NATIONWIDE & INTERNATIONAL 5-20-19

NATIONWIDE & INTERNATIONAL EDITION

5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

Small Yard?

Big Statement: How to Make The Most Out of Micro Outdoor Spaces

How to Incorporate CURRENT EVENTS to Your Email Blasts and Stay Relevant

THINKING OF LISTING?

Nine Ways to Get Ready

NATIONWIDE & INTERNATIONAL EDITION Anthony Rael and Southwestern Title & Escrow are proud to congratulate

Universal Title is proud to congratulate

GEORGE McDOWELL VAL BRIER 7

12

JAN SEITZ

VAL BRIER BONNIE BOISVERT

18

GEORGE McDOWELL

23

LEANNE DRESMICH

STEVE HOUCK

With a background in banking and a love for transaction, she also takes them out for cofhelping people, Bonnie Boisvert has made fee or meets them around town to catch up. “I on being 30 featured for the State 34 great strides as a real estate agent. “I 26 started don’t rely on a program to stay in touch with 29 33 of Maryland in Top Agent Magazine! in 1992 working at a real estate office, them, I like to keep in contact like Top Agent Steve Houck – Broker/Owner I would doing the banking end in rentals,” Bonnie with a friend.”

When speaking with Top Agent than tha The town of Blue explains. “I eventually began handling all of Real Estate Partners, LLC in Ridgeland, Doug Del Fava – of W Real to serve aspects of it. With the encouragement of Clients love to spread the word about Bonin the mountain Mississippi – has been buyers her Estate in Kenwood, California – represen my boss and my husband, I got my real nie’s providing superior service,his recommending Georgia, is the p estate license.” In 2004, she took the test to anyone with real estate needs. One buyer one can’t help but be impressed clients a and sellers in Madison County and its Joey VanDaniker, Esq.* destination for a and passed, and there was no turning back. said, “You cannot find a better person to guide Dir.of Bus. Dev. & Mktg. by the vast industry knowledge they nee She’s loved every minute of her career and you through the process. Bonnie worked with for a respite f surrounds with excellent customer service he JULIE has gleaned from his Breathtaking more is eager to continue growing.

“I found that us for two summers (total of aboutDOUG 6 weeks)DEL FAVA FITTS QUEEN ERNEST COOPER STEVE HOUCK BONNIE BOISVERT view (301) 358-17121 | universaltitle.com I love guiding people through these big life and soon after a few house visits she found for more than two decades. than forty years in the real estate Creative and waterfalls ca changes, I’m able to help them with their the one that exceeded expectations.

Clos1997 our Annapolis Exchange Parkway, Suite 500 industry. Almost as impressive, also pla Adam Esq. true dreams and changes in their lives, it is ingHerschthal, was smooth, her professional service and Annapolis, Maryland 21401 abundance.

Secon Managing Attorney however, success so rewarding.” In January, she opened up contractor recommendations were perfect. is his humble, affable personality that belies homes comprise ANTHONY RAEL We feel very much at home on thehis her own office called Quietside Realty, in island and stature as one of thethe most successful Realtors local real estate market, and utilized there is Steve currently oversees an in two equallyDedicated, hardworking Southwest Harbor, Maine. Although Bon- and truly passionate moving in full-time years. If Escrow Officer |anticipate NPN #17201857 currently working in TheRidge Golden State’s beautiful def nie has experienced tremendous growth over the years, she Bonnie can’t find one for you, it simply does not exist.” better situated to provideand except about what he does for a living, Top Agent professional and dedicated team of seven wine country counties of Napa, Sonoma Marin. platform has purposefully kept Houck her office so she can of offer one-Estate 505-820-1800 | anthonyr@swt-e.com than Top Agentand Julie Fitts Queen. other agents, all of whom share his client-first Steve – small, Broker/Owner Real on-one service.

During any freetime, Bonnie is out enjoying the beauty of exposur Partners, LLC in Ridgeland, Mississippi – business ethos, and are meticulously trained www.swt-e.com Maine, or staying involved with any dog-related events or charDoug began his journey in real estate in 1978, and to Town find to provide the with amazing service his hasinbeen providing hisherbuyers This has resulted the vast majority of businessand beingsellers ities. She is also active Island customer Housing Trust, a program Julie, who works with RE/MAX 236 Montezuma Ave, Santa Fe, NM 87501 shortly thereafter he met Susan Parker, and they teamed and esta brokerage become for. “My agents Madison County its they surrounds referral-based. in “They know they’re not aand number, know I with that helps current has renters becomeknown homeowners.

“I’ve helped a lifelong native of Blue Ridge, which truly care aboutexcellent them and once we closeservice on something, whether many actually local families Mount Desert ride onalong with meIsland for abecome couple of customer for more than two up tohappy create one of the industry’s most dynamic teams her a leg up on much of her competitio they’re sellingdecades. or buying, Steve’s I don’t just the commission home owners,” she explains.

Bonnie is also working diligently weeks before they ever even speak to afor client,” vasttakeindustry knowledge many sidecalls by side with Whenash the works town she home is obvious, check and disappear,” she says. For Bonnie, client relationships on expanding her marketing, and is looking to utilize social years. Today, Doug says Steve. “They are required to maintain – much of it gleaned from his extensive his daughter Shannon, andfor with the expansive support theiratdream his h are a lifelong journey, so they feel they can always return to her media to spread the word about her listings and services. helping clients achieve experience the “If new construction their market knowledge, which is somewhat for any issue they have in theinfuture. they home want something of W Real Estate. Doug made the impressive claimJulie’s forfathe his ownership.

Additionally, of a lost art in this business.” arena they – provides many As Bonnie’s business evolves and grows, she is incredibly later, I’ll do anything need. I’vehis even givenclients clients with recom-a level that more than half of his business is based on repeat along ww builder and developer, and her work grateful to be in this career path, and can’t imagine doing anymendations on of where to get their hair done,” she says.

“I have value few other agents can offer. clients and referrals, a significant achievement in his his ban thing else.

“I just want to do a good job and continue to help a great rapport with them, we become friends, and sometimes she was younger – including designing This focus on excellence has resulted in even family. That’s how I would want to be treated.” After the people. I’m all about making a difference in their lives.” incredibly competitive marketplace. “We have a very charitab

DOUG DEL FAVA JULIE FITT ERNEST COOPER

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

Top Agent Ernest Cooper’s Diff to p warm and affable personality appr have played a huge role in his nearly two-decade success The story, but more importantly CONTENTS succ it’s his vast reservoir of Care industry knowledge that has 4) 6 HABITS OF HIGHLY 25) HOW TO OVERCOME 39) WHY DELEGATING IS phot and shoulders PRODUCTIVE AGENTS YOUR WORKPLACE FEARS set him THE head KEY TO LONG-LASTING ligh aboveSUCCESS his competition in the 10) 5 SOCIAL MEDIA 28) CREATIVE WAYS TO SAY med Portland, Oregon OF realLISTING? estate MISTAKES REAL ESTATE THANK YOU 43) THINKING AGENTS MUST AVOID WAYSErnest’s TO GET READY market. As owner of CooperNINE Realty, solid 31) PRODUCTIVITY KILLERS: Whi commitment to integrity customer service 15) HOW TO 4 WAYS TO MAKE BETTER and excellent 47) THINGS YOU CAN DO provides and extra value to her buyers cont and sel a business that reliesWORKING heavilyaupon repeat Steve began his real estate career in 1997, has INCORPORATE CURRENT USE OF YOUR TO ANTICIPATE YOUR CLIENT’S translated into reputation as an honest trusted clients need,” sayspermitting Doug, and cons following a lengthy career in the apparel clients and referrals. “A lot of it has to good do withhandle on what ournecessary planning, EVENTS TO YOUR EMAIL HOURS market knowledge,” says Steve, when askedaskedto business. When casting about for a new career, advocate when toNEEDS account forknowledge, the “Icerti likeint asloyalty well ashea and background for anyone looking buy or selltrusta and home.

BLASTS AND RELEVANT he wanted to findSTAY a job that valued customer to account for the trust and loyalty heShannon and his inspire. “Our service, estatebuh staging,our andprofessionalism, that benefits my clients, that team inspire. half of my service. “There aren’t many of those types of 35) HOW“Also, TO about THROW Abusiness Amarketplace COMPILATION OF our knowledge51) of the is top-notch.” alike, because I can help them anythin spot pro careers out there,” he explains, “but the real is new construction, so I’m on construction real esta 20) SMALL YARD? BIG CLIENT GOALS FROM MY COACHING and suggest potential solutions for a h stres toAPPRECIATION becoming a EVENT Realtor, Ernest spent more than sites every day.

That has increased my estate business is one of them. So with the Prior Doug’s longevity in the business also benefits his clients, having s agents might not notice,” says Julie.

STATEMENT: HOW TO MAKE NO ONE WILL FORGET CLIENTS encouragement of several older brokers, I knowledge, and it helps my clients in that I funn as it is rare that he encounters a transactional snafu that that I re a know decade inisn’tthe property management arena, where he THEdecided MOST OF MICRO if a home going to inspect well, to getOUT my license.” he doesn’t know how to effectively overcome.

“There More than two-thirds of Julie’s bus OUTDOOR SPACES sens found great success. “Then are a lot I of attended circumstances a that are presented on areferrals, daily onspiritual repeat clientsretreat and a sure basis that I’ve already dealtproviding so I amazing know how to get service. customer For more information about Bonnie call 207-244-0203 atBoisvert, my church that challenged us to findwith, what gave usa a clien “I integrity also like have to approach both played role in email bonnie@quietsiderealty.com, or visit quietsiderealty.comaround them,” he explains.and problematic transaction with a solution in hand, and inspires amongst her customers, as does excitement and great hope, and I remembered that in Phone 310-734-1440 | Fax 310-734-1440 fix it. I’ve just been through so and many different market ethic willingness to go above and be Loo Agent Magazineof being a real estate agent, schoolCopyright I hadTopdreamed mag@topagentmagazine.comhigh | www.topagentmagazine.com trends and economic downturns, andbest I pretty muchof the top-n Perhaps the assessment provides can be Magazine found the of g how to make things work, and I think that’sinof why forw No portion of this issue may be reproduced in any manner prior of the publisher.

Top Agent is scores and divingwhatsoever aroundwithout in aknow bigconsent brown Mercedes with one she has received on Zillow.com, on w people like working with me.” published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent main a Premier Agent with a perfect overall those giant, big box phones,” he recalls, smiling.

“So I Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send For m “Julie was very helpful and knowledgeab Another reason might be Doug’s disarming humility. inquiry to mag@topagentmagazine.com. Published in themid-management U.S. Rea quit my job and decided to become a to work with and really cared about th “I’m low-key,” he says. “I’m not a big ego-driven always responsive to my calls.

She follo individual, because I can’t think of anything worse me,”P 100% commission salesperson.” as well. recommend her,” TopI would Agenthighly Magazine sphe how www.

Copyright Top Agent Magazine

www.

2

JEFFREY PACKER 37

“Jeff and the entire Packer Team

Top Agent Jeffrey Packer – Lead of The Packer

41 KOVACH Group at38 Coldwell Banker Preferred Realtors inDARREN was exceptional. Truly in a league COLLEEN & MILLER LETY PENA 42 ERIC GOTHAN Plymouth Township, Michigan – believes in the pared to others in the industry. Gre fundamentals. While How Jeffreydidcertainly to Colleenutilizes Kovach

consistent from clients, start to finish over, Colleen and Lety stay was in touch with past reach

Eric Gothangreat knows that in and thetechnologies endPena Taking those kids the mountains in big perfectly wi Top byAgent Miller –fits ofhello. com, onthey w effect cutting-edge that benefit theand questions, or small, Lety become one phoneto orDarren email to check in say clients,that his matters overall to working courteous and helpful, never acting of theapproach most there’s onehisthing in well-respected how EricColdwell likes to spend his Schneidmiller free time.

“We’re right here Banker rating: “D with buyers and sellers is much agent more duos face-toin their responses.

I was very and beloved in When it comes time to market a property, Colleen and plea Lety the real estate getting of the Sierras, and Coeur I like to take advantage of that in beautiful d’Alene, a superior face andbusiness: personal. “That meansRoads? usingthe the base goldenRealty Hampton stand that in today’s market, most buyers begin their sear rule,” he says.

“It reallyofcomes to integrity, Expert and Ithorough of the job done.

With 18 years real downhe says. Idaho “I like hike, I like to hunt, and likeColleen tomarketing mounta –toisonline. a dedicated estate backed home To prepare areal house for listing, andhis L character, and treating my clients the way I’d like to played a significant role in Jeffr Colleen grew up in a real professional photographers to take high quality photos high estate experience in the Fernley, bike.

My wife and I love camping as well.

These are th professional who is rapidly develwas intere be treated.”

Preparing his client’s homes for l DARREN MILLER JEFFREY PACKER ERIC GOTHAN COLLEEN KOVACH estate family—her mother the best features of the property before itthat on he theow M seriously, andposting the fact Fallon and Hawthorne areas under things that really give you a chance to enjoy life.” oping an excellent reputation diately wh & LETYJeffrey PENA wasina the successful agent.

So all the major real estate websites.

They spread word abo began his journey world of real estate company means thatthe every home DAVE SEIBERT his belt, Eric dedicates himself to aggressive, thorough and tenfrom years ago, when listing to other top agents in office throughout in 2005, after graduating college with a Collen degreeas an thetheir time it hitsand theproperties MLS. Exclut was deciding toemphado and hostthat broker’s open They usually have fifteen in Business with estate sional, high-quality photography It’sprotecting no small matter that Dave Management Seibert sav-a realwhat as well as thehouses. physical details of what make up his clients andbegan making “It’s a for great area Idedicated live in,” Eric continues.

“And consummately Realtor. ensure a ato se sis. “Ihehad just gotten married, and myofwife’s father a50 Realtor, is shown inaverage itsour bestproduct light, and extensive propaga the next her life as waslistings at ahome. time with sales price ofor $350K. “We ing for a46 home before turned 16. While otherphase “We an know as well better than 53 49 45 ANNE S sure the buying or selling process love what I do.

I’m very fortunate that I’ve been able Darren’s extensive experience in clearly enj JASON PIERCE and Dave my sister’s was alsofrom in real estate,” Jeffrey, multiple social media platforms m shedespite moved active duty recalls with anybody, so right nowarea.” we have one listing thatensure is $65K kids dreamt of cars, decidedhusband that, anyand team in the both thought would be a Guard good opportunity for me.

Soas I I listing Quick top dollar are the rule,to rather than is as easy, and enjoyable grow my have, and look forward keepin the construction coupled withsales hisisforI$949,000,” genuine, saving enough for “and asmooth car,they he really wanted keep inittothe Coast toindustry, the business have another that Colleen says.

Their Anne Spry – Remmert got his start in days the realshines to the listing proc decided jump in,had and itstrong turned out toSteve a really great fit for me.” saving.

“Much to my parents’ chagrin, Iinternet ifand Top Agent Pierce the and media, ensures quick sales for With listings, Dave in listed home preparation.

Reserves, she realized sheto– already aasked knowledge of the usually sell within 45making at 97% of to the “It’s m ou asJason possible. itbesocial growing.

Iseventeen want to keep things happen for honest authentic approach, have endeared him Aprice. dedicate When he’s not the working, Jeffrey enjoys nothing m Waterfield Sh estate industry years characteristics I could using She the family car while Iestate saved I’ve At been a more flipper, people trust that Iand put real estatekeep industry. decidedReal totop obtain her license and soon had norm forin us“Because toTim haveago. something than 30 days,” Lety ex was always us.

Because of of Prominent Properties dollar.

Currently overseeing an equally-dedicated team of eleven others, time with his wife and three children, and the fami clients, because any time I can help people get into ne his many grateful buyers and sellers. than spend a house,” says theLety Richmond, Virginia, native. money where my mouth is; thetional techniques I use time,field he was graphic designer friendly narrative.

Realty a for thriving business.

Pena first worked in the legal for working as amy Jeffrey sellsjust primarily in the Western suburbs of the Detroit Metro for found taking hikes in theones localI woods, an activity International Realty Seven Dave did that, purchasing my sellers the same use to flip homes “I make sureSotheby’s to take thirteen care ofyears thelater, client,” Eric explains.

“I reputation homes orstrategist, sellWhat’s theirhe homes and move on with their caree daughters.

Ray’s even when was always able to pr years.

She then had a successful petmind, sitting “After their favorite partare of the job?

“The flexibility and and brand but was ready for background a Massachusetts hasrenting developed a solidbusiness. as a trusted real estate that heahas now alongrelationtohas histhe ow and rehabbing his area, first where home, he even rooms andfather, make and money myself.”

He passed has forged in Tenafly, New Jersey – is an The gratitude Jason feels for his clients is clearly five years of pet sitting, I was ready for intelligent conversation ule,” Colleen says.

Lety laughs good-naturedly and coun professional shift.

He wanted a role that fifteen years of e make sure all the Ts areto friends. crossed and the Isyears, are he dotted, andcan their lives, it makes me happy to doand it.” built mybeorfirst home was nineteen,” says their boat, advocate.

Evidence of“Ithat trust found in the factwhen that 72%I ships is between also a committed philanthropist, and supports buyers and se In the intervening had nurtured his team professional designers, working inonas his family’s automoafivegreat ‘eye’ for again,” Lety jokes.

Colleen, who was her based neighbor and friend, think there’s no flexibility because we’re working allCenter the ti of his business in 2018 was returning clients and referrals. organizations that include the New Hope award-winning Realtor who is reciprocated, is made evident by his perfect would put him in more direct contact with I transitioned to re his love of rehabbing houses and even co-owned a stagers, photographers and videographers who that I am there doing right things forSTEVE them.”

Boston area Darren, when askedwhen how he gothisstarted in thehepeople.” real estate avid golfe ANNE SPRY REMMERT JASON PIERCE TIMthe RAY DAVE SEIBERT encouraged her tobusiness. become joined forces and I just working give golf back tothe the com “Integrity isantheagent. numberThe onetwo thing,” says Jeffrey, asked whylove which hosted aTo charity outing for his pressure washing ensure thatwith the marketing content makes home people, while giving himestate theforopportunity tohomes and skillset to ho tive business.

“I took real attention to deta truly committed to providing starbusiness. overall rating on comprised estate goals fth wife and Iwe have been building started a business together. years later, Colleen and Lety serve participate in of fundraising for CHKD, customersSeven demonstrate such loyalty. “My “The other thing is Zillow.com, thatColleen reallyand over $20,000 to provide much-needed workshop as Lety inviting as possible. serve others and move into the field.

Real architecture, histo focusexplain on the client experience.

From theeighteen minute we first sit children’s down withwe recently raised $13,000 for theevents people of Haiti, and of Hampton Roads, specializing in Norfolk and Virginia Beach. hospital.

They also sponsor to raiseAn fu his professionalism manyallgrateful clients with of glowing testimonials.

“Jason was highly decades.

While passionate about homes anddozens rehabs, Dave That care and helps why forEric’s the last years, and really enjoyed that Darren als classes 25 years before I became doing an inspec estate was ahigh-touch natural progression, and in of referrals that to story strongly a client, andtheallcenter the way through to “I closing, we’re very a ministry in downtown Detroit provide abusicomm CASA, in the local domestic violence shelter; and other loc hadn’t expected houses to be of his career. thought that Contributing tointheir nearly 95% rate repeat toand providing top-notch, unparalleled customer service.

Having about the the area…Jason return and referral rates combined addofsold up toapproach.” aknowledgeable whopping process, sohomes becoming amarket real estate agent just seemed advocating terms of our The frequent, fun client appreciation events area’s children. the nearly two decades since launching his immersive first im I would have a different job and would fix up and rent on the ness is the fact that Dave’s team members feel privileged to build An impressive 80% their business comes from repeat and profits.

Both women are lesbians, married (not to each othe an agent,” he explains.

So when final step of pos service, coupled with her in-depth in hosted by the The Packer Group also played large role in Jeffrey’s homes in over fifty different zipreferral codes, and“But currently not only us aaeager property no clients. other had side,” heclients. says. through pressure washing business, I fit.” learned relationships with “Iagent absolutely love it isdon’t my job to con80 percent of his business.

“This process can take a coming long like ahave natural Darren, athat native of Northern Idaho, which Co What keeps their clients back and both of them have two children each.that “We ‘cater’ toh career, Steve has built afound solid reputation for transparency, proven knowlparticularly the continuing success.

Jeffrey’s plans for the future are fairly straightfo has set her head and shoulders abo a lot about sales and service.”

An extrovert and a people-person, Dave nect and keep in touch with so many great people,” he says.

“They spread the word about and Colleen and Lety to he their friends and community, per se, but we do end up$5,000 sellingbut to ab ranked among thehe topsays. one “That’s percenttowhere of all agents nationmentioned, also negotiated us great price.

Ihim would the sold the stores they ofusually edge, lasting relationships.

Along the will way, hea has sold more than prowess— time,” the professionalism comes in isfamily excited that his wife soon be joining inquestions, thedesign continue growing his business, thewhether goaltow of enjoyed“We learning about people’s needsLety and helping them.way By 2008, he knowgay/lesbian we’re on their side every and that we are honest withwith them, and cemented her stellar reputation family? make a good team,” says.

“The we handle clients year,” Colleen says.

1,000 homes and generated over $500,000,000 million in volume—a enjoy syndication The appreciation Jeffrey and his team show their clients isanyone more than 350 transactions in 2019.

Hishelping overriding plan, wide, Jason- you has more than earned his solid reputation highly recommend Jason to looking to buy, sell have to be well versed in what’s going on, and not get industry.

“She’ll be working with me three or four K9 unit anh decided to blend his sales and people skills with his love of homes. that means uncovering a wonderful surprise or them deal business meshes well.”

Both have excellent communication skills, owned, and Tim was faced with we needed to pu trulyoffering cares his about her clients. reciprocated, as track is maderecord abundantly clear by the multitude glowtinue buyers and sellers the impec remarkable that speaks itself. media outlets, and with anofissue.” as a trustedexcited. real estate professional. or list.

His photography iswork amazing well; no together. other Staying calm but under pressure is important because days atime week, andfor we extremely well Colleen reaches to clients daily to give them updates and Colleen andas Lety both enjoy working out, traveling, andwi ingout reviews have received.

On Zillow.com, Jeffrey and his team customer service that has become synonymous People might consider 2008 the they toughest possible to have entered to technology as finding adefinitely new career path, he was in order.” feedback. “Lety ismaintain more fun and friendlier,” Colleen says with a of a half marathons.

Colleen is an associate broker, and for tha a perfect five-star overall rating, comprised a Realtor means working crazy hours and having Realtor out can provide the types ofwith images he this can be a stressful experience buyers and sellers, and She’ll be helping me with some of tech Darren, w real estate. Butfor Dave hisresident solid work ethic andthere strong desire Davestaggering also shares himself the the community.

“I live an urban Anne her journey inin real esta Acombined Boulder of over thirty-three years, Steve serves thebegan greater with Compass and smile.

Colleen’s attention to detail makes her an exceptional listing Lety plans to get her broker’s license as well and focus m 352 reviews as of this writing, a phenomenal achievement by any says Jeffrey, “and it means sacrificing a lot of tohave help others with his real estate investment and rehabbing backneighborhood that’s going through a lot of transition andisI’ve Jason began journey in they real estate nearly two does ofwho prospective properties.

These arethewith essential theyhis want to know somebody infocusing their corner stuff, and will help to keep me current today’s ex decided it the perfect time to working a desk and Iinyear, wasn’t enjo Boulder County region under the banner of Compass Real Estate.

There, forward,” agent, while Lety hertrue expertise onwas serving buyers. mentoring other agents.

Together they’d like to continue measure.

One of these reviews perfectly encapsulates the overall posseeing Ijob canbusiness make people’s lives ground to help realenjoys estate dreams come for people in Richmond. advised nonprofit boards on difference affordable housing and community itive experience clients have when working with The Packer Group: work worth it.

That’s what I the love about this job.” decades ago, shortly graduation high in from previewing listings and really make the properties is taking careafter things and the job done.” marketing strategies, including social media.” figure intha “IHe love working with Lety says.

“I love of the relationship their business and serve their clients well.

“We like work he buyers,” works alongside aresidents dedicated assistant and has built an enterprise largely and enthusiasm of recalls.

“My husband suggested hasgetting earnedfrom the trust and confidence Richmond’s development.”

That work includes efforts for new Richmond takeof the leap into this industry.

“The timing was perfect, so During any freethat as Ineighborhoods. show buyers And I love first time buyers, making ouraclients happy and getting them most historic His repeat team includes a business manager, land people, bank, Maggie Walker Community Land Trust, Habitat for driven by and referral business—amounting to roughly 80% of Icampers, model, which school. “When I lived in Boston,” hegrows recalls, “the guyproperties. stand out,” reads just one. will not co be good fit. started doing itkeep par finding out what they really wantand in aDave’s home, and finding that perfect they want toHope be,” Lety explains.

“We comes strive two licensed account managers wife, Amanda Seibert.

Humanity, Urban and more.

“I’m proud that wefor can utilize our ro his clientshare.

To account for this feat, Steve cites honesty, experience, tolong-term distributi I let decided to go for it.”

Today he’s been in the business for nity.

He served took two weeks before I quit my desk who rentedBut me an apartment what I considered to don’t thathad calm professionalism fool you Eric More than two-thirds of Darren’s business is based on service tha ® whoitbuilds andAfter renovates houses and is skillsships a licensed REALTOR to benefit the clients,” broader community.”

He“That’s also enjoys coaching fit“She for isthem, no matter how long takes.” the transaction with our Colleen says. our goal.” and authentic connection as the primary pillars ofwhich working style.

“I’ve time.

Iishaven’t back she’s heand explains. high – school boys’ soccer, doing his tolooked instill values in since.” the young the 9real estate through through.

“This repeat and referred clients, ahisstatistic he justifiably be a really loves nice car.

I asked himbusiness howvery heinvolved,” was able tocounties When Jason isn’t working he admits ispart rare years, and covers six in northeastern Arkansas, for the last ye built my name on client advocacy and honesty,” hecommunity. says. “I don’t just tell Beyond the 7 office, men of the a great profession,” he says.

“It is above and beyond the proud of, as it is perhaps the most accurate measure afford that,isand he told me he was a real estate agent.

– he enjoys nothing more than spending time with his As a Founders Clubmy group with Long & Foster Real Estate, a Chrisclients what they want to hear or what will create business for me. tion, affording clie with his office located in Seibert Jonesboro.

The majority of Anne his Tim also loves is pastimes very proud of her tie’s International affiliate, Daveworking Estate Groupson. is Dave, personal favorite are spending time affiliati with his best type work I have ever done.

I love ofReal awith job well done the extremely competitive real Within a month, I hadofmy license.” wife and young “I in try to whose find some time I’ve always taken the approach ofbuilt being transparent, being the each expert,day to a worthy cause Realty, on relationships. “Real estate is about trust and service; it’s listen- wife and the couple’sInternational cherished little boy, expectshaving business topurch grow business is repeat clients and referrals, and his specialty enjoy competing people, and nothing makes me as happy as attentive handing theworld.

“I’m tenacious, and I’m near for estate them,” andandbeing totohave the hard conversations with my clients ifresponsive,” neces- “I recently school andopen athletic ing to people’s needs beingwilling what he theysays. are feeling by several members in the the l in Augustfuture. of 2006. “I helped absolutely sary.and Ultimately, my able clients that Iasked always have their best interests hours, enj keys to a is newinvestors. home buyer who has never before been says Darren, when explain how he and what they’re going through,” says Dave.

“It can know be an emoChurchto Hill office, where we’re theinspires first major brokerhe to most serve this Jason currently oversees an equally-professional It is this niche that has helped him maintain the outdoors.

International Realty brand,” she en tional roller coaster.at here to seek out andSteve understand what that our relationships community in a long time,”during he says. the “I plan to get even more involved heart.”

Likewise, ensures dog.

Together, they to buyand theira own home.

It’s very impressive loyalty.

“Sometime myandclients tell me dedicated team, growing portion of rewarding.” theirWe’re busiAs such for the future, Jason’s plans areformed fairly simple: to For more information about Jeffrey Packer, family.

They are always first to mar clients’ needs are sotransactional we can help them achieve their goals.”

Each locally, to provide value grow friendships with other people who process disappear once the closing tablehe hassays. been “One also enjoys cycling tremendous over thecontinue years. that ofIdon’t answer my toowork quickly,” member possessesfrom incredible knowledge the Richmond areaphone live and here.”Jeff@WelcomeHomeDetroit.co ness is based on repeat clients team andgrowth referrals growing his already-thriving business, and 734-707-7992 or email vations bringing us the latest to reached. Heplease stays incall regular contact with clients and continues toand lend of the reasons I season, gotatinto this is because I felt Perhaps there’s no transaction more rewarding Eric than As Tim looks satisfied buyers and sellers.

“I’d say it’s because of as for toresource maintain his tax place the frontbusiness oforthe pack with his to service our clients.” also to en himself a come remodels, otherwise.

“So As forAnne the future of To find out more about Colleen Kovach, contact her by phone at (757) 575-9005 there was a lack of responsiveness.

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STEVE REMMERT 21 WRIGH | CENTURY TIM RAY

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the trust and loyalty she inspires. A marketing company,” he explains, do video anyone else“so andwecan build them a long-term portfolio.” The close ties to herTop community ensure t Copyright Agent Magazin productions for every single listing, and top-notch majority of Tim’s day is spent outside the office, engaged Top Agent Magazine 3 for keepin of mind.

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please call 201-397-5888 or

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

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

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

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

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

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

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

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

2. Remove distractions

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

We all do it!

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

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

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

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova5

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

5. Be deliberate

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

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

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 6

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

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

Top Agent Magazine

JAN SEITZ Top Agent Magazine

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JAN SEITZ Top Agent Jan Seitz is that rare real estate professional who combines both industry knowledge and a sincere concern for the best interests of her clients.

As part of Keller Williams Realty KC North’s Edie Waters Network in St. Joseph, Missouri, Jan’s solid commitment to excellent customer service has resulted in a stellar reputation as a Realtor who can be trusted to expertly guide her many buyers and sellers through the often-convoluted transaction process.

A former elementary and middle school principal, Jan began her career in real estate in 2017. “I had retired,” she recalls, “and then realized I was probably still a little too young to just sit around doing nothing. So I decided to get my license.” Jan was almost instantly enamored with her new profession, and found success fairly quickly. “This career matches my servant’s heart, and I don’t feel like a salesperson. I feel like my goal is to really listen to my clients to find out what they need, and match those needs with their desires, and to protect them during the process.”

A significant portion of Jan’s business is already based upon referrals, perhaps the truest measure of a job well done in the highly-competitive real estate industry. “A lot of that has to do with my previous profession as a school principal,” says Jan, when asked to account for the loyalty and trust she inspires. “I worked with all sorts of people; people who were easy to get along with, and some people who were more difficult. In real estate, I’m also working with a wide variety of people, and I think that being able to solve problems in a positive, win-win fashion is a strength of mine.” Additionally, Jan points to the expert training Keller Williams has provided her as being incredibly beneficial. “I was in education for twenty-four years, and I wish I’d had some of the training I’m receiving at KW,” she says. “Also, Mastery Coaching my business coach - is a significant factor in my success and keeps me focused on what’s most important, helps me set goals and break down a plan into simple action steps to achieve success.”

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“Since joining the Edie Waters Network, my business has exploded. The support, coaching, training, resources, and tools provided by this team are amazing. The foresight and leadership of Edie Waters is stellar and has had an epic impact on my success. What I could accomplish as an individual agent pales in comparison to what I am accomplishing with this team.” Expert marketing of her listings has also played a role in Jan’s success story. Professional photography is utilized exclusively to ensure that each listing is shown in its best light, as is expert staging when needed. Expert use of the internet and social media platforms, coupled with flyers, door knocking and open houses maximize exposure for each property and generally result in quick sales for top dollar.

When she’s not working, Jan loves nothing more than spending time with her family, which includes seven grandchildren. She also loves to golf, and is committed to giving back to her community through her church’s charitable endeavors, having just stepped down from a role as Women’s Ministry Leader. Additionally, she is involved with her local chamber of commerce and recently sat on the board of the Pregnancy Resource Center in St. Joseph.

Jan’s plans for the future of her business are fairly straightforward, and include growing her own teamwithin-a-team (she currently has one licensed agent working with her). Above all, however, is her continuing commitment to providing the very best customer service available in her market.

For more information about Jan Seitz, call 816-262-4271 or email JanSeitz@kw.com Copyright Top Top Agent Agent Magazine Magazine

The staff of First American Title congratulates

Jan Seitz on being featured in this edition of Top Agent Magazine!

PROFESSIONAL, INNOVATIVE & RESPONSIVE www.firstam.com/title/mo/

Meet your local team!

ST. JOSEPH

KANSAS CITY NORTHLAND

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Kansas City, MO 64154

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816.279.3095

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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Top Agent Magazine Top Agent Magazine

1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

2

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

4

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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11 Top Agent Magazine

VAL BRIER

Top Agent Val Brier – of Keller Williams Santa Fe – brings to the real estate industry a wealth of knowledge and a sincere desire to help her clients achieve all of their real estate goals. With well over two decades of experience under her belt, and a comprehensive understanding of her local market, Val has more than earned her reputation as a Realtor who can be trusted to put her buyers’ and sellers’ needs front and center every time.

Val, who obtained her real estate license in 1997, did so because she was a single mother who needed both an income and a flexible schedule. Since then, the Val Brier Group has assisted legions of buyers and sellers in Santa Fe, New Mexico, almost all of whom have continued to utilize her services and refer their friends and family. While Val sells in pretty much the entire Santa Fe area, since 2001 she has been the area expert for Aldea de Santa Fe village, a

charming enclave that boasts not only magnificent homes, tennis courts and hiking trails, but also a quaint village center with shops and businesses, all with breathtaking views of the nearby mountains. “I actually market myself as an expert in that area,” says Val. More than half of Val’s substantial business is based on repeat and referral business, perhaps the surest measure of a job well done in the highly-competitive real estate industry.

“A lot of that has to do with my marketing plan,” says Val, when asked what might inspire the loyalty her clients demonstrate. That plan is both thoughtful and thorough, and includes expert preparation of her properties prior to listing, and the exclusive use of beautiful, professional photography. Staging is done when necessary, and for this – and other tasks – Val can call on her trusted roster of experts who all work together as an inspired team. Val also utilizes cutting-edge Matterport 3-D videos, a technology that she was one of the very first to embrace in the Santa Fe market. These strategies, coupled with a robust internet presence and social media exposure, work in harmony to ensure that each listing is seen in its best light and by as many potential buyers as possible.

The gratitude Val’s clients feel for her is perhaps best expressed by the scores of glowing reviews she has received on industry website Zillow. com, on which site she holds a perfect, five-star overall rating. Among the testimonials is this one, which perfectly captures the experience of

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working with her: “Val was a great pleasure to work with.

She had immediate suggestions on how to best market our house. She also went above and beyond in resolving all issues throughout the listing process, and was always readily available to answer questions and make additional suggestions that resulted in a highly successful sale. We greatly appreciated all she did for us and we very highly recommend her.”

Val, who holds a degree in psychology, is also adept at guiding her clients through the often-emotional transaction process, and putting them at ease when the standard hiccups occur. “I think one of the major things that sets me apart from a lot of other agents,” says Val, “is that my clients feel a sense of safety with me, and they trust me to help them deal with any issue that arises and then move them forward towards their goal of closing the deal.”

When she’s not working, Val enjoys nothing more than spending time with her husband and her two adult children. She is also a longtime yoga practitioner, and enjoys skiing, hiking and availing herself of the many outdoor activities Santa Fe has to offer. Val is also an active participant in Keller Williams’ KW Cares Red Day event, which supports events that benefit the local community.

Val’s plans for the future are fairly simple: to continue growing her business while consistently providing the unparalleled level of customer service that has become her calling card. “I love my job,” says Val. “I love meeting new people, helping them either buy or sell a house, and doing that as efficiently as possible for the most money and in the shortest period of time.”

For more information about Val Brier, please call 505-988-2428 or email ValBrier@Comcast.net Top Agent Magazine

Copyright Top Agent Magazine 13

Anthony Rael and Southwestern Title & Escrow are proud to congratulate

VAL BRIER

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

ANTHONY RAEL Escrow Officer | NPN #17201857 505-820-1800 | anthonyr@swt-e.com www.swt-e.com 236 Montezuma Ave, Santa Fe, NM 87501

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Top Agent Magazine

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 profesTop Agent Magazine

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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Top Agent Magazine ®

Top Agent Magazine

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

Top Agent Magazine

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.

Top Agent Magazine ®

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GEORGE McDOWELL III How did George McDowell become one of the most trusted real estate agents in Anne Arundel County?

in price from $200,000 to $2,000,000. George has between five and ten homes under contract at all times.

Over the last three years, his listings have averaged 29 days on the market before going under contract.

George McDowell III had a successful career in information technology. At age fifty, he decided he was ready for a change and chose to pursue a career in real estate. In the fall of 2005, he took a job with Coldwell Banker and closed $9 million in transactions in his first full year. George now works at Keller Williams (the largest real estate firm in the world) in Annapolis, serving primarily the Anne Arundel County area, as well as Baltimore City, Queen Anne, Howard, Baltimore and Prince George’s Counties. His team has two full-time listing agents, four buyers’ agents, and a full-time assistant.

What’s George’s favorite part of his job? “Helping people with their largest asset, and protecting their best interests in terms of financial stability, and making sure they get the most money for their home,” he says. The numbers show his dedication and expertise pays off for his clients—he averages 98.2% of sales price to list price, which is well above the industry average of 95%.

An impressive 75% of his business comes from repeat and referral clients. What keeps his clients coming back? “We follow up with phone calls, and we stay in touch. We keep them abreast of what is going on in the market,” he says. George started boating the Magothy River, which runs through Anne Arundel County, with his grandfather when he was five years old, and he’s continued boating all is life. As a result of his waterfront expertise, he specializes in waterfront properties.

To stay in touch with past clients, George prefers a personal touch, reaching out by phone every couple months to ask how his past clients are doing. George is known around the county as Mr. Magothy.

To market listings, George utilizes all the resources available through Keller Williams, which ensures each listing will appear on over 700 websites. He posts on his website www.MrMagothy.com and sends out information about each listing via text messaging to his extensive list of contacts. The results speak for themselves: the year George left Coldwell Banker, he was their top listing agent with over $25 million in sales; he has been the top listing agent in his current Keller Williams office for the past seven years. He usually carries between ten and twenty active listings ranging 18

To give back to the community, George has been a member of the Severna Parks Elks for over 12 years and was elected as exulted ruler twice. His business experience helped the lodge make a turnaround of 5 years losing money into two years of profitability. George has also served on the Lodge Board of Directors, and helps to organize fundraising events for veterans, kids and needy families.

In his free time, he loves boating on his 23-foot Stingray.

“When I have clients looking to buy waterfront property, we’ll actually go boating. I show them how to get to their house by boat in addition to taking them to the house by car. It makes for a fun real estate day!” For the future, he’d love to continue to grow his team and open up a second office in the Tampa, FL area. With his track record of success, he’s sure to make that dream a reality!

To find out more about George McDowell III, email MrMagothy@KW.com, call 410-218-3612, or visit MrMagothy.com www.

Copyright Top Top Agent Agent Magazine Magazine

Universal Title is proud to congratulate

GEORGE McDOWELL

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

Joey VanDaniker, Esq.* Dir.of Bus. Dev. & Mktg.

(301) 358-17121 | universaltitle.com www.

Adam Herschthal, Esq. Managing Attorney

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1997 Annapolis Exchange Parkway, Suite 500 Annapolis, Maryland 21401

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 20

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

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

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Top Agent Magazine

Think vertically.

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

Soothing sounds set the mood.

Upgrade the look of structural components.

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

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

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

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Don’t compromise on your culinary dreams.

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

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

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

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LEANNE DRESMICH Top Agent Magazine

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LEANNE DRESMICH Top Agent Leanne Dresmich – of Coldwell Banker in Pittsburgh, Pennsylvania – is one those rare Realtors who provides her clients with both a wealth of industry knowledge and a true sense of caring. With her intense focus on providing excellent customer service, Leanne has more than earned her reputation as a trusted and highly-effective real estate advocate who consistently goes above and beyond for her many buyers and sellers.

Leanne began her career in real estate in 2004, following a thirty-five year stint as a teacher. As President of the local teacher’s union, Leanne was involved extensively in negotiations, something that certainly primed her for helping clients buy and sell real estate. “We had a school board that wanted to break the union,” she recalls, “and at a certain point they fired me. I ultimately got my job back, but at the time I had three kids about to start college, so I needed to find another job. So that’s how I got into real estate.” A wise decision, it turns out, as Leanne quickly found success in her new industry, based on her honest, ethical approach to doing business.

I found them,” she says. “That’s kind of how I live my life.” Leanne is also committed to staying in constant communication with her clients during every step of the transaction process.

Additionally, Leanne’s thoughtful, clever and comprehensive marketing strategies ensure quick sales for top dollar. “My average time on the market right now is thirty days,” she says, “but that’s only because I had two listings that took a while. But otherwise, most of my properties sell within two to three weeks, and some of them in one to two days.”

Perhaps the most accurate measure of unparalleled customer service Leanne provides can be found in her many reviews, including this one on Zillow.com, on which site she is a Premier Agent: “I would recommend Leanne without hesitation. She is an incredible asset throughout the process, start to finish.”

“I love that every day is different,” says Leanne, when asked what she enjoys most about what she does. “I truly love helping people, and I love this city. It’s a wonderful place to live, and if anyone is thinking of moving here, please call me. I’d love to help you.”

Currently, almost the entirety of Leanne’s business is based upon repeat and referred clients, perhaps the surest measure of a job well done in the highly-competitive real estate field. “I think a lot of it has to do with my performance as a union officer for all those years,” says Leanne, when asked how she manages to inspire such incredible trust and loyalty. “Also, I’ve lived here almost all my life. I’m just very much involved in my community.”

There are many other factors, of course, chief among them Leanne’s honesty that stands out in an industry not always known for its integrity. “I always try to leave people better off than when 24

For more about Leanne Dresmich, please call 412-400-6627 or email Leanne.Dresmich@PittsburghMoves.com Copyright Top Top Agent Agent Magazine Magazine

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

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ASSESS THE FEELINGS BEHIND THE FEAR

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

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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

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THINK OF THE WORST CASE SCENARIO

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

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

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

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COMPARTMENTALIZE

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

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

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

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

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

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STEVE HOUCK Top Agent Steve Houck – Broker/Owner of Real Estate Partners, LLC in Ridgeland, Mississippi – has been providing his buyers and sellers in Madison County and its surrounds with excellent customer service for more than two decades.

Dedicated, hardworking and truly passionate about what he does for a living, Top Agent Steve Houck – Broker/Owner of Real Estate Partners, LLC in Ridgeland, Mississippi – has been providing his buyers and sellers in Madison County and its surrounds with excellent customer service for more than two decades. Steve’s vast industry knowledge – much of it gleaned from his extensive experience in the new home construction arena – provides his many clients with a level of value few other agents can offer.

Steve began his real estate career in 1997, following a lengthy career in the apparel business. When casting about for a new career, he wanted to find a job that valued customer service. “There aren’t many of those types of careers out there,” he explains, “but the real estate business is one of them. So with the encouragement of several older brokers, I decided to get my license.”

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Steve currently oversees an equallyprofessional and dedicated team of seven other agents, all of whom share his client-first business ethos, and are meticulously trained to provide the amazing customer service his brokerage has become known for. “My agents actually ride along with me for a couple of weeks before they ever even speak to a client,” says Steve. “They are required to maintain their market knowledge, which is somewhat of a lost art in this business.”

This focus on excellence has resulted in a business that relies heavily upon repeat clients and referrals. “A lot of it has to do with market knowledge,” says Steve, when asked to account for the trust and loyalty he and his team inspire. “Also, about half of my business is new construction, so I’m on construction sites every day. That has increased my knowledge, and it helps my clients in that I know if a home isn’t going to inspect well, Copyright Top Agent Magazine

allowing me to keep them from wasting time and money.”

Steve truly cherishes the longterm relationships he forges with his clients, and works hard to nourish and maintain them. “I use a drip campaign,” he explains, “but the personal touch is also very important, and I like to send emails and make phone calls to them. So many of my clients have become close friends over the years. Getting to know so many different people is one of my favorite things about my job.”

When he’s not working, Steve enjoys nothing more than spending time on his deck, grilling and relaxing with his dog.

Additionally, he is committed to giving back to his community, and does so through a variety of methods, including his support of Toys for Tots and the local children’s hospital.

As for the future, Steve’s plans for growth are atypical of the industry in general. “A lot of other brokers goal is to accumulate agents so they themselves don’t have to work so hard,” he says.

“I’m the opposite of that: I’m working harder now than I was a few years ago. My goal is to get my agent’s production up so I can expand my advertising, and grow my business that way.”

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For more information about Steve Houck, call 601-942-2683 or email Steve@SteveHouck.com Copyright Top Agent Magazine 27

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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BONNIE BOISVERT With a background in banking and a love for helping people, Bonnie Boisvert has made great strides as a real estate agent. “I started in 1992 working at a real estate office, doing the banking end in rentals,” Bonnie explains. “I eventually began handling all aspects of it. With the encouragement of my boss and my husband, I got my real estate license.” In 2004, she took the test and passed, and there was no turning back.

She’s loved every minute of her career and is eager to continue growing. “I found that I love guiding people through these big life changes, I’m able to help them with their true dreams and changes in their lives, it is so rewarding.” In January, she opened up her own office called Quietside Realty, in Southwest Harbor, Maine. Although Bonnie has experienced tremendous growth over the years, she has purposefully kept her office small, so she can offer oneon-one service.

This has resulted in the vast majority of her business being referral-based. “They know they’re not a number, they know I truly care about them and once we close on something, whether they’re selling or buying, I don’t just take the commission check and disappear,” she says. For Bonnie, client relationships are a lifelong journey, so they feel they can always return to her for any issue they have in the future. “If they want something later, I’ll do anything they need. I’ve even given clients recommendations on where to get their hair done,” she says. “I have a great rapport with them, we become friends, and sometimes even family. That’s how I would want to be treated.” After the

transaction, she also takes them out for coffee or meets them around town to catch up. “I don’t rely on a program to stay in touch with them, I like to keep in contact like I would with a friend.”

Clients love to spread the word about Bonnie’s superior service, recommending her to anyone with real estate needs. One buyer said, “You cannot find a better person to guide you through the process. Bonnie worked with us for two summers (total of about 6 weeks) and soon after a few house visits she found the one that exceeded our expectations. Closing was smooth, her professional service and contractor recommendations were perfect.

We feel very much at home on the island and anticipate moving in full-time in two years. If Bonnie can’t find one for you, it simply does not exist.”

During any freetime, Bonnie is out enjoying the beauty of Maine, or staying involved with any dog-related events or charities. She is also active with Island Housing Trust, a program that helps current renters become homeowners. “I’ve helped many local families on Mount Desert Island become happy home owners,” she explains. Bonnie is also working diligently on expanding her marketing, and is looking to utilize social media to spread the word about her listings and services.

As Bonnie’s business evolves and grows, she is incredibly grateful to be in this career path, and can’t imagine doing anything else. “I just want to do a good job and continue to help people. I’m all about making a difference in their lives.”

For more information about Bonnie Boisvert, call 207-244-0203 email bonnie@quietsiderealty.com, or visit quietsiderealty.com www.

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ERNEST COOPER Top Agent Ernest Cooper’s warm and affable personality have played a huge role in his nearly two-decade success story, but more importantly it’s his vast reservoir of industry knowledge that has set him head and shoulders above his competition in the Portland, Oregon real estate market. As owner of Cooper Realty, Ernest’s solid commitment to integrity and excellent customer service has translated into a reputation as an honest and trusted advocate for anyone looking to buy or sell a home.

Prior to becoming a Realtor, Ernest spent more than a decade in the property management arena, where he found great success. “Then I attended a spiritual retreat at my church that challenged us to find what gave us excitement and great hope, and I remembered that in high school I had dreamed of being a real estate agent, and diving around in a big brown Mercedes with one of those giant, big box phones,” he recalls, smiling. “So I quit my mid-management job and decided to become a 100% commission salesperson.”

Following his heart has paid off handsomely for Ernest, not to mention his many clients who have benefited from the passion he still feels for what he does, nearly twenty years on. Serving the greater Portland Metroplex, Ernest currently oversees an equally-dedicated team that consists of a licensed assistant and four other brokers, Ernest can make the truly impressive claim that his business is comprised entirely of repeat customers and referrals.

“It’s about extensive market knowledge, and transactional knowledge,” says Ernest, when asked how he manages to inspire the trust and loyalty his clients show him. “Above and beyond everything else, however, is providing really amazing customer service. We have a tagline here at Cooper Realty, and that’s ‘Distinctively 30

Different, Definitely Home,’ and our philosophy is to provide a Nordstrom attitude with a Disneyland approach.”

There are a multitude of reasons that factor into Ernest’s success, including thorough and expert marketing.

Careful preparation of each listing and professional photography ensure each home is shown in its best light, and deft utilization of the internet and social media guarantee maximum exposure.

While his industry knowledge is extensive – and continues to grow as he pursues additional industry certifications – many of his clients most remember that he was able to put them at ease during the oftenstressful transaction process. “I’ve been told that I’m funny,” he says, “and I try to keep them calm with my sense of humor. I’ve received a lot of feedback from clients saying I made it fun for them.”

Looking to the future, Ernest’s plans are fairly straightforward: to continue growing his business while also maintaining the boutique environment of Cooper Realty. “I want to have a total of ten Realtors, including me,” he says. “I want to keep the friendly, family atmosphere that our agents and our clients love.” Above all, however, will be his continuing, unwavering commitment to the amazing customer service that has become his calling card.

For more information about Ernest Cooper, please call 503-515-8426 or email Ernest@CooperRealtyLLC.net Copyright Top Top Agent Agent Magazine Magazine

Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

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1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

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celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

3.Create a goal-oriented reward system Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward 32

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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DOUG DEL FAVA When speaking with Top Agent Doug Del Fava – of W Real Estate in Kenwood, California – one can’t help but be impressed by the vast industry knowledge he has gleaned from his more than forty years in the real estate industry. Almost as impressive, however, is his humble, affable personality that belies his stature as one of the most successful Realtors currently working in The Golden State’s beautiful wine country counties of Napa, Sonoma and Marin.

Doug began his journey in real estate in 1978, and shortly thereafter he met Susan Parker, and they teamed up to create one of the industry’s most dynamic teams for many years. Today, Doug works side by side with his daughter Shannon, and with the expansive support of W Real Estate. Doug made the impressive claim that more than half of his business is based on repeat clients and referrals, a significant achievement in his incredibly competitive marketplace. “We have a very good handle on what our clients need,” says Doug, when asked to account for the trust and loyalty he and Shannon inspire. “Our service, our professionalism, our knowledge of the marketplace is top-notch.”

Doug’s longevity in the business also benefits his clients, as it is rare that he encounters a transactional snafu that he doesn’t know how to effectively overcome. “There are a lot of circumstances that are presented on a daily basis that I’ve already dealt with, so I know how to get around them,” he explains. “I also like to approach a problematic transaction with a solution in hand, and fix it. I’ve just been through so many different market trends and economic downturns, and I pretty much know how to make things work, and I think that’s why people like working with me.”

Another reason might be Doug’s disarming humility.

“I’m low-key,” he says. “I’m not a big ego-driven individual, because I can’t think of anything worse Top Agent Magazine

than that. I approach my business with an ‘I’m here to serve you’ attitude. I’m here to provide competent representation. I keep my mouth shut and I listen to my clients and answer their questions with the information they need.”

Creative and comprehensive marketing strategies also play a significant role in Doug’s multi-decade success story. Beautiful professional photography is utilized to present each of his listings in its best light, and deft utilization of the internet and social media platforms ensure each property is provided maximum exposure. Highly-targeted advertising is also utilized to find buyers for the many farms, ranches, wineries and estate properties he represents.

When he’s not working, Doug loves spending time at his home vineyard, golfing and hosting parties for his friends. He is also a long-time musician, and along with many other philanthropic efforts, he and his band donate performances at local community charitable events.

“I like the independence and freedom a career in real estate has afforded me,” says Doug. “But more than anything, I really love helping people achieve their real estate goals. A lot of people think I’m crazy for having stayed in the business this long, but the truth is that I really enjoy it.”

For more information about Doug Del Fava, please call 707-486-2663 or email ProgressiveRealEstate@yahoo.com Copyright Top Agent Magazine 33

JULIE FITTS QUEEN The town of Blue Ridge, nestled in the mountains of Northern Georgia, is the perfect getaway destination for anyone looking for a respite from city life.

Breathtaking views, hiking trails and waterfalls can be found in abundance. Second and vacation homes comprise the majority of the local real estate market, and there is no one in Blue Ridge better situated to provide exceptional advocacy than Top Agent Julie Fitts Queen.

Julie, who works with RE/MAX Town & Country, is a lifelong native of Blue Ridge, which definitely gives her a leg up on much of her competition. Her love of the town she calls home is obvious, as is her passion for helping clients achieve their dream of local home ownership. Additionally, Julie’s father was a local builder and developer, and her work with him when she was younger – including designing house plans – provides extra value to her buyers and sellers. “I have the necessary planning, permitting and construction process knowledge, as well as a background in renovation and staging, and that benefits my clients, buyers and sellers alike, because I can help them spot problematic areas and suggest potential solutions for a home that other agents might not notice,” says Julie.

More than two-thirds of Julie’s business is based on repeat clients and referrals, a sure sign that she is providing amazing customer service. Julie’s honesty and integrity have both played a role in the loyalty she inspires amongst her customers, as does her solid work ethic and willingness to go above and beyond for them.

Perhaps the best assessment of the top-notch service she provides can be found in the scores of glowing reviews she has received on Zillow.com, on which site she is a Premier Agent with a perfect overall five-star rating.

“Julie was very helpful and knowledgeable. She was fun to work with and really cared about the area and was always responsive to my calls. She followed up with me as well. I would highly recommend her,” reads just one.

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Julie is also ranked the #1 Re/Max agent in all of Georgia & the Top Producer for her local board for 2018.

Thorough, intelligent marketing of her listings has also been a vital component of Julie’s continuing success story. High-quality photography, video and drone shots, coupled with Julie’s innate design abilities, ensure that each listing is presented in the best light possible. To place each listing in front of as many potential buyers as possible, they are propagated out to all the major real estate industry portals and websites. Additionally, a robust presence on social media guarantees maximum exposure, and quick sales for top dollar is the most common outcome.

Julie is also an ardent philanthropist who gives back to her community in a wide variety of ways, including her sponsorship of the local Boys & Girls Club, Bowls of Hope, and the support of multiple charitable organizations and events that benefit the area and downtown beautification project, among many endeavors too numerous to list here in full.

Julie’s plans for the future are relatively simple: to continue growing her business, and to eventually incorporate other fellow agents to carry on in serving her loyal clients and new customers alike. Her primary goal, however, remains the same as it has always been: to keep providing the unparalleled client service that has become synonymous with her name.

For more about Julie Fitts Queen, please call 706-455-4075 or email JulieQ@tds.net Copyright Top Top Agent Agent Magazine Magazine

How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion36

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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ERIC GOTHAN Eric Gothan knows that in the end there’s one thing that matters in the real estate business: getting the job done. With 18 years of real estate experience in the Fernley, Fallon and Hawthorne areas under his belt, Eric dedicates himself to protecting his clients and making sure the buying or selling process is as easy, smooth and enjoyable as possible.

“I make sure to take care of the client,” Eric explains. “I make sure all the Ts are crossed and the Is are dotted, and that I am there doing the right things for them.”

Taking those kids to the mountains fits in perfectly with how Eric likes to spend his free time. “We’re right here at the base of the Sierras, and I like to take advantage of that,” he says. “I like to hike, I like to hunt, and I like to mountain bike. My wife and I love camping as well. These are the things that really give you a chance to enjoy life.”

“It’s a great area that I live in,” Eric continues. “And I love what I do. I’m very fortunate that I’ve been able to grow my business as I have, and I look forward to keeping it growing. I want to keep making things happen for my clients, because any time I can help people get into new homes or sell their homes and move on with their careers or their lives, it makes me happy to do it.”

That care and professionalism helps explain why Eric’s return and referral rates combined add up to a whopping 80 percent of his business. “This process can take a long time,” he says. “That’s where the professionalism comes in - you have to be well versed in what’s going on, and not get excited. Staying calm under pressure is important because this can be a stressful experience for buyers and sellers, and they want to know they have somebody in their corner who is taking care of things and getting the job done.”

But don’t let that calm professionalism fool you - Eric loves the real estate business through and through. “This is a great profession,” he says. “It is above and beyond the best type of work I have ever done. I love working with people, and nothing makes me as happy as handing the keys to a new home buyer who has never before been able to buy their own home. It’s very rewarding.”

Perhaps there’s no transaction more rewarding for Eric than those he does with veterans, helping them buy or sell their homes. A vet himself - Eric served in the United States Army - he understands the unique challenges and perspectives of those who have served our country, and being able to serve them in return is his pleasure.

Eric also loves to serve by volunteering with 4H. “I was with the snowboarding and skiing program,” he says. “We sponsored a lot of underprivileged kids, and we would pick them up and teach them how to snowboard and ski. It was really a lot of fun.”

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To find out more about Eric Gothan, visit his website at SNPHomes.com, call 775.240.1533 or email him at eric@snphomes.com www.

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COLLEEN KOVACH & LETY PENA How did Colleen Kovach and Lety Pena become one of the most well-respected and beloved agent duos in Hampton Roads?

Colleen grew up in a real estate family—her mother was a successful agent. So ten years ago, when Collen was deciding what to do for the next phase of her life as she moved from active duty in the Coast Guard to the Reserves, she realized she already had a strong knowledge of the real estate industry. She decided to obtain her license and soon had a thriving business. Lety Pena first worked in the legal field for thirteen years. She then had a successful pet sitting business. “After five years of pet sitting, I was ready for intelligent conversation again,” Lety jokes. Colleen, who was her neighbor and friend, encouraged her to become an agent. The two joined forces and started a business together. Seven years later, Colleen and Lety serve all of Hampton Roads, specializing in Norfolk and Virginia Beach.

An impressive 80% of their business comes from repeat and referral clients. What keeps their clients coming back and eager to spread the word about Colleen and Lety to their friends and family? “We make a good team,” Lety says. “The way we handle business meshes well.” Both have excellent communication skills, but Colleen reaches out to clients daily to give them updates and feedback. “Lety is more fun and friendlier,” Colleen says with a smile. Colleen’s attention to detail makes her an exceptional listing agent, while Lety enjoys focusing her expertise on serving buyers.

“I love working with buyers,” Lety says. “I love the relationship that grows as I show buyers properties. And I love first time buyers, finding out what they really want in a home, and finding that perfect fit for them, no matter how long it takes.” After the transaction is

over, Colleen and Lety stay in touch with past clients, reaching out by phone or email to check in and say hello.

When it comes time to market a property, Colleen and Lety understand that in today’s market, most buyers begin their search for a home online. To prepare a house for listing, Colleen and Lety hire professional photographers to take high quality photos highlighting the best features of the property before posting it on the MLS and all the major real estate websites. They spread the word about each listing to other top agents in their office and throughout the area and host broker’s open houses. They usually have fifteen to twenty listings at a time with an average sales price of $350K. “We’ll work with anybody, so right now we have one listing that is $65K and we have another listing that is $949,000,” Colleen says. Their listings usually sell within 45 days at 97% of the listed price. “It’s out of the norm for us to have something more than 30 days,” Lety explains.

What’s their favorite part of the job? “The flexibility and the schedule,” Colleen says. Lety laughs good-naturedly and counters: “I think there’s no flexibility because we’re working all the time, but I just love working with people.” To give back to the community, Colleen and Lety participate in fundraising for CHKD, the local children’s hospital. They also sponsor events to raise funds for CASA, the local domestic violence shelter; and other local nonprofits. Both women are lesbians, married (not to each other!), and both of them have two children each. “We don’t ‘cater’ to the gay community, per se, but we do usually end up selling to about five gay/lesbian clients every year,” Colleen says.

Colleen and Lety both enjoy working out, traveling, and running half marathons. Colleen is an associate broker, and for the future Lety plans to get her broker’s license as well and focus more on mentoring other agents. Together they’d like to continue to grow their business and serve their clients well. “We like working for people, making our clients happy campers, and getting them where they want to be,” Lety explains. “We strive for long-term relationships with our clients,” Colleen says. “That’s our goal.”

To find out more about Colleen Kovach, contact her by phone at (757) 575-9005 or by email at ColleenKovach@howardhanna.com To find out more about Lety Pena, you can contact her by phone at (757) 754-3652 or by email at letypena@howardhanna.com 38

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Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 40

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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DARREN MILLER Top Agent Darren Miller – of Coldwell Banker Schneidmiller Realty in beautiful Coeur d’Alene, Idaho – is a dedicated real estate professional who is rapidly developing an excellent reputation as an aggressive, thorough and consummately dedicated Realtor.

Darren’s extensive experience in the construction industry, coupled with his genuine, honest and authentic approach, have endeared him to his many grateful buyers and sellers.

“I built my first home when I was nineteen,” says Darren, when asked how he got started in the real estate business. “My wife and I have been building homes for the last eighteen years, and we really enjoyed that process, so becoming a real estate agent just seemed like a natural fit.” Darren, a native of Northern Idaho, is excited that his wife will soon be joining him in the industry. “She’ll be working with me three or four days a week, and we work extremely well together.

She’ll definitely be helping me with some of the tech stuff, and will help to keep me current with today’s marketing strategies, including social media.”

More than two-thirds of Darren’s business is based on repeat and referred clients, a statistic he is justifiably proud of, as it is perhaps the most accurate measure of a job well done in the extremely competitive real estate world. “I’m tenacious, and I’m responsive,” says Darren, when asked to explain how he inspires such impressive loyalty. “Sometime my clients tell me that I answer my phone too quickly,” he says. “One of the reasons I got into this business is because I felt there was a lack of responsiveness. So that’s one of the things I focus on, and I believe it’s what has helped my business succeed.”

Perhaps the best assessment of Darren’s commitment to excellent customer service can be found in the reviews he has received, including this one on Zillow.

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com, on which site he holds a perfect overall five-star rating: “Darren is aggressive, knowledgeable and has a superior work ethic. He provided several comps that backed his professional assessment of the property I was interested in purchasing. He would meet me immediately whenever I wanted to personally walk other properties. He walked me through the entire process to ensure a smooth transaction. Very personable, and he clearly enjoys what he does.”

A dedicated family man, Darren enjoys nothing more than spending his free time with his wife and three daughters. Surfers all, they can frequently be found on their boat, enjoying the local lakes. Darren is also an avid golfer.

Darren also gives back to his community, recently advocating for the sheriff’s department K9 unit in which Coldwell Banker Schneidmiller agents raised $5,000 towards the housing and boarding needs of the K9 unit animals.

Darren, who sold over $19 million in properties last year, is excited about the prospect of exceeding that figure in 2019. Of course, any increase in business will not come at the sacrifice of the amazing customer service that has become synonymous with his name.

To learn more about Darren Miller, please call 208-661-2237 or email DJMiller@cbinw.com Copyright Top Agent Magazine 41

JEFFREY PACKER Top Agent Jeffrey Packer – Lead of The Packer Group at Coldwell Banker Preferred Realtors in Plymouth Township, Michigan – believes in the fundamentals. While Jeffrey certainly utilizes to great effect cutting-edge technologies that benefit his clients, his overall approach to working with buyers and sellers is much more face-toface and personal. “That means using the golden rule,” he says. “It really comes down to integrity, character, and treating my clients the way I’d like to be treated.”

Jeffrey began his journey in the world of real estate in 2005, after graduating from college with a degree in Business Management with a real estate emphasis. “I had just gotten married, and my wife’s father was a Realtor, and my sister’s husband was also in real estate,” recalls Jeffrey, “and they both thought it would be a good opportunity for me. So I decided to jump in, and it turned out to be a really great fit for me.”

Currently overseeing an equally-dedicated team of eleven others, Jeffrey sells primarily in the Western suburbs of the Detroit Metro area, where he has developed a solid reputation as a trusted real estate advocate. Evidence of that trust can be found in the fact that 72% of his business in 2018 was based on returning clients and referrals.

“Integrity is the number one thing,” says Jeffrey, when asked why his customers demonstrate such loyalty. “The other thing is that we really focus on the client experience. From the minute we first sit down with a client, and all the way through to closing, we’re very high-touch in terms of our approach.” The frequent, fun client appreciation events hosted by The Packer Group have also played a large role in Jeffrey’s continuing success.

The appreciation Jeffrey and his team show their clients is more than reciprocated, as is made abundantly clear by the multitude of glowing reviews they have received. On Zillow.com, Jeffrey and his team maintain a perfect five-star overall rating, comprised of a staggering 352 reviews as of this writing, a phenomenal achievement by any measure. One of these reviews perfectly encapsulates the overall positive experience clients have when working with The Packer Group:

“Jeff and the entire Packer Team that I worked with was exceptional. Truly in a league of their own compared to others in the industry. Great customer service was consistent from start to finish, and regardless of the questions, big or small, they were always very courteous and helpful, never acting put out or labored in their responses. I was very pleased.”

Expert and thorough marketing of his listings has also played a significant role in Jeffrey’s success story.

Preparing his client’s homes for listing is taken very seriously, and the fact that he owns his own staging company means that every home is market-ready by the time it hits the MLS. Exclusive use of professional, high-quality photography ensures every listing is shown in its best light, and extensive propagation to the internet and multiple social media platforms ensure maximum exposure.

Quick sales for top dollar are the rule, rather than the exception.

When he’s not working, Jeffrey enjoys nothing more than spending time with his wife and three children, and the family can frequently be found taking hikes in the local woods, an activity Jeffrey did with his father, and that he has now passed along to his own children. Jeffrey is also a committed philanthropist, and supports multiple charitable organizations that include the New Hope Center for Grief Support, for which he hosted a charity golf outing for his clients that netted over $20,000 to provide much-needed workshop space. Jeffrey also recently raised $13,000 for the people of Haiti, and has partnered with a ministry in downtown Detroit to provide a community center for the area’s children.

Jeffrey’s plans for the future are fairly straightforward: he wants to continue growing his business, with the goal of closing more than 350 transactions in 2019. His overriding plan, however, is to continue offering his buyers and sellers the impeccable, unparalleled customer service that has become synonymous with his name. “To be a Realtor means working crazy hours and having a crazy schedule,” says Jeffrey, “and it means sacrificing a lot of your own life. But seeing the difference I can make in people’s lives makes all the hard work worth it. That’s what I love about this job.”

For more information about Jeffrey Packer, please call 734-707-7992 or email Jeff@WelcomeHomeDetroit.com 42

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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Top Agent Magazine

JASON PIERCE Top Agent Jason Pierce – of Prominent Properties Sotheby’s International Realty in Tenafly, New Jersey – is an award-winning Realtor who is truly committed to providing his many grateful clients with top-notch, unparalleled customer service. Having sold homes in over fifty different zip codes, and currently ranked among the top one percent of all agents nationwide, Jason has more than earned his solid reputation as a trusted real estate professional.

Jason began his journey in real estate nearly two decades ago, shortly after graduation from high school. “When I lived in Boston,” he recalls, “the guy who rented me an apartment had what I considered to be a really nice car. I asked him how he was able to afford that, and he told me he was a real estate agent.

Within a month, I had my license.”

Jason currently oversees an equally-professional and dedicated team, and a growing portion of their business is based on repeat clients and referrals from satisfied buyers and sellers. “I’d say it’s because of our track record of getting things done,” says Jason, when asked to account for the trust and loyalty he and his team inspire. “A lot of the clients we work with had previously listed with other agents or brokerages, and weren’t getting the results they were looking for.

So when we’re able to step in and get the job done, then we’ve earned their trust and we’ll get referrals and repeat business from them.”

Expert, thorough marketing has also played a role in Jason’s continuing success story. “I also own a marketing company,” he explains, “so we do video productions for every single listing, and top-notch photography as well. My favorite part of what I do for a living is the opportunity to play with my cameras and equipment to create a comprehensive presentation of the properties.” This, along with adept utilization of Top Agent Magazine

the internet and social media, ensures quick sales for top dollar.

The gratitude Jason feels for his clients is clearly reciprocated, as is made evident by his perfect fivestar overall rating on Zillow.com, comprised of dozens of glowing testimonials. “Jason was highly knowledgeable about the market in the area…Jason not only found us a property that no other agent had mentioned, he also negotiated us a great price. I would highly recommend Jason to anyone looking to buy, sell or list. His photography is amazing as well; no other Realtor out there can provide the types of images he does of prospective properties. These are essential in previewing listings and really make the properties stand out,” reads just one.

When Jason isn’t working – which he admits is rare – he enjoys nothing more than spending time with his wife and young son. “I try to find some time each day for them,” he says.

As for the future, Jason’s plans are fairly simple: to continue growing his already-thriving business, and to maintain his place at the front of the pack with his exceptional marketing and presentation skills.

For more information about Jason Pierce, please call 201-397-5888 or email JasonPierceProperties@yahoo.com Copyright Top Agent Magazine 45

TIM RAY | CENTURY 21 WRIGHT-PACE Real estate was always in Tim Ray’s mind, even when he was working in his family’s automotive business. “I took real estate classes 25 years before I became an agent,” he explains. So when the family sold the stores they owned, and Tim was faced with finding a new career path, he decided it was the perfect time to take the leap into this industry. “The timing was perfect, so I decided to go for it.” Today he’s been in the business for 9 years, and covers six counties in northeastern Arkansas, with his office located in Jonesboro. The majority of his business is repeat clients and referrals, and his specialty is investors. It is this niche that has helped him maintain tremendous growth over the years.

“People used to think you had to have deep pockets to invest in real estate, but that’s not the case anymore,” Tim says.

“Most people who’ve saved a little can start with something small. Once that gives them return, and they see how lucrative it is, they come back.” Tim looks at each client as a lifelong one, so he shares his expertise and guides them through the transaction. “It’s not about the one-time sale, it’s about proving you know the market better than anyone else and can build them a long-term portfolio.” The majority of Tim’s day is spent outside the office, engaged with his current and past clients. He stays in touch with them even after the transaction to keep up with their lives and maintain the relationship.

us. Because of his experience in local real estate, Tim is always able to provide excellent customer service. Tim has a great ‘eye’ for real estate which allows him to pay great attention to details during the process of making an offer, doing an inspection, planning for closing, or taking that final step of possession of a new property. We asked tons of questions, but he never tired of providing all the answers we needed to put our mind at ease and know everything was in order.”

During any free-time, Tim is staying active in his community. He served on the Northeast Arkansas Realtors Board for the last 7 years, and is also involved with his church.

Tim also loves spending time with his family, and they enjoy competing in the rodeo or soaking in the beauty of the outdoors.

As Tim looks towards the future, he is eager to continue learning as much as he can about the industry. “I want to continue to be the expert, that’s where I plan to focus my energy,” he says. He also wants to encourage others to pursue their real estate goals, even if it presents challenges. “The big thing is to not give up, learn as much as you can and find your niche. Set out to be that one person that knows more about that niche than anyone else.”

At any time, Tim has between 20-30 listings, a result of his extensive knowledge about the industry and dedication to his clients. “We work with a lot of developers,” he explains. “Our average list price has a wide range, from $120,000 to over a million dollars, and most of them sell between 30-90 days.”

After working with Tim, clients leave glowing reviews about their time together. One recently said, “Tim Ray is a great agent who is willing to go “above and beyond” in obtaining needed information to aid a customer in the search for the perfect property. He is very thorough, easy to talk to, and makes us feel very much at ease. He doesn’t push or try to get us to ‘like’ something that’s not right for 46

For more information about Tim Ray, please call 870-974-3208 email tim@myNEAhome.com, or visit myNEAhome.com www.

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Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 48

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

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STEVE REMMERT Steve Remmert got his start in the real estate industry seventeen years ago. At the time, he was working as a graphic designer and brand strategist, but was ready for a professional shift. He wanted a role that would put him in more direct contact with people, while giving him the opportunity to serve others and move into the field. Real estate was a natural progression, and in the nearly two decades since launching his career, Steve has built a solid reputation for transparency, proven knowledge, and lasting relationships. Along the way, he has sold more than 1,000 homes and generated over $500,000,000 million in volume—a remarkable track record that speaks for itself.

A Boulder resident of over thirty-three years, Steve serves the greater Boulder County region under the banner of Compass Real Estate. There, he works alongside a dedicated assistant and has built an enterprise largely driven by repeat and referral business—amounting to roughly 80% of his clientshare. To account for this feat, Steve cites honesty, experience, and authentic connection as the primary pillars of his working style. “I’ve built my name on client advocacy and honesty,” he says. “I don’t just tell my clients what they want to hear or what will create business for me.

I’ve always taken the approach of being transparent, being the expert, and being willing to have the hard conversations with my clients if necessary. Ultimately, my clients know that I always have their best interests at heart.” Likewise, Steve ensures that relationships formed during the transactional process don’t disappear once the closing table has been reached. He stays in regular contact with clients and continues to lend himself as a resource come tax season, remodels, or otherwise. “So many of my clients have evolved into friends,” he says. “After working together so closely, it’s often feels natural that we stay in touch in the long term. I have a calm demeanor and I’m able to help clients navigate points of friction during a transaction, while keeping emotions in check. I’ve also seen so many transactions over the course of my career that I know what to expect. By being transparent from the start, clients know they can trust me by the time we’re deep into the transaction.”

When it comes to marketing properties, Steve calls upon his creative eye and lengthy experience in brand strategy to add new dimensions

to the listing process. He begins by identifying each home’s unique characteristics and value and transforms those qualities into a consumerfriendly narrative. “Every house has a story to tell,” he says. “My background has always been in marketing and branding, and I have fifteen years of experience telling the stories of companies. When I transitioned to real estate, it was all about applying that philosophy and skillset to houses. Whether we’re telling the story of a home’s architecture, history, or location, we find that unique angle and tell that story strongly.” Staging and professional photography create an immersive first impression, while open houses and print marketing— particularly the high-quality brochures crafted with Steve’s graphic design prowess—create buzz among regional audiences. All listings enjoy syndication across the leading online listing platforms and social media outlets, and Steve credits Compass’ forward-thinking approach to technology as a boon to his business. “I’ve really enjoyed working with Compass and adopting new digital tools to see how I can push my business forward,” he says. “It’s really brought me back to the excitement and enthusiasm of Day One in this business. They offer a really different model, which keeps things really fresh and effective, especially when it comes to distributing listings across Compass’ strong network.”

Beyond the office, Steve gives back to his community with each transaction, affording clients the opportunity to donate a part of his commission to a worthy cause. Likewise, he stays busy supporting his daughter’s school and athletic commitments. When he happens to find some free hours, he most enjoys time spent with his wife, daughter, and the family dog. Together, they enjoy outdoor activities like hiking and skiing. Steve also enjoys cycling and playing music.

As for the future of his business, Steve intends to continue on his steadily upward trajectory, with plans to increase his digital offerings as he grows within the Compass Real Estate platform. For now, he is content to build community in his hometown of Boulder. Finally, with seventeen years of insights behind him, Steve Remmert considers what he enjoys most about his career thus far. “I like the people, from my colleagues to the clients I work with,” he says. “It’s really rewarding to help people find the place they’ll call home. A house is a place we live, a roof over our heads, but it’s also much more profound than that. It’s the place we make memories, and I believe that’s really significant. Playing a positive part in that process is the most important aspect of what I’m able to give my clients.”

To learn more about Steve Remmert, email Steve.Remmert@Compass.com, visit his website here, or call (720) 339 – 5033 https://www.compass.com/agents/denver/steve-remmert/

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DAVE SEIBERT It’s no small matter that Dave Seibert began saving for a home before he turned 16. While other kids dreamt of cars, Dave decided that, despite saving enough for a car, he really wanted to keep saving. “Much to my parents’ chagrin, I asked if I could keep using the family car while I saved for a house,” says the Richmond, Virginia, native.

Seven years later, Dave did just that, purchasing and rehabbing his first home, even renting rooms to friends. In the intervening years, he had nurtured his love of rehabbing houses and even co-owned a pressure washing business.

While passionate about homes and rehabs, Dave hadn’t expected houses to be the center of his career. “I thought that I would have a different job and would fix up and rent homes on the side,” he says. “But through the pressure washing business, I learned a lot about sales and service.” An extrovert and a people-person, Dave enjoyed learning about people’s needs and helping them. By 2008, he decided to blend his sales and people skills with his love of homes.

People might consider 2008 the toughest possible time to have entered real estate. But Dave combined his solid work ethic and strong desire to help others with his real estate investment and rehabbing background to help real estate dreams come true for people in Richmond.

He has earned the trust and confidence from residents of Richmond’s most historic neighborhoods. His team includes a business manager, two licensed account managers and Dave’s wife, Amanda Seibert.

“She is a licensed REALTOR® who builds and renovates houses and she’s very involved,” he explains.

As a Founders Club group with Long & Foster Real Estate, a Christie’s International affiliate, Dave Seibert Real Estate Group is built on relationships. “Real estate is about trust and service; it’s listening to people’s needs and being attentive to what they are feeling and what they’re going through,” says Dave. “It can be an emotional roller coaster. We’re here to seek out and understand what our clients’ needs are so we can help them achieve their goals.” Each team member possesses incredible knowledge of the Richmond area

as well as the physical details of what make up a home. “We know our product as well or better than any team in the area.”

With listings, Dave shines in home preparation.

“Because I’ve been a flipper, people trust that I put my money where my mouth is; the techniques I use for my sellers are the same ones I use to flip homes and make money myself.” He has forged relationships between his team and professional designers, stagers, photographers and videographers who ensure that the marketing content makes the home as inviting as possible.

Contributing to their nearly 95% rate of referrals and repeat business is the fact that Dave’s team members feel privileged to build relationships with clients. “I absolutely love that it is my job to connect and keep in touch with so many great people,” he says. “They know we’re on their side and that we are honest with them, whether that means uncovering a wonderful surprise or helping them deal with an issue.”

Dave also shares himself with the community. “I live in an urban neighborhood that’s going through a lot of transition and I’ve advised nonprofit boards on affordable housing and community development.” That work includes efforts for the new Richmond land bank, Maggie Walker Community Land Trust, Habitat for Humanity, Urban Hope and more. “I’m proud that we can utilize our skills to benefit the broader community.” He also enjoys coaching high school boys’ soccer, doing his part to instill values in the young men of the community.

Dave, whose personal favorite pastimes are spending time with his wife and the couple’s cherished little boy, expects business to grow by several members in the near future. “I recently helped open the Church Hill office, where we’re the first major broker to serve this community in a long time,” he says. “I plan to get even more involved locally, to provide value and grow friendships with other people who live and work here.”

To learn more about Dave Seibert, visit daveseibertrealestategroup.com or go to his Facebook page, email DaveS@longandfoster.com or call 804.201.7220 www.

https://www.facebook.com/RealtorDaveSeibert

— Photography by QPH Photo/Quentin Penn Hollar —

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A Compilation of Goals from My Coaching Clients

By Walter Sanford

Many times, new coaching clients don’t know what to ask for. They don’t get “turned on” until they hear what others are planning to get. Real estate sales is like a buffet – almost anything you can imagine. My clients tweak lead generation, answer objections with value, speed up the process, and don’t get involved in bad deals or with low/no profit individuals. They start seeing their needs met and then seed capital for the future.

It is interesting that many of my second and third year coaching clients have very similar goals. I thought you might be interested in them as well.

1 Transfer 20% of every commission check to an online account like Fidelity.com at the same time as the deposit.

2 Obtain disability insurance.

3 Open a 5-2-9 account for my child’s college education.

4 Set up a plan to pay all non-real estate secured debt that has higher interest rates than the rate on my highest mortgage.

5 Buy one more break even or positive cash flow property with no balloons.

6 Start one in-house lead generation activity aimed at a hot demographic to have less reliance on paid consolidator lead generators.

7 Create a manual for all office activities so we do not forget profitable activities and find it easier to train an assistant.

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8 Break database solicitation down to a call session every working day.

9 Buy a good quality, used vehicle with low mileage.

10 Get up a half-hour earlier and read the Bible.

11 Eat all frogs (distasteful activities) in the first hour of office time.

12 Establish vacation and time off goals.

13 Plan capital improvements to rental properties.

14 Buy guns, ammo, dehydrated food, water, generator or other disaster preparedness items.

15 Create better habits including gym time, walking, running, cardio, weightlifting, less sugar, better food.

16 Determine net worth for comparison with future years.

17 Set friend goals – either increase the number or have deeper relationships.

18 Make a will or better yet, a trust.

19 Refinance into fixed rates.

20 Pay all estimated taxes and keep income taxes current.

21 Institute various plans to increase the “at bats” with sellers.

22 Reduce money on buyer generation and move it to seller generation.

23 Fund retirement accounts.

24 De-clutter using eBay and garage sales.

25 Plan fun activities to look forward to with family.

These top twenty-five represent most of the ideas contained within my clients’ goals for 2016. I hope this will give you some ideas in finding your passion.

Copyright©, Walter Sanford. All rights reserved.

To obtain Walter’s training for your business in a seminar or personal coaching, call us at 800.792.5837 to create a plan that works for you. Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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Top Agent Magazine

ANNE SPRY Anne Spry – Broker/Owner of Waterfield Sotheby’s International Realty in Winchester, Massachusetts – has been helping buyers and sellers in the Greater Boston area achieve their real estate goals for more than three decades. Anne’s commitment to providing excellent customer service, coupled with her in-depth industry knowledge, has set her head and shoulders above her competition and cemented her stellar reputation as a Realtor who truly cares about her clients.

Anne began her journey in real estate in 1989. “I was working a desk job and I wasn’t enjoying it much,” she recalls. “My husband suggested that real estate might be a good fit. I started doing it part-time, and it only took two weeks before I quit my desk job and went fulltime. I haven’t looked back since.”

Anne is very proud of her affiliation with Sotheby’s International Realty, having purchased her franchise in August of 2006. “I absolutely love the Sotheby’s International Realty brand,” she enthuses. “It’s like a family. They are always first to market with new innovations and bringing us the latest tools and technology to service our clients.” Anne also enjoys the decidedly egalitarian business ethos. “Sotheby’s International Realty is a luxury brand,” she explains, “but we give the same level of service to any price point, whether it’s a $300k home or $3 million. I honestly believe in treating all people with the same respect.”

Nearly the entirety of Anne’s business is based on repeat and referral clients, a statistic she is justifiably proud of, as it is one of the most accurate measures of excellence in customer service in the highly-competitive real estate industry. “I have a great work ethic, and I strive for perfection,” says Anne, when asked to account for the trust and loyalty she inspires. Additionally, Anne’s close ties to her community ensure that she remains top of mind. “I have a system for keeping in touch with all Top Agent Magazine

my past clients,” she says, “and I’ll reach out to them on anniversary dates, but sometimes I’ll just bump into them when I’m out in public.”

Expert, thorough marketing has also played a large role in Anne’s continuing success story. Professional photography makes certain that each listing is shown in its best light, and a robust internet and social media presence – enhanced by the support Sotheby’s International Realty provides – ensure that each property is seen by as many potential buyers as possible.

When asked what she enjoys most about what she does, Anne points to the relationships she forms with her clients. She particularly enjoys working with clients who are new to Boston. “That’s always fun: teaching them about the area and the marketplace,” she says.

When she’s not working, Anne enjoys giving back to her community, and does so through her affiliation with the Winchester Foundation for Educational Excellence (WFEE), which supports the local public school system.

She is also an active member of the Rotary Club.

Anne’s plans for the future are fairly simple: to continue growing her business, providing support for her roster of like-minded, highly professional agents, and to continue offering the amazing service that has become her calling card.

To learn more about about Anne Spry, please call 781-405-4730 or email Anne.Spry@waterfieldsir.com Copyright Top Agent Magazine 53

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

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