NATIONWIDE & INTERNATIONAL 5-18-20

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

CYNTHIA ALDERSON CLARISSA AZEVEDO MICHELLE BUHRER DAVE & AMY CHUNG JILL CROFCHECK NIKKI DINARDO HENRY EISENSTEIN ANNIE HAIDER RYAN HARDY SUSAN HOOPER CHERIE MALKOFF JODI McCALLISTER DAWN MUELLER CHRISTINE NIEVA JULIE PAWLAK CHERYL SIZEMORE GORDON WATSON LORI ZAMORE

EASY BLOG TOPICS FOR YOUR REAL ESTATE BLOG

Is Branding the Way to

TAKE YOUR BUSINESS TO THE NEXT LEVEL? COVER STORY

MAXIMILLIAN MIKUNDA

NATIONWIDE & INTERNATIONAL EDITION Tom Cunningham and the entire team at Derek & Chaley Haffner are proud to congratulate

t American Title is proud to congratulate Keller Williams Elite are proud to congratulate

Nikki DiN DiCYNTHIA Nardo ALDERSON GORDON WATSON 10

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CYNTHIA ALDERSON

NIKKI DINARDO

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MAXIMILLIAN MUELLER DAVEDAWN & AMY CHUNG CLARISSA AZEVEDO MIKUNDA ANNIE HAIDER

GORDON WATSON

Dave andState AmyofChung got started in real It’s featured for the Oklahoma on being featured for the State of Ohio on being featured on for being the State 43 MICHELLE44 36 31 40 BUHRE estate through investing.

When they bought and A in Top Agent Magazine! of Illinois in Top Agent Magazine! in Top Agent Magazine!

their first “fix-and-flip” home, Dave decided they trou to get his license so he could sell it himself. Sometimes it’s the most but DEREK And, & CHALEY DaveHAFFNER says, “It just took off from there. bling events in life that inspir reall derek.haffner@firstunitedbank.com Clients started reaching out, so we dove us to pursue our dreams. That’ takes 405-990-2650 right in and started selling full time.” Now very much the case for Michell been chaley.haffner@firstunitedbank.com Dave and Amy have been in business for Buhrer. “It’s a crazy story.ally I go TOM CUNNINGHAM | KELLER WILLIAMS ELITE 405-250-1717 MIKE DEL VESCO four years.

Over that time, they have estabtreas (708) 369-7625 | tmjc22@gmail.com MICHELLE BUHRER DAVE & AMY CHUNG AZEVEDO hit in a fairly bad car acciden ANNIE HAIDER CHRISTINE NIEVA Cell: CLARISSA haffner.firstunitedteam.com office : 614.986.3952 | cell : 614.354.6514 lished themselves as trusted guides in their and had to have neck surgery, to pe tomcrealty.com 2900 S. Telephone Rd., 150, Moore, OK 73160 Becoming a real estate agent seemed like a logi- great insight and looks out for your best interest. local market. hom mdelvesco@firstam.com4544 W 103rd Street, 3rd Floor, Oak Lawn, IL 60453 I was read caredexplains. about finding“When us the perfect cal career move for Annie Haider. Back in 2015, As a buyer, she she feel took more work or more time on she had successfully owned several investment home, even if itto get back to work, I wanted t her part.

Annie will give you honest feedback and properties in and around the Milwaukee area.the “AndNorth Dave and Amy serve Shore don’ CONTENTS do something that I’m reall people kept coming to me, asking questions about recommendations that are 0% self-serving. 100% suburbs of Chicago, specifically the New Trier their home ready real estate and investing,” she recalls. “So I took a recommend Annie!” passionate about.

And I fee High School including Wilmette, Winnetka, approach has yiel course and became licensed. district, The rest is history.”

4) CONCIERGE CARE: 25) IS BRANDING THE WAY 45) 5 TIPS TO MAKE NEW passionate about helping people to find their In addition to her top-notch work ethic, Annie Kenilworth, Glencoe, and Northfield. Almost 80% of faction and dream in the She joined Coldwell Banker and quickly made a believes she stands apart from fellow realtors because home to raise their family in and just enjoy their lives.

SERVICES THAT LURE TO TAKE YOUR BUSINESS HIRES A LONG-LASTING their business comes from repeat and referral clients, the local market s name for herself in the community. Ironically, she of her care and concern for her community. “I’m very interested inthe helping first-time buyers, espe- have co does NEXT very littleDave marketing.

“I’m happy to impressive say that SUCCESS CLIENTS AND TRANSFORM TO THE LEVEL? and credits this rate to unique and Amy “I go above and beyond for my clients. There’s nothing I won’t do to most of my business is through word of mouth,” cially those who are immigrants,” she says. Annie, While Michelle made her foray intoinreal estate jus YOUR REPUTATION perspective set he and who Amy offer. we annual speaks four “When languages, understands the chal- volume she reports.

Most recently,and she’sskill been moving some 49) EASY BLOG 29) what HOW TO ANSWER THE help them, no matter time of day.”

She believes what sets her apart lenges newcomers face when it comes to the whole of the most expensive homes in Milwaukee’s hightwowe years she brings almost started, not only were in a ago, different life stage than18 years of previou 9) ARE YOU DOING BUSINESS TOPICS home-buying FOR process. YOUR “They don’tREAL understand it. end areas.

INEVITABLE QUESTION: just about any other agent around, but we also embraced Community invo sales and marketing experience tothey her new career.

A from her peers is that she “eats, sleeps and breathes estate.”

It’s confusing,”real she explains.

“Plus have to deal AS YOU ON FACEBOOK? ESTATE BLOG ® WHYHerSHOULD I CHOOSE digital and online marketing from the Dave serves onsht with thebeginning,” language barrier.”Dave If she doesn’t speak the boss, Roy Scholtka, owner-broker HomeSale at HQ Homes in Denver, Colorado, aofREALTOR client’s language, she will side, seek out someone in the of the N Realty says. can attest to herofdiligence and integrity. are “Both our backgrounds onBRANDING therunning. creative the board 12) 5 STEPS TOClarissa ACHIEVE YOU? has hit the ground She’s a IN Colorado nativ 53) BAD REAL community whoClarissa will help her translate. has quickly risen to oneIn of Coldwell Banker Azevedo discovered“Annie her so passion for business since 2008, is proudly a lot top of agents the because marketing we do is quite in different in metro organization in C HomeSale Realty’s of her dedLONG TERM SUCCESS AS A who currently resides the South Denver area ESTATE MARKETIN G a top and real estate while attending college.

She was affiliated with EXIT Realty Consultants, She messaging, is also very committed to local charities ication to the success of herjust customers and clients.

33) HOW TO RECOGNIZE terms of not the style and the but also and other commu REAL ESTATE AGENT covers the entire Denver area as donates a portionservicing of every commission towell causes as selec She isfamily innovative, personable, andShe areal hardworkpursuing a career in marriage counlocal estate57) company the YOUR Ceninteractivity.” oris giving back, D HOW TO MAKE TRUEand PROPERTIES that are close to her heart.

Education another ingLUXURY teamthe member,” he says. both North and South is of estimated the city. seling at the time. While attending classes, tral regions California area.

Her business 16) HOW TO INCORPORATE important facet of her work.

Not only does she tennis, and spen COMMUTE PRODUCTIVE herself keep apprised ofclientele. current market trends, she Her clients couldn’t agree more.

Inbe a recent review, Clarissa helped out at 42) smallCREATIVE local brokerage. to 80% repeat and referral “I go WAYS TO CURRENT EVENTS TO YOUR In marketing their listings, Dave and Amy take what kids. Dave and A reaches out to kept the community as well. Once a year, one wrote, “Annie is the best! She is flexible, has currently Michelle’s busythat by dozen in 61) 5 SURE-FIRE WAYS TOa chef—an asked me to come to help andfirst” beyond for my clients,” shenearly says. theyorganize describe asabove a “digital approach, meaning trained SAYinTHANK YOU EMAIL BLASTS “They AND STAY Copyright Top Agent Magazine contract properties with GET MORE REFERRALS the office as this is one of my strengths,” sheall assets “There’s nothing I won’t doprices to helpranging noto eat$500,00 they create for the campaign digitally prior tothem, outfrom with fr RELEVANT to over $1 million.

In addition to traditional anythingand else. “That way,what we can promote in that mediumor weekhomes, she’ recalls. Impressed with her efficiency matter time of day–weekends working with a “Some client anher all-inclusive fromthrough the beginning,” Dave folks might In thesenior future,livin Da work ethic, they moved her quickly days.”

Sheexplains. believes what on sets apart from community.

“I’m a super budget conscious type o focus on print or on creating beautiful brochures—and sustainable rate, the ranks, from assistant to property manager her peers is that she “eats, sleeps and breathes Phone 310-734-1440 | Fax 310-734-1440 person myself,” she explains.

“I don’t push their budge certainly we do all of that too—but the most important the best of their a to transaction coordinator to office manager. real estate.” thing are the digital assets.”

In addition to professional growth approach and I don’t push their limits.

I really want to make them mag@topagentmagazine.com www.topagentmagazine.com From there, she was | hooked.

“I decided to photos and plans, their of marketing strategy includes “We literall want to comfortable with what they need.

Andsays.

Iisspend No portion of this issueget may be license reproduced any manner whatsoever without consent publisher.

Top Magazine my andincompletely revamped myfloorprior “You can’t bethesuccessful if Agent you’re not pasvideo tours and virtual tours of the property.

They also community.

My sf published by Feature Publications GA, because Inc. Although precautions taken to ensure the accuracy of published Top hours combing through pictures andAgent finding sionate and obsessed with materials, this industry,” she photos career plans, I fell in love are with real roll outsupplied paid digital ad campaigns on media, sonaldo aspect, inte Magazine cannot be held responsible for opinions expressed or facts by itswhen authors.

To subscribe orsocial change send we go see enables the houses, really asserts.

“This quality youaddress, tothey be on your fit.” Sh estate,” she says. traffic to their listings and share in the expe inquiry to mag@topagentmagazine.com. Published in the U.S.which drives considerable prides herself on fighting strongly for her clients. open houses. energy and a lot o https://

www.

DAWN MUELLER

Copyright Top Agent Magazine

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When it comes to her repeat and referral rate, Michell Top Agent Magazine For has more Dave & Amy Chung, please beenabout quick to develop a following.

“I have had lot of clients within the same family,” On email daveandamy@compass.com, or she visitsays. north www.

SUSAN HOOPER Susan Hooper describes how she got into real

Susan sees the similarities betw CHER 55 therapy and real estate. “Prim formerfirst clients. addition, he physical therapy for 25 years. “I had so manyHonest and knowledgeable, people has Inalways been Cherie Jillsetting,” lovesEisenstein to give backadvertisements to her community, and she is Jillexperiences Crofcheckcaring co-founded MDC have been by At 18 years old, Henry Ryan Hardy’s genuine atti- shethat the inventory within the realvario esta for patients in every says.

“I feel the seen same abo a member of the Lodge.

She also active with Realty in 2011.

Since then, has has Elks helpedcustomers him build ais atespast in, and regularly sends olo over the three years.

“I usetom wasshe helping manage order h she says.

After working hardalready to care for hertude People have a lot of different SCA, a living history group that stages historical reenbuilt a reputation as a trusted and fantastic reputation as one and information about market media, professional photography, and drone a few franchises across New college patients, she stepped back from field work and why they’re buying and selling istopa luxury member ofestate a Revolutionary War loyal hermarketing clients through ten years mostrealimportant thingpeople; is educating clients Jersey.

“A friend meofShe itthe would tookguide over for some duties as actments. hertold office helping that’s my num agents in Chicago.

With over At the end of the day, Ryan lov“ she reenactment travels to that schools and historical theexpanded, world of and real estate.

A produce results,” easy make a lotasof group moneythat strategies found be sheveteran likedtothe work, and everything elsehe is aasserts. sidewor be 10 years of experience in the because he gets to spend eve SUSAN HOOPER CHERIE MALKOFF plan on JILL CROFCHECK HENRY EISENSTEIN RYAN HARDY sights to educate children about our nation’s history. of the business, Jill is known for market and I know which local agents to con in real estate, and I made the well as visiting different offices, partaking in JODI McCALLISTER industry, Ryan has a wide “It’s fun helping somebody soon. fin “to When she isand notgot working or volunteering, Jill enjoysher clients, her hard workevents, and dedication on mistake of believing him community and imparting marketing dedicated breadth of knowledge about She’s fying getting atohouse sold for teams is d personable, attending meetings with other realtors crafting, to museums, playing with her behalf of hertoclients. strategies her peers.my “It license,” kind of turned megoing helping someone over price Henryand is committed to giving backany tohome his he jokes.

“It Chicago really the market, having “Whether it’s two a beautiful 63 I persona 60 CHERYL 56 the professional 59things] mmitment to where they side exchange listings and talk SIZEMORE onto outside of a client who worked in a gas sta dogs and her cat. especially to CPC Behavioral Healthcare, is closed a[of greathundreds business, but it is FAR of transactions on properties valued or a more problematicgetpropert a hug relationships shop about the market. healthcare,” she says.

“But I still wasn’t really years,” she recalls.

“Her credit between $150,000 and estate $4 County’s million. Now sell,ofI A love the variety thatpers coa Jill is based in Dunkirk, Maryland, and servesfrom theanywhere entire provider choice forcharities high qua easy.”Julie wit Pawlak and real the community one When go you sitindown to chatpeople withandperson When Che lped to build what direction my lifeone was going toproducers go, so I continued and she didn’t believe she could be a homeo of theback topIn at Gold Coast Realty, Ryan’s clients needs.” health, addiction, special education and phy the future, Jill plans to continue growing her business state, with a focus onsure Calvert, Prince George’s, and helping others, Lori a long way; she’sCheryl worked Sizemore, in 2020.”it quickly ridetransacti her m business operates throughout Chicago, as one ofAnne the Arundel counties,toNow, Joditherapy.” isn’t athis work, she loves to Estate inWhen physical reached out toaction. me and I paired her with a len services.

“My last was aan Henry runs team, Real strategically.

“It’sdowntown not about having the most people aswork wellat as25, Washington, D.C. Aown flourished as aonto real Ibirthday don’t passparty them with Keller Williams for nearly becomes obvious that you’re dogs, and g with a particular focus on neighborhoods such as Gold During those infrequent mom munity. With spend time with family and friends, are crucial.

That client worked for nine mont party,” heabout recalls.

“Ioftold everyone that instea Enhanced, Keller East Monmouth, in my Today, organization, it’s moreto the right significant portion of her business with comes from Williams repeat 20 in ofhaving all their needs.”

It’s this ps in the Long Island years.

Julie is a solo Expanding her community presen speaking a real estate expert. an active Coast, River North, Lincoln Park, West Loop, and working, he loves letter, to travel, e ItNew took a strange, chance event getpeople her into real estate. herself to obtain thetoin preapproval and rience in and real referral clients, which read, hang outto with her two has helped hertosame accomplish an imp me gifts to donate CPC Behavioral Jersey. year alone, Henry had $25 million in themostly organization who are working the comes as Last noand surprise given first earned her li agent serving northern though.

“Ipart want doenjoy this on a Hea bigg Cheryl spent the early of her rescue orga Streeterville.

Chicago, and its num One day, she encountered a real estate agentfor hosting a fundable toover go shopping and her into her fir expertise the andquality of service she dogs.

Shebusiness is also the secretary the says. volume and just year. raised $2,000, Iget am looking to ra in volume. spirit,” she Above all, Jill is dedicated to last serving brings to her relalooking to the future, Ryan Macomb County, particularly herwasn’t real estate business.

“My asp LORI ZAMORE she graduated from career working at Invarious title has becom JODI McCALLISTER JULIE PAWLAK CHERYL SIZEMORE raiser, andWomen’s learned that this agent’s background was also price point high, but the reward was h reds of transCouncil of Realtors, and is next her clients and and making sure year!” they are16 with the tionships. “I’m here to help you find the rightRyan home, credits his genuine attitude and long-term view growing his business.

“I look theswitch Shelby Washington sell a satisfied house here and there.

Icareer, want companies for years, during Cheryl, Acbt Hofstra University, physical therapy.

“She had made the from physical After a 16-year teaching nsive career. an“And active member of community, sets him apart from hisher peers is hisdrivers relentless as the primary of his success. genumyafavorite business so that I canafter conti process ofsees buying orwhich selling a“Ihome.

“My part not just any home,” she What explains. because ofbeing that, time she gained great deal feet areas.

She about a Susan 50% scale, even as far as construction detouring into anot therapy, which is all about caring for people, to real estate, also likes to help her community via e education.

She consistently wor hire Hathaway frequently volunteering to help with inelyI’m to of do what the right thing for my clients at all quality service my clients hav When he does have free time, he enjoys spen work ethic “what ever ittrytakes” attitude.

“I work I do is the moment someone walks into the right I get a lot of repeat business.

Folksand don’t feel like of exposure to multiple aspects of and also p repeat and referral rate.

“I do a properties.

I love my one-on-on received my master knowledge of the industry to bett and said food she loved the opportunities it gave her,” Susan coordinates plansincreasing a few times a year.of“p times,” Ryan explains.

“I’m not focused onfamily. closing aand also theoutdoors number n Gainesville and other local charities. his “I also getting a sevenThey days adrives week, around the clock, to ensure my home and they start totrying glow.

And Iearning get tolove experience pushing them into a home.

I really have the industry.

In 2013 she decided she wanted to become homeless lot know of advertising,” she says, “and I’m always residentials, but there are sobeen many state and national desig says.

“A lightbulb went off in my head, and so I decided to back, because [the community] has s tion from LIU CW transaction he as quickly as I can to get a commission—I s throughout out,” he says. clients have the best experience,” states. that.

There is nothing better than seeing the joy when their best interests at heart.

It’s not about, ‘You have to an agent, so she took a full-time job at a FHA resource with Activ her Arizona Broker’s license in to look for new business.

Obviously your referrals and business that can be tackled.

So take classes.

That was in 2018.” and there are great needs in our community, t became a teacher i wantintoreal build meaningful long-term relationships For Jodi, working estate is alltofinds somebody theis right home.” do this today.’ This is a life-changing and it clients. has earned theClub, GRIthrough (Graduate R call center herself while she got her license commissio repeatexperience, clients are somy key in your success, but also, I try also involves commercial [proper Susan is part of the Rotary whi with A big part support of that ensuring we trust York,” says.Henry Onceis her children wer helping people.

“I love finding out what is For theshe future, looking into more The reason behind him working soand hardbegan is that he has a part-time.

(Seller Representative Specialist) really is about them,about notToday, about me.” practicing Within a of year she was reading Thishave focus on building solid relationSusan works solooneforanother.” the Hanks firm, pates in a variety events like with k to keep the mindframe thatBeverly you to continue finding on a little bit of everything, but on decided to pursue real estate again.

“It des wa to for mywhat clients, what their needs are,people and she has enjoyed so much personal opportunities.

Hegear alsoagent. continues grow hS passion he does.

“I love realize Risk Management Specialist) Intolooking hooked and quit job to become a do full-time ships withhelping his clients clearly resonates with people, serving the western Carolina area.

Because ofher herreally collecting winter for drives, and more. new peopleNorth and making new relationships, get to bigger developmental aspec time for me to build my career.”

A results exceeding their expectations,” she explains. she will credit her genuine by including more like-minded “M their he “They know I of amRyan’s therebusiness for obtained a California more 50% is from Jill takes the time then to change stay indreams,” with past clients toReal grow intouch career, shesays. saysas she had to do some rebranding with therepeat United Way when able, agents. as wellEstat ashew your name out there to than promote new business.” producing agent on the #1 Coldwell Banke now able to assist buyers and s e of the key drivers of her them 24/7 and you can’t beat that service.”

He proves become one of the top 25 agents in the coun clients or referrals.

In the since,homeless Cheryl has closed hundreds on providi through a variety of to methods, postcards, let her including community know what sheseven was years doing. shelter where she teaches classes o “This business is2016, hard,2017, and I201 th and California.

Cherie has her Long Island & Queens for In thinking about the future, Jodi is excited to build e to get to know my clients, himself through his incredible work ethic, likability of deals and built a stellar reputation for herself within known for Christmas cards, birthday cards,That andsearch periodic emails “Everyone knew me as for a physical therapist, so Iher hadmarketing to do Photo life skills.

When she’s not helping clients an Credits: Jaclyn Sovern new sees her survive it and do are organiz awell Master’s of Arts When itbusiness comes towork listing his clients’ properties, Ryan book of great business, while continuing to bring joy on a personal Lori shows noEducation sign of and slowing down for and his moral values.

No one will harder for her community.

Cheryl’s business operates throughout much that some marketing,” she says.

“I took out some ads on the Susan describes herself as a big family pers with level,” helpfulJodi marketherupdates.

Her office also holds listings energetically, sending out postcard mailings social moguls, in she a sense,” an educator, learned toJulie berp places a whole large on leveraging technology to his tolives. get their sold, foremphasis intoshopping herclients clients’ “Igrocery do like the process, that my regular focus, customer whether appreciation 80% ofAs her business consisting of carts at the store, and Ithe didhighest my bestprice, time with her husband and tothree daughters Central Indiana, with aaaround particular focus on Indianapolis number on events, which inhomes the past listen carefully others and advo gain as much exposure as possible.

“We focus a lot for new listings to the whole city, and does lot of be a people person and underst in the least amount of time for the best terms. finding homes, looking at homes, negotiating, and ng, is centered around their and referrals, it’s clear Lori goes above Facebook marketing to let people know I had switched the beautiful outdoors. and the surrounding counties, but she will also travel taking care have included fun outings like print renting out anofentire working pe our time Internet advertising, that’s clearly advertising inseeing localon “I also doasopen and always figure enjoyed out where yourwith value closing.

But my favorite part is mypapers. client’s that I truly care.” myfun career todelicious real estate.

Now I’m getting ahas lot of referrals expectations. further afield when needed. needs quali are s beach for aJodi’s day of family and food.

They achieve their goals.

These where the market been going,” he says.

“Beyond houses every Saturday and Sunday, which is doesn’t matter if it’s a renter, a h Henry’s clients really appreciate dedication.

OneI think when they find the one.” ents is evident in the way outexcitement through my personal sphere.”

She’shis also hadprint a number When started growing asestate. a real Cherie estate agen the standard MLS and marketing, we use Ia lot in real has have also rented movie theaters for special advance key, meeting people face-to-face,” she says.

She’sthanked also God orofacareer developer.

Finding the nic customer recently wrote: “Henry listed our condo and ed with them even after of repeat clients already.

“Word of mouth advertising is for this new career and trusted If you ask Cheryl how she thinks she’s been able to online posts and ads on search engines to drive traffic Club Award from HomeSmart In “I provide a service that goes way beyond screenings of new movies, and every yeartothey organize careful tailor ads and target audiences based on the help that person in their situation also soldWhen us ouryou newdohome.

We probably needed more valuable. a good job with clients, they’re new business,” Susan says.

“Then my first ye on. Whilea she uses many to our listings.” inLori 2015, 2017 2019. build up her book of business so quickly, sheFor will credit selling homes,” says.

“Iand am involved fro kids’ Easter egg hunt. more information style house, price point, and thehas to$4 commend anyone who’s doing wa attention than most, andthethis transaction was aneighborhood tough more likely to of refer you.”

Beverly Hanks also whatand over million in sales.

My message, if I wa taying connected, such as her upfront attitude honesty as being key drivers to end, and am always available via text, ph please visit RyanHard match right people with right property. justcomfortable wakeaofup every day andand try contact with histoclients doesn’t end at the close Most Cherie’s business isato fro Susan describes as resources, with is that iffeel you have positive mindset ca one. Henry andthe histop-notch teamRyan’s knewmarketing exactly what do every d text messages, Jodi will of the her success.

“I think people with In marketing her listings, Jill uses the services of atransaction, email.”

For Lori, real estate is all about lis call 312.523.638 of the and he uses a mixture of texts, I try to be honest, professional an clients.

“I’m grateful for an ama professional photography and video, social media and you can reinvent yourself,” Susan says.

“Y step through.

He not only negotiated us a price $20k ond to meet with former because I don’t have a salesperson’s attitude,” professional photographer and buys spotlight ads oncalls,me clients’ and wants.

“Ishe aimpeople for every c phone andperfect socialmethods media toto keep in touch with family past that cont Julie’s reliance on tried-and-true extends to needs your best foot forward every day. online marketing, and but more. changes in your life andryanhardychicago benefit aroun over what we want found us says. the homeI’m top by to check in on them “I’m real, not pushy, and I will always doclients websites such as Zillow, Trulia, keeping and Realtor.com.

She away with a positive experience.

I focus on ness.” Cherie makes sure thatb in recommend touch with any clients, too.

“I’m old-school, move to. I would not otherright agent inmy NJ. what’s for client without worrying about my rsonal touches have earned also creates websites for individual listings.

She will is herThroughout top priority. “I’m ther tionships withwith them.” the Copyr tran believe it or not.

I started almost 20 years ago and Definitely lived up to the hype!!!”

-J. Melody commission. I’m a big believer in the value of a good and over 75% her busi- depending on through everything, even beyond tailorofher approach the individual features Toeveryone learn more about Susan Hooper, please visit beverly-hanks.com/offices/waynes offers andcome support.

Wanting only find out more about Jill Crofcheck, always tells you, go To back basics.

I trust do aguidance reputation.

Iftomy clients me they will back clients or of referrals.

To learn more about Henry Eis a property, and for custom homes and other specialty email shooper@beverly-hanks.com, or call 828-400-1078 for them, she won’t stop until call (410) 991-8104, of mailings, I call myindatabases, and direct Henry islot also a sales and marketing so thepowerhouse, future,please and Irefer me mail business.”

This approach has they reach th email henry@realestateenhan listings, she has secured promoting placement that fit two addition, Lori’s enthusiasm and negotiation email jillcrofcheck@gmail.com, or visit to in them at least comes every months,” she says. hismagazines listings naturally to him.

He “People clearly been effective for Cheryl, as over of her eting her listings, uses realestateenhanced.com, visit 70% with theJodi target audience has for abuilt particular home. apart from other agents.

“I do everything i mdcrealty.com/agents/81/jill-crofcheck websites, and social always still marketing open their campaigns mail.

Of course everyone business comes from repeathas clients or referrals.

For more about Jodi McCallister, of online tools to push out or call (908)Copyright 216-6532Top Age to ensure their email campaigns and whatnot,” she says, but she clients purchase a home at the b visit jodimccallister.penfedrealty.com, Instagram, and numerous price, sell their for po Cheryl’s depth of to experience the home industry isas much finds that a past client will be more likely open anorwithin Foras mor call 571.216.4432 or email atforms. Top In Agent addition, she Copyright3Top Agen Magazine Copyright Top Agent Magazine yetit.another benefit heronclients receive Having when working the market.” lived in the commup envelope with her name on e professional network by jodi.mccallister@gmail.com with her. “Because I have a lot of experience in the 25 years, she possesses the expertise and k

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52 51 inRYAN HARDY 48 HENRY JILL estate CROFCHECK as an “adventure.”

She had worked EISENSTEIN

LORI ZAMO

JULIE PAWLAK

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

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

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

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

First, think about a client’s everyday experience.

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

Where might your client swing by for coffee?

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

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

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

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

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

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

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

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

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NIKKI DINARDO When Nikki DiNardo was at school studying to become a teacher, she decided to get a part time job as an assistant for a homebuilder. She quickly became acquainted with the ins and outs of selling homes, and eventually changed course and went to real estate school. She obtained her real estate license in 2008, and currently works for Century 21 in Canal Winchester, Ohio.

Even though almost every marketplace is suffering at the moment due to COVID-19, Nikki is grateful to loyal clients who have been, and remain, the most important staple of her success. “I truly love what I do, every aspect of it; the highs and the lows. And especially with the market right now, despite things being tough, my clients are my biggest supporters. I really don’t have to market myself thanks to my repeat and referral clients,” she says.

In the last three years, Nikki has managed to sell 80 to a 100 homes per year, and has been the number one agent for Century 21 in the Ohio market for three years in a row. A feat she partly credits to her communication skills. “I believe in communication, and in doing what you say you’re going to do. I give my clients a great deal of individual attention, and they’re often surprised when they find out how many homes I sell, because they can’t imagine where I find the time.” Nikki also has an assistant, Jessica Desarro, who helps offload some of the stress by taking care of all of her paperwork so that she can concentrate on helping her clients face to face to help them find their dream home and/or sell their current home to move onto their next stage in life.

For Nikki, a huge appeal of her job is the constant diversity it offers. “My job is different every day.

Nothing is ever the same. I don’t wake up in the morning dreading to go to the office and repeat 6

the same routine. I never know what’s going to happen, and I love that.” Another fun part is being able to get creative and put social media to good use for marketing, by posting listings on Snapchat, LinkedIn, Instagram and Facebook.

Although being a top tier REALTOR® doesn’t leave her with a lot of free time, Nikki likes to stay productive even off the clock. With a husband who is a police officer, she invests a great deal of her time into volunteer work with the police and fire department. “I donate a lot of time and money for fallen officers, or people that get hurt in the line of duty.”

Nikki is not only a full-time REALTOR®, she’s also a full-time mom. Her daughter Kaitlyn, 18, son Austin, 14, and 17-year-old nephew Dylan—who lives with the family—keep her permanently busy with their school activities, games, and competitions. And Nikki wouldn’t have it any other way. “It’s imperative for me to prioritize my kids and place their events at the same level of importance as I would an appointment with a client.” It’s clear to see that it’s this unwavering resolve to be the best at the things she considers important to her, that has been the foundation to Nikki’s success.

To learn more about Nikki DiNardo call 614-554–2605, visit Nikki-Core-Homes.c21.com or email nikkidinardo@gmail.com www.

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First American Title is proud to congratulate

Nikki DiN DiNardo

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

MIKE DEL VESCO

office : 614.986.3952 | cell : 614.354.6514 mdelvesco@firstam.com Top Agent Magazine

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Diane Hamilton is proud to congratulate

NIKKI DINARDO

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

DIANE HAMILTON Senior Mortgage Specialist | NMLS #1579/218434 740.506.2388 | DHamilton@callequity.net callequitymortgages.com/diane-hamilton www.

7251 Sawmill Rd. Ste 100 | Dublin, OH 43016

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Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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CYNTHIA ALDERSON “Our tagline is ‘white glove service,’ so it’s all about reducing any stress on the client,” Cynthia Alderson explains, when discussing her work as an agent. She got her start in the real estate industry in 1998, after working as a mortgage broker. “In 2004 I came across a condo conversion project, so I took a five day crash course to get my real estate license,” she says. In 2009, the market crashed, and Cynthia opened up a retail boutique with a partner. After that didn’t work out, she decided to return to real estate. “I was working as an agent again in 2014, and in 2017 I started a team.” It’s been nonstop growth ever since, and Cynthia is loving every minute of it. Specializing in the south suburbs of Chicago, she goes above and beyond expectations. This has resulted in the vast majority of her business consisting of repeat clients and referrals.

“We aim to take the stress out of the transaction,” she explains. Cynthia has all the right connections to make it a seamless process, with a loan officer who closed $130 million last year, and an attorney who’s available after hours. “We have assembled a team that takes the stress out of every transaction, and we keep lines of communication open.” Cynthia’s clients are continually surprised at how easy it is when working with her and the team, especially first time home buyers who are more likely to become stressed by the experience.

“The team I have knows how important it is to make it enjoyable for our clients. We put the clients first.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “Nothing but the highest quality of professionalism. Response times are excellent, advice is accurate, the process was incredibly smooth. An absolute pleasure working with Cindy and her team of people. If you’re a busy professional and need an agent who understands 10

the entire real estate process, this agent is someone who is a good fit. My idea of a good agent is giving a professional an objective and having them do what they do best without having to manage them. Cindy is a seasoned professional in real estate who provides invaluable service.”

With a love for her faith, Cynthia enjoys giving back to the community. As her daughter has Marfan Syndrome, she is heavily involved in any charity that helps the condition. Last year, she also sponsored a pumpkin patch specifically for children with special needs. Cynthia is on the board for a local dog rescue and is planning on putting an event together to help the dogs find homes.

As Cynthia looks ahead, she is hoping to expand into Indiana. “I’m currently interviewing for a new agent to take on Indiana and start a new team there.” And as she continues to grow, she will no doubt love every minute of it. “What I love most about it is the clients. It’s the people we meet and seeing them get to the closing table. It’s my favorite thing about what I do.”

For more about Cynthia Alderson, please call 708-205-2572 or email Cindy@aldersonrealtygroup.com Copyright Top Top Agent Agent Magazine Magazine

Tom Cunningham and the entire team at Keller Williams Elite are proud to congratulate

CYNTHIA ALDERSON

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

TOM CUNNINGHAM | KELLER WILLIAMS ELITE Cell: (708) 369-7625 | tmjc22@gmail.com tomcrealty.com www.

4544 W 103rd Street, 3rd Floor, Oak Lawn, IL 60453

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

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

1

FIND A MENTOR

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

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CONTINUOUS TRAINING

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

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3

BUILD A STRONG ONLINE PRESENCE

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

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BUILD A SOLID FOUNDATION

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SET GOALS

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

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

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

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GORDON WATSON Gordon Watson has been working in real estate for 34 years. He got started at his father-in-law’s company when he was in college, having always had a knack for sales.

Gordon sold 40 houses in his first year, and he’s been in the business ever since. Over the years, Gordon has built strong relationships with clients and colleagues alike, and he is known as a trustworthy, hard-working real estate professional whose clients trust him to always have their interests at heart.

As the broker and owner of Hamilwood Realty, Gordon serves the entire Oklahoma City metro area. He has a team of agents working under him, covering the whole range of price points. “I don’t necessarily try to focus on any one market segment,” Gordon explains. “Our attitude is, if people need help in buying or selling a house, that’s what we do.” Gordon and his team have an impressive record of production: they closed $40 million in 2019 and are on track for $60 million through the first quarter of 2020.

When marketing a listing, Gordon offers a very extensive program. He markets online on sites including Zillow, Realtor.com, Homes.com, and Trulia. He and his team also syndicate all of their listings to reach as many potential buyers as possible. They also have three different virtual tours made for every listing. This comprehensive approach to marketing is what sellers can expect from Gordon, who has a degree in marketing from Oklahoma City University.

Gordon and his team provide an exceptional level of customer service that keeps clients coming back. “We pride ourselves on customer service,” he says. “That’s our number one focus: the standards we maintain to take care of our clients.” Having a team helps immensely: “I have team members in place to assist me in servicing all of our clients, so I don’t have to be everything to everybody.”

A significant portion of Gordon’s business comes from repeat and referral customers, and he reaches out 14

personally to each and every one of his past clients throughout the year to check in and see how they’re doing. “Communication is key,” Gordon says. “I’m a fan of voice-to-voice. You can text or email, but there’s no substitute for just talking to somebody.”

Outside the office, Gordon is very active in his church, Crossings Community Church, and supports the medical outreach and other missions that the church does in the community. When he is not working or giving back, Gordon loves to spend time with his family. He has seven kids, two of whom have followed his lead into real estate and are working in his company. Gordon coaches basketball and likes to remain physically active, exercising and weightlifting. He and his wife of 34 years love to travel together.

In the future, Gordon plans to continue growing his team and improving their systems and training. Gordon professionally coached real estate agents for 20 years for The Mike Ferry Organization based in Las Vegas, and he loves to mentor his team members. They know he is always available to answer their questions and give advice. “I’ve coached thousands and thousands of Realtors® over the years, so training, teaching people what to do and how to sell, is a strength of mine,” Gordon says. “I’m a believer in hard work. There’s no magic answer to succeeding in this business. You’ve got to work hard.”

To find out more about Gordon Watson, call (405) 210-6886, visit hamilwood.com or email gordon@hamilwood.com www.

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Derek & Chaley Haffner are proud to congratulate

GORDON WATSON

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

DEREK & CHALEY HAFFNER derek.haffner@firstunitedbank.com 405-990-2650

chaley.haffner@firstunitedbank.com 405-250-1717 https://

haffner.firstunitedteam.com

2900 S. Telephone Rd., 150, Moore, OK 73160

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes16

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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MAXIMILLIAN MIKUNDA Top Agent Magazine

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MAXIMILLIAN MIKUNDA Top Agent Maximillian Mikunda of Agnelli Real Estate specializes in REO and residential properties and serves Connecticut and Massachusetts with plans to soon go into New York.

For Maximillian Mikunda, real estate was always a part of life. “It was something I was born into, my mom was an agent, so when I graduated college I received my license right away,� he explains. He thought he would try it out for a few years 20Copyright Top Agent Magazine

and see how it went, but soon he fell in love with the career. He started off working for a smaller brokerage and now works with Agnelli Real Estate in Connecticut, specializing in REO and residential properties. He has a team of 3 other agents Top Agent Magazine

serving Connecticut and Massachusetts with plans to soon go into New York. With a growing number of his clients consisting of repeat and referrals, he credits his personality and work ethic for helping him reach success.

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“I’m a character, so most people who know me, really know me and remember me,” Max says. “There’s people who take real estate too seriously, and don’t bring much personality. When you’re working with someone, you want them to be Copyright Top Agent Magazine21

“There’s people who take real estate too seriously, and don’t bring much personality. When you’re working with someone, you want them to be a professional but also not a robot.” a professional but also not a robot.” Max fuses his down-to-Earth nature with his business skills to create the ideal type of real estate agent. With a bachelor’s degree in economics and finance, he has a passion for the investment side of the industry, and this helps his clients make decisions.

“Most of my clients now are investors who do flips or buy and hold properties, so I love that aspect of it,” he explains.

When it comes to marketing, Max also goes above and beyond, advertising on all the major real estate websites and social media.

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For Facebook and Instagram, he maintains his approachable persona, giving viewers a look into his life in addition to real estate.

“Younger people really like seeing your personal life mixed with business.”

After working with Max, clients love to spread the word about him. One recently said, “Max is amazing! From day one, he has been incredibly responsive, understanding, and helpful. He answered his phone on the first ring (other Realtors® kept me waiting days for a call back) and has been available at a moment’s notice throughout Top Agent Magazine

the process of buying my home. Although he had multiple listings of his own, he never hesitated to show me anything and everything available that I might like - regardless of listing agent. He quickly understood my Top Agent Magazine

unique needs and helped me find, and negotiate for, the perfect property.�

As Max looks ahead, he’s hoping to help more people achieve their real estate Copyright Top Agent Magazine23

dreams, and wants the younger generation to know that it’s something they can reach for, too. “I’m trying to break that misconception that young people can’t buy a home or that it will take a long time to do so. They tend to shy away from it and spend multiple years

renting. It’s important for people to know the benefits of owning a home and that it is more achievable than they think.”

Photos by Amy Lyn Design + Photography Amy Lyn Sundgren, 860-462-6728, amylynsundgren@gmail.com

For more information about Maximillian Mikunda, please call 860-608-8857 or email maxxreo@gmail.com Website: sellwithmax.com Linkedin: linkedin.com/in/maximillian-mikunda-101221aa Facebook: facebook.com/MaxMikunda Instagram: instagram.com/MAXIMILLIANAIRE www.

www.

www.

www.

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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. 25

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 26

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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DAWN MUELLER

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DAWN MUELLER Given her empathy and affable demeanor, it’s no surprise that Dawn Mueller has built a reputation as one of the top agents in her community. Although Dawn didn’t start off working in real estate, she developed a strong interest in the industry after repeatedly moving across the country for her husband’s work. Her personal experiences searching for homes in new communities inspired her to become an agent so that she could help families navigate the difficulties of relocation.

Dawn is now one of the crack agents at Coldwell Banker Weir Manuel, where she has consistently ranked as one the top 30 agents within the Coldwell Banker network in Michigan for the past seven years. Although she typically operates in the Northville/Novi/Plymouth areas, her knowledge and experience extend to Brighton, Royal Oak and Birmingham communities as well.

Dawn credits her openness and empathetic attitude as being key drivers of her success. “Part of the reason I got into real estate is that I love meeting new people, really getting to know them and building a connection,” Dawn explains. “I completely understand the pitfalls and positives of moving around, so I enjoy sharing what I know with my clients so I can help them acclimate to their new community.” She adds; “Whether one is moving across the country or across town, there is real stress. I want to make it as easy on my clients as I can.” Dawn’s approach has proven to be quite effective, as over 80% of her business comes from repeat clients or referrals.

When it comes to marketing her listings, Dawn implements a cohesive strategy that utilizes online advertising on websites and social media platforms such as Facebook, alongside yard signs and other traditional methods. In addition, Dawn leverages her extensive professional network. “I have a very good working relationship with most of the realtors in my area, so I’ll go to many directly if I have a home that I know their clients might be interested in, or if they 28

typically sell in an area my clients are interested in,” she says.

When Dawn isn’t working, she likes to spend time with her friends and family. Her husband, Bob, of almost 39 years, 3 grown children, in-law children and 4 adorable grandchildren, keep her very busy and on the go. Though she wishes she had more time for community activities, she still tries to squeeze in volunteer work. Through her company, CBWM, she helped build a home. “Last time I actually learned how to put siding on a house,” Dawn says with a laugh. “it’s really a lot of fun!”

At the end of the day, Dawn’s favorite thing about working in real estate is that she is able to help people on a daily basis. “I love helping people find what they are looking for in a community,” Dawn explains. “In fact, I think finding the right community is just as important as finding the right house.”

In looking to the future, Dawn is excited to continue helping people find homes and communities that are right for them. “It’s just so rewarding to have a transaction go smoothly and see how excited people are to have a home. You can’t beat the feeling of satisfaction knowing that you helped someone navigate such a huge life change.”

For more information about Dawn Mueller, www.coldwellbanker.com/Coldwell-Banker-Weir-Manuel-9889c/Dawn-Mueller-376577a please visit her website here, call 313 610-2085 or email dmueller@cbwm.com Copyright Top Top Agent Agent Magazine Magazine

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 30

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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CHRISTINE NIEVA Top Agent Magazine

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CHRISTINE NIEVA Several years ago, when Christine Nieva wanted to move on from nursing, she began to self-educate with investment podcasts during her long commute. Her initial goal was simply to become an investor, but once she became licensed, she found herself hooked. “I really enjoy the satisfaction of a client,” she says, “The success that they feel after finishing the transaction and celebrating their milestones with them.” After a few difficult years juggling both jobs and experiencing a life-changing motor vehicle accident, Christine transitioned into the real estate business full time. She is now a solo agent, going where her clients take her around Washington, D.C., Maryland and Northern Virginia.

Although nursing wasn’t for her, Christine cites her training and experience in the operating room as contributing to her growing success. “A lot of what I do is based on making the client, or the patient, very comfortable with the whole process in their decision-making and my skill set,” she says. “When things went south in the operating room, you had to know your resources to take care of a patient. My best assets are protecting the client and finding them the resources.”

Her clients clearly agree, as about 50 percent of her business now comes from repeats and referrals. She credits social media and online networking for helping facilitate this, which she had to master when she couldn’t commit herself full time as an agent. “Social media is my microphone and podium,” she says. “I use it as the stage to connect with my network and to share my successes and my client successes. And although they may not be

interacting with me all the time, they see that I’m out there on the market constantly.”

As her business becomes more firmly established, Christine wants to focus more on philanthropy. While she financially supports family members back in her native country in the Philippines, she also wants to increase her involvement among Realtor committees and community work, with one large aspect is the homelessness issue in D.C. – where she now lives. “Because our job is to is provide homes, it’s especially hard to see so much homelessness,” she says.

Christine says that although it appears that she is always working, she puts importance on personal growth, such as with fitness and travel. “I love my weight training and being able to relate that with a lot of people to inspire health. Traveling grounds me since it helps me to learn different backgrounds and understand people even more. They are both so important to integrate in my pursuit of happiness, which then improves my business.” she says. Christine’s goals this year is to expand her network in the Washington, DC, grow in Northern Virginia, and continue to develop her relationships in her home state Maryland.

In addition to that, she is ready to makes hires – not just people to help her, but people she can mentor and pass on the mentality of the business. “With a lot of passion, work ethic and understanding of people, you can totally take this business to a level that is very rewarding and enjoyable,” she says. “It really can change your life.”

To learn more about Christine Nieva, email christine@nievainc.com, visit christinenieva.com, or call (202) 924-6078 https://

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

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

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

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

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

• Unobstructed Views and Light: You want to live in

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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CLARISSA AZEVEDO

“I go above and beyond for my clients. There’s nothing I won’t do to help them, no matter what time of day.” She believes what sets her apart from her peers is that she “eats, sleeps and breathes real estate.”

Clarissa Azevedo discovered her passion for real estate while attending college. She was pursuing a career in marriage and family counseling at the time. While attending classes, Clarissa helped out at small local brokerage.

“They asked me to come in to help organize the office as this is one of my strengths,” she recalls. Impressed with her efficiency and work ethic, they moved her quickly through the ranks, from assistant to property manager to transaction coordinator to office manager.

From there, she was hooked. “I decided to get my license and completely revamped my career plans, because I fell in love with real estate,” she says.

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In business since 2008, Clarissa is proudly affiliated with EXIT Realty Consultants, a top local real estate company servicing the Central California area. Her business is estimated to be 80% repeat and referral clientele. “I go above and beyond for my clients,” she says.

“There’s nothing I won’t do to help them, no matter what time of day–weekends or week days.” She believes what sets her apart from her peers is that she “eats, sleeps and breathes real estate.”

“You can’t be successful if you’re not passionate and obsessed with this industry,” she asserts. “This quality enables you to be on your Copyright Top Agent Magazine

a-game.” For Clarissa, that means going to conferences and getting ongoing education because “the industry literally changes from year to year,” she says.

When marketing her listings, Clarissa prides herself in thinking outside the box.

For example, instead of holding the typical 3-4 hour afternoon open house, she recently held a 3-day showcase. “I used each day to feature a different aspect of the highend home and included a matching theme because the property had so much to offer.

It was so much fun,” she exclaims. Each marketing campaign is based upon the type of property she is listing. “Every property is different and requires its own custom promotion,” she says. In 2019, Clarissa alone moved more than 40 properties with prices ranging $200,000-$600,000.

When she wants to give back to her community, Clarissa volunteers at the Portuguese Education Foundation of Central California–otherwise known as the PEFCC foundation–a non-profit organization that is close to her heart and on which she sits on the board of directors as the secretary.

“We give out scholarships to students to help elevate their standing in academics.”

As for future plans, Clarissa is looking forward to expanding her business.

By the end of 2020, she hopes to add a buyer’s agent to the team; and by the end of 2021, a listing agent. She also hopes to double her business year after year. “But I do need to work smarter, not harder; because I don’t think I could work any harder than I already do!” she laughs.

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For more about Clarissa Azevedo, email team@clarissaazevedo.com, visit clarissaazevedo.exithome.com, or call (209) 535-2754 http://

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Laughs!

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

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ANNIE HAIDER

Becoming a real estate agent seemed like a logical career move for Annie Haider. Back in 2015, she had successfully owned several investment properties in and around the Milwaukee area. “And people kept coming to me, asking questions about real estate and investing,” she recalls. “So I took a course and became licensed. The rest is history.”

She joined Coldwell Banker and quickly made a name for herself in the community. Ironically, she does very little marketing. “I’m happy to say that most of my business is through word of mouth,” she reports. Most recently, she’s been moving some of the most expensive homes in Milwaukee’s highend areas.

Her boss, Roy Scholtka, owner-broker of HomeSale Realty can attest to her diligence and integrity.

“Annie has quickly risen to one of Coldwell Banker HomeSale Realty’s top agents because of her dedication to the success of her customers and clients.

She is innovative, personable, and a hardworking team member,” he says.

Her clients couldn’t agree more. In a recent review, one wrote, “Annie is the best! She is flexible, has 40

great insight and looks out for your best interest.

As a buyer, she cared about finding us the perfect home, even if it took more work or more time on her part. Annie will give you honest feedback and recommendations that are 0% self-serving. 100% recommend Annie!”

In addition to her top-notch work ethic, Annie believes she stands apart from fellow realtors because of her care and concern for her community. “I’m very interested in helping first-time buyers, especially those who are immigrants,” she says. Annie, who speaks four languages, understands the challenges newcomers face when it comes to the whole home-buying process. “They don’t understand it.

It’s confusing,” she explains. “Plus they have to deal with the language barrier.” If she doesn’t speak the client’s language, she will seek out someone in the community who will help her translate.

She is also very committed to local charities and donates a portion of every commission to causes that are close to her heart. Education is another important facet of her work. Not only does she herself keep apprised of current market trends, she reaches out to the community as well. Once a year, Copyright Top Agent Magazine

Annie holds a community breakfast or lunch and invites a loan officer to answer questions. “People want to know about the loan process, investing, and this has been every helpful to the immigrant community,” she explains.

Annie does most of her marketing online.

When she receives a listing, she will consult with a stager, have photographs taken, and hold open houses. “Some real estate agents are interested in serving as many clients as possible. I prefer to limit my client list and focus my best efforts on a select few,” she says. “Whether it’s marketing homes that don’t show well, negotiating the best deal, or tracking down just the right house for a choosy client, I’ve proven that I’m able to not only meet but exceed expectations every time.”

In her spare time, Annie admits she enjoys quiet time. “I love to read a good book with a cup of tea or coffee,” she says. She also relishes spending time with her husband, a physician, and two children, ages 14 and 18.

Currently, she has one assistant and does most of the work herself, but she does plan to expand her business in the near future, She will not, however, leave Coldwell Banker. “My boss treats me like a daughter,” she says.

Annie says the most important aspect of her work is the relationships she forges with each and every client.

She doesn’t’ just interact with them, she socializes, which includes inviting them over to her home for tea and a chat. “I want them to feel more like friends than just clients,” says Annie, who has a background in psychology.

“We talk about all sorts of things. It’s like therapy. I love it!”

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To learn more about ANNIE HAIDER, email ahaider@cbhsr.com, http://www.cbhsr.com/agent/4144694685/annie-haider visit her website here, or call (414) 469-4685 Copyright Top Agent Magazine 41

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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MICHELLE BUHRER, HQ HOMES Sometimes it’s the most troubling events in life that inspire us to pursue our dreams. That’s very much the case for Michelle Buhrer. “It’s a crazy story. I got hit in a fairly bad car accident and had to have neck surgery,” she explains. “When I was ready to get back to work, I wanted to do something that I’m really passionate about. And I feel passionate about helping people to find their dream home to raise their family in and just enjoy their lives.”

While Michelle made her foray into real estate just two years ago, she brings almost 18 years of previous sales and marketing experience to her new career. As a REALTOR® at HQ Homes in Denver, Colorado, she has hit the ground running. She’s a Colorado native who currently resides in the South metro Denver area.

She covers the entire Denver area as well as select regions both North and South of the city.

Michelle’s currently kept busy by nearly a dozen incontract properties with prices ranging from $500,000 to over $1 million. In addition to traditional homes, she’s working with a client on an all-inclusive senior living community. “I’m a super budget conscious type of person myself,” she explains. “I don’t push their budget and I don’t push their limits. I really want to make them comfortable with what they need. And I spend literally hours combing through pictures and finding photos so when we go see the houses, they really do fit.” She prides herself on fighting strongly for her clients.

When it comes to her repeat and referral rate, Michelle has been quick to develop a following. “I have had a lot of clients within the same family,” she says. One recent family of sales includes a daughter, father, and sister-in-law. “A lot of that is pretty huge, because I’ve never spent any money on expensive marketing, never done any note pads with my face [on them], or heavy Top Agent Magazine

radio ads, or TV ads ... I can’t say I’m on a bus bench.”

She describes her business as “organically grown.”

As a mother of four, education and children’s issues are a priority. Her company does an annual fundraiser for Toys for Tots and matches her clients’ donations. She also keeps track of schools throughout Denver that are in need of help. Her assistance also takes place on the job. Her team has currently hired several new agents.

While she plans to remain an individual agent, she is using her growing expertise to help them get their start.

Michelle treasures her family time with her children on vacations and travels within Colorado, nationally, and internationally. “Of course, I lean towards the mountains. I do love getting there even in the mud season when it’s not so touristy,” she says.

As far as future goals, Michelle believes that success in the real estate world is about developing strong relationships. “It’s not about profit,” she says. “I think some people who get into real estate see big dollar signs. “Personally, I just want to really help people and in doing so have grown such a large business because it’s so genuine.” For Michelle, the client relationship continues after the sale is complete. “I truly like to keep in touch with them as people,” she says. “You want to know what’s going on with their lives.”

To learn more about Michelle Buhrer, email michelle@hqhomes.com Visit mycolorado.realestate or call (720) 477-0835 http://

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DAVE & AMY CHUNG Dave and Amy Chung got started in real estate through investing. When they bought their first “fix-and-flip” home, Dave decided to get his license so he could sell it himself.

And, Dave says, “It just took off from there.

Clients started reaching out, so we dove right in and started selling full time.” Now Dave and Amy have been in business for four years. Over that time, they have established themselves as trusted guides in their local market.

Dave and Amy serve the North Shore suburbs of Chicago, specifically the New Trier High School district, including Wilmette, Winnetka, Kenilworth, Glencoe, and Northfield. Almost 80% of their business comes from repeat and referral clients, and Dave credits this impressive rate to the unique perspective and skill set he and Amy offer. “When we started, not only were we in a different life stage than just about any other agent around, but we also embraced digital and online marketing from the beginning,” Dave says. “Both of our backgrounds are on the creative side, so a lot of the marketing we do is quite different in terms of not just the style and the messaging, but also the interactivity.”

In marketing their listings, Dave and Amy take what they describe as a “digital first” approach, meaning that they create all assets for the campaign digitally prior to anything else. “That way, we can promote in that medium from the beginning,” Dave explains. “Some folks might focus on print or on creating beautiful brochures—and certainly we do all of that too—but the most important thing are the digital assets.” In addition to professional photos and floor plans, their marketing strategy includes video tours and virtual tours of the property. They also roll out paid digital ad campaigns on social media, which drives considerable traffic to their listings and open houses.

It’s also the personal touch that sets Dave and Amy apart. “When clients work with us, they realize that it’s not just the marketing, but also the customer service aspect. We really put our clients first and do whatever it takes to help them achieve their goals. That’s been the focus from the beginning.” At virtually no cost to their clients, Amy utilizes a treasure trove of in-house staging materials to personally stage each one of their client’s homes. “We want each of our listings to feel like a model home. Many of our clients don’t want to move after we’re done getting their home ready for market!” Amy says. This client-first approach has yielded excellent results, both in client satisfaction and in the success they have had in breaking into the local market so quickly. For the past three years, Dave and Amy have consistently averaged around $15 million in annual volume, seeing more growth each year.

Community involvement is important to Dave and Amy. Dave serves on the board of a local bank, and Amy is on the board of the Northwestern Settlement House, a large organization in Chicagoland that runs a charter school and other community endeavors. When he is not working or giving back, Dave enjoys playing tennis and paddle tennis, and spending time outdoors with Amy and the kids. Dave and Amy are big foodies—she is a classically trained chef—and they love to host dinner parties and go out to eat with friends.

In the future, Dave and Amy plan to keep growing at a sustainable rate, while continuing to serve their clients to the best of their abilities. “For us it’s more of a personal growth approach than growing bigger in size,” Dave says. “We want to grow personally, in our craft and in our community. My favorite part of real estate is the interpersonal aspect, interacting with our clients and getting to share in the experience with them. That gives us a lot of energy and a lot of satisfaction.”

For more about Dave & Amy Chung, please call 847.461.8856, email daveandamy@compass.com, or visit northshorehomeguide.com www.

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that makTop Agent Magazine

ing a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

2. Build in some perks While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

3. Get a sense of big-picture career plans Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic 46

expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

4. Keep the lines of communication open Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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JILL CROFCHECK Jill Crofcheck co-founded MDC Realty in 2011. Since then, she has built a reputation as a trusted and loyal guide for her clients through the world of real estate. A veteran of the business, Jill is known for her hard work and dedication on behalf of her clients.

Jill is based in Dunkirk, Maryland, and serves the entire state, with a focus on Calvert, Prince George’s, and Anne Arundel counties, as well as Washington, D.C. A significant portion of her business comes from repeat and referral clients, which comes as no surprise given the quality of service she brings to her business relationships. “I’m here to help you find the right home, not just any home,” she explains. “And because of that, I get a lot of repeat business. Folks don’t feel like I’m pushing them into a home. They know I really have their best interests at heart. It’s not about, ‘You have to do this today.’ This is a life-changing experience, and it really is about them, not about me.”

Jill loves to give back to her community, and she is a member of the Elks Lodge. She is also active with SCA, a living history group that stages historical reenactments. She is a member of a Revolutionary War reenactment group that travels to schools and historical sights to educate children about our nation’s history.

When she is not working or volunteering, Jill enjoys crafting, going to museums, and playing with her two dogs and her cat.

In the future, Jill plans to continue growing her business strategically. “It’s not about having the most people in my organization, it’s more about having the right people in the organization who are working in the same spirit,” she says. Above all, Jill is dedicated to serving her clients and making sure they are satisfied with the process of buying or selling a home. “My favorite part of what I do is the moment someone walks into the right home and they start to glow. And I get to experience that. There is nothing better than seeing the joy when somebody finds the right home.”

Jill takes the time to stay in touch with past clients through a variety of methods, including postcards, Christmas cards, birthday cards, and periodic emails with helpful market updates. Her office also holds regular customer appreciation events, which in the past have included fun outings like renting out an entire beach for a day of family fun and delicious food. They have also rented out movie theaters for special advance screenings of new movies, and every year they organize a kids’ Easter egg hunt.

In marketing her listings, Jill uses the services of a professional photographer and buys spotlight ads on websites such as Zillow, Trulia, and Realtor.com. She also creates websites for individual listings. She will tailor her approach depending on the individual features of a property, and for custom homes and other specialty listings, she has secured placement in magazines that fit with the target audience for a particular home. www.

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To find out more about Jill Crofcheck, please call (410) 991-8104, email jillcrofcheck@gmail.com, or visit mdcrealty.com/agents/81/jill-crofcheck 47 Copyright Top Agent Magazine

HENRY EISENSTEIN At 18 years old, Henry Eisenstein was already helping manage a few franchises across New Jersey. “A friend told me it would be easy to make a lot of money in real estate, and I made the mistake of believing him and got my license,” he jokes. “It really is a great business, but it is FAR from easy.”

Now, at 25, Henry runs his own team, Real Estate Enhanced, with Keller Williams in East Monmouth, New Jersey. Last year alone, Henry had $25 million in volume.

What sets him apart from his peers is his relentless work ethic and “what ever it takes” attitude. “I work seven days a week, around the clock, to ensure my clients have the best experience,” he states.

The reason behind him working so hard is that he has a passion for what he does. “I love helping people realize their dreams,” he says. “They know I am there for them 24/7 and you can’t beat that service.” He proves himself through his incredible work ethic, likability and his great moral values. No one will work harder for his clients to get their homes sold, for the highest price, in the least amount of time for the best terms.

advertisements that have been seen by millions of customers over the past three years. “I use lots of social media, professional photography, and drone video. The most important thing is educating clients on pricing strategies that produce results,” he asserts. “I know the market and I know which local agents to connect with.”

Henry is committed to giving back to his community, especially to CPC Behavioral Healthcare, Monmouth County’s provider of choice for high quality mental health, addiction, special education and physical health services. “My last birthday party was a Halloween party,” he recalls. “I told everyone that instead of getting me gifts to donate to CPC Behavioral Healthcare. We raised over $2,000, and I am looking to raise $10,000 next year!”

When he does have free time, he enjoys spending it with his family. “I also love getting outdoors and working out,” he says.

For the future, Henry is looking into more investment opportunities. He also continues to grow his business by including more like-minded agents. “My goal is to become one of the top 25 agents in the country.”

Photo Credits: Jaclyn Sovern

Henry’s clients really appreciate his dedication. One customer recently wrote: “Henry listed our condo and also sold us our new home. We probably needed more attention than most, and this transaction was a tough one. Henry and his team knew exactly what to do every step through. He not only negotiated us a price $20k over what we want but found us the perfect home to move to. I would not recommend any other agent in NJ. Definitely lived up to the hype!!!” -J. Melody Henry is also a sales and marketing powerhouse, so promoting his listings comes naturally to him. He has built websites, marketing campaigns and social 48

To learn more about Henry Eisenstein, email henry@realestateenhanced.com, visit realestateenhanced.com, or call (908) 216-6532 www.

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Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) Top Agent Magazine

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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RYAN HARDY Honest and knowledgeable, Ryan Hardy’s genuine attitude has helped him build a fantastic reputation as one of the top luxury real estate agents in Chicago. With over 10 years of experience in the industry, Ryan has a wide breadth of knowledge about the Chicago market, having closed hundreds of transactions on properties valued anywhere between $150,000 and $4 million. Now one of the top producers at Gold Coast Realty, Ryan’s business operates throughout downtown Chicago, with a particular focus on neighborhoods such as Gold Coast, River North, Lincoln Park, West Loop, and Streeterville.

Ryan credits his genuine attitude and long-term view as being the primary drivers of his success. “I genuinely try to do the right thing for my clients at all times,” Ryan explains. “I’m not focused on closing a transaction as quickly as I can to get a commission—I want to build meaningful long-term relationships with my clients. A big part of that is ensuring we trust one another.” This focus on building solid relationships with his clients clearly resonates with people, as more than 50% of Ryan’s business is from repeat clients or referrals.

When it comes to listing his clients’ properties, Ryan places a large emphasis on leveraging technology to gain as much exposure as possible. “We focus a lot of our time on Internet advertising, as that’s clearly where the market has been going,” he says. “Beyond the standard MLS and print marketing, we use a lot of online posts and ads on search engines to drive traffic to our listings.”

Ryan’s contact with his clients doesn’t end at the close of the transaction, and he uses a mixture of texts, phone calls, and social media to keep in touch with Top Agent Magazine

former clients. In addition, he keeps a close watch on the inventory within the various submarkets he operates in, and regularly sends out relevant sale comps, and information about market trends, to clients.

At the end of the day, Ryan loves working in real estate because he gets to spend every day helping people.

“It’s fun helping somebody find a house, and it’s satisfying getting a house sold for someone,” Ryan says.

“Whether it’s a beautiful home that has a lot of interest, or a more problematic property that is a challenge to sell, I love the variety that comes with satisfying my clients needs.”

During those infrequent moments when Ryan isn’t working, he loves to travel, explore the great city of Chicago, and enjoy its numerous sporting events.

In looking to the future, Ryan is excited to continue growing his business. “I look forward to expanding my business so that I can continue to deliver the highquality service my clients have come to expect, while also increasing the number of people I can help.”

For more information about Ryan Hardy, please visit RyanHardyChicago.com, call 312.523.6383 or email ryanhardychicago@gmail.com www.

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SUSAN HOOPER Susan Hooper describes how she got into real estate as an “adventure.” She had worked in physical therapy for 25 years. “I had so many experiences caring for patients in every setting,” she says. After working hard to care for her patients, she stepped back from field work and took over some marketing duties as her office expanded, and found she liked the work, as well as visiting different offices, partaking in community events, and imparting marketing strategies to her peers. “It kind of turned me onto the professional side [of things] outside of healthcare,” she says. “But I still wasn’t really sure what direction my life was going to go, so I continued to work in physical therapy.”

It took a strange, chance event to get her into real estate.

One day, she encountered a real estate agent hosting a fundraiser, and learned that this agent’s background was also physical therapy. “She had made the switch from physical therapy, which is all about caring for people, to real estate, and said she loved the opportunities it gave her,” Susan says. “A lightbulb went off in my head, and so I decided to take classes. That was in 2018.”

Today, Susan works solo for the Beverly Hanks firm, serving the western North Carolina area. Because of her change in career, she says she had to do some rebranding to let her community know what she was doing.

“Everyone knew me as a physical therapist, so I had to do some marketing,” she says. “I took out some ads on the shopping carts at the grocery store, and I did my best with Facebook marketing to let people know I had switched my career to real estate. Now I’m getting a lot of referrals through my personal sphere.” She’s also had a number of repeat clients already. “Word of mouth advertising is valuable. When you do a good job with clients, they’re more likely to refer you.” Beverly Hanks also has what Susan describes as top-notch marketing resources, with professional photography and video, social media and online marketing, and more.

Susan sees the similarities between physical therapy and real estate. “Primarily, putting people first has always been my heart,” she says. “I feel the same about real estate.

People have a lot of different motivations for why they’re buying and selling. I just enjoy helping people; that’s my number one goal, and everything else is a side benefit.”

She’s dedicated to her clients, too, and values helping someone over any price point. “I had a client who worked in a gas station for many years,” she recalls. “Her credit wasn’t great and she didn’t believe she could be a homeowner, but she reached out to me and I paired her with a lender -- lenders are crucial. That client worked for nine months to position herself to obtain the preapproval letter, and then we were able to go shopping and get her into her first home. The price point wasn’t high, but the reward was high.”

Susan also likes to help her community via events that she coordinates and plans a few times a year. “I love to give back, because [the community] has been so supportive, and there are great needs in our community, too,” she says.

Susan is part of the Rotary Club, through which she participates in a variety of events like reading with kids at schools, collecting winter gear for drives, and more. She also helps with the United Way when able, as well as with her local homeless shelter where she teaches classes on renting and life skills. When she’s not helping clients and community, Susan describes herself as a big family person, spending time with her husband and three daughters and enjoying the beautiful outdoors.

When I started growing as a real estate agent was when I thanked God for this new career and trusted Him for any new business,” Susan says. “Then my first year I produced over $4 million in sales. My message, if I was giving one, is that if you have a positive mindset and a can-do attitude, you can reinvent yourself,” Susan says. “You can make changes in your life and benefit people around you.”

To learn more about Susan Hooper, please visit beverly-hanks.com/offices/waynesville, email shooper@beverly-hanks.com, or call 828-400-1078 www.

https://www.zillow.com/profile/Amy-Terry/

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Branding Bad in Real Estate Marketing

by Rob Flitton

To begin with, you cannot establish a brand for ANY business until and unless you know what your product and intended clients are.

Think of your brand as a “message with instructions” for a potential client. It won’t be a direct message, but an image, group of words, symbol or design, or combination of these, that will allow the client to easily identify how you solve an existing problem or concern that they have.

If you are not clear about who you are talking to, and why, your message with instructions will speak to anyone and everyone, and therefore to no one.

Your message has to be both intimately related to the real concerns of an extreme niche of people, and authentically connected to who you are. Otherwise, the people you are intending to reach will not see or hear you, and will not use you.

The choice that the vast majority of agents make to brand or co-brand Top Agent Magazine

with their brokerage company is a mistake that is causing them to be invisible to a large pool of potential clients, and lose traction or growth in their business. This mistake sees them repeating anemic efforts season after season to hunt for clients, instead of reaping the much larger benefit of farming or growing clients.

In any given marketplace there are, say, a dozen major real estate brokerage brands. Just like some people love Ford and hate Chevrolet, or like Apple and hate Microsoft, they will either like or love the brand you’re with, or be indifferent to it—we can ignore the indifferent category, because they make the case that the company’s brand isn’t very important.

By choosing to co-brand or line up with their brokerage, the agent therefore has as much as an 11 out of 12 chance of alienating a potential client.

And there is another devastating result—the agent ends up financing the brand of their brokerage.

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The major brokerages today rely on online search success as much as any business—by promising leads to their agents they need a tremendous amount of Google Juice. So, they offer the agent leads, but also offer them a unique co-branded page or presence on their website. By having hundreds, or even thousands of agents with pages on their website, they are gaining massive website traffic (links) and having those agents pay them for it.

down and focus on marketing, followed by strategic branding of the agent alone.

The real estate business, or any business, comes down to two fundamental activities: finding potential clients (leads); and closing those clients (making them into customers).

And finding potential clients comes down to two fundamental activities: hunting—the effort to find “right If an agent ever decides to look into now” business every day form a changing their brokerage they are variety of sources; and farming—the somewhat trapped. Not only do they effort to grow a reliable bounty of lose any equity or money they spent leads by having a long term online on co-branding and collateral mater- and offline strategy with the agent, ials, and the reliance on having some and not their company, as the central leads here or there, but they are empty- core of a targeted branding strategy. handed vis-à-vis Google Juice—each time they leave a brokerage, they are Rob Flitton is a Seattle Real Estate Marketing specialist helping independent starting all over.

The solution for any agent is to drill 54

agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

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CHERIE MALKOFF Cherie Malkoff earned her real estate license in 2010 in order to help her kids with their college costs. Coming up on ten years in the business now, she works solo and doesn’t plan on changing that anytime soon. “I know working in teams is popular right now, but I personally feel that my clients get a huge benefit from having one person from the start of a transaction to the end of a transaction. I don’t pass them onto anyone else, I take care of all of their needs.” It’s this personal approach that has helped her accomplish an impressive $10 million in volume just last year.

After a 16-year teaching career, she is still focused on education. She consistently works on improving her knowledge of the industry to better serve her clients by earning state and national designations. She obtained her Arizona Broker’s license in 2018. In addition, she has earned the GRI (Graduate Realtor Institute), SRS (Seller Representative Specialist) and rCRMS (Certified Risk Management Specialist) designations. She recently obtained a California Real Estate license (2020) so is now able to assist buyers and sellers in both Arizona and California. Cherie has her Bachelor’s of Arts in Education and a Master’s of Arts in Special Education.

As an educator, she learned to be patient, detail oriented, listen carefully to others and advocate for them. She has always enjoyed working with people and helping them achieve their goals. These qualities carry over to her career in real estate. Cherie has received the Diamond Club Award from HomeSmart International Brokerage in 2015, 2017 and 2019.

Most of Cherie’s business is from repeat and referral clients. “I’m grateful for an amazing group of friends, family and past clients that continually refer me business.” Cherie makes sure that everyone she works with is her top priority. “I’m there for my clients 100% through everything, even beyond real estate.”

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When she is not working, Cherie makes time for community involvement. She is currently on the board of the Moon Valley Women’s Club, a local social/philanthropic organization that offers it’s members an opportunity to make a difference in the community through charitable service projects. She has been part of National Charity League, which fosters the mother-daughter relationship in a philanthropic manner. In addition, she has been a member of Boys Team Charity, a parent and son organization designed to teach young men on how to give back to their communities.

When she’s not busy working Cherie loves to go hiking with her dogs, or sweating it out during hot yoga. She and her husband also enjoy traveling and wine.

Cherie primarily serves the areas of Phoenix (Moon Valley) and Scottsdale, Arizona, but with her newly acquired real estate license in California she is planning on doing some business in San Diego and Carlsbad, California as well. In the future she wants to grow her business in both states. This shouldn’t prove to be too difficult for a REALTOR® who truly enjoys her work.

“I’m lucky because I love what I do. I love houses and I love people, and those two aspects together in a job make it feel like I’m not really working.”

To learn more about Cherie Malkoff email cheriemalkoff@gmail.com, visit cheriesellsrealestate.com, or call (602) 677–8973 www.

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JODI McCALLISTER Dedicated, genuine, and personable, Jodi McCallister’s commitment to creating meaningful relationships with her clients has helped to build her a stellar reputation as one of the top agents in her community. With over 18 years of experience in real estate, she has used her expertise and skill-set to close hundreds of transactions over her extensive career.

Based out of the Berkshire Hathaway PenFed Realty office in Gainesville Virginia, Jodi operates throughout Northern Virginia.

If you ask Jodi why she has enjoyed so much success over her career, she will credit her genuine personality as being one of the key drivers of her business. “I take the time to get to know my clients, and connect with them on a personal level,” Jodi explains. “They know that my focus, whether they are buying or selling, is centered around their happiness. They know that I truly care.” Jodi’s genuine care for her clients is evident in the way that she stays connected with them even after the close of a transaction. While she uses many common methods of staying connected, such as emails, phone calls, and text messages, Jodi will also go above and beyond to meet with former clients for coffee, and stop by to check in on them at their home. These personal touches have earned Jodi a loyal following, and over 75% of her business comes from repeat clients or referrals.

When it comes to marketing her listings, Jodi uses a comprehensive array of online tools to push out ads across Facebook, Instagram, and numerous other websites and platforms. In addition, she leverages her extensive professional network by 56

attending meetings with other realtors where they exchange listings and talk shop about the market.

When Jodi isn’t at work, she loves to spend time with family and friends, read, and hang out with her two dogs. She is also the secretary for the Women’s Council of Realtors, and is an active member of her community, frequently volunteering to help with food drives and other local charities.

For Jodi, working in real estate is all about helping people. “I love finding out what is personal to my clients, what their needs are, and then exceeding their expectations,” she explains.

In thinking about the future, Jodi is excited to build her book of business, while continuing to bring joy into her clients’ lives. “I do like the whole process, finding homes, looking at homes, negotiating, and closing. But my favorite part is seeing my client’s excitement when they find the one.”

For more about Jodi McCallister, visit jodimccallister.penfedrealty.com, call 571.216.4432 or email jodi.mccallister@gmail.com Copyright Top Top Agent Agent Magazine Magazine

How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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JULIE PAWLAK Julie Pawlak and real estate go back a long way; she’s worked with Keller Williams for nearly 20 years. Today, Julie is a solo agent serving mostly northern Macomb County, particularly the Shelby and Washington areas. She sees about a 50% repeat and referral rate. “I do a lot of advertising,” she says, “and I’m always trying to look for new business. Obviously your referrals and repeat clients are so key in your success, but also, I try to keep the mindframe that you have to continue finding new people and making new relationships, really get your name out there to promote new business.”

That search for new business sees her marketing her listings energetically, sending out postcard mailings for new listings to the whole city, and does a lot of print advertising in local papers. “I also do open houses every Saturday and Sunday, which I think is key, meeting people face-to-face,” she says. She’s also careful to tailor ads and target audiences based on the style of house, the price point, and the neighborhood to match the right people with the right property.

Julie’s reliance on tried-and-true methods extends to keeping in touch with clients, too. “I’m old-school, believe it or not. I started almost 20 years ago and everyone always tells you, go back to basics. I do a lot of mailings, I call my databases, and I direct mail to them at least every two months,” she says. “People always still open their mail. Of course everyone has their email campaigns and whatnot,” she says, but she finds that a past client will be more likely to open an envelope with her name on it.

As a solo agent and someone always on the lookout for new business, Julie admits that she spends, understandably, a lot of time working. Still, she manages to be a member of all the real estate boards, including the Board of Realtors® and the National Association of Realtors®. “But I do aspire to be more involved Top Agent Magazine

in the community and charities and help where I can in 2020.”

Expanding her community presence isn’t her only goal, though. “I want to do this on a bigger level,” she says of her real estate business. “My aspirations aren’t to just sell a house here and there. I want to be on a much larger scale, even as far as construction and development of properties. I love my one-on-ones with my regular residentials, but there are so many other aspects of this business that can be tackled. So eventually, going big also involves commercial [properties]. I want to touch on a little bit of everything, but on a larger scale. I want to do bigger developmental aspects.”

“This business is hard, and I think the people who survive it and do well are organized and they’re really social moguls, in a sense,” Julie says. “You have to be a people person and understand people’s needs, and figure out where your value lies in their needs. It doesn’t matter if it’s a renter, a homeowner, a builder, or a developer. Finding the niche on how you can help that person in their situation is key. It’s tough! I commend anyone who’s doing well in this business. I just wake up every day and try to do the best that I can.

I try to be honest, professional and timely. It’s putting your best foot forward every day.”

To learn more about Julie Pawlak, please visit juliepawlak.com, email jewels416@gmail.com, or call (586) 246-7764 www.

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CHERYL SIZEMORE When you sit down to chat with Cheryl Sizemore, it quickly becomes obvious that you’re speaking to a real estate expert.

Cheryl spent the early part of her career working at various title companies for 16 years, during which time she gained a great deal of exposure to multiple aspects of the industry. In 2013 she decided she wanted to become an agent, so she took a full-time job at a FHA resource call center to support herself while she got her license and began practicing part-time. Within a year she was hooked and quit her job to become a full-time agent.

In the seven years since, Cheryl has closed hundreds of deals and built a stellar reputation for herself within her community. Cheryl’s business operates throughout Central Indiana, with a particular focus on Indianapolis and the surrounding counties, but she will also travel further afield when needed.

When Cheryl isn’t busy with work she loves to read, ride her motorcycle, spend time with her family and dogs, and give back to her community. Cheryl has been an active supporter of numerous kennels and animal rescue organizations over the years, but most recently has become involved with Active Grace. According to Cheryl, Active Grace “helps people get back on their feet after they’ve experienced something traumatic, and also provides food and services to Indianapolis’s homeless population.” Cheryl regularly volunteers with Active Grace, and also donates a portion of every commission to support their mission.

In looking to the future, Cheryl is excited to continue to grow her business while maintaining a strong focus on providing the premier service she has come to be known for. “I want to grow my business, but not so much that I lose that personal touch. I want to be the number one agent in Indianapolis as far as personally taking care of my clients and making sure that their needs are satisfied.”

If you ask Cheryl how she thinks she’s been able to build up her book of business so quickly, she will credit her upfront attitude and honesty as being key drivers of her success. “I think people feel comfortable with me because I don’t have a salesperson’s attitude,” she says. “I’m real, I’m not pushy, and I will always do what’s right for my client without worrying about my commission. I’m a big believer in the value of a good reputation. If my clients trust me they will come back in the future, and refer me business.” This approach has clearly been effective for Cheryl, as over 70% of her business comes from repeat clients or referrals.

Cheryl’s depth of experience within the industry is yet another benefit her clients receive when working with her. “Because I have a lot of experience in the title industry, and some experience on the lending side of things, I understand all facets of the homebuying process,” she explains. “This allows me to prepare my clients upfront to handle any issues that might encounter.”

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For more information about Cheryl Sizemore, please visit indyhomepros.com, call 317-701-0838 or email cheryl@indyhomepros.com www.

Copyright Top Top Agent Agent Magazine 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 62

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.

Top Agent Magazine

LORI ZAMORE A people person with a love for helping others, Lori Zamore has flourished as a real estate agent in the Long Island region. She first earned her license when she graduated from college at Hofstra University, but ended up detouring into another path. “I received my master’s in education from LIU CW Post and became a teacher in East New York,” she says. Once her children were older, she decided to pursue real estate again. “It was the perfect time for me to build my career.” A results-driven, top producing agent on the #1 Coldwell Banker Sales Team Long Island & Queens for 2016, 2017, 2018 and 2019, Lori shows no sign of slowing down for 2020. With around 80% of her business consisting of repeat clients and referrals, it’s clear Lori goes above and beyond expectations.

“I provide a service that goes way beyond listing and selling homes,” Lori says. “I am involved from beginning to end, and am always available via text, phone call and email.” For Lori, real estate is all about listening to her clients’ needs and wants. “I aim for every client to walk away with a positive experience. I focus on building relationships with them.” Throughout the transaction, Lori offers guidance and support. Wanting only what is best for them, she won’t stop until they reach their goals. In addition, Lori’s enthusiasm and negotiation skills set her apart from other agents. “I do everything in my power to ensure clients purchase a home at the best possible price, or sell their home for as much as possible based on the market.” Having lived in the community for over 25 years, she possesses the expertise and knowledge to help her clients reach their goals.

After the transaction, clients leave glowing reviews about their time together. As a Premier Zillow Agent, she has dozens of five-star testimonials. One recently said, “We were extremely fortunate to have Lori Zamore as our real estate agent for the sale of our home. We found Top Agent Magazine

every aspect of her dealings with us to be excellent. Her constant assistance, advice, patience, and almost daily phone calls and/or texts greatly helped us to survive the many obstacles we encountered in selling our home of 42 years. We were very impressed with Lori’s professionalism: arriving on time to all appointments, clearly explaining all aspects of the selling process, skillfully staging our home for photographs and open houses and suggesting and keeping in contact with an expeditor, a lawyer and the repairmen needed to resolve our CO and property line issues. Lori is a hardworking, knowledgeable, capable, and empathetic person who we highly recommend without reservation.”

During any free time, Lori stays involved in the community through helping with the VA medical center, donating to cancer foundations and now raising money for COVID-19 relief.

Looking ahead, Lori embraces each new day with excitement. “I like that every day is different and that I’m meeting new people all the time. I am honored to be able to assist others in fulfilling their dreams.”

For more information about Lori Zamore, please call 631-804-0440 or email Lori.Zamore@coldwellbankermoves.com Copyright Top Agent Magazine 63

mailto:mag@topagentmagazine.com

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