in higher education at Lafayette and Moravian College, planning events and activities for students. She loved educating students and providing them with the resources to help create successful events. Also, “I was negotiating contracts with artists, musicians and comedians, and I found I just had a knack for contract negotiations,” she explains. In 2013, Janice and her husband had their son. Her career in higher education led to working many late nights, not ideal when trying to take care of a new baby. She knew that she had to make a change, even though she loved working with students and it would be difficult to leave a career she fell in love with. “My dad is an agent and encouraged me to pursue Real Estate, so I just took the leap and it has changed my life.”

After the transaction, buyers and sellers leave glowing reviews about their time together. One recently said, “Janice is a top notch Realtor®. She is an excellent communicator. She utilizes social media, keeps buyers apprised of changes in the market, finds obscure properties, works with other Realtors®, is honest, targets different audiences, develops web pages and keeps the seller in the know. She is always active in selling properties and offers her professional opinion when working with those in the market to sell. She is extremely knowledgeable of her area and locates properties quickly and decisively. She is at the top of her game and was a great asset when we sold our home.”

She’s now been in the business five years and is loving every minute of it. The best part about this business is now she’s selling homes to students she worked with during her time in higher education. As an independent agent serving the Lehigh Valley in Pennsylvania, Janice’s business is largely built off of referrals.

“I think of myself as the Angie’s List for real estate, I’m a resource for all things real estate and even outside of it,” she says. But Janice’s emphasis on education also sets her apart from her peers, as she makes it her main priority when working with clients. “I really do a great job in educating them on the process of buying or selling their home. I have video tutorials, a booklet, and even a custom timeline once we go under contract,

When Janice isn’t working, she’s staying active in the community through the United States Tennis Association. She also plays in tennis events that raise money for charities. During any free time, she’s hanging out with family, including her husband of 18 years and her seven-year-old son. Her family is also very active in the cycling community and her son has even started racing at local events.

Looking ahead, Janice plans to grow her referral business and help past students find agents. “I want my past students, friends and family to know that I can help them no matter where they are located. It’s my passion to help clients no matter where they are. I want to guide them through the buying or selling process.”

In the meantime, she’s loving everything about her current path. “I love people, and just being able to help clients reach their goals is so rewarding.”

For more information about Janice Pigga, please call 484-634-1988 (cell), 610-691-6100 (office), or email janicepigga@gmail.com 14

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Michael Bower is proud to congratulate

Janice Pigga

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

Michael Bower mbower@annie-mac.com AnnieMac Home Mortgage Tel: 610-973-3375 Ext. 3404 Cell: 610-533-3151 Fax: 973-287-0805 1205-1207 Penn Ave, 1st Floor, Wyomissing, PA 19610

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 16

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

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

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

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

Find causes that speak to you.

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

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

Unite your team for the common good.

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

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

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

Include clients in the process.

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

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

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

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MARGUERITA CASTANERA Top Agent Magazine

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MARGUERITA CASTANERA Top Agent Marguerita Castanera works as a solo agent at Century 21 Wine Country and serves clients throughout Sonoma and Napa Valley.

Marguerita Castanera’s journey into real estate was inspired by her husband, a General Contractor who encouraged her to get a real estate license so that she could sell the homes he built. But when she discovered a true passion for helping clients, she decided to leave her job at Book Passage, where she ran writers’ conferences and author events, to pursue 20Copyright Top Agent Magazine

a fulltime real estate career. Marguerita currently works as a solo agent at Century 21 Wine Country and serves clients throughout Sonoma and Napa Valley.

Approaching all transactions with the intention of building long term relationships has helped Marguerita acquire a large network Top Agent Magazine

Property photos by Darren Loveland

of repeat and referral business. “When I work with people my main motivation is for it to be a collaboration and a partnership. My clients value that they’re always included in everything, and they also appreciate my Top Agent Magazine

infectious optimism and can-do attitude. I’m very sincere, honest, and listen carefully to their needs. This isn’t just a transaction for me, I go to bat for my clients.” In order to nurture those relationships, she surprises Copyright Top Agent Magazine21

Thanks to her hard work Marguerita is the number one agent at Century 21 Alliance offices and is in the top 1% of all the Century 21 agents in the state.

She has won numerous awards, including REALTOR® of The Year and Top Producer for Century 21 Wine Country annually. clients with thoughtful gifts and often makes time to see them for coffee or to go on walks.

When working with Marguerita sellers can always count on her to do everything in her power to market their listings. “COVID-19 has definitely complicated things in terms of marketing, because you can’t do open houses, so online presence has become really critical. I always invest in professional photos, videos, and heavy social media marketing to ensure that my clients’ homes get the maximum exposure. It’s been a tough year for everyone, but in business it’s important to learn how to pivot, adjust to changes, and still make it a positive experience for your clients.”

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Property photos by Darren Loveland

Thanks to her hard work Marguerita is the number one agent at Century 21 Alliance offices and is in the top 1% of all the Century 21 agents in the state. She has won numerous awards, including REALTOR® of The Year, Top Producer for Century 21 Wine Country annually, as well as earning the Centurion and President’s Awards and the prestigious Quality Service Pinnacle Award.

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Outside of work Marguerita is deeply involved in her local community. She is currently the Chair of the Sonoma Valley Chapter of REALTORS® and volunteers to run a local golf fundraiser that raises college scholarship money for local high school seniors. She is also excited to launch a new foundation called “Peace of Wood”, that will be tasked with replanting areas that were affected by Copyright Top Agent Magazine23

the recent disastrous wildfire. Marguerita also maintains her passion program through Book Passage called “Cooks with Books”, dedicated to promoting cookbooks by celebrity chefs with restaurants around the Bay Area. In her spare time, she likes to cook, spend time with

her kids, garden and hike. Going forward she hopes to continue growing her business and is currently focused on expanding her social media presence and continuing to earn additional real estate designations so that she can best serve her clients.

To learn more about Marguerita Castanera call (707) 738–1713, email margueritac21@comcast.net, visit marguerita.c21.com, www.

Department of Real Estate License Number DRE#01773670

24Copyright Top Agent Magazine

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

2

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profes26

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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JERMAINE FOX

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JERMAINE FOX

Jermaine Fox began his real estate career in new home sales. “Right away, I loved the freedom,” Jermaine recalls. He built a strong referral base working with a builder, and got his license in 2011. “I haven’t looked back since,” Jermaine says. His clients value his experience, personal attention, and hard work on their behalf.

This past year, Jermaine moved to eXp Realty, where he heads a team that includes 9 other Realtors® and counting. Jermaine serves the Columbus, Ohio area, and an impressive 95% of his business comes from repeat and referral clients. “I love people, and my clients know I care about them,” Jermaine says.

Whether through client parties, calls, notes, or visits, “I give back a lot to my people. I’m a giver. I learned early in the game that if I gave back to my clients instead of trying to chase internet leads and people who don’t know me, I would do well. I realized I was 28

better off building a real business and putting clients first.”

One of the advantages clients find in working with Jermaine is that he can show them how to build personal wealth. And he leads by example: a self-described “serial entrepreneur,” Jermaine also owns an insurance company that was #1 in growth this year in the state of Ohio, in addition to flipping properties and investing in rental properties. “That’s what sets me apart,” Jermaine says. “I can help you build wealth through real

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estate, but on top of that I can show you how to get passive income.”

When it comes to marketing listings, Jermaine’s extensive network—which he has built up through his other business ventures as well as through real estate—proves invaluable. In addition to sharing his listings on his own social media, he says, “I also send it to my team members and they share it, and I send it to my other contacts too, like wholesalers and contractors.

Everybody sends it out.” Along with other techniques like broker open houses, this approach results in maximum exposure. “I did a flip recently and shared the open house with all the people in our network,” Jermaine says. “About 50 people showed up to the open house before we even listed it, and it was in contract within a few days.”

Jermaine’s future plans include growing the size of his team, and increasing their total volume to $50 million a year within the next two years. He currently does about $10 million himself, and his team finished this year at about $25 million.

When he is not working, Jermaine loves spending time with his son, coaching his sports teams, and going on trips together.

Above all, Jermaine says, “The most important thing for me is to give back. I love to mentor people. That gives me the most satisfaction in the world.” He emphasizes the importance of going the extra mile for his clients. “I love helping people, I know how money works. I love being able to help people make money from the equity in their home. That can shift somebody’s life in a big way, and I know how important it is. So whatever it takes for me to help get someone a house, I will do it. I figured out I can have everything in the life I want, if I just help enough people get what they want.”

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To find out more about Jermaine Fox, you can contact him by phone at 304-617-5780, or by email at jermainefox05@gmail.com. You can also find him online at jermaine.columbusfoxgroup.com http://

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 30

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova31

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 32

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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ETHAN GOODRICH Top Agent Magazine

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ETHAN GOODRICH

If you’ve ever made a list of things you enjoy, chances are that buying or selling a home isn’t on it: unless, perhaps, you’ve ever worked with Ethan Goodrich. “One of the things I love about this profession is the interaction with people.

I’m a lighthearted person by nature, and that’s been an asset when dealing with an undertaking a lot of people approach with anxiety. I take the burden off of my clients. And we’ll laugh a lot throughout the process.”

These days a lot of that work has gone into teambuilding, and he’s very proud of his agents.

Serving the Greater Boston area, the Goodrich Team’s sales volume for 2020 was 85 million.

This year he expects they will do 200 million, with a year-to-date volume of 21 million for 36 transactions, as of February 2021. Seventy percent of that business is repeat clients and referrals. “We’ve got a group of talented, smart agents who are fun to be around. I think that

That disposition no doubt serves him well during his own times of stress.

Ethan got into real estate during the 2008 financial crisis, the lowest point for the industry in the last two decades. Undeterred, he worked for another agency before forming his own in 2010, which he sold to Compass in 2018. “Whether things are up or down, I don’t take life too seriously. I work hard and enjoy the relationships I make along the way.”

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results in camaraderie between our agents and clients that carries beyond the transaction itself. People become our friends, they trust us, and so we’re the ones they call when they decide to list again.”

Ethan stays in touch with clients throughout the year, sending out letters or fun gifts like Monopoly cards printed with their new home addresses. He also emails them frequently to give them news of opportunities in the market. His listings are advertised across all the social media outlets and the MLS, but his favorite new platform has been filming video tours of his homes for YouTube. “It allows us to connect with the buyer even when we can’t meet in person,” he explains. “The agent’s personality is definitely a factor in selling a home.”

He’s also committed to serving both his local and global community. In Boston, Ethan contributes to Christmas in the City, a nonprofit that organizes holiday events for families stricken by poverty and homelessness. He also supports Roots of Development to provide resources and training to hurricane refugees on La Gonave, an island off the coast of Haiti.

When not working, Ethan spends time with his family, playing softball in the summer or skiing in the winter. “I also love coaching my kiddos in soccer and baseball.”

Ethan’s plan for this year is to continue to help his agents grow. “I think we’re really hitting our stride as a team. There’s usually a two to three year learning curve, and we’re past that with most of our agents. Now I want to even out our production across the team, so that everyone can become a top producer. I’m very excited about our future!”

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To contact Ethan Goodrich please call 617-398-4444 or email ethan.goodrich@compass.com

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

• People

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

• Can

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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BROOKE HENGST Top Agent Magazine

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BROOKE HENGST

Top Agent Brooke Hengst – of Keller Williams Realty in Aurora, Colorado – is truly passionate about helping her many grateful clients achieve their real estate goals. Intelligent, hardworking and deeply knowledgeable about her chosen profession, Brooke has more than earned her reputation as someone who can be trusted to provide exceptional real estate advocacy for both buyers and sellers.

Brooke began her career in real estate more than a decade ago, after relocating to the Denver area from Austin, Texas. “After moving to Colorado,” she recalls, “I found myself without a job. I had really enjoyed the home buying process as a consumer, so I decided I would like to get into real estate. I got my license and went to work during the economic downturn.”

Beginning her career during that trying period helped Brooke develop the skills that have made her business the thriving success it is today.

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Currently, almost the entirety of Brooke’s business is based upon repeat clients and referrals, an accurate indicator of the top-of-the-line customer service she provides. “I believe it’s because I’m always truthful with my clients,” says Brooke, when asked to elaborate on how she has managed to achieve such impressive customer retention and trust. “I also have a lot of experience, having done hundreds of real estate transactions, so I can anticipate any curve balls that might be thrown at us

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during the process of buying or selling. My clients know that I’m going to do the job for them the way I promised it would be.”

There are many other factors that have contributed to Brooke’s impressive success story, and chief among them would be her networking and negotiation skills. Also high on that list would be her savvy and thorough marketing strategies, which include high-end photography, videos, and ubiquitous online exposure of her many listings. All of this combined translates into fast sales for top dollar, not to mention happy clients who continue to return and refer others.

“What I love most about what I do,” enthuses Brooke, “is that this doesn’t feel like a job to me.

I love coming into the office and reaching out to my clients and maintaining solid relationships with them so I can support them in all the different realms of their lives, and so that they know they can reach out to me for help any time they need it.”

When she’s not working, Brooke enjoys nothing more than spending time with her children, and she is an avid beach-goer who travels to Mexico on a frequent basis to maintain a healthy work/ life balance. She also gives back to her community in a variety of ways, including her position as Director of the Mile High Weimaraner Rescue, the eWomen Network, and as a performer and member of the Board of Directors for the Colorado Wind Ensemble.

Looking to the future of her business, Brooke’s plan is continued growth, adding like-minded, highly capable agents to her team, and ultimately to become less involved with production and more involved in the training and mentoring of newer Realtors.

More than anything else, however, is Brooke’s continuing commitment to providing her clients with the unparalleled customer service that has long been her calling card.

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For more about Brooke Hengst, call 720-988-5952 or email Brooke@SellWithBrooke.com

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Goal Contracts

By Barry Eisen

(A Life Skill from the Old School) A few months ago I spoke at a real estate sales meeting in an office where I’ve spoken and taught seminars for many years. As soon as I was finished, an agent, who had transferred into this office about a year before, standing in the back of the room, graciously offered a glowing testimonial about my seminar he had taken ten years ago. He talked of a number meaningful changes for the better he had experienced in his life since that seminar. Then he took out 42

of his pocket a small number of 3 by 5 cards and held them up like he was holding the Holy Grail. Of all the internal and external techniques he was exposed to in the seminar, these cards (Goal Contracts) were his game changer.

I stopped guessing years ago, which ideas or systems I teach will be best or most appreciated. We all perceive ideas so differently. Generally, feedback I get in coaching sessions is Top Agent Magazine

that the biggest issue for most, who are not fulfilling their own personal promises, is lack of focus, not lack of ability or planning. There are lots of good ideas available to shake a person out of the Limbo they’ve created. Here’s one that has worked for many. If you like the idea, don’t just acknowledge it as a “nice idea.”

Do it for a month. Get past the initial new/awkward/judgmental stage. Then decide whether this is an idea worth continuing or not. Come from KNOWING, not second-guessing. 3. On the second line, answer the You have everything to gain and time question. What is the specific nothing to lose.

TARGET or DUE DATE for that goal to be accomplished? (A specific The Goal Contract date creates a sense of urgency.)

Get as many 3 X 5 cards for as many 4. On the third line of each card selected personal/business goals answer the HOW? question. This is the action step, where the rubber you’d like to accomplish. meets the road. How are you going 1. Create 4 horizontal lines across to get from where you are to where each card with a few spaces in you are going? Dig deeper than the lazy answer: “If I knew what to do between each.

I’d be doing it!” If you’ve crossed the street by yourself a few times You have everything to already, chances are you know what gain and nothing to lose. you need to do. Write this down in a few words on the third line.

2. On the top line of each card answer the question WHAT? What 5. On the bottom line of each card, is that card’s goal? Write that goal SIGN YOUR NAME. As simple and on the top line (e.g. Weigh 150 lbs., perhaps silly as this may seem, we $200,000, run a 42 minute 10K, etc). have been conditioned to live up to Top Agent Magazine

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you feel self conscious), on your office and home office desk, etc.

Just the physical act of moving the cards, subconsciously reinforces what the cards represent. Since most of our attitudes and actions are subconsciously motivated, you will feel more immediately compelled to make the better, usually more 6. Stick a small piece of double productive decision. sided tape on the back of each card.

This is a little idea that can play big 7. Carry these cards with you in getting you to another level. through the travels of your day. In Because it’s easy to do, it becomes your pocket or handbag, carry case, easy to NOT do. Do it, you’ll like it! on the dashboard of your car (not when you have others with you, if Copyright©, Barry Eisen.

responsibilities we sign for (mortgages, insurance, credit cards, cars, etc). Personal and business goals don’t generally fall into that category. A small action can have a huge impact. As you sign your name, feel the responsibility of your commitment.

Barry Eisen teaches personal development seminars and coaches Southern California top producing rEALtOrS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 44

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ADAM ISAACSON Top Agent Magazine

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ADAM ISAACSON

For Adam Isaacson, the real estate industry combines his skills in business with his love of helping others. “I decided to become an agent after working in sales and having founded and sold a company,” Adam says. “My sister-in-law had two friends who were very successful real estate agents, and they encouraged me to look into it.” In 2011 he took them up on their advice, earning his license and hitting the ground running. Although it wasn’t an ideal time in the market, Adam became more determined than ever to make it work. It has clearly paid off, as he now leads his own team serving the greater Washington D.C. and Montgomery County regions. With the vast majority of their business consisting of repeat clients and referrals, Adam and his team take the time to know each and every buyer and seller they serve.

which neighborhoods are appreciating/depreciating in value, the overall process of buying and selling and a deep dive into who they are and how they want to live. This helps our team understand what their goals are and then we strategize the best options to help them exceed their goals.”

“We treat everyone like family,” Adam says.

“This starts at our initial consultation where we educate them on our local market trends, 46

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They will often ask how long a buyer plans to stay in a house so that they can determine the best areas for their future. “If it’s more of a short-term stay, like four years, we will do our due diligence to pick neighborhoods that are growing and more likely to turn a profit in a few years.” Adam and his team become not only advisors to their clients, but business partners, ensuring that decisions are well-informed and sound. “We will walk them through the entire process, and we handle all the little details so they are not overwhelmed.

Ultimately, it just comes down to being a good person and making sure they’re taken care of.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “Adam Isaacson did a phenomenal job helping us purchase a home. He guided us through a very competitive and dynamic market. He was thorough in talking with us and identifying homes that would fit well with our family. From our very first meeting, we felt reassured of Adam’s professionalism as well as extensive experience and knowledge of the area.”

When Adam and his team aren’t working, they’re staying active in the community. They partnered with a local non-profit company SO WHAT ELSE INC., which helps families in need. From collecting books in the community to donating personal hygiene products, they are always giving back.

During any free time, Adam loves hanging out with his wife, three children and snowboarding.

Looking ahead, he plans to continue growing the business and maintaining a work/life balance for his team. “I really want to continue building a team that provides great service and takes care of their clients during and after a transaction, while also having time for themselves,” he says. With a true passion for this career, he can’t imagine doing anything else. “It’s really all about taking clients on that journey through their life and helping them make smart real estate decisions for their future. That is what makes what we do so rewarding.”

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For more information about Adam Isaacson, call 301-775-0900 or email aisaacson@ttrsir.com Copyright Top Agent Magazine 47

Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 48

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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MADISON ROSE MASON

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MADISON ROSE MASON

“I’m never too busy for questions. Even if you’re not buying a house from me, I want you to come to me to ask things that will really benefit you, your business, or your personal goals in the long run.”

“I want to be available to all of my clients 24/7,” says Madison Rose Mason, a top agent working out of Virginia. “I’ve been a first-time homebuyer, and I’ve bought homes after that. I understand the stress that goes into a panicked thought at nine at night when you know you won’t get an answer until morning. If I’m awake, I’m available. I’m going to answer your questions. I’m right in your corner, making sure you’re comfortable the entire time.”

Madison first got into real estate when she was nineteen. “I was living in Los Angeles, working three jobs, and barely staying afloat,” she says. Adopted as an infant, Madison reconnected with her birth mother who was working as a REALTOR® in Virginia. “She invited me to come out and see what she did,” explains 52

Madison. “I moved here and became a real estate agent. It’s been fantastic.”

Six years have passed since Madison made that decision, and her clients are glad that she did. Over 80% of her business comes from repeat and referral clients. “I really go above and beyond for my clients,” Madison says. “I make friends with them so I can understand their situation. They’re never just a commission check to me. I’m never too busy for questions. Even if you’re not buying a house from me, I want you to come to me to ask things that will really benefit you, your business, or your personal goals in the long run.”

Madison services a wide swath of Virginia. “We work in pretty much all of Hampton Roads, but I’ll go as far Top Agent Magazine

north as Williamsburg and as far east as Smithfield,” says Madison. She lives in Virginia Beach and works with a large number of clients there as well. She works primarily with first-time homebuyers and veterans keeping an eye on their budgets, but she also lists the occasional high-end waterfront beach property.

Madison enjoys making sure that her relationships with her clients are mutually beneficial. “It’s not just buying a house with me,” she says. “If they run their own business, like if a client is a photographer, I’ll blast their brand all over my Facebook and Instagram to give them credit. I like helping them with their lives as well as their homes.”

When she isn’t working hard for her clients, Madison is working hard to give back to her community. Or, to be more specific, dancing hard. “The biggest event I work with is the Mambo Room’s Danceathon. We dance for twelve hours straight to raise money for a charity of our choosing,” says Madison. “I’ve won the last three years and raised money for the Alzheimer’s Association.”

Looking to the future, Madison is excited to continue growing her business. She and her husband hope to team up and become business partners. While she is happy where she is now, Madison is looking forward to expanding her influences. “We want to build our own empire,” she says. “I get such a thrill out of helping people. Real estate truly has become my passion.”

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To learn more about Madison Rose Mason, please call 757-955-4148, email prodigyrosehomes@gmail.com, or visit teamtylerhomes.com/agent/madison-rose 53

How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 54

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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DIANE McCONAGHY Top Agent Magazine

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DIANE McCONAGHY TEAM

With a passion for helping others and a love of real estate, Diane McConaghy has flourished as an agent in the Western Pennsylvania region.

She got her start after a successful 35-year-long career in the corporate world. “It was a really good job, but I was ready to try something new,” she explains. “So I thought I’d try real estate and see what happens.” Seven years later, she now leads the Diane McConaghy Team, consisting of herself and four other agents as well as a full-time assistant. It has turned into a family affair, with her daughter and older sister joining the team. Much of their business consists of repeat clients and referrals, a testament to their strong work ethic and customer service.

buyer or a seller, and we’re not the kind of agents that are going to push someone into making a decision.” Diane and her team understand that this is the largest purchase many will make in their lifetimes, and they stay by their side every step of the way. “I had one buyer just close that

“I think it’s not just our service that keeps them coming back, but also our honesty and integrity,” Diane explains. “We’re very candid with our customers, whether it’s a 58

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we had been working with for six years,” she says. “I believe in being assertive, but I don’t believe in being aggressive. We’re candid and have a lot of integrity, which goes far in our business.” Whether they’re helping a buyer or a seller, they try to make the process as fun as possible.

After the transaction, clients leave glowing reviews about their time together. One recently said, “Diane listed my mother’s home in Cranberry Township. She knew that we needed to get a good price for the home since the proceeds would be needed for her care down the road. She kept me up to date on all viewings and when an offer came in quickly, but as a result of the home inspection, the buyers wanted a lot of work done by closing, she helped me work through my decision by providing her experience in the past. As it turns out, we were able to sell the house within a couple weeks at a higher price than we would have gotten if we would have accepted the first offer and completed the work the buyer wanted. I would highly recommend Diane for any of your real estate needs.”

On rare occasions when the team isn’t working, they are giving back to the community through the Light of Life Ministries, The Bradley Center, and other charities. They also love spreading the word about local businesses. During any free time, they enjoy bicycling, traveling, or hanging out with friends and family.

Looking ahead, Diane hopes to continue expanding her business and helping more people achieve their real estate goals. “It’s never the same two days in a row. And I think that this has been one of those jobs, where I don’t consider it a job. I thoroughly enjoy what I do.”

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To learn more about the Diane McConaghy Team, please call 412-719-7732 or email dianeremaxselect@gmail.com Copyright Top Agent Magazine 59

6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 62

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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LINDSAY MORIN

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LINDSAY MORIN

Top Agent Lindsay Morin’s favorite part of her job is helping people empower themselves and build wealth through real estate.

You might say Lindsay Morin had a pretty eventful first year in real estate. “I got my license and then found out a week later that I was pregnant with my third child. So I’d be showing a home and people couldn’t help but ask all the questions you ask. It turned out to be a great icebreaker, and helped me connect with people right off the bat.”

Lindsay got into the business because of her passion for beautiful homes and design, and because she wanted a career that allowed her to pursue her own dreams instead of serving someone else’s.

Her sales for that first year exceeded her own 64

expectations by a lot, and nearly five years later she’s still crushing her goals. Last year she closed 37 transactions in her home market of Bend, Oregon, with a repeat client and referral rate of 100 percent.

That’s not what she’s most proud of, however.

Since 2018, Lindsay has affiliated with Homes for Heroes—an organization that gives back to first responders, veterans, healthcare workers and teachers—and has personally given back $137,000 to these heroes through their home purchase, making her the top affiliate in Oregon and 29th nationwide. “My Mom is a nurse. My Dad is Top Agent Magazine

a Viet Nam veteran and my husband is a retired police officer. Tons of my friends are teachers.

So I have a soft spot for people who serve in those professions.”

Lindsay feels very blessed for the success she’s had, and attributes it to her authentic desire to help her clients. “People can tell if you really have their interests at heart, or if you just see them as a paycheck. I’m a very down-to-earth person who enjoys hanging out with people.

Homes will sell one way or another, but I believe one of the things people want from an agent is simply someone whom they can enjoy hanging out with. It’s important, because whether buying or selling, they’ll be spending a lot of time with their agent.”

On the selling end, Lindsay ensures the homes she represents are presented in their best light through the use of professional staging and photography, as well as video and walk-through tours that emphasize the property’s unique qualities.

She conducts Open Houses and Broker Opens when public health protocols allow, and she does targeted marketing on Instagram and Facebook.

Her favorite part of the job is helping people empower themselves and build wealth through real estate. “Whether they’re purchasing their first home or wanting to invest, I absolutely love coaching people on how real estate can help them gain some financial freedom. It’s a privilege to be in a position to help them with one of the biggest decisions of their lives.”

The next step for her business is growing a team.

“I’ve just partnered with a new agent, someone who is already proving to be a real rock star in the industry. I’m super excited because we’re on the same page about how to treat our clients, and the kind of reputation we want to build. Our near goal now is to establish a solid brand in our market. Teaming up will allow us to help so many more people!”

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To learn more about Lindsay Morin, please call 541-515-3651 or email Lindsay@centraloregonlifestyle.realty 65

Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 66

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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JOSH THOMAS

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JOSH THOMAS

“I provide old-school customer service and create those lasting relationships that matter.

I’m thankful to be in a career where a big part of my job is connecting with people.”

Josh Thomas began his real estate career at the young age of 18, getting his license when he was a senior in high school. His family owns Handris Realty, a local family brokerage in southwest Washington and West Linn, Oregon. Josh is a third-generation real estate broker. “My grandparents have had their license for over 47 years, and my mom has had hers for over 30 years,” Josh says, “so I grew up listening to real estate stories at the dinner table.” Josh has now been in the business himself for just over a decade, and while he’s still in his youth, he already has a wealth of experience helping clients achieve their real estate goals.

Josh serves all of southwest Washington, from Vancouver to as far north as Longview and as far east as Washougal, with most of his business in Clark and 70

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Cowlitz counties. Josh also assists his clients who are looking to buy and sell across the river on the Oregon side, in the Portland Metro area.

His repeat business has grown rapidly in the last few years, a testament to the trust and confidence he inspires in his clients. “I provide old-school customer service and create those lasting relationships that matter,” Josh explains. “I’m thankful to be in a career where a big part of my job is connecting with people. I treat everyone as a person, not a number, and I think that’s why I have such a high reputation.”

When it comes to marketing his listings, Josh draws on his unique background to maximize exposure. Majoring in Digital Technology and Culture at Washington State University, Josh recognized the importance of incorporating social media into his business early on. “I saw the way social media was going and how it was growing and growing, and I thought, how can I utilize social media to help my business?”

In addition to investing in paid ads on Google and Facebook, Josh gets creative with his marketing.

He works with a videographer to create skits and pop culture parodies related to real estate. The videos are funny and entertaining but also educational. “The videos are a perfect way to stay relevant even to people who aren’t in the market right now,” Josh explains. “It keeps people engaged, and then they will think of me in the future when they are looking to buy or sell a house.”

When he is not working, Josh loves sports and staying fit. Josh also enjoys traveling, hiking, and spending time with his fiancée, family, and friends.

In the future, Josh plans to continue growing as an agent while also maintaining the same amazing customer service that sets him apart. “I love being a real estate broker and building everlasting relationships with people,” Josh says. “I get to be a part of all these chapters in different people’s lives, and every story is different. I believe in self-growth, and I believe that you never know it all. There’s always something new to learn. I love being able to challenge myself and, through hard work and integrity, do a great job for my clients.”

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To find out more about Josh Thomas, please call 360-901-2280, email josh.thomas@jetyourestate.com or visit jetyourestate.com 71

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

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that 72

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

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

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

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

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

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

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

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

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

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

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

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

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BETHANY CULLEY

Bethany Culley grew up in the Real Estate business, with her parents and grandparents working in the industry. “When I was about 15 and had my driver’s license, my mom would have me drive her and her clients around town so she could show them around,” Bethany remembers. “By the time I was 16 or 17, I knew where everything was in Jackson!” Bethany got her Real Estate license in college and started working in the family business soon after. “Once it gets in your blood, that’s what you’re going to do for life,” Bethany says. For 33 years, Bethany has been serving her clients and helping them achieve their Real Estate goals.

keep coming back because I’m fun to work with and I know what I’m doing,” she says. “I always keep them updated, because I want to make sure everybody knows what’s going on and understands what’s happening in the process.”

One area where Bethany stands out is her Certified Residential Specialist designation. “I’m one of only a handful of CRSs in the Jackson area,” Bethany explains. “I got that certification because I value education, and that sets me apart. I often get referrals from other CRSs from

With Keller Williams Realty, Bethany serves Jackson and the TriCounty area, including Brandon, Clinton, Flora, Madison, Pearl, and Ridgeland. An impressive 95% of Bethany’s business comes from repeat and referral clients, a feat that speaks to the trust and confidence she inspires. “Clients 74

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out-of-state because they know that it means I keep up with my training to better serve my clients.”

The results speak for themselves: Bethany averages between $8-12 million in volume per year, with a total of around 50-55 houses annually.

Community involvement is important to Bethany, and she is on the board of the Central Mississippi Realtors®. She also helps out with fundraising for the Special Olympics, and is looking forward to helping out any way she can with a new organization called Lily Pad that aims to teach and train special people to work in the restaurant business. Since all three of Bethany’s sons are special, it’s a cause that is near and dear to her. She is also active in her sorority alumni group and in raising funds and awareness for autism.

When she is not working or giving back, Bethany loves spending time with her husband Mike McGehee, twin daughters Julia and Flinn, and three sons Culley Harless, Paul Harlen McGehee and Hutch McGehee.

She also enjoys going to concerts, hiking, kayaking, hunting, and shooting. She and her husband love getting outdoors together.

Bethany loves helping mentor new agents, and she has a group of 5 she works with whom she affectionately calls her “crash of rhinos.” She says, “I love training and teaching new agents because if they’re better, we’re all better.”

Above all, Bethany says, “I love helping people. I really care about what I do, and not a lot of people can say that. I’m fiercely loyal, and the clients I work with become lifelong clients and lifelong friends.”

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To find out more about Bethany Culley, you can contact her by cell at 601-941-5285, or by email at bethanyculley@gmail.com. You can also find her online at zillow.com/profile/BethanyCulley www.

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KAREN HARRISON & BRIDGET DOLMAN

Karen Harrison and Bridget Dolman – Top Agents with RE/MAX Alliance in Huntsville, Alabama – are a dynamic, powerhouse real estate team who are truly committed to helping every one of their many buyers and sellers achieve their real estate goals. Both Karen and Bridget share a deep knowledge of the industry, and that, coupled with their true concern for their clients’ wellbeing, have earned the pair their stellar reputations as trusted, honest and ethical real estate advocates for everyone they work with.

is based upon repeat clients, referrals and positive word of mouth, a significant achievement in the highly competitive Huntsville market. “I believe it’s because we nurture our clients,” explains Bridget, when asked how she and Karen manage to instill such impressive levels of trust and loyalty amongst those they work with. “It’s never a onetime deal for us.” Adds Karen, “we also work very hard to remain in contact with our clients long after the closing table.” This includes sending out holiday cards, and also honoring them with gifts at

Together, the team are approaching nearly forty years of combined experience in the real estate industry, with Karen obtaining her license in 1999 and Bridget in 2006. The pair teamed up officially in 2016, and they have since combined their thriving businesses to provide their clients with top notch customer service and a level of know-how few of their competitors can claim.

Currently, almost the entirety of Karen and Bridget’s considerable business 76

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Christmas and pies during Thanksgiving week, among other outreach efforts during the course of the year. “A lot of our clients become close friends of ours,” says Karen, who also points to use of social media as another method of maintaining those relationships.

There are many other factors that come into play when assessing Karen and Bridget’s ever-growing success story, and chief among them would be their expert negotiation abilities and comprehensive, intelligent marketing strategies. Professional photography is utilized exclusively, as is staging when necessary. Social media is also exploited deftly to ensure maximum exposure for their many listings, and all of these combined translate into fast sales for top dollar, not to mention happy – and returning and referring – clients.

“I just love working with people,” says Bridget, when asked what she enjoys most about what she does for a living. “I particularly enjoy working with military families (she herself is a military wife) and first-time home buyers.” Karen says she enjoys the excitement of the process. “It’s incredible to be able to find the right home for someone. It’s very rewarding.”

When they’re not working to make their clients dreams come true, both Karen and Bridget enjoy nothing more than spending time with their families, including their grandchildren. They both love to travel, and also give back to their communities in a variety of ways, particularly through support of local schools and teachers and, via their churches, the Downtown Rescue Mission.

Looking to the future, Karen and Bridget’s plans are to continue growing their business, and to add like-minded and equally dedicated team members who share their client-first business ethos. Above all, however, remains their overarching, constant objective: to continue providing the incredible, unparalleled customer service that has become synonymous with their names.

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For more information about Karen Harrison & Bridget Dolman, call Karen at 256-226-5062, Bridget at 256-384-5326 or email KJHarrison32@yahoo.com or Bridget.Dolman@gmail.com Copyright Top Agent Magazine 77

HELEN LEE TOYODA

Helen Lee Toyoda has been in the real estate industry for over thirty-two years. She started out managing rental properties in Seattle, building a sizable portfolio and learning the business from the ground up. One day, she realized that real estate, in particular, could perfectly balance her professional experience, entrepreneurial spirit, and passion for helping others, so she decided to earn her license and jump in. In the twelve years since, she hasn’t looked back.

Today, Helen leads the Toyoda Group at HomeSmart Real Estate Associates, where she supervises an elite team to assist clients throughout the greater Seattle area. There, she caters her process to the direct needs of her buyers and sellers, having established a boutique culture around compassion, integrity, and open communication.

“We treat our clients as we would members of our own family,” she says. “Everybody here gets the same stellar service, whether it’s for a two million dollar house or a half-million dollar house.”

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When listing a property, Helen provides clients with a comprehensive strategy. With the first walk through, she assesses what updates, repairs and maintenance she would recommend to prepare the home for market. After, she leans on her extensive professional sphere and full service team to ensure each step of the process is completed seamlessly.

“From beginning to end, we do everything. The client doesn’t have to worry about anything. Our business is built on the solid foundation of trust.”

From in-house contractors for renovations and

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maintenance, to providing professional staging and photography, she blends her tactical game plan with targeted digital and social media campaigns.

But Helen is just as attentive when helping her buyers, carefully guiding them through the process. While her team gives expert support throughout the transaction, she still takes the time to build a hands-on, one-on-one relationship with each client. Through the years, this approach has earned Helen a fantastic reputation throughout Seattle, with the majority of her volume coming from repeat clients or referrals.

Regardless of the numbers, though, she cares most about the lasting relationships built along the way. “I truly love the excitement of buying a home, or putting a house on the market and making it come to life,” she says. “These are some of the biggest financial decisions someone can make, and it’s such an honor to join them in that journey.”

Outside her career, Helen plays an active role in the community. Alongside her life in real estate, she co-owns Toyoda Sushi in Seattle with Natsuyoshi Toyoda, which has been a family run business for 32 years. Her life revolves around houses, sushi and her three children Tylee, Yuki and Emma. Elsewhere, she works on community programs and donations within the neighborhood, while constructing a local adult family home to better support seniors in the area, believing the true essence of success can be found in how much one gives back.

Helen has strong plans for the future of her team.

As her assistants earn their licenses, she will be expanding her community outreach efforts while scaling the model of personalized service that has anchored her accomplished career. Above all, she is guided by a single motto in business and in life: “They say that if you love what you do, you will never work another day in your life.

I’m blessed and grateful to wake up every day doing what I love.”

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To learn more about Helen Lee Toyoda email helentoyoda@gmail.com, call 206-383-8182, or visit hsreassociates.com www.

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JENNIE WETTER

When she moved from Atlanta to Kingston, Washington for family reasons, Jennie Wetter’s life changed forever. “I went from four million people to four thousand people and four stop lights,” she laughs.

first house, but things took off from there. Inspired by that success, Jennie launched Infinity Real Estate in 2007—right into the teeth of the recession and housing crisis. By the end of 2008 she had lost everything.

With a master’s degree in an allied health field, she’d dedicated herself to service, education, and treating people well. She applied her knowledge in the aviation industry, traveling from her home in Georgia to cities across the Country to teach the airlines how to safely transport people with disabilities. In Kingston—too far from the centers of Seattle or the aviation industry— she began looking for another career where she could apply her values and skillset.

“I did a ton of soul-searching. I was deeply in debt.

I almost declared bankruptcy, but canceled the meeting with the lawyer at the last minute.” That turned out to be a defining moment in Jennie’s life. She paid off the debt instead, working a day job in the medical field again and selling houses nights and weekends.

“Real estate had been the furthest thing from my mind. I didn’t see myself as a salesperson, and I’d had a couple of bad experiences with real estate agents.

The industry had a bad reputation in 2004, with many agents only interested in making money without regard for the impact on clients. I saw an opportunity to provide a better kind of service.”

After getting her license, it took six months to sell her 80

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By 2009, she was back to even.

“I’d intended to quit after that. But I’d been so successful that I decided I had to be doing something right.”

Others agreed. When brokers began calling to work with her, Infinity was reborn. Jennie finally realized her dream of offering a better kind of Realtor®. “In my previous career I’d taught classes on empathy. I wanted to build Infinity on that—along with a commitment to integrity, strong customer service and good risk management. I wanted clients to know we had their back.”

It worked. Since 2012, Jennie has averaged 50 home sales per year. Infinity’s volume in 2020 was $105 million, with Jennie personally accounting for $45 million and 64 transactions. Most clients these days are repeats and referrals. Jennie feels that blessing to her core.

“Not a day goes by that I don’t think about the hard time I went through in the crash. Last year, our profession was booming while so many people were struggling just to get by.” In answer, Jennie launched the 2021 Great Give Back campaign, with the goal of supporting different local community charities each quarter. She also continues her other community work, including Girls on the Run of Westsound, dedicated to promoting a sense of well-being for young girls, and teaching them to be strong, ethically-oriented members of their communities.

Jennie spends most of her time off with her fiance and their dog, Enzo. But she’s also a Formula 1 racing fanatic, and occasionally even hits the racetrack herself with an instructor. “It seems counterintuitive, but racetrack driving is actually very relaxing,” she explains. “It requires perfect presence, so everything else just disappears.”

As for Infinity, Jennie has no trouble resisting the lure of becoming another super brokerage. “Being a boutique brokerage allows us to adapt much more quickly to changes in the industry than larger firms.

More importantly, we can maintain our commitment to empathy and integrity as the foundation of our service to clients.”

And have their back forever.

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For more about Jennie Wetter, please call 253-225-5602 or email Jennie@infinityrewa.com.

To find out how you can contribute to the Great Give Back visit Jenniewetter.com

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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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MIKE ANDERSON Mike Anderson began his real estate career in 2005, after managing a bar in his beloved hometown of Whitefish, Montana for many years. “Customers at the bar were always asking me who was a good Realtor® in town,” Mike recalls. Mike’s interest was piqued, and he eventually decided to get his real estate license. After about 3 months of running the bar and selling real estate on the side, Mike’s business was beginning to take off. He gave notice at the bar, and he hasn’t looked back since. “Since I grew up in Whitefish, I know all the locals and my business grew quickly,” Mike says. The rest is history, and since then, Mike has made a successful career of helping his clients achieve their real estate goals.

With National Parks Realty, Mike serves the Flathead Valley communities of Whitefish, Bigfork, Kalispell, Columbia Falls, Eureka, and all of Northwest Montana.

A solid majority of his business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “Repeat and referral is a huge part of my business,” he says. “I work with a lot of different developers and high-end clients who buy and sell frequently, as well as resale listings.”

Attentive communication is a big part of how Mike cares for his clients, and he makes a point to always respond the same day and never let communication lag. “The biggest thing for me is always returning a call on the same day,” he says. “I make sure I keep in touch, and that’s what keeps me going strong.”

When it comes to marketing his listings, Mike uses a comprehensive approach to ensure maximum exposure. He and his admin team push listings to dozens of search engines and syndicate listings to all the major websites, including Homes.com, Realtor.com, and Zillow. “I invest in branding, keywording, and tagging for my listings,” Mike says. “We also build individual websites for specific properties. For high-end listings, I find where buyers are coming from and I pin-drop Top Agent Magazine

that marketing campaign, blasting it in a general area.” The results speak for themselves: Mike does a robust volume of about 80 transactions per year on average.

Mike loves his community, and he enjoys giving back as Vice President of the Flathead Valley Ski Foundation, where he also serves on the Sports Committee.

When he is not working, Mike loves doing anything outdoors, whether it’s fly fishing, skiing, hiking, or mountain biking.

In the future, Mike plans to continue bringing great customer service to his clients. “I have a good base of repeat clientele who keep me busy, so I don’t plan on slowing down,” he says. “I love talking real estate and helping out agents who are just getting started. We’re building a great team of independent agents here at National Parks Realty.”

Mike emphasizes his local roots as an asset to his clients. “I’m a local, raised in Whitefish, and people want to work with somebody who knows the area. I work hard to serve my clients, and I take their needs seriously.” Mike looks forward to continuing to serve the Flathead Valley’s real estate needs for years to come.

To find out more about Mike Anderson, please call 406-261-9081, email maland@aboutmontana.net or visit WhitefishMontanaRealty.com 83

SCOTT AURICH Scott Aurich began his real estate career in development and as a commercial broker.

After moving to Coronado in 1987, Scott became more interested in residential real estate. “I decided to go into development here in Coronado, and I built a condo project with a partner,” Scott recalls. The condo development was successful, and through that project he connected with some clients and started selling other residential real estate for them. Scott started a brokerage business in Coronado, and the rest is history. After 20+ years as owner/broker of Sun Isle Realty, Scott joined Pacific Sotheby’s International Realty. Scott specializes in selling all of Coronado and loves helping his clients achieve their real estate goals.

About 90% of Scott’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “I’ve sold over 600 homes here over 30+ years,” Scott says. “I have a lot of clients and have been in the community for a long time, my business has always been about relationships.”

The personal service Scott provides helps to make the process of buying or selling go that much more smoothly for his clients. “I’ve always focused on doing whatever is best for my client in every circumstance,” he explains. “Not every broker does that 100% of the time, but I have been able to put my clients’ needs first every time and measure everything against what’s best for my client. The buying or selling process can be stressful, and I try to relieve that stress and help the client get through it. They appreciate me being part of the solution and helping them through the process.”

When it comes to marketing, Scott blends traditional methods with newer ones. He still finds remarkable success with print advertising, however he affiliated with Pacific Sotheby’s International Realty because of their robust internet/social media marketing platform

and worldwide exposure. “Sotheby’s has the most visited website for luxury highend listings in the world.” Scott prides himself on investing more than any of his competitors on advertising and marketing to achieve optimum exposure for his listings.

A resident of Coronado for over 30 years, Scott has been deeply involved in his community. He has served on the Coronado Schools Foundation Board, Rady Children’s Hospital Foundation Board, and the Board of Trustees for St. Pauls Methodist Church, he has also coached 14 seasons of youth sports and supported many local charities. Scott is an avid paddle surfer and recently, an even more avid horseman. He also enjoys golfing, skiing, and playing tournament poker.

In the future, Scott plans to continue doing what he loves, serving his clients and his community. “I love the relationships I get to build with clients,” he says.

“My clients become friends. I enjoy helping people and giving them the information they need to make such a critical decision. I enjoy doing what I’m doing, and while I plan on retiring when I am 94, I have a few good years ahead of me.”

To find out more about Scott Aurich, call 619.987.9797, email scott@scottaurich.com, or find him online at SCOTTAURICH.COM WWW.

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 86

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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TAMI BIEGERT Tami Biegert – Top Agent with Realty Group, Inc. in the Twin Cities West metro area of Minnesota, is truly passionate about what she does for a living, and she makes it a point to go above and beyond for her many grateful buyers and sellers. Highly motivated, dedicated, and incredibly knowledgeable about the real estate industry, Tami is rapidly approaching two decades of helping her clients achieve their real estate goals.

Tami became licensed as a real estate agent in 2004, following a career working in the financial and title end of the industry. She began her career managing a small credit union and eventually worked her way to Title Closer and then up to the position of mortgage Loan Officer. This career path has imbued Tami with extensive knowledge regarding real estate transactions that places her head and shoulders above much of her competition. “It’s been very helpful – for both me and my clients – to fully understand the transaction from start to finish, having worked in all of the major fields that make a transaction come together,” says Tami.

In addition to working with buyers and sellers, Tami enjoys all aspects of the real estate industry, and during her long career has become well versed in areas that include new construction, custom-built homes and land development. “I really enjoy taking large parcels of land and helping my client develop it into smaller parcels to maximize their return,” she explains.

Currently, almost the entirety of Tami’s considerable business is based upon repeat clients, referrals and positive word-of-mouth, a significant achievement in the highly competitive world of real estate. “I believe that the reason for that is my longevity in the industry,” says Tami, when asked how she manages to engender such trust and loyalty amongst those she works with. “Also, I take a very down-to-earth approach with my clients, while still remaining professional. I go the extra mile for my clients, and I develop relationships with them, and after the transaction has been completed, I remain friends Top Agent Magazine

with most of them. I always place my clients’ needs ahead of earning a commission.”

There are many other reasons for Tami’s continuing success story, and chief among them would be her expert negotiation skills and her intelligent, leave-no-stone-unturned approach to marketing her listings, both of which combined translate into fast sales for top dollar, not to mention happy – and returning and referring – customers. Postcards, videos, and deft utilization of social media marketing are just some of the avenues Tami utilizes to gain maximum exposure for her listings.

When she’s not working, Tami enjoys nothing more than spending time with her family, which includes her two children. The family enjoys outdoor activities, and Tami also occupies herself with philanthropic efforts. As Founder of a local networking group called Northwest Community Connections, Tami helps raise considerable funds for in-need residents of her community.

“I really, really enjoy what I do,” says Tami, “and I definitely enjoy working with my clients. It is incredibly rewarding to see the transaction come together and watch you clients’ dreams become a reality. “It’s all about advocating for my clients and putting them first – you get back what you put into it, and that is an amazing feeling.”

For more information about Tami Biegert, please call 612-718-3876 or email Tami@tamibiegert.com 87 Copyright Top Agent Magazine

BONNIE BURAS & EMILY BLOOM HOSKIN Bonnie Buras has lived in Plaquemines Parish her entire life, with her family lineage dating back to the town’s founding.

Growing up, she was passionate about real estate, traveling with her father to see properties all over the country. At his suggestion, she decided to earn her real estate license and quickly made a name for herself, forging an accomplished, twenty five year career as a multimillion dollar producer. Later, she was joined by her daughter-in-law, Emily Bloom Hoskin, who began helping out as an office assistant while earning her Master’s in counseling. “After almost five years in counseling,” Emily says, “I was presented with such a wonderful opportunity to switch occupations and work alongside my Mother-In-Law; after all, when you think of New Orleans or Plaquemines Parish Real Estate, you think of Bonnie Buras.”

Today, Bonnie and Emily have joined forces as the Bonnie Buras Team, powered by Coldwell Banker TEC, where they serve clients throughout Plaquemines Parish and all of Louisiana. There, they have combined their years of experience and extensive professional network to facilitate transactions of all kinds, standing tall as the top earning team for Coldwell Banker TEC for the State of Louisiana since 2014.

When listing a home, Bonnie and Emily provide their clients with a diversified approach. After fully preparing each house for the market, they share it over a blend of digital and targeted social media campaigns, as well as print advertisements in the local newspapers. They also send out more than 3,500 mailers each month and host open houses to draw even more buzz to their listings.

“We will do whatever we can to get our properties out in front of people,” Bonnie says. “But no matter what, we are careful to help our clients each step of the way.”

Elsewhere, the Bonnie Buras Team is just as focused when assisting their buyers. Emily leans on her background as a counselor to get to the heart of her clients’ needs, while Bonnie utilizes her decades of experience to 88

ensure the transaction runs smoothly from start to finish. This multifaceted approach has earned the two a tremendous reputation throughout all of Louisiana, with the vast majority of their volume coming from repeat clients or referrals. “We live in a close-knit community,” Emily says.

“Word of mouth is huge here, and you’re only as good as your reputation. That further motivates us to go above and beyond for all our clients.”

Outside their career, Bonnie and Emily are active within their community, sponsoring numerous charities and events around Plaquemines Parish. When she’s not with clients or giving back, Bonnie, a devoted grandmother, can be found spending quality time with her family, taking a cruise vacation, or relaxing with friends and colleagues on weekends. Meanwhile, Emily enjoys taking in the festivals and cultural hotspots around New Orleans with her husband.

Bonnie and Emily have strong plans for the future of their family business. With their annual volume ranking them consistently among the top agents in their region, they are most excited for the new opportunities that lie ahead. “In real estate, you get to do something different every single day,” Bonnie says. “And through it all, there’s nothing more rewarding than making a client’s dreams come true.”

For more about Bonnie Buras & Emily Bloom Hoskin call (504) 392-0022, visit BonnieBurasTeam.com or email BonnieBurasTeam@gmail.com www.

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Take My Word for It:

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

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

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

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

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

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show90

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

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

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

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

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BRENDAN BUTLER Anyone reading Brendan Butler’s client reviews would encounter certain adjectives over and over again: personable, knowledgeable, professional. People are so appreciative of these qualities that they tend to overlook another just-as-important trait, one that Brendan uses to describe himself. Driven.

“I was a baseball player in high school,” he explains, “and that experience taught me to push myself pretty hard.” That personal drive and discipline paid off early for Brendan. When he graduated he had the option to play professional ball for the Baltimore Orioles, who had drafted him, or become a college athlete for Towson University. He chose the education.

He started on the investment side of the real estate business, flipping his first house his senior year in college, and found that he enjoyed the process. He got his license after he graduated, and after five years is now one of the fastest growing Realtors in the Greater Baltimore area.

Last year Brendan closed fifty transactions with a sales volume of sixteen million, all of that achieved as a solo agent. He attributes that success to a competitive nature sharpened by sports, which he brings to bear on behalf of his clients. “I’m always going to go that extra mile.

And if you call me at eleven o’clock at night, I’m going to answer the phone.”

“Who’s going to buy this house? If I’m listing a five hundred thousand dollar house, I’m not marketing to a twenty-two year old. I’d aim at the thirty and above demographic.”

He’s been very happy with his career choice. “I really enjoy meeting all kinds of different people and getting to know them. You learn a lot about someone through the process of buying or selling a home. I love building relationships with my clients, doing everything I can to take away the inherent stress of that experience.”

Brendan also loves building relationships away from the business, giving back to his community through his church and the local high schools. He particularly enjoys lending his experience to high-school athletes on a path similar to the one he’s walked. When he takes time for himself, he prefers the simple pleasures of hanging out with friends, or a round of golf.

The steady growth of Brendan’s business has him excited, and conscious of the fact that he’ll need to build a team to keep up with the volume, which he anticipates to grow to thirty million this year. He plans to bring on a transaction coordinator and a buyer’s agent soon.

That drive has garnered Brendan a repeat client and referral rate of ninety percent, a number he hopes to push higher. Given the exceptional service he offers to customers—which includes providing a moving truck free of charge to anyone who buys or sells with him—it shouldn’t be hard. “I pride myself on my customer service. If I say I’m going to do something, I do it.”

Another lesson Brendan learned from his days as an athlete is that working smart is just as important as working hard. He markets his listings across all of the social media platforms, but focuses on targeted marketing.

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If you’d like Brendan’s help buying or selling your home, you can call him direct at 443-528-9747, or his Broker at 410-823-0033. Email him at ButlerhomesMD@gmail.com.

For listings, check out his website at ButlerHomesMD.com www.

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CHRISTOPHER COBB Christopher Cobb grew up in the real estate business, with both his parents working as Realtors® in Naperville. By the time Christopher was midway through high school, he recalls, “From watching my parents work, I knew that was what I wanted to do.” He got his license midway through college at Illinois State University, where he earned a BS in political science. “Four days after graduation I began selling real estate at RE/MAX of Naperville.” After 28 years of selling thousands of homes and earning dozens of achievement awards, Chris continues servicing his clients at RE/MAX of Naperville.

As a Realtor® with RE/MAX of Naperville, Christopher serves DuPage and Will counties. An amazing 95% of his business comes from repeat and referral clients, a testament to the trust and confidence he inspires. “I realized the importance of service from the very beginning,” Christopher says. “My parents would tell me, we’re in the service industry, and there’s a lot of competition out there. You have to work hard for people and go the extra mile for them, and when you do, you will get excellent results. Then people will realize how hard you work, and they will keep coming back with referrals.”

Christopher emphasizes the importance of providing high-quality personal service to clients. “The only way to keep building repeat business is to create raving fans,” he explains. “People can’t just be happy with your work, they have to be thrilled with it. Then the word spreads.”

His enthusiasm for helping people shows in everything he does. “I’m excited about helping my clients. I really enjoy working with people, and I’ve developed a lot of friendships with past clients. When you don’t look at it as a job, people see that you’re working from the heart.”

When it comes to marketing his listings, Christopher believes in being proactive and using his extensive network among other real estate agents to drive traffic early on. “I talk to dozens of agents each day, and I ask them if they have any buyers looking in any price range,” he says. “That way I can tell them about our 92

listings in advance, often before they come on the market. We build up those showings through digital media and word of mouth, which takes a lot of effort but makes a huge difference. A listing can sell from just putting it in the MLS, but sometimes it sells a month later than it should have, because it doesn’t get marketed properly. That’s why we get the word out to agents, talk to them, and focus on proactive marketing. Our listings can sell in days, or even before they’re on the market.”

Community involvement is important to Christopher.

He has been a volunteer teacher at local Naperville high schools, presenting an interactive program called “The Magic of Thinking Big”, which teaches kids to think and dream creatively, and set goals to help them grow. He is also the new defensive line coach for Benet Academy’s varsity football team. When he is not working or giving back, Christopher enjoys staying physically active, and is an enthusiast of CrossFit, Rugby and Pilates.

Christopher continues being proactive, keeping up with new technology while also building strong relationships with clients and Realtors®. “As things become more digital, we can sometimes lose that human interaction,” he says. “We need people who are working from the heart.

That trait in a Realtor® has become more valuable now, than ever.”

To find out more about Christopher Cobb, you can contact him by phone at 630-452-7007, or by email at info@thecobbteam.com.

You can find him online at christophercobb.com www.

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 94

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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BOBBY COLVIN JR Bobby Colvin began his real estate career at RE/MAX TEAM, REALTORS 7 years ago, having grown up around the business. His parents are the Owners of the RE/MAX TEAM office in the Young American Furniture Building, Geistown Cloverleaf where he now works, and as Bobby remembers, “Ever since I was a little kid, my dad used to take me around the business. It ran in the family, and I ended up getting my license at a young age.” Bobby was soon fully immersed in the business, starting in rentals and working his way up to a buyer’s agent position, before recently moving into a listing agent position. “I’ve come a long way since first getting into it,” Bobby says, “and I love being able to help my clients realize their real estate dreams.”

With The Bob Colvin Team, Bobby serves Johnstown and the surrounding area, focusing on Cambria and Somerset counties but covering much of Western Pennsylvania. A large portion of the team’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence they inspire. “Our client-based approach means that everything we do is centered around fully servicing the client to the best of our ability throughout the entire transaction.”

emerged as a valuable tool in the past year.

All properties are also featured on the weekly TV show, The Sunday Showcase of Homes, which runs every Sunday from 10:00-10:30.

“Our goal is to get the maximum exposure for your listing,” Bobby says, “and get it sold as quickly as possible for as much as possible.”

Community involvement is important to Bobby and the RE/MAX TEAM, and they are always looking to give back. A contribution from every closing goes to the local Children’s Miracle Network Hospital, and they like to get involved in various community events. When he is not working or giving back, Bobby can be found riding around town on his bike, hiking, or skiing. A highlight of his biking adventures took him from Pittsburgh, PA to Denver, CO in 2019 in a total of 27 days.

In the future, Bobby says, “We hope to continue the momentum we’ve been carrying with us since the doors first opened and continue providing outstanding service to our clients. I love waking up every day and having something new on my plate. What excites me is helping people get where they want to be and realize things they may not even have thought were possible.”

Another way Bobby and his fellow agents in the Johnstown RE/MAX TEAM office set themselves apart is that they practice designated agency. That means that Bobby and his team work exclusively with sellers, while other agents in the office work exclusively with buyers. “That way we can give our clients the full representation they need throughout the transaction,” Bobby says.

Relationships form the core of Bobby’s business. He sends handwritten thank-you notes and works with a local small entrepreneur to provide personalized closing gifts.

“That personal touch shows the relationship we’re able to build,” Bobby says. “It all comes back to keeping the client at the center.”

When it comes to marketing his listings, Bobby uses a multi-tiered approach that includes traditional methods such as print advertising, as well as online marketing. He and the team use Adwerx to target their ads and provide a “next-level marketing” experience. 3D tours have also Top Agent Magazine

To find out more about Bobby Colvin Jr., please call 814-262-7653 ext 107 or directly at 814-421-1454, email bobbycolvin@remax.net or visit bobbycolvin.remax.com 95

ANGELIQUE CRUZ Since the start of her real estate career, Angelique Cruz has approached every transaction with professionalism and a desire to provide the highest level of service. Currently on her third year in the business, she was inspired to start by her daughter, who told her that she had the perfect personality for a REALTOR®.

Angelique is affiliated with eXp Realty and primarily focused on the Milwaukee area, where she serves a wide variety of buyers and sellers.

One of Angelique’s greatest attributes, and the reason for why so many clients are eager to work with her again, is her protective spirit and caring heart. “My clients can feel that I’m genuine and compassionate, and they know I protect their best interest.

As a mom, I fall into the role of a caretaker with ease, and I always strive to guide buyers and sellers into the right direction. I’ve been through many situations in life where I didn’t have the right people to guide me and show me the right way to go, so I had to blindly lead myself. That’s why it gives me great satisfaction to be that resource for other people and help them achieve their goals.”

When it comes to establishing a successful career, Angelique stresses the importance of surrounding yourself with the right people. “My business partners have contributed to a lot of my success. When I don’t have an answer for something, I know that I have a network of people I can reach out to in order to get the correct information.” She also believes good marketing and staying on top of the latest trends is key in connecting with potential buyers. “I’m a big fan of marketing through Facebook, Instagram, and Snapchat. I also try to get ahead of the ball and start talking about my upcoming listings with other agents before they go live.”

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For Angelique, one of the biggest rewards that comes from her career is that it gives her the ability to help others. “I love empowering people. For so many people, home ownership seems like an impossible dream. There is no greater feeling than showing them that it is absolutely achievable. The bond and trust we develop during that transaction process is truly priceless.”

Angelique is passionate about her community involvement and has helped establish the first chapter of The National Association of Hispanic Real Estate Professionals® in the state of Wisconsin, where she serves as the secretary of the founding board. “Our goal and our mission is to help empower Latino homebuyers through educational resources, connecting them with lenders and providing informational workshops.”

This year, Angelique is looking to obtain her broker’s license, and in the near future she plans to establish her own team. “I want to help agents become successful and learn to work from the heart so that they have the power to change people’s lives for the better.”

To learn more about Angelique Cruz please email angelique.cruz@exprealty.com, call (414) 208–9541, or visit her website here. www.realtor.com/realestateagents/angelique-cruz_milwaukee_wi_3673896_87623890 Top Agent Agent Magazine Magazine Copyright Top

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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

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

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ERICA CUNEEN When Erica Cuneen was seeking a career change that would provide her with more flexibility and time with her two young children, she turned to real estate. “Right away, I loved it,” Erica says. “I was able to provide a valuable service helping people with their biggest investment. I never thought real estate was something I would do, but it’s been an amazing experience. I get to use my skills as an educator, my negotiation skills, (which feeds my competitive nature), and I have a great time with my clients, who usually become friends.”

After five years in the industry, Erica opened her own company which now includes two teams. With an office in Oak Park and another in Chicago, Erica’s company, Beyond Properties Realty, serves the city and the western suburbs. “We take great care of our clients.” Erica says.

“Everyone on the team is great at what they do, which allows for an excellent experience for the client.”

Erica’s clients rave about the attentive service and the focus on relationships. With a high rate of repeat clients and referral business, Erica takes pride in the loyalty she inspires amongst her clientele. “We’re very relationship focused,” Erica says. “I always tell people that once they’re my client, I never let them go.” Clients love the hands-on and comprehensive approach Erica and her team provide. “We’re connected with other like-minded professionals, so our clients see us as a great resource during the buying/selling process and beyond,” Erica says. “We refer fantastic lawyers, lenders, contractors.

People like working with us because we can take care of everything they need.”

“People like the fact that we’re small, local and hands-on. We make our own decisions,” Erica says. “If we need to do something special for a listing, we’ll do it.”

Passionate about people, Erica loves that her work brings her into partnership with diverse and dynamic clients. “Everyone is so different, and there are no two days or transactions that are the same, which is perfect for me. I am always evolving and constantly learning, whether it be from my clients, my team, or the market itself.”

Though her thriving business keeps her busy, Erica dedicates herself to giving back to the community. Her company volunteers regularly at the local food pantry, and they participate actively in philanthropic events to support local organizations. When she is not helping clients, Erica loves the outdoors: canoeing, camping, hiking, and biking. A lifelong learner, she is passionate about trying new things; currently, she is learning how to play the drums, and will try downhill skiing this season.

Looking to the future, Erica has no plans to slow down. “I’d like Beyond Properties to continue to grow, AND I always prefer quality over quantity,” Erica says. “I want my team to grow in a way that is steady, strong, and sustainable.

We want to help as many people as we can and continue providing the amazing service our clients deserve.”

Erica keeps in touch with past clients regularly. “Erica says, “I check in on their lives and how I can help. It’s really all about listening to their needs and acting on them.”

To market their listings, Erica’s team pulls out all the stops.

Clients love their beautiful photography, interactive floor plans, drone tours, and active social media campaigns.

Adaptable and innovative, Erica’s firm provides their clients with broad coverage that lead to competitive offers.

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To find out more about Erica Cuneen, please call 708.386.1366 or 708.220.2025, email erica@beyondpropertiesrealty.com, or visit windycityhomesource.com www.

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RINA DIRISIO Rina began her real estate career almost by accident while she was attending university in 1989. “I had a few more months before I finished my degree and took the real estate course more out of curiosity than anything else,” recalls Rina.

“I ended up loving it, and I never looked back.”

Now, 32 years later, Rina is among the Top 1% for Royal Lepage in Canada.

Her commitment to personalized service, combined with her years of experience and local expertise, truly set her apart when it comes to helping clients achieve their goals.

A seasoned Royal LePage Real Estate Services veteran, Rina’s primary markets are Oakville, and its surrounding communities including Milton, Burlington, and Hamilton. An impressive 70% of Rina’s business comes from repeat and referral clients. “Clients keep coming back because we provide great service and straight facts,” Rina says.

“I always empower my clients with all their options. It’s not about the sale, it’s about making sure they can make an informed decision.”

Staying in touch with clients also bolsters Rina’s referral base and nurtures lasting personal connections.

“People know that whatever they need, they can always pick up the phone and ask me,” she explains. She keeps in contact via a monthly newsletter, Christmas cards, calendars, and phone calls every now and then to check in and see how clients are doing.

When it comes to marketing listings, Rina uses a combination of techniques designed to gain maximum exposure for her sellers. “We invest heavily in digital marketing,” she says. “We’re way ahead of the game in terms of Matterport virtual tours, drone footage, and video tours.” That’s in addition to marketing on Facebook, Instagram, and other social media, as well as Google ads. Rina also uses print marketing, in the form of extensive colour print brochures, just listed cards, and just sold cards, all of which she targets to her farm areas.

A lifelong Oakville resident, Rina distinguishes herself with her extensive knowledge of the local market.

“Product knowledge is everything,” she says, and the proof is in the results.

In addition to being in the Top 1% of Realtors® in Canada, some of the awards Rina has received include the Royal LePage Hall of Fame Award, the Lifetime Chairman’s Club for reaching top 1% of the Royal LePage residential sales force for ten years, and the Lifetime Award of Excellence.

When she is not working, Rina enjoys going out in the city, window shopping, and getting together with friends.

When asked about the future of the business, Rina plans to continue growing the team, while still providing highly personalized service. “We’re a small team, but we do a lot of volume,” Rina says. “I love negotiating for my clients and getting them the best possible deal. I love what I do, and I would like to help people to think of real estate in a new more holistic way.”

To find out more about Rina DiRisio, you can contact her direct at 905-849-3346, or by email at rina@rina.ca. You can also find her online at rina.ca http://

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Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 101

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 102

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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KAMRON ENGLER As a young man, Kamron Engler left college to pursue a career in real estate.

He got licensed as a Realtor two years ago, and going into his third year, he is already making waves as an agent with a distinct work ethic and the ability to solve problems creatively and efficiently.

Along with his newly created team, The Engler Group of RE/MAX Town and Country, Kamron serves the North Georgia Mountain Market, everywhere from Jasper to Hiawassee, and makes it his mission to provide the best quality real estate service possible to as many people as he can in the area.

One thing that sets The Engler Group apart is the quality of their marketing, and they put sincere effort into getting their brand out to the public in several ways. They use a CRM system to send monthly newsletters, delivers holiday mailers to folks in their network, and check up on past clients every once in a while, to preserve their connections. Kamron uses professional videography for his listings, which he markets through email and especially social media. His work ethic and push for exposure have enabled him to close 30 transactions per year in both his first two years, and he hopes to push that number even further in 2021.

A focused, professional individual, Kamron gives his all to his works, and toils endlessly to make his clients’ lives comfortable as they are working through their real estate transactions. His style of guiding his clients through every aspect of the process in a thorough manner is a boon for anyone who works with him. “I’m willing to do what others aren’t,” Kamron says. “No matter what it is, I’ll work hard to make sure it gets done. I don’t mind cold calls or doing the dirty work, whatever it is.” Kamron’s commitment to tackling issues and overcoming obstacles has earned him a reputation as a Realtor who gets results in a timely manner, and who can always be relied upon.

Kamron is 100% focused on expanding his business and growing his brand in creative new ways, and to bring youth and innovation to the industry. He works every day, and is constantly evolving to meet the varied challenges that real estate can throw at him. He has this message for new Realtors looking to break into the market: “Don’t be afraid to go outside the box or to separate yourself from what everyone else is doing.

Real Estate is about creativity!” Kamron hopes to take this mentality and use it to turn his team into the most respected in North Georgia, and to take his career to the highest level!

On the customer interaction side, Kamron puts an emphasis on identifying the specific needs of each individual client so that he can more effectively work towards meeting them. His communication skills and availability make him a real estate agent that clients love working with. “I love being able to solve issue for people who don’t know how and need the help,” Kamron says. “Seeing clients accomplish things they never thought they could; it’s incredibly fulfilling.”

Kamron wants first and foremost to provide maximum value to the client, and everything he does is geared towards meeting that ultimate goal.

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You can get in touch with Kamron Engler by phone at (706) 669-6705 by email at kamron.engler@gmail.com, or visit facebook.com/theenglergroup www.

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BEN HENRIKSON As a young man, Ben Henrikson would work alongside his father, a real estate investor, helping him work on rehabbing and maintaining homes. Through these endeavors, Ben developed a profound interest in real estate, and when he graduated college, he decided to get his Realtor’s® license and make a career out of Real Estate. Ben has built a storied career in the Elgin, IL area, and with more than thirty years in the industry, he has a lifetime’s worth of experience that makes him uniquely suited to handle the many surprises that real estate can throw at him.

A solo agent, Ben works hard to make sure his clients are satisfied and comfortable at every turn.

He is communicative and thorough, opting to be malleable in the face of adversity in order to meet his clients’ needs. “I’m honest and I get back to people,” Ben says with confidence. “I’m timely and I cut to the chase, and I never leave my clients in the dark about what’s going on with their transaction. I really just try to be available.” Ben keeps his phone on and is quick to relay new information to his clients, and he always tells them the truth.

When working on listings, Ben gives special care to the appearance of the home, a skill he learned while working with his father. “I really concentrate on presenting a home to the broadest audience. I take the maximum number of photos to ensure that we get all the best angles and looks of the home,” Ben says.

He uses photos and drone video to make his listings

look immaculate, and does professional staging to really bring out the personality of the home. Presentation is incredibly important to Ben, and the quality of his listings are proof of that.

Ben is a results-oriented agent who is focused on closing the transaction in the way that most benefits the client.

He works day in and out to achieve this goal. He closes $10 million worth of total volume per year and gets over 90% of his business from past clients’ referrals – it’s clear that Ben’s customer-base appreciates the way he gets things done.

After decades in the industry, Ben continues to love his job. “I like the variety of experiences and being able to get out and meet people. There’s something new every day.” The flexibility and diversity of experiences that real estate offers are the reason Ben thoroughly enjoys selling real estate.

As a lifelong Elgin resident, Ben is very community-focused. He is a long-time member of the local Elgin Breakfast Rotary Club, with whom he has worked on various community service projects and given donations to other local non-profit organizations. He also serves meals to the homeless with his Church. In his free time, he loves spending time in the outdoors, camping and hiking with his wife and five adult children. For the future, Ben hopes to continue giving the best service he can to all of his clients!

For more information about Ben Henrikson, call (847) 293-7900, email benhenrikson@gmail.com or visit benhenrikson.com

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

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

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

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

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

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

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

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

Just make sure that you establish some foundational boundaries so that you maintain an 106

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

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

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

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

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

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SKYLER KEYSER Skyler Keyser – top agent and owner of Key Legacy Group in Tempe, Arizona – is a hardworking, focused and deeply knowledgeable real estate professional who is committed to providing his many clients with top-notch customer service. Skyler works diligently to ensure that whoever he works with, be it a buyer or a seller, achieves their real estate goals, and he has more than earned his stellar and ever-growing reputation as a trusted real estate advocate.

Skyler, a former globetrotting semi-professional hockey player, began his journey in the world of real estate in 2013. “I was in school at the time, wondering what I was going to do with my life,” he says, recalling his rather spontaneous decision to become an agent.

“Both of my parents were involved in real estate, and I’d always been interested in the field. I ended up leaving class one day and telling my mother that I was going to get my license. That’s how I started.” Skyler put his head down and worked hard, vowing not to be one of the many agents who fail in their first five years in the business. That hard work and determination translated into the formation of his own company and rapid success that continues to grow, year after year.

Skyler currently employs a team of six other equally dedicated and caring agents and two administrative personnel, though he will be adding to his team to keep up with the exponential growth of his business. In addition to helping his clients achieve success, one of the things Skyler enjoys most about his chosen profession is the ability to mentor newer agents and to help them achieve the same success he enjoys. “Real estate is one of those industries that doesn’t usually provide formal training,” he explains, “unless you’re with a team that has created it. I love that I get to help people, whether they’re other agents or my customers.

Currently, more than two-thirds of the Key Legacy Group’s business is based on returning customers and Top Agent Magazine

referrals, a significant achievement in the highly competitive real estate industry.

Much of this has to do with the long-lasting, closing table-transcending relationships they form with their clients. “We reach out to them many times each year, do pop-buys, and quarterly appreciation events, among other things,” says Skyler, who currently holds a perfect five-star rating on Zillow.com, comprised of scores of glowing testimonials. There are many other factors as well, including incredible market knowledge and top-notch marketing strategies that result in quick sales for top dollar, not to mention happy clients.

When he’s not working, Skyler enjoys playing hockey, skiing and snowboarding, and also gives back to both his community and the real estate industry in multiple ways, including his support of the Feed My Starving Children organization. He also sits on the Associate Board for Future for Kids, for which he helped stage a golf tournament that raised over $100k to benefit for underprivileged children.

For anyone looking for exceptional, dedicated and caring customer service, one could do no better than to engage Skyler Keyser and the Key Legacy Group, a company that prides itself on truly taking care of their clients.

For more information about Skyler Keyser, please call 480-330-7216 or email Skyler@KeyLegacyGroup.com 107

LESA LILLIBRIDGE A homebuilder before making the plunge into full-time real estate practice, Lesa Lillibridge has been a Realtor for over 10 years now. Having a wealth of experience in all aspects of real estate, Lesa is a Top Producing Agent in the Northern Ohio market. After the new construction market crash in 2008, Lesa earned her license as a Realtor in 2010, earning the top rank Rookie of the Year Award. Most recently, Lesa earned the prestigious Top 3% in America Award and the Regional Ohio President’s Club Award. Lesa and her Team have built a successful, ever-growing real estate company on the timeless foundations of high level Customer Service, knowledge, communication, continued learning, implementation of technology, and true generosity, with high producing results for her clients!

Lesa has seen a lot in her time as a Realtor, but she also knows the ins and outs of construction. This knowledge makes her uniquely suited to a deep understanding of buying and selling homes, as well as the home inspections process and has a long list of construction references when needed. With such a broad expertise in her field, it is no surprise that Lesa has seen so much success, closing properties to almost $19 million in total sales volume in 2020 as an individual agent, including single family homes, condos, vacant land, rentals and commercial real estate.

These numbers have increased with every passing year that Lesa has been in business. She has experience in a variety of different markets, and her vast market knowledge and successful business background helps Lesa serve a diverse range of clientele.

works with too, which drives her to make their experience rewarding. Her clients appreciate her compassion and effort; Lesa has achieved 92% of her business from repeat clients and referrals from past clients and an excellent reputation within her community.

During her free time, Lesa loves to spend time in the outdoors with her family. They take short trips to their lakeside cottage on the shore of Atwood Lake and travel when possible, typically to historical sites. Lesa is also very involved in the community both personally and professionally. She says her dad taught her to “always give back to the area in which you live and work”. She volunteers for and serves/ served on the council of several local organizations, including Habitat for Humanity, Home Builders Association, American Red Cross, and the ALC. She also serves on several committees including Luxury Homes Committee, the Commercial Division Committee, and the Diversification Committee.

In the coming years, Lesa will continue taking steps to keep growing her business and Team to fully service her clients needs.

She has already added a full-time Administrative Assistant, Transaction Coordinator, Showing Agents, and is building more Team Members as Inside Sales Agents, and adding a full spectrum of Real Estate Professionals to her Team. If you are interested in quality real estate services in Ohio with a proven history of Top Producing results, be sure to give Lesa Lillibridge a call or text, Lesa’s motto: “Here to SERVE YOU!”

As a veteran Realtor, Lesa knows that communication is a vital part of her job. She works hard to maintain a consistent line of contact with her clients and to make herself available to the real estate market at large. “I pride myself on answering my phone,” Lesa says. “It’s one of the biggest keys to my success.” Lesa takes an intimate approach to talking with her clients, preferring to call and text due to its immediacy and personalization. Her open and honest communication makes her clients feel comfortable and makes her easy and fun to work with.

Being a people-person is a major prerequisite to becoming a fulltime Realtor, and Lesa fully exemplifies this. She cares deeply about the well-being of her clients and is not afraid to show it!

“People recognize that I care. I truly get emotional on almost every single sale. There comes a point when, even though I’m doing all these professional things, I will often even cry with my clients,” Lesa laughs. “My family calls these ‘Coca-Cola Moments’!”. Lesa is emotionally invested in the people she 108 108

Contact Lesa Lillibridge by phone at (330) 620-5372 or email LesaLillibridge@kw.com. You can also visit LesaLillibridge.kw.com for more information and to search for up-to-date real estate availability. http://

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

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

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

Teaching lessons to others reinforces your own professional values.

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

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

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

Mentorships allows you to see the big picture.

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

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

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

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

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 110

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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RACHELLE LORAINE Rachelle Loraine began her Real Estate career in 2018, after moving to Cleveland to be with her now-fiancé and working within the insurance agency he owned.

“We catered to professionals, including Realtors® and teams who wanted to create a concierge experience for their clients,” Rachelle recalls. That’s how she became an insurance partner for the EZ Sales Team, the #1 Real Estate team in Ohio. When one of the Team Leaders told her she should be an agent, Rachelle jumped right in and hasn’t looked back since. “It’s boomed from there,” Rachelle says. “My business has surpassed all expectations.”

Rachelle serves northeast Ohio with The EZ Sales Team. She is already seeing her repeat and referral business grow, an impressive feat that speaks to the trust and confidence she inspires. “Real estate is all about relationships for me,” she says. “By holding the client’s hand, being at every showing, being at the inspection, responding at almost any hour to questions, being there to give them the keys, you create a relationship with the client. Then not only are you their Realtor® for that transaction, you become the family Realtor® and you are the one they refer to all their friends and family.”

Rachelle sets herself apart through her amazing work ethic. “I had to put everything I am into creating the foundation for what I have now,” she says. “I didn’t have a sphere when I moved here, so I built my business from the ground up.” The results speak for themselves: in 2019 Rachelle sold over $7 million, with 33 units. In 2020 she sold $15.2 million, with 65 units. “In less than 2 and a half years, I had already sold over 100 homes.”

To stay in touch with past clients, Rachelle sends handwritten anniversary notes along with gift cards to let clients know she is thinking of them. “I love to make sure clients remember me,” Rachelle says. “I give out unique gifts, and many of my clients become lifelong friends.”

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When it comes to marketing her listings, Rachelle draws on the considerable resources The EZ Sales Team provides. “We have phenomenal marketing and our own Marketing Company, EZ Media Productions,” Rachelle says. “When I do a listing, EZ Media goes in and does professional photography, drone footage, videos, and 3D Matterport tours.

That way, even someone in Hong Kong can walk through one of my listings.”

Giving back to her community is of huge importance to Rachelle. She works with the Lakewood Charitable Assistance Corporation to feed needy families Thanksgiving and Christmas dinner, and she organizes an annual company food drive within her Team that fed over 600 families in each 2019 and 2020. When she is not working or giving back, Rachelle enjoys spending time with her fiancé & puppy, cooking, enjoying Cleveland’s beautiful parks, hiking, and trying new restaurants.

In the future, Rachelle plans to keep growing her business and expanding her volume. She also loves to Coach others on her team, and wants to continue helping new and seasoned agents alike build their own businesses.

Above all, Rachelle wants to keep helping her clients achieve their real estate goals. “It’s been amazing,” she says. “I’m really blessed, and I love what I do.”

To find out more about Rachelle Loraine, please call 614-483-9569, email Rachelle@EZSalesTeam.com or visit EZSalesTeam.com 111

VALYN LYONS By now, Valyn Lyons has experience with just about every kind of real estate there is, from new construction to long-time investors. She has been in real estate for fifteen years in Atlanta, and garnered a huge amount of success over the course of her career. Through a winning combination of talent, grit, and personability, Valyn has proven to be a force to be reckoned with in the industry, and she has found a great deal of personal fulfillment in her work.

Valyn is big on repeat business, and she makes a serious effort to make her clients feel comfortable.

She interacts with clients constantly on social media, and, when the option is there, hosts events for clients to socialize and meet each other. “My clients are my friends,” Valyn says. “I go to their weddings and we talk on Facebook. I love showing new arrivals around Atlanta as well.” She takes a personal approach to interacting with her clients, opting to treat them as friends rather than business associates. This has made her an attractive option as a Realtor®, proven by her high percentage of referral-based business.

Being a Realtor® means more to Valyn than meeting her own bottom line. She takes steps to ensure that her community is well cared for, and she has a penchant for looking after those members of her community who are less educated and more disadvantaged. “I’m a big-hearted person,” Valyn says. “I have people in my office who do credit repair and help with lease purchase. Home ownership is huge, and I want people to become home owners.” Valyn helps people in need, whether it be first time homebuyers unfamiliar with the market or people who have taken a hit to their credit and don’t have a lot of options. She trains the agents on her team to pursue this goal, and it’s become a huge part of her identity as a Realtor®.

Throughout the year, Valyn works constantly to engage with her client base and build her business, and her work ethic is paying off. Valyn closed a whopping 112 112

$45 million of total volume in 2020 and is looking to push the envelope even further in 2021. According to her, Atlanta is a hot market, people keep moving in, and “they’re not making more land!” Now is the time to move in on it, and with Valyn’s experience, she is a good bet for knowing the ins and outs of the market.

Valyn has become fully absorbed in her work as a Realtor®, which makes her uniquely suited to tackling every aspect of real estate that her clients’ cases can throw at her. “This is not just a business for me. It’s who I am, it’s what I do, I know it, I love it,” Valyn says. “My favorite part is seeing the family in their home at the end of the transaction.” She finds her clients’ transactions to be emotionally rewarding experiences, and helping them get to the end of the line is immensely satisfying every time.

Outside of work, Valyn spends a lot of time assisting various community organizations with her team. She also is enamored with her new granddaughter; they play dress-up and take pictures together when Valyn has free time. Looking toward the future of her business, Valyn hopes to grow her team, specifically the division that is in charge of helping more disadvantaged clients achieve home ownership. Additionally, she will continue to mentor brokers and train Realtors® to provide excellent relationship-focused service to all of their clients.

For more about Valyn Lyons call (678) 467-5098, email valyn@thecolerealtygroup.com or visit thecolerealtygroup.com Top Agent Magazine

7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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LAURENCE MCDADE Prior to real estate, Laurence McDade served in corporate America, relocating to Atlanta to accept a position as Safety Director and HR Manager for a prominent road construction company. However, once the business downsized, Laurence found himself searching for a new career that better spoke to his passion for helping others and entrepreneurial spirit, so he decided to attain his real estate license. He hasn’t looked back since.

Today, Laurence is a Realtor® at the Lindsey Marketing Group, where he assists clients throughout South Fulton County and the greater Metro Atlanta area. By applying his eighteen years of professional experience and in-depth knowledge of both new construction and general real estate, he has cultivated a process to meet the ambitions of any buyer or seller.

When listing a property, Laurence utilizes the full promotional resources offered at the Lindsey Marketing Group, along with digital and social media advertisements, to reach a wide network of prospective buyers.

But through it all, he maintains close contact with all his clients. “I answer or return every call,” he says. “In this digital age, we can get away from that personal touch, so it’s so important to maintain open channels of communication throughout a transaction.”

Elsewhere, Laurence is just as attentive and focused when assisting his buyers, carefully guiding them through their deal from start to finish. Through integrity and an expert knowledge of the Atlanta market, he makes sure each client finds the right house for their needs. “This is a deeply personal business,” he says.

“We have people spending anywhere from $300,000 to

$500,000 on their homes, and they deserve to trust who they’re working with. As such, I look out for my clients’ best interests as if they were my own.”

For Laurence, the transaction doesn’t end at the closing table; instead, he prefers to remain in touch with his clients well after the deals are done to ensure they are thriving in their new homes. Because of this attentive service, he has earned a tremendous reputation throughout Atlanta, with the entirety of his volume coming from either repeat clients or referrals. But rather than focusing on the numbers, Laurence remains committed to the relationships. “I love the excitement of helping clients, setting them up with lenders, and guiding them along the transaction. At the end of the process, when they’ve gotten into their dream home—or even their first home—it all becomes worthwhile.”

Outside his career, Laurence is tremendously active in his community. On top of serving in his church, he is also a member of the Atlanta Board of Realtors. When he’s not with clients or giving back, he can be found enjoying his favorite hobby, motorcycle riding.

Laurence has strong plans for the future. As his volume continues its steady growth, he intends on further diversifying his business and delving into rental properties in the months ahead. Most of all, though, he looks forward to the new clients and transactions that await in the community he loves. “Metro Atlanta is a great place to be,” he says. “We’ve got a wonderful culture and terrific opportunities. If you’re looking at relocating here, come quickly—and be sure to give me a call.”

For more information about Laurence McDade, call (678) 886-1583, email laurence.mcdade@jefflindseycommunities.com, or visit mcdadelauren.georgiamls.com

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MARC NILSON Top Agent Marc Nilson – Broker/Owner of the Navigator Northwest Team in Spokane, Washington – is a hardworking, conscientious and dedicated real estate professional who strives to provide his many grateful clients with top-notch customer service. Marc’s focus on creating a smooth and easy transaction process for his buyers and sellers has translated into a business that is based nearly two-thirds on referrals and returning clients, a sure indicator of the amazing service he and his team provide.

Marc began his journey in real estate in 2004 after reading the seminal real estate investment book Rich Dad, Poor Dad. “My brother and I both read it, and we decided to start investing. We started buying homes and then I decided to get my license and began doing real estate full-time.” Marc found success quickly, and currently oversees an equally dedicated and talented team that consists of three other agents and an administrative assistant. Navigator Northwest is now one of the most respected teams in the Pacific Northwest, based on a large number of factors.

“We try really hard to make sure the transaction is a smooth process for our clients,” says Marc, by way of explaining the exceptional level of trust and loyalty his team inspires amongst those they work with. “We’re very systems-oriented, we don’t do anything just from memory. For each listing, for example, we have 206 tasks that we know we need to complete in a certain order, thirty or forty of which we know we need to communicate to our clients. We send them a report every week of all the things that we’re doing to help them. I think we do a really good job with communication and really trying to make the process as painless as possible, and I think they appreciate that.”

Another factor that comes into play when assessing Marc’s stellar success would be his thorough and 116 116

comprehensive approach to market analysis. Marc and his team involve their clients closely with this process, spending hours to ensure that they and their clients are on the same page regarding listing price, whereas much of his competition might spend only fifteen or twenty minutes. Another reason for Navigator Northwest’s success would be their intelligent and highly professional marketing strategies – including unparalleled photography and an omnipresence on social media – that result in fast sales for top dollar, not to mention happy clients.

When he’s not working, Marc enjoys nothing more than spending time with his family, particularly at their tiny, remote cabin on Lake Roosevelt. He is also an ardent philanthropist who supports multiple charitable efforts, donating a portion of every sale to an organization that provides funds for those requiring corrective eye surgeries.

Marc’s plans for the future of Navigator Northwest are to continue growing his business while maintaining a small but highly effective team. Above all, however, remains his unwavering, constant objective: to provide his clients with the unmatched customer service that has long been his calling card.

For more information about Marc Nilson, please call 509-893-2001 or email Marc@NavigatorNW.com Top Agent Magazine

Creative Meditation

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

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

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

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 117

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

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

Here are some examples of meditations you can try.

1

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

2 Repeating a mantra can be very calm-

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

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

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

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

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

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LYNN NORMAN Lynn Norman is the epitome of the “Lake Lady,” and she exudes enthusiasm for the Lake Tillery community she serves.

“Everyone knows I focus on the lake,” says Lynn. She recognizes the importance of engaging a real estate agent who has extensive knowledge of the lake and who shares excitement about the area, including the neighbors and hot spots.

Lynn shares, “I take them out on my boat, and clients love it. It’s such a great way to tour this special place.”

Lynn earned her real estate license in 1989. She worked with a real estate firm for eighteen years, and in 2017, she made the bold decision to set out on her own. Lake Tillery Properties was born, but Lynn’s calling card continues to be the “Lake Lady.”

She specializes in Lake Tillery and exclusively sells waterfront homes. Lynn is an expert in the area, and that gives her an edge in the market. “I’ve lived on Lake Tillery for twenty-four years, “Lynn says. “I know it like the back of my hand.”

With a team of five, Lynn has built a thriving business that focuses on the highest level of customer service.

Since 2015, she has been named in the Top Ten Agents for Client Satisfaction each year. Because of Lynn’s extensive and personal knowledge of the area, her business is entirely referral-based. “What happens is that I sell a house, and the clients go back to Charlotte, then they bring their friends to the lake, and their friends say, ‘We want a lake house!’ And they send their friends to me, because I’m the Lake Lady and because they had a great experience.”

To market her listings, Lynn uses a comprehensive strategy that includes wide digital marketing as well as traditional print campaigns in local and statewide publications. With a team of professionals, Lynn uses beautiful photography, 3-D virtual tours, and drone videos to show her listings in the best light. As a Zillow Five-Star Agent, Lynn is able to leverage her visibility Top Agent Magazine

on that website to give her clients broad coverage.

What Lynn likes most about what she does is helping people find a home where their family can gather. “It’s exciting when people come from a city, and they want more time with their family,” Lynn says. “It’s exciting because they’re doing it to bring their family together. I love helping them find what they’ve always dreamt of.”

Even though Lynn’s business keeps her busy seven days a week, she still finds time to give back to the community. Involved in her sorority, Chi Sigma, she helps throw fundraisers for the local community, donating the money to art programs and college scholarship funds.

Lynn loves what she does, and she has started to plan for the expansion of her business that will create a sustainable future. “I look forward to helping my agents grow, and I look forward to all the wonderful people I will surely meet,” Lynn says. “It’s exciting thinking about continually living and working on the lake and enjoying time with my clients and their families, as well as enjoying time with my friends and family, too.” It isn’t any wonder why this lady is the “Lake Lady.”

To find out more about Lynn Norman, you can contact her by phone at 910-220-2104 or 910-439-2030 by email at lynnthelakelady@gmail.com. You can also check her out online at laketilleryproperties.com www.

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MIKE PATEL Known for his work ethic and deep commitment to clients, Mike Patel has been helping real estate buyers and sellers accomplish their dreams for the past 17 years. Mike got his start when a friend who was in the business of flipping houses inspired him to look into a career in real estate. Right away he knew that it was the right choice for him and felt passionate about being able to help clients during such a milestone moment in their lives. He is currently a branch manager at Equity Pennsylvania Real Estate, with 16 agents on board, and serves Bucks County, Montgomery County, and parts of South Jersey.

Applying his background in finance to real estate, Mike uses his exceptional customer service skills to ensure that his clients have a seamless transaction experience every time. “The way I handle every client is the same way I would handle my own transaction. I try to educate them and help them make informed decisions, while looking out for their best interest. I’m not about just chasing a paycheck. This is someone’s dream, their future home, so I take it very seriously and I think my clients appreciate that.”

they constantly teach me something new.”

Outside of work Mike finds time to stay involved in his community by working with local charities. He has also served as President on an Asian-American non-profit business affiliation and is a founding member and board member of a local non-profit organization. In his spare time, he loves to travel and work on improving his golf game.

In the next few years Mike looks forward to expanding his business further. His goal is to continue focusing on his clients and their needs, while always delivering the highest level of service. “I would like to keep growing and keep bringing exceptional results to all my buyers and sellers. I’m someone who truly cares about getting to understand them and their goals and I have a passion for helping them succeed. I want to continue using my experience and market knowledge to help my clients make real estate decisions that are going to benefit them in the long run.”

In order to stay in touch with clients Mike sends out a monthly newsletter and reaches out to them personally or via social media. He also utilizes the help of social media to market his listings. His strategy to stay current with the newest technology has paid off in 22 million in sales volume just last year, with a $350k to $400k average price point.

One of Mike’s favorite parts of his job is his ability to meet new people and learn from them. “I’m fortunate to have a career where I get to enjoy meeting people from all walks of life and getting to know their unique backgrounds and life stories. I always take the time to truly get to know my clients, and in return 120

To learn more about Mike Patel please call (267) 716–5932, email soldbypatel@gmail.com, or visit patelsellsrealestate.com Top Agent Magazine

Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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WAYNE PEACOCK Wayne Peacock began his real estate career after working in health care management at a local hospital. “A friend of mine was trying to get me into real estate for years,” Wayne recalls, “and eventually I thought, I’ve got contacts, I like working with people and I’m in customer service already, so I’ll give it a try.” When he finally took the leap, Wayne says, “I loved it, and I haven’t looked back.”

As a Realtor® with Coldwell Banker High Country in Murphy, Wayne serves Cherokee County and Clay County in North Carolina, as well as Fannin County, Union County, and Towns County in Georgia. After just under 2 years in the industry, Wayne is already beginning to see increased repeat and referral business, a testament to the trust and confidence he inspires. Wayne attributes this to his perseverance and follow-up. “I’m dedicated to getting the job done and staying on top of things for my clients,” he says.

Wayne’s deep involvement with his community also goes a long way to earning his clients’ trust. “I’m very well connected in the community, and I owned a business here before I started going into real estate,” he explains. “I have a lot of contacts and know a lot of people in town, as well as being the current president of the Murphy Business Association. I’ve built on those connections to grow the business, and a lot of people come to me because I’ve already proven that I’m a trustworthy person through my community involvement. They already feel like they know me, and that helps a lot.”

When it comes to marketing his listings, Wayne uses a combination of techniques to ensure that a home achieves maximum exposure and is presented in its best light. In addition to syndication through Realtor. com, Zillow, and similar platforms, Wayne uses social media extensively to market his listings. He also holds Top Agent Magazine

virtual open houses and works with a professional photographer to represent a property faithfully and attractively to potential buyers. Wayne also promotes listings via his monthly newsletter and his own website.

Wayne’s community involvement takes many forms. He donates to and volunteers with the Humane Society, is active in the Chamber of Commerce, and he currently runs the Murphy Business Association, a nonprofit organization to help bring businesses together and help businesses network in the community.

Looking to the near future, Wayne says, “This year will be a challenge because inventory is limited, but I want to continue growing and developing my business.” That includes continuing to build on his social presence in the community and growing those personal connections. “That’s what clients are looking for, someone they feel like they can relate to and connect with,” Wayne says. “I really enjoy working with people, getting to know people and helping them find what they’re looking for. That can be a challenge, and I like a challenge. Every day is different, and that’s what I love about working in real estate.”

To find out more about Wayne Peacock, you can contact him by cell at 850-380-6874, or by email at waynepeacock@cbhighcountry.com. You can also find him online at waynesthebomb.com www.

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HECTOR PEREZ With his signature patience, passion, and enthusiasm for helping others, real estate was a natural fit for Hector Perez.

Now with almost three years experience as a Realtor® at eXp Realty, Hector has grown a thriving business in Montclair, New Jersey, serving the northern counties across the state. He has been recognized for his service, including receiving the 2019 Circle of Excellence Bronze, and the 2020 Circle of Excellence Silver.

For Hector, his role as a Realtor® is about empowering his clients through education and providing them with knowledgeable, considerate, and attentive service.

Because of Hector’s high customer-care standards and his drive to go above and beyond for his clients, already his business is mostly referral-based. “I anticipate my clients’ needs,” Hector says. “Because of that, they have a fantastic experience.”

Hector believes in the power of interpersonal skills, and he applies his extensive knowledge to his work.

“I read a lot, and one author in particular, Tom ‘Big Al’ Schreiter, talks about how we’re six times more likely to want to work with someone we like, know and trust,” Hector says. “I put my heart on my sleeve with my clients. I put their needs before mine, not only because it’s my fiduciary responsibility, but also because it’s fulfilling to see someone happy with their decision and able to achieve their lifelong goal of home ownership.”

This past year saw Hector develop innovative ways to market his clients’ listings. “One of our core values at eXp is agility, and this past year really brought that to the fore,” Hector says. “We started retrofitting every listing with 3-D virtual tours, which our clients loved because they felt we were protecting the safety

of their home, especially during the start of the pandemic.”

It is difficult for Hector to choose one thing he likes most about his career, because he is passionate about so much of his profession. “I enjoy the process,” Hector says, “and I love the people. I’ve developed new relationships with clients because the journey is so personal and such a big decision. It’s an honor to be by their side through it. I also love the growth I feel from learning new things every day. I love that sense of gaining new skills.”

Invested in giving back to the industry, Hector is actively involved with the North Central New Jersey Association of Realtors®, where he volunteers as a member of the YPN Advisory Board, Diversity Committee, and Grievance Committee. He is the author of the Amazon bestseller, Home to Home: The Step by Step Senior Housing Guide. Having completed an eXp University Certification Mentorship program, Hector teaches others the business. “I try to give back in as many ways as possible,” Hector says. “It helps me stay away from the finite mindset, which is really important, especially when times are tough. I try to remember there’s more to give than to get.” When he is not helping clients, he loves to exercise. “Even when I’m working out, I’m usually on the phone with a client,” Hector says. “I’m always trying to help.”

For Hector, the next step in his journey will be to develop a team who can replicate the client experience Hector is able to provide. “I do not want to sacrifice the client experience for quantity,” Hector says, “but if I can train and empower smart and dedicated people, then I feel like I would be able to help even more families accomplish their goals.”

To find out more about Hector Perez, call 609-534-0297 or 866-201-6210 ext 217, email hectorRealtorperez@gmail.com or visit hectorperez.exprealty.com 124

Top Agent Magazine

5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances.

Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you.

Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses Top Agent Magazine

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while promoting my business?

Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!”

Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community.

People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community.

Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

5. Show your gratitude when you do 126

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going.

The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not?

What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies.

To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

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TOM PRINGLE Tom Pringle began his real estate career in 2002. “I’ve been in sales all my life,” Tom says. So when a friend was opening a development in Longmont called Rainbow Ridge Estates and asked if Tom would be interested in helping him sell new builds, “I jumped right in. It was a great product, and it was a great way to get started.” In the 18 ½ years since, Tom hasn’t looked back. He loves putting his clients first and helping them achieve their real estate goals.

With RE/MAX Alliance, Tom serves an area covering the north half of metro Denver, all the way up to Fort Collins, as far west as Nederland and as far east as Brighton. About half of Tom’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “My clients appreciate that I provide great service and great communication, and that I always follow up,” Tom explains. “I stay in touch with my clients, and I’m in contact with almost every person in my database about once every quarter. I like to reach out and talk to everybody, keep my name in front of them, and answer questions for them and their friends.”

Tom, and he is President of the HOA in his neighborhood, Waneka Landing in Lafayette. He also donates part of every closing to children’s hospitals or the Children’s Miracle Network. Tom sings in a local community choir. When he’s not working, Tom enjoys spending time with his wife and golfing.

In the future, Tom plans to expand his reach on social media and stay on top of new developments in the industry to better serve his clients. More than anything, he says, “I love helping people. I’ve always had the ethos that if you help enough people get what they want, eventually you’ll get what you want too. It’s never about the money, it’s about helping people.”

“I’m always looking to take on more business,” Tom says, “and I love what I do. I grew up with the lesson that hard work will always get you a good result. If you want somebody to take care of you, I’m here to help.”

That emphasis on communication and staying in touch makes Tom a resource even to potential clients who haven’t taken the plunge just yet. “Sometimes I’ll stay with somebody for 4 or 5 years who was referred to me, but maybe they’re not ready yet. I’ll stay in touch with them, and when they are ready, they know I’m around and I want their business.”

When it comes to marketing his listings, Tom makes use of the great resources available through RE/MAX, including sending his listings out to “pretty much every platform out there.” Tom also uses professional photography, aerial shots, and 3D Matterport virtual tours to ensure a listing stands out. That’s in addition to traditional methods such as signs and flyers.

Being involved in his community is important to Top Agent Magazine

To find out more about Tom Pringle, please call 303-921-2668, email tom@tompringle.com or visit tompringle.com 127

CRYSTAL QIAN HU Prior to real estate, Crystal Qian Hu started out as a nurse’s assistant; however, she was always drawn to the process of buying and selling homes. After learning about the realty industry through her friend, a local agent, she began to realize that the business complimented not only her compassion for others, but also her entrepreneurial spirit.

Inspired, she attained her license in 2017 and dove in. Today, Crystal is an agent for eXp Realty, where she assists clients throughout the Greater Salem Area. Having founded her process around market expertise, attention to detail, and client advocacy, she has established the foundations to meet the needs of any buyer or seller.

When listing a home, Crystal takes a diversified approach.

After helping her clients to fully prepare their property, she shares it through a mix of third party software and targeted social media campaigns. Her open houses, meanwhile, are known to draw plenty of extra attention to her listings, ensuring a smooth and efficient sale. But along the way, she is careful to keep her clients thoroughly informed and updated with each step of the transaction.

Elsewhere, Crystal is just as committed to her buyers, guarding their best interests through education, integrity, and open communication. Moreover, she strives to personalize her workflow for each and every client while guiding them to the right investment for their needs. “Everything in real estate comes down to passion and communication,” she says. “If a client has a question, I always try to find them an answer. And if they have a problem, I try to solve it quickly. My goal, above all, is to help them achieve their goals.”

For Crystal, the transaction is never finished, as she prefers to remain in touch long after the deals are done to ensure her clients are thriving in their new homes. Because of her expertise, commitment to service, and outgoing personality, she has earned a fantastic reputation throughout Oregon, as evidenced by her strong rate of repeat clients and referrals. But as her annual volume maintains its steady growth, she remains focused on the 128

client experience. “I simply love helping others,” she says. “That’s why I was a nursing assistant before going into real estate. Nothing makes me feel more accomplished than knowing I made a difference in someone’s life—whether they are buying or selling.”

Outside her career, Crystal is an avid fan of traveling both throughout the country and around the world. Originally from China, she also enjoys taking the occasional trip back to see her friends and family overseas, and when she’s not with clients, she can be found pursuing her MBA from Willamette University.

Crystal has strong plans for the future of her business.

As she continues to scale her standards of service, she hopes to harness her education to provide additional support to first time home buyers and empower the homeless through affordable housing. Mostly, though, she looks forward to the new clients and opportunities that lie ahead. “My career is truly an adventure,” she says. “Every transaction is different, and every client is different. That’s what’s so wonderful about real estate: No two days are the same.”

To learn more about Crystal Qian Hu, please call (971) 388-051, email Crystal.qhu@gmail.com or visit crystalcbrealestate.com Top Agent Magazine

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

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Buyer’s Perspective: Emotions Running High?

Channel it.

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

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

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

Sellers Perspective: Manage expectations.

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

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

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

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

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 130

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

Seller’s Perspective: How powerful is cash?

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

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

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MELANIE SOMMERS “After twenty-one years in the business, I remain completely hands-on,” says Melanie Sommers, a top agent with Compass Realty in California. “That’s the core of what my clients relate to and appreciate. They tell me that they feel like they’re my only client, which is such a great compliment. That goes for my buyers and my sellers. That’s a huge part of my success.”

Based out of Santa Monica, Melanie first got started in real estate after the birth of her daughter. “I used to run national sales for a clothing manufacturer,” she explains.

“But it meant a lot of travel. I love sales, and I met a couple of real estate agents who thought I would be a perfect fit. After my first year, it really took off. I love it.”

Her clients are definitely happy that she decided to pursue becoming an agent. Her business is built almost entirely on repeat and referral clients. In 2020, Melanie ranked within the top twenty-five realtors at Compass in southern California. Melanie credits this accomplishment with her listening skills. “Real estate is something where you really need to focus on your client,” she says. “Listening is an extremely important skill that serves you and your clients well.”

When it comes to marketing her listings, Melanie loves to utilize professional photography and online marketing strategies. “Every property deserves a beautiful website,” she says. She maintains a strong social media presence on platforms such as Facebook and Instagram. However, for all she loves the digital approach, Melanie isn’t limiting herself. She is a big believer in advertising properties in local and national papers. She says, “I spend most of my money on advertising my properties!”

Melanie is deeply involved in her local community, giving both her time and money to support charitable Top Agent Magazine

organizations. She is involved with various foodbanks and organizations in the area, including a foundation for cancer research. She also fosters rescue dogs.

Her fifteen-year-old dog is a foster that stuck around permanently.

Outside of working hard for her clients or giving back to her community, Melanie stays active. She and her husband enjoy taking lengthy walks together. She also loves to cook or to settle in with a good book. She looks forward to traveling and spending time with friends and family in the coming year.

Looking to the future, Melanie is planning to grow. “My business has grown each year,” she says. “In 2020, compared to 2019, my volume increased over forty percent.” While she does not expect that rate to continue, she is planning to continue expanding, including taking on additional team members.

“But, because I’m so hands-on, I’ll never be somebody who runs a huge team,” she says. “My intention is to continue what I’m doing the way that I’ve been doing it. Real estate is what I love.”

To learn more about Melanie Sommers, call 310-418-0343, visit melaniesommers.com or email melanie.sommers@compass.com www.

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LYNNE STEINERT Known to many of her clients as the “Condo Queen”, Lynne Steinert has been helping buyers and sellers accomplish their real estate goals for over 18 years. Lynne first got into the real estate business by purchasing investment properties. “I loved the idea of bringing old homes back to life,” she says. After quickly falling in love with the process, she decided to take a chance, get licensed, and leave the corporate world for a fulltime career in real estate. She currently works at RedKey Realty Leaders and specializes in Downtown and The Central West End of St. Louis. She is also an expert in Kirkwood, Webster, South County & South St. Louis City.

Lynne takes pride in always providing her clients with a high level of customer service and tending to their needs throughout the entire transaction process—a trait which has earned her many repeat and referral clients. “I believe my clients truly appreciate my ability to listen to them and take the time to understand what their needs are. Whether it’s a buyer or a seller, this process is an emotional experience for everyone, and every client has a different goal and a time frame in which they want to achieve it. I do my best to make this a fun and stress-free process for them.” Lynne also focuses on forming long-lasting bonds with her clients and supporting them even after the transaction is over.

Her love of helping people find their dream home or helping them sell their property in order to start a new chapter of life, and her expertise and passion for the St. Louis real estate market, have made Lynne quite popular with her clients “I am a very social person and I love working with people and helping them accomplish their real estate dreams. I think my passion for this job truly shows when I’m with my clients, and it makes them excited for the process.” Lynne’s strategy for success focuses on highlighting the assets of the property to make it appeal to the largest number of buyers. From staging to videography, drone 132

videos and professional photography, her customized marketing plan focuses individually on each home or condo. Various social media platforms such as Facebook, LinkedIn and YouTube are also a key to her success, as well as strong relationships with other agents.

Outside of work Lynne enjoys spending her free time with her family and friends, as well as a couple of four-legged companions she tends to—her horse and two dogs.

She is also passionate about exploring the many historic neighborhoods around St. Louis.

In the future Lynne is interested in adding to her own real estate portfolio through more investments.

Professionally, she hopes to continue expanding her business. “I am looking to grow my business in many different ways. I have already added more members to my team so that we can assist clients better and allow for more one-on-one time with them to better understand their needs. At the end of the day my focus is prioritizing my clients and ensuring that we meet their real estate goals.”

To learn more about Lynne Steinert, please call (314) 443 – 5542, email steinert.lynne@gmail.com, or visit lynnesteinert.com

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 134

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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PENNY TARWACKI In 1988, Penny Tarwacki, a mother of four, took an interest in the real estate business. Soon after all her children were enrolled in school, she decided to enroll in courses and get started in the industry, and since then, she has gone on to author an accomplished thirty three year career. Today, Penny is the Associate Broker and Owner of New Dimensions Realty, where she services clients throughout Wyandotte and the surrounding areas. A longtime resident of Michigan with decades of professional experience, she has cultivated a process to facilitate transactions of all kinds, specializing in residential sales, luxury homes, and first time home buyers.

Over the years, Penny has earned a terrific reputation throughout Wyandotte, with the vast majority of her volume coming from repeat clients and referrals. In fact, she has recently begun working with her clients’ children and grandchildren. When asked about the keys to her success, though, she emphasizes the importance of putting the customer first. “I set out a straightforward policy when I got started in real estate: ‘Do business for tomorrow, because today will take care of itself.’ I’m not going to sell a house just to get a paycheck. And when I walk through a home, I try to understand exactly what my client is thinking and learn what they want from the transaction.”

When listing a home, Penny combines the latest technology with her in-depth knowledge of the local market to give clients an added boost. After helping them prepare their home, she shares it over targeted social media campaigns, as well as over two hundred listing websites—all to reach the largest possible network of prospective buyers. Meanwhile, she makes sure her clients price their house just right to maximize their value while ensuring a quick sale.

Outside her career, Penny is tremendously active in her community. She is currently Association Director of the SEBAR and President of Downriver Chapter of SEBAR; elsewhere, she has stood on numerous committees and boards within her industry. A passionate mentor, she strongly believes in educating the next generation of Realtors on the ins-and-outs of the business and sharing her tried and true values of customer service. When she’s not with clients or giving back, Penny can be found relaxing on the river in her mini yacht with family, friends, clients, or colleagues.

But Penny is just as thorough when assisting her buyers, taking the time to educate them each step of the way. Through open communication, she personalizes her process to the specific needs of each client, placing their best interests at the forefront of the transaction. “I love working with first time home buyers,” she says. “To me, there’s nothing more exciting than seeing a new client realize the dream of homeownership.”

Penny has solid ambitions for the future. In the months ahead, she intends on maintaining contact with her client network while expanding her mentoring within the industry. “I’m not looking to retire anytime soon,” she says with a laugh. “Thirty three years isn’t enough. Whether I’m finding a new home for a client or marketing a property, I can’t think of a more fulfilling way to support my community.”

To learn more about Penny Tarwacki email penny_tarwacki@yahoo.com, visit pennyrealtorsellshomes.com or call (313) 218-5779 www.

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GEORGE THOMAS George Thomas first came to the real estate industry in the 1990s, when he built an accomplished career as a Developer through converting rental apartments and dwellings into condominium units. Along the way, he took an interest in realty; in particular, he enjoyed caring for clients and managing transactions. So in 2012, he decided to combine his experience with development and his acute knowledge of the Michigan housing market to launch his real estate career. And he hasn’t looked back since.

Today, George is a Realtor® and Developer at Dobi Real Estate, where he represents buyers and sellers throughout Madison Heights, Hazel Park, and the surrounding areas. A specialist in Land Development and New Construction, he has applied his decades of experience to reveal the untapped potential in his market, earning a tremendous reputation through the years with the vast majority of his volume coming from repeat clients and referrals.

When listing a property, George prefers a comprehensive approach. After helping his clients fully prepare their home, he shares it over a series of targeted digital and social media campaigns. Elsewhere, he is just as attentive when assisting his buyers, carefully guiding them through the process from start to finish. By leaning on his in-depth knowledge of the local market and outside-the-box thinking, he ensures that each of his clients finds the right transaction for their best interests. “This business rewards creativity,” he says.

“Above all, I am looking to make a deal where everybody wins: the sellers, the buyers—all parties.”

But George is just as forward-thinking when it comes to land development, as he is leading the way in establishing the first new subdivision in the Madison School District since the 1960s. At Dobi Real Estate, he has found a distinct niche through redeveloping vacant 136

lots and land, as well as converting non-usable buildings, to generate fresh opportunities at a solid price point for entry-level buyers. What sets George apart, though, is the ability to look at a property through a different perspective. “I’m always striving to innovate and create. When examining a property, I look at all the possibilities. For example, if I see a rundown church in a not-so-great part of town, I ask what can be done.”

Outside his career, George is tremendously active in his community, where he serves as a Parish Member of the Shrine Catholic Church. When he’s not with clients or giving back, he can usually be found exercising, golfing, or hiking. An avid fan of music, he also enjoys attending the occasional concert.

George has strong plans for the future of his business.

As he uncovers new development opportunities, he will continue supporting his buyers and sellers through education, communication, and unmatched service for years to come. But through it all, he most looks forward to further unlocking the potential of the community he loves. “I get the most satisfaction out of connecting a client with the perfect home for their needs,” he says.

“Those moments remind me why I’m so passionate about what I do.”

To learn more about George Thomas, please call (248) 727-3856, email George@WeAreDOBI.com or visit WeAreDOBI.com Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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LAURIE ZOKOE Real estate has always intrigued Laurie Zokoe. After a successful career as an office manager in a growing business, Laurie decided it was time to make a change. “I walked out of church one day and told my husband, ‘That’s it, I’m going to become a Realtor®,’” Laurie says. She spent the first six months learning everything she could about the business. “My first Broker gave me good advice,” Laurie says. “She told me to do what is right and the rest will follow, and to not get caught up in the paycheck. I have lived by her words. After I started, things started snowballing and haven’t slowed down since.”

With nineteen years of experience, Laurie now heads her own team and serves the greater Grand Rapids area of Michigan, where she has been ranked as the Number Five Realtor® out of a pool of 2,800. The Zokoe team is a family affair that includes Laurie’s daughter, Alyssa, who holds a degree in event planning that helps her to provide expert staging services for clients. Laurie’s son, Scott, has also recently joined the team. He will serve as a managing partner, working to grow and expand the team and brand name.

The motto of the Laurie Zokoe group is, “Our work isn’t done until every client feels like family,” and it is that philosophy that has led them to achieve an 80% repeat and referral rate. “We’re hands-on,” Laurie says. “We’re very personal with the service we provide. Anyone can write a contract. We treat people the way we would want to be treated. I take care of everything for my clients.

Recently, a client needed their trash cans moved because they were out of town and the listing was about to go live. The clients asked and we said, ‘Of course.’ That’s just how we do things.”

Laurie and her team keep in touch with past clients through traditional methods, such as monthly newsletters, as well as more personal approaches, such as pie give-aways. When there were a few pies leftover, Laurie and team hand-delivered pies to clients who could not make it out to the agency. “Several clients cried that we Top Agent Magazine

took the time to bring them a pie during the pandemic,” Laurie says.

To market their listings, the Laurie Zokoe group uses every tool at their disposal, including comprehensive digital campaigns and targeted social media advertising.

Through their innovative marketing and personal touches, the team was able to sell $50 million in sales across 228 transactions.

For Laurie, people are her passion. “The client relationships are my favorite part,” Laurie says. “I’ve made such wonderful and long-lasting friendships through this career.”

As dedicated to giving back her time as she is to her clients, Laurie is involved in charitable organizations, including Lori’s Voice, a non-profit that donates wheelchairs and other equipment to children with handicaps.

When Laurie is not helping clients or the community, she loves to spend time with her family. Together, they enjoy their pool and camping trips.

The future holds exciting opportunities for Laurie and her team. They will open a satellite office in Grandville and grow their team, attracting new talent to their professional family. “Above all else, the client will always come first,” Laurie says. “The numbers take care of themselves. It’s the people who drive what we do.”

For more about Laurie Zokoe, please call 616-901-9632, email lzokoe@lauriezokoe.com, or visit zokoeteam.com 139

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