NATIONWIDE & INTERNATIONAL 5-4-20

NATIONWIDE & INTERNATIONAL EDITION

5 WAYS TO TRANSFORM RENTERS INTO OWNERS CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS COVER STORY

KATHERINE KIERNAN

FEATURED AGENTS

NAOMI ABEL DANILO BOGDANOVIC JOE CLEMENCE SAMANTHA DE DIOS-GOODWIN MAUREEN HALE CAMERON LOUCKS HOLLY MALONEY TOM McCARTHY KEITH McCLAIN DEBBIE OGREN MARY JO PUNG CHRISTOPHER RAYNOR DANIELLE REID ULISES M. SANDOVAL SHANNON SCHLIEP WALDEMAR "VAL" SMOLINSKI PAMELA TERRY NATALIE WEBER SERGIUSZ ZGRZEBSKI

NATIONWIDE & INTERNATIONAL EDITION

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M. SHANNON SCHLIEP JOEULISES CLEMENCE

DEBBIE OGREN DANILO MAUREEN HALE KATHERINE BOGDANOVIC DANIELLE REID KIERNAN SAMANTHA DE DIOS-GOODWIN

SANDOVAL ULISES M. SANDOVAL

Joe Clemence has only been in real estate for prin 40 36 he has already made39 three years, but hugeNAOMI ABEL cont inroads within his Annandale, Minnesota out After honing her skills as an sales territory. He was inspired to get his hand executive assistant for more license by current teammate and mentor Jeff ciate than a decade, Naomi Abel was Lundquist in 2017. “Jeff, who is now my team on the hunt for her next chalIn 2 member, came into my home to discuss the lenge. When she was given the price process with me,” he recalls. “After we were opportunity to attend real estate NAOMI ABEL JOE CLEMENCE DANIELLE REID SHANNON SCHLIEP SAMANTHA his g done talking, he said he thought real estate classes, she leapt at the chance DE DIOS-GOODWIN well would be a good fit for me. I laughed at first.” and swiftly earned her license. “I Athena Fabregas Photography Alexandra Yarborough Photography never looked back,” she recalls At the time, Joe had been working in retail andNow, entering her fourth Joe year CONTENTS activ to make any majorNaomi changes. in business, is in command of her reputation as Top Agent Samantha De Dios-Goodwin serviceswasn’t clientslooking throughout and But after thinking it anover andknown discussing agent, for her warm approach, superlative the area. she says. “I was always 4) Tucson 5 WAYS TO“I love working with people,” 29) CONNECT 49) 9 THINGS team’s 1K Give it with hisBEYOND wife, he decided a real estate service,that andbecoming personal touch. drawn to a profession that makes a difference in agent someone else’s life.”

TRANSFORM RENTERS REAL ESTATE TO ATTRACT THE BEST LEADERS in the communi would be the best fit for his family. vidual, family INTO OWNERS FUTURE NEVER SAYkeep Today, Naomi spearheads her work under thea banner “I CLIENTS do my own transactions and track to her of mother’s Initially, J. Samantha ‘Sam’ De Dios-Goodwin had All this success routes As aback member Kelleradvice.

Williams Realty Integrity NW, Joe a committee of Naomi Abel Realty at Keller Williams South Parkw a caring Realtor, Sam takes her responsibility no 13) intention going into real estate.

“I started out As 38) ISofFINDING A NICHE CREATIVE WAYS TO 53)people, FIVE WAYS of all my own paperwork.

I’m all there allmonth.” the including works with a team of nine Accord earned areferred host at oftoaccolades, to her clients seriously, seeing herself as lesswhere of incredible a she has by chance,” she says.

Agent Shannon has built a stellar reputation foa MARKET RIGHT FOR YOU? Top SAY THANK YOU TO INCREASE YOUR as the “Heart of the Lakes Team,” because they specialize a check for $1,0 saleswoman and more of a collaborator. “I really do 2018’s Rising Star Real Estate Agent award and inspections.

To me just having that one-onrule,” she says.

“I treat everyIn 2004, Sam graduated with her master’s from the believe in the golden in the beautiful lakefront property that the company also s COMMISSION nomination from thesurrounds National Association Realtors 17)of public 8 THINGS SUCCESSFUL 41) THE SCHEDULE go-to experts for residential real estate inoflocal the D body with respect, DAILY and my clients that. college health and was about to start a fam- the town.

Joe saysappreciate he’s enamored, not only of with his homeother one contact with my clients has allowed me for 2018’s Rookie the Year.

In 2019 she was ineven the know I’m looking out for their REAL best interests ily PEOPLE with her then husband.

At the time, though, she They NEVER DO OF A SUCCESSFUL 57) 6 WAYS TO town’s but10% with homey, of its Realtors in small-town her market and in 2020 had her withnatural integrity.”setting,top felt a pull back towards her family’s business. Her while always working tofeel. build better relationships with them.”

ESTATE AGENT GET YOUR CLIENT TO Joe can’tCarolina think o “I’m a huge extrovert,” he admits.

“I love to go out mother, a real estate agent, encouraged her to set up best Quarter 1, to date.

Licensed in both North 21) EASY BLOG TOPICS WhenColorado listing a into house, guides herand clients her own shop. Initially, Sam felt uneasy about diving For native, Shannon Schliep, real exposure to a wide his life, and loo theSam community meet with and talk to people.” and South Carolina, Naomi is based in Charlotte andr TRUST YOU YOUR career.

REAL 45) 4 WAYS MENTORING every marketing option available. She hires intoFOR such a sales-heavy She ESTATE had always imag- through start his day.

W predominately the surrounding region daughter joiningserves her soon.

Serving all ofmetro Elin which a love forestate helping aand talent is others inphotographer herand blood.

Shannon’s Scott the Denver ar a professional rolls out sweeps of Father, ined herself working in more With compassionate fields.

BLOG UP-AND-COMING 60) 5 THINGS YOU she is well-versed. date, almost entirety of it’s her Joe made it is because of hisDanielle warmToand friendly job, he says ®media promotional both via social and “Then my mother told me it for wasn’t about sales,” business, Danielle Reid has great Paso County, is seeing herthe business ,YOU so real estate was Conry, is materials, also abelieves Realtor EMPLOYEES MAKES CAN DO TO ACHIEVE business is driven by repeat and referral clientele who print outlets.

“We use facebook, instagram, pamSam says. “I learned that realstrides estate wasn’t really demeanor that over 30% of his business is repeat and I make.

I’m alw as an agent in the Colorado Springs grow year after year, as well as her referrals. It 25 BRANDING BAD IN and cards,” says.dinner alwaystable gomy above about selling; it was about managing transactions.” a phlets, hot topic atshethe while was In the seven trust her transparency and proven track record of results referral. “ “II and LOVE clients andshe pride myself onsuperior the I service also years love thesit Abeyond.”

BETTER AGENT YOUR GOALS region.

She got herandstart in January 2007, is her dedication to providing REAL ESTATE MARKETING “I’m approachable andall!” fun and I make working the homebuying 5-Star Rating I have for reviews fromstarted them togethe At while the age Shannon Shannon has built a The rest is history. Today, Sam happilypart-time services growing that hasselling helpedprocess her flourish. worked for a fewup. years rais-of 15, and seamless and as least stressfu Sam still manages to keep cool and collected clients throughout the Tucson area. “I started work- working weekends astoa mingling receptionist at the selfit’s as one of not thework go ing her daughters.throughout After the housing market aswith possible,” shefront says.Joe In makes fact, uncommon for the process.

“I’m very low pressure,” ing,” she says, “and I never stopped.”

In addition his neighbors, a notWhen “I do own transactions and keep track ofopen all crash, Danielle went to her initial career deskback of her Father’s office and current brokerreal estate Denver Phone 310-734-1440 | Fax 310-734-1440 Naomi to with encounter prospective clients atin house concerted effort to stay inmy touch his clients.

In addiattends sporting Copyright Top Agent Magazine my own paperwork,” Danielle explains.

“I’m as a social worker.

As the market became busevents and become fast friends.

In one instance, she meH to keeping trackgot of special like birthdays broadcasting. age.| www.topagentmagazine.com At agetion16, Shannon a joboccasions working Metro area, Shannon mag@topagentmagazine.com a couple at an open house she was hosting, met up with ier, Danielle decided to returnand full-time as a he there at to allgive the inspections. me justgreat having loves shout-outs social ® onTo No portion of this issue may be reproducedpart-time in any manner without prior consent of the publisher.

Top of Agent Magazine isoutdoors. aswhatsoever ananniversaries, assistant for another Realtor customers buying them shortly afterwards, found themclients their dream home Realtor© in December 2017.

She hasn’t looked that one-on-one contact with my media, make personal phone calls, and even take them published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent has within the $200,000in the same office who specialized in forecloand closed in three “I’m persistent but low for pres-t goal out to lunch back since, and is enjoying every minute of or hercoffee. me buildweeks. better relationships with Magazine cannot be held responsible for opinions expressed or facts supplied byallowed its authors.

To to subscribe or change address,Joe’s send sure, and I’m a go-getter, she says.

“I’m a hard worker in another sures. continued to work withcontact this I have with them, The more the state work. AlthoughPublished she is currently agent, them. inquiry to mag@topagentmagazine.com. inShannon the U.S. a solo and via I’m social very passionate about what I brand do—that’s why ® Joe markets his listings media as well as new team more they get tograduknow me, Shannon and I get tocredits know she is looking Realtor forward tothroughout her 23-year-old college, and after her I’ve found success so far.” through some out of the box methods. “Our team creates network and hel

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DANILO BOGDANOVIC

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ating decided to get her license and strike off view of the bus Topterm Agent Magazine Copyright Top Agent Magazine When it comes to listing properties, Naomi no on her own. This depth of experience gave drivers of her leaves succes To learn more about Joe Clemence, email joec

detail unaccounted for. Professional photography and

TOM McCARTHY

CAMERON LOUCKS MA Tom McCarthy launched his real estate career featured on the48 CW KEITH television McCLAIN show,51 American HOLLY MALONEY 47 43 44 in September of 2015 after selling tohis Dream New Encouraged getwaterinto real team for which Cameron plays during his offJersey. time is “It was a great experience Mary Keithtool,” McClain has been ines estate by his childhood heavily made up of his past clients. sports rental company in the Caribbean Islands Holly Maloney worked as aand an even better hewalk-through says.

“I real post mortexplains.

Shesales creates live and vide friend, Cameron Loucks is gage lender at 5/3 Bank, but took estate since 1995, when he go property during the open house, helps reloca and moving back to his now home state of New Cameron’s listings have been my show segments to help market mywhich business on his third, and very time so successful partly real estate and broker’s lice off to raise her five children. buzz and provides as much information as city po o Jersey. With a passion for Gold year Coast andofpeople successful, in thereal busi- thanks to the great attention detail helove puts it.” into When they reached elementary potential buyers.

This thorough approach resul Prior to that, he’d been in s It pro ness.ground He might be pretty new each one of them, with professional staging, photos, estate, Tom says he hit the running, school, a family member encourher clients to achieve their goals.

Holly closes w for he for years, doing direct maili to this, but with 62 transac- video tours, and drone footage of every house, as well “soakingCAMERON up as much knowledge as I could Tom believes that his unrelenting work ethic aged Holly to pursue real estate.

100 transactions a year. she co KEITH McCLAIN MARY JO PUNG LOUCKS tions HOLLY MALONEY in just the last year, and asTOM heavyMcCARTHY marketing via 8z. And although he’s been However, the anthrax terro became right licensed in the 2004 and 10.3 m from my broker and colleagues untilprice I knew and commitment serving customers an average point Iof She successful out of gate, he has no notion of to scare, he says,his put quite a dampe has had a thriving career ever averag Holly’s part the job is the people she 380k, Cameron has already slowing down, and instead distinguish is just getting started.

He direct was ready.” himfavorite from his ofmail peers.

“I always put business.

“My bro PAMELA TERRY SERG WALDEMAR “VAL” SMOLINSKI 59 NATALIE WEBER made a name for himself envisions clients more growth 61 “It’s more the perfect career forbusiness “I love my inclients,” she says with a smile.

“O RAYNOR 56 and 52 CHRISTOPHER 55 as since. had been doing sometell developm their needs above mine, and you can they someone clients can count a his future. I’ve And while he could just restare on his While mother. always worked mylaurels client, you are my friend.” To give ba incredits Independence, Missouri, ah Natalie Weber takes her job yea Sergiusz Pamela Terry and her husband motto, “Hustle and By the end of his first full year, Tom closedmindset that.”

Tom believes it iscommunity important With his had strategic Beyond his intensive marketing, Chris his on to deliver results. andmore follow the 40 same old proven formula for success, center After completing college and gradrecently, won the Banker Intern way than hours aappreciate week, community, she sits on Coldwell the local cou seriously.

“People hire me inv “Age decided to help him.”

Cameron has a and more unique when it comes to were looking to buyhis a and house, her foras helpin and but impeccable integrity, it’s honest assertive style representation as being 32 deals with a sales volume just shydo of $4 uate to connect with on apassion regular basis, Mary school with a master degree inofvolunteers Society International Diamond Soc could it around my children’s schedule.

I vision love with the Dragonfly Foundation and toclients sell and purchase their of tF extensiv Cameron works as an independent agent under the the way he conducts business.

He’s already coming up when the agent they were less of the price.

I’m no surprise that Chris Raynor the primary driver of his success.

“When I ask my about setting herself apart fro international Waldemar hasFoundation. been largest a member ofa the CENTURION what I do,” shenew explains.

Five yearsmarketing, ago, her youngest Beret “Iinvestments. have son who is a Gre million.umbrella “My first sale was an unlisted, constructhrough social media, phone calls, and personalized I work clie journali of 8z Real Estate, and serves the area of with ways to better himself, andwas keepsjust himself humble “It me for the longest time,” he says.

“Then I hpa working with suggested that for everyone.

I have has developed a reputation asschool for feedback about service, theis thing Imajority hear the and of com childhis graduated from high andcards thebegan company her my “Val” Smolinski his professince 2005, consistently ranking as sodevelopment. that cause near dear to her my clients heart,” she strategically to complete thea top like tion home for sale by aHebuilder was not toclients andfor notes.

Northern Colorado. estimateswho business to bewilling by allowing the space personal estate. some agents.

Then I decided I wanted some longevi mates her to be about transaction and deliver results Pamela should try earned her hand notbusiness about selling, of 20% the foremost residenmost frequently istrader that they’ve never had someone husband was working for was sold.

“My husband decided sional career as an export in also numerous Masters and Top has an exclusive partnership with theit’s C about 40%brokers,” sphere, 20% one referral, repeat clients, “There’s always room for improvement,” healso says. newsNat a cooperate with he recalls.

“Ihis knew this home my clients are happy with.” my company, so I affiliated with ERA McClain Brot referral customers.

This high nu at real estate.

She took the someone and you as to join me in real estate—the timing was perfect,” she tial agents in community. fight for them the way that I do,” he says.

“But equally Zoo to support their “More Home to Roam” c Chicago.

But once he purchased his from Century 21 and the Top Residential NATALIE WEBER SERGIUSZ ZGRZEBSKIPolvisio CHRISTOPHER WALDEMAR "VAL" PAMELA TERRY and the rest being online leads.

One reason for why That commitment toto getting and was perfect for my clients to sohim I starting did everything Ioffirst could toimportant Tom the demands of the modern era and ® Jo’s attentive and intima three years ago.

It’s really my company into o says. serves Cincinnati a broad swathe donating areal portion ofsent every sale help them re property, fell in love with from the Chicago Association of Realtors career real is understands my level of integrity.

There isestate aMary proverb advice, and started process, the selling w RAYNOR SMOLINSKI is a of fulfilling profession his clients are so loyalAfter isHolly the his fact thatall hein Working asand a he REALTOR there co the job done, and getting it done well, has brought imp over the top about customer se secure this deal.” Two months later his lending clients were atButler, thethat utilizes both social media and traditional real estate We’ve grown tremendously.

Our sales last year wer Ohio, including Hamilton, Warren, and Clermont goal.

In bond herover free time, Holly loves towho travel, c many ways, but Cameron it’s the human understands that the process ofon purchasing a house theinin transaction process and never exclaims. estate the side says ‘afor good name is to be valued gold and classes while juggling a full someone is ge careers.

Natalie tremendous success servingtoDowners Grove Gro be happy.

I really want everyo that makes it truly special.

“I enjoy being able to help can prove to be stressful for most people—but especounties.

She’s also licensed in Kentucky. spend time with her family.

Last year Venue 170%.”

His success in selling luxury condos in Ka looked back.

He has been assisting 2004, Chris became an agent silver,’ and I really try to protect that reputation over closing table. It is this approach that sets Tom apart from websitestime toandjob, post “gorgeous professional and thus communities. embarked them.”assess, the surrounding Allto ofhelp her photos” business is and in M people have a good experience when they’re buying cially first-time homebuyers—and works hard to them.

Even if it isn’t what Iw awarded her the Women of Influence Award, real estate buyers and sellers in Chicago and surrounding What also sets him apart from his peers City hasbased, even earned him a nickname: Condo Keith. in 2007, and a California This approach clearly resonates with and last year alone she closed 19 transver and give my buyers and seli areferral new and exciting career other brokers videos toonmarket his listings. the dedication andclients attention he gives toeverything.” a home.

It’s very satisfying to help someone accomalleviate—the stress, or shield his from it as job is to get them what they wa An impressive 95% of Holly’s customers come from the Realtor of the Year aw ®she suburbs since 1994.

“In the years sinceheI works obtained my to price clients who speak other languag with ancaters average point ofWhen $600,000, eve portrait ofnearly the market,” he says broker in one 2009.ofIn theclients. years since, Chris has built a 26 the people with, asyear 95% Chris’ business . ofreceived of aactions REALTOR she’s not bus each and every plish a dream.” much as possible.

“Ihis make sure we have a good time. of a transaction and a client ha repeat and referral clients.

She provides tailored, personal the Cincinnati Area Board of Realtors, which co ranking her as the #2 Producing Individual license, I have in over 900from closed transactions, fluent andHighest regularly use the Polish langu them the actual process of buy Today, has 25 agents working for him, and sprawling business that across aparticipated huge swath comes repeat clientsKeith or referrals. stays deeply involve I keep my clients calm andoperates collected, and confident evaluate, and if it isn’t right, Tom is consistently recognized for his efforts and accomRealtor inapproximately all and of Downers Grove in the past 12 months Nat service.

“I go above and beyond and treat my clients the 5,000 agents.

For the future, she one satisfied client at a time,” he says.

I am proficient in French,” he says. think that’s my strongest suit w strives she to not onlysolo, be abut business leader, but a mento of in both California Nevada. When in territory the process,” he says.

And withand a background Now, 19 years in the industry, works is Data member of the Histo thing.

Another reason her clie based on Closed Volume (MRED through March sati way I would like be it’s treated,” she plishments. says.

Sheprofessional focuses HeHis was a providing featured speaker on County, aincredible panel for By the you end of 2018, Tom had completed overto 100 dealsOutside keep her clients with serv lay out the process and then hol in construction and project talk to Chris about themanagement, scope of hisCameron business, of his life, Chris is a licensed well. team serves eastern Jackson and K hoping soonopportunity, incorporate her son into thelike family actively participates not including teams/groups).

Astart number of those were she work ethic, “I’m available on educating herfinish clients, atto every she she’d toher mentoring new agents. accountable through theYPN, proces Val works solo a and large Coldwell Banker Realty Valalso takes pride in the care he provides fo an all-star event sponsored by the Real Source with a hard combined sales volume of gone over $21 million. knows how a project from start to not to tobestrategize impressed.

“We’ve aswithin far down minister and has been a supporter of humanitarian is also licensed on the Kansas side.

In addition, he’s new construction, a growing market share for Natalie’s tati business.

And withmy her lengthy reputation hobbies mak client has a question, I’mexperi there puts their interests first.

“I never encourage clients to and to stellar help young agents to have theinclude same office (was Century 21 McMullen to 2017) in northwest client.

It’s what he loves most about his and foresee any potential surprises.

Passiac County Board YPN, and the Greater Despiteasthe demanding schedule that accompanied Tom’s business toof her expertise in building and strong relaj Fresno, but most of our business stretches from causes across the world.

In due addition, he is busiextremely the Project Manager for the Saddle Ridge subdivision real estate, it’s noestate surprise that a boutique lot ofRealtors her buy anything I wouldn’tin buy myself,” she explains.

She wonderful career that I’ve had,” she says.

Agent Sergio focuses on the Wes Chicago, specializing in residential real sales– service within a large realty com relationships manyand developers. ap San career, Jose up he towards Sacramento and then across in the Reno Sparks Association ofYPN Realtors, Villas markets adeeply townhome proje Bergen Association ofwith Realtors where he was asked exploding managed tocares enroll inevery broker Mary JoPamela isNorthwest passionate ab ness isinvolved repeat and referral.

HerRidge past clients who are the fut Born and raised instill Windsor, Cameron deeply knows that each and one of her clients is Saddle going and the prim including houses, condos and townhouses, multi-family “What’s great about this linesees ofSide, work is opp the state towards Lake Tahoe and into Northern serving on the Grievance Committee for Northern Independence’s historic Independence Square. involvement.

“My biggest pass to share hisNatalie ownbegan success story and agents att school, about complete thecommunity 150-hour course, and successfully his local and is heavily involved totoupgrade or downsize, return Pamela to goal for this year is Addison, Benso through a and transition and looking she’s there support them, both herto career working finance then tranpos buildings land. what you putSchaumberg, intoinmotivate it.

I’m always happy Nevada,” he explains.

“We also work with clients in Nevada and as a member of the Board of Directors served on the Ludington schoo at his church and various charities.

He also cares areas.

He’s gained a reputation make that happen.

“The first few years that you’re in and start working wi emotionally guidance.

As a ininto sitioned construction having put nominated her real pass the New Jersey State Brokers Exam.and with incredible, caring different points their careers.herself, He was also customers.” ® Las Vegas time time.” for Northern Nevada. and many committees before deeply for from anyone he’stoever worked with.

If you When it comes to marketing his properties, Ke estate expertise to work in investing, buying and flipgetic REALTOR with a bigintp result of her honesty dedication, her clients are loyal the business, you’re building your andaward getting hiring an ,assistant His business is 75% and repeat and referral clientele, and he brand for the 2016 “Rising Star” atfinancial, the Greater Bergen become a client of Cameron, you more than likely she’s not working on her busin ping homes.

The combination of construction approach is manifold. of plans, all, we’ve got relations community but social to Hollyitand spread the your word about the amazing service out there.them Now it’sRealtors. come back circle continue to on provide believes is his esteemed workname ethic that keeps coming As forfull his“First future Valalso wants to co Association of Tom is now the director of the Chen Agency Port Imperial also become his friend; a title that comes with a you can find her on her boatTro and general real estate knowledge is a trifecta when it Chris successfully sells back. property across this wide In looking tothe the future, Chris plans to expand his go upestate with clockwork precision with 50 different real websites, like she provides togames, their friends and family.

To show herabout where Imy am getting referrals and the repeat busiAnd as usual, her cliw “My clients benefit from vast experience, knowlsame path to success for at least the next variety of fun perks such as tickets to hockey To learn more about Cameron Loucks comes to serving her clients in the real estate arena. the summer, or skiing in the Real Estate Studio, a realby estate firmandthat covers Bergen rangeTop of markets implementing ainintargeted operations into Idaho and Texas and isprovides excited tocomes business from repeats thanks touch with past clients, Holly sends Realtor.com, and Zillow.

We also have all of our list edge and contacts theis industry that I’ve accumulated over company the best support system Magazine seen by Real Estate Agents and ness,” she says. is why her current caa RC car racing,Agent and barbecue invites to stay his home. email Cameron.Loucks@8z.com, “Developers hire me becausegreat not only canof I help educate deal time watching he that grows as his reputation gro marketing strategy that is fully customized to the continue bringing a higher level of excellence to the As a member of the Young Professional Network, Tom and Hudson Counties–the Gold Coast region–in New Thanksgiving pies to her clients and hosts a holiday photographed professionally, and we but do You might also end up throwing on some cleats the years, as well asand myall integrity, attention to detail, problem tion, the latest technology, visit CameronLoucks.8z.com, buyers on the ins andmarketing outs of new& construction, I video.” can promise and overdeliw of the and locale.

“Depending on the industry.

Brokers in every U.S. city and Internationally! appreciation party that includes pictures with Santa. kicking around soccer ball Ronaldo style, as the participates in numerous charity events, and is actively Jersey. specifics “Because ouralisting agency is boutique, I always have or call (970) 682–9026 alsotheir has a focus unique, and attention-grabbing, met also help better understand the nuances of level solving skills, and prompt to tasks.” toagents on delivering the highest Soattention how does a newlyteam licensed agent go about What really keeps Mary Jo wo “I’m very specific about the tar specifics the property, we deterthe process toaservice help facilitate aclients.” smoother transaction.”

“We’ve got really unique program which has wo to my involved with his local food bank and church.

When supportprice frompoint the and team in theofoffice,” he says.

“We all amassing this type of loyal clientele? “Your clients ness of real estate is the prom Sergio says of his property spec shewell says.

When it comes time to listings,InHolly understands mine what demographic of potential clients will beintegrity.

Copyright Top Agent Magazine clients can attest tomarket his a recent review one out for them. us,” says. don’t sell your he’s not working, you can he find Tom atwethe gym or on theho help each other out and fill in His for one another when we’re someone.

“I really like being have to trust you, so be honest with You work the‘If lower end of the market, m Please contact that in today’s market, most people start their search for likely buyers, and then focus our marketing efforts client wrote: “We are so for happy that Valget, wasand our you realtor.

Hetoit.” we’ll buy Andof Keith said this strategy has worked what isreal one of the most exci around $300,000, $350,000.

La what you have work hard.

There golf course. away orononthat vacation.”

Having 13 years experience in estate herself a home online, excellent target demographic,” Chris says.soUsing a photos are essential. She

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure! www.

mag@topagentmagazine.com or call 310-734-1440 for ad rates and information.

has years of experience and knows the market. After having extremely well. make.

It’s fun toabout listen to what To find out more about Holly Malon and I tend to be 60% listit makes Natalie a true advocate for her clients.

“I can areprepare times you home, will get but don’t give advises clients on would how to anddiscouraged, hires combination of photos, videos, drone footage, an openand house Val provide ustheir with feedback.

He was they’re hoping to achieve, and give my clients all the right tools, resources and up. Never stop learning,takes continue your education email hollymaloney3@gmail.com, c a professional photographer.

“My photographer Tom says theand percentage of repeat and referral clientele Tom to continue grow and expand his business.

Chris his team leverage email, YouTube, social always available and returned is our calls or plans emails swiftly. information so to they can back. make bestSergio choices,” she Forthe Agent one of the bes His clients often come “Besides getting things because that’s what’s going to make you grow.”

And really good pictures that are made thesays internet,” she 513-607-1986, or of visititmaloneysoldmine and hundreds of websites tosale drive traffic to we says.

“People trust me because and servi During the our house hadfor some heavy rainy days.

He he loves what he does because doesn’t like rapidly media, increasing, and he attributes this toofhis reputation is providing the my wayexperience that he feel gets to d we’re really diligent about customer Pamela practices what she preaches.

She does a lot knowledge.” his listings.

With a recent sale in Fremont, California, Val, being the professional that he is, would go to the house “You own your own successes work to him.

“Itolook to to each day,answer meeting new in his industry. It is this stellar reputation that earned him digital encourage myforward sales reps always their ph strategic promote her listings, Copyright Top Agent M to make sureviews everything ok. Val wasmarketing always going Chris’s marketing pushed 125,000 to of thewas “I’m very competitive, and tha ® help and go the extra mile, to outdreams,” whenever they can people, and helping clients realize their he says. an invitation to audition for and ultimately be cast and Because Natalie knows how stressful the whole expe, she and even though she’s a seasoned REALTOR above and beyond.

We had other realtors calling us to list listing. Given the sophistication of his marketing constantly!” rience caninbe, she likesat toclosing.” maintain a sense of fun and to check even after always strives touslearn more and be better what our house with them and they would send their informasystem, it isn’t particularly surprising that he was Top Agent Magazine 3 gratitude when keeping in touch with her clients. Last she which is to why she’s for aChris weekRaynor, long Clients may know Agent Serg in the about mail.

ValYear actually tookFor themore time come outgoing to about named the International Marketer of the in does, information To learntion more Tom McCarthy, visit chenagency.com, summit in California order to train in the areapostings, of or maybe from his po theSuccess house and leave his information, and that isinone of the 2015 through Hoss Pratt’s Systems, a real visit RaynorRealEstateReno.com, www.

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5 Ways to Transform

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

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

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

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1

Show renters that purchasing a home isn’t impossible

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

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

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

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Collaborate with mortgage professionals to find the right financing opportunities

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

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

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

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

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

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

5 4

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

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Paint the big picture

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

Rents rise, families grow, and retirement looms.

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

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

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

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

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KATHERINE KIERNAN Top Agent Magazine

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KATHERINE KIERNAN “My number one focus has always been on the customer experience. I employ the white glove client service model, where we offer concierge services round-the-clock.”

Many agents get into the business of real estate in order to continue a family tradition or for the incentive of a high income, but Katherine Kiernan had a different motivation. While trying to sell her own home, Katherine and her husband were stuck dealing with a string of unreliable agents. That’s when she decided to take matters into her 8 Copyright Top Agent Magazine

own hands through a rather unorthodox idea: she obtained her own real estate license.

Taking the saying, “If you want something done right, do it yourself,” to heart worked well for Katherine, as she not only managed to sell her house right away, but she also gained a new career in the process.

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With an over 60% rate of repeat and referral business, Katherine has definitely tapped into the core of her client’s needs “My number one focus has always been on the customer experience. I employ the white glove client service model, where we offer concierge services round-the-clock. If Top Agent Magazine

you send us a message, we’re going to get back to you. Every single client interaction I have is unique to that specific client. We don’t only want to meet our client’s needs; we want to exceed them. That’s why we take a hands-on approach and make ourselves available at all times. I don’t worry Copyright Top Agent Magazine 9

Katherine created a “Seller Real Estate Guide” as well as a “Buyer Real Estate Guide”—two resources her clients can use in order to get a full understanding of what goes into buying or selling a house. about my transaction volume. I know that if I take exceptional care of my clients, the financial side of it is going to take care of itself,” she says.

Another reason for why clients trust Katherine is her inclination to make sure that anyone she works with gets a clear picture of the process at every step of the way.

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This is why she created a “Seller Real Estate Guide” as well as a “Buyer Real Estate Guide”—two resources her clients can use in order to get a full understanding of what goes into buying or selling a house.

Despite being a busy real estate professional, it’s important for Katherine to stay involved with her local community and give back. Her Top Agent Magazine

team is dedicated to doing a minimum of six to twelve community involvement projects every single year. They also participate in a “Teammate of the Month” tradition, where they pick one person on the team and spend time volunteering at an organization the member is passionate about.

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Outside of being a busy REALTOR®, Katherine spends her time taking care of her three kids, exercising, and being part of a cooking club. Her future business plans involve taking on more agents who specialize in different markets, as well as continuing to make her clients a priority. “What I love Copyright Top Agent Magazine11

most about this business is the people I meet and work with. The journey I get to go on with each one of my clients is so unique every

single time. Being able to form those relationships with people again and again truly keeps me passionate about my work.�

To learn more about Katherine Kiernan please call (701) 306–8303, email Katherine@aspirerealtyfm.com, or visit findfargomoorheadhome.com www.

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Is Finding A Niche Market Right for You?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Are you already serving a niche?

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

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

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

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

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DANILO BOGDANOVIC Top Agent Magazine

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DANILO BOGDANOVIC REALTOR® Danilo Bogdanovic was so enamored with the process of buying his first home that he decided to make it his full-time career. “The agent that worked with me was from one of the top-rated teams in the country,” he recalls.

“So I figured I’d learn from the best.” He got his license in 2004 and started his career with that very team.

Danilo now works solo for Redfin, focused on residential real estate in Northern Virginia. Clients include traditional sellers and buyers, as well as investors. Last year, Danilo moved 55 homes at an average price of $506,470. In 2019, he received the Washingtonian Top Agent Award and Northern Virginia Top Agent Award.

Considered one of the top listing agents in his territory, Danilo approximates that his business is 50% repeat and referral clientele. What keeps them coming back? “It’s all about trust and integrity,” he asserts. “I’ve got the knowledge and experience to represent them properly, so I anticipate potential hurdles, and I listen to their needs, and people appreciate that.”

One client recently wrote about working with Danilo: “Danilo understands real estate marketing and that matters if you’re looking to buy or sell a home. He’s geeky (meaning he is very tech-savvy), but he’s old-school (meaning he knows the value of personal interaction). In corporate-speak, they’d call him hi-tech and hi-touch. Regardless of what we call it, it’s a deadly combination to his competition. Have this man represent you if you’re buying or selling a home in DC Metro. His relationships are vast and connections run deep; that’s what sells houses.”

Danilo stays in contact with his clients, not only for the business aspect, but for the relationships he’s forged.

“Many clients have become friends,” he says. “And I

stay in touch by phone, text, emails, and social media.

Sometimes we’ll meet up for coffee, lunch or dinner.”

Danilo credits his agency with top-notch marketing techniques. “Redfin has marketing down pat,” he says. In addition to the baseline tactics like listing on the MLS, Zillow and their company website, Danilo points to targeted marketing as key. “You’re not going to market a multi-million-dollar single family home to someone searching for a $350K condo,” he says. “You have to know how and where to feature a listing.” Danilo also networks through multiple online platforms and associations, and traditional methods such as word-of-mouth.

When asked what he loves best about his job, he responds, “I love people. I love walking into a home for the first time and making new friends with the homeowners. No two days are the same. Every day offers new possibilities.”

Danilo is also very involved with his community. “I combine my hobbies and interests with giving back,” he notes. “The charities I’m involved with are more about personal interest than they are about bringing in business.” Danilo works with such noteworthy non-profits as Wounded Warriors, Back the Blue Foundation, and Driven To Cure in addition to donating and participating in dozens of others.

When he’s not working, Danilo spends time with his 87-year-old father who lives with him. “He’s got the drive of a 35-year-old,” Danilo laughs. Together, they like to go fishing. Danilo also enjoys hiking and four wheeling in his Jeep.

Danilo says he has no major plans for the immediate future. “I really love where I’m at,” he states. “I have great work-life balance plus I have time to care for my dad.” He says at some point, he’d like to advance his career, perhaps helping and teaching others the ropes. But for now, life is pretty good.

To learn more about Danilo Bogdanovic, email danilo.bogdanovic@gmail.com, visit linkedin.com/in/danilobogdanovic, or call (571) 969-4119 www.

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Things Successful People Never Do

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

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

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

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

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

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

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

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

4

THEY DON’T TRY TO PLEASE EVERYONE

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

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 18

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

6

GO FOR THE SHORT RUN SOLUTION

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

7

PAY ATTENTION TO THE NAYSAYERS

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

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THEY NEVER QUIT

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

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

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MAUREEN HALE Top Agent Magazine

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MAUREEN HALE With nearly two decades of experience under her belt, Top Agent and Broker Maureen Hale – of Chicago’s Exit Strategy Realty – is a dedicated professional who is truly committed to placing her clients’ needs front and center during every transaction. Consistently ranked among the top producers at her company, Maureen’s commitment to providing above-and-beyond service has cemented her reputation as a trusted advocate for anyone looking to buy or sell in the Chicagoland area.

Maureen’s journey in real estate came about while she was in the midst of purchasing and rehabbing homes. “I was working with a Realtor,” she recalls, “but I found that I was doing most of the work myself, and I figured I could save some money by getting my license.” A fortuitous decision that turned out to be, as Maureen not only saved herself money but has been able to do the same for her grateful clients for the past eighteen years.

Currently working alongside David her marketing assistant, who provides exceptional assistance behind the scenes, Maureen is also an expert in short sales and foreclosure properties – she holds the prestigious SFC certification - having survived and flourished during the economic downturn of the previous decade.

Currently, a significant portion of Maureen’s business is based upon positive word of mouth and clients who return for her services. “I’ve always worked hard to get my clients what they want,” says Maureen, when asked how she manages to inspire such impressive levels of customer loyalty. “I always try to go the extra mile for them. Even after the closing table, I remain in touch with them in case they need anything. I have a large network of contractors, painters, plumbers and others I can refer them to. I’m constantly helping them with those kinds of things.”

There are many other factors as well, as made evident by the scores of glowing, five-star reviews she has received on Zillow.com, on which site she is a Premier 20

Agent. “Maureen was excellent. Thorough, informed, diligent and helped us find exactly what we were looking for at the price we wanted. She made the whole process easier and helped us interact with the lender as well,” reads just one.

Maureen is also a consummate marketer of her many listings. Professional staging and photography are utilized to ensure each property is shown in its best light, and deft utilization of the internet – primarily Homesnap and Facebook – make certain that every one of them is seen by as many potential buyers as possible.

The outcome is fast sales for top dollar, not to mention happy clients.

When she’s not working, Maureen has been involved with the Northern Illinois Food Bank, distributing food to the needy and Real Estate to the Rescue of Homeless Animals Chicago.

Maureen’s plans for the future include growing her already-thriving business, while sacrificing none of the unparalleled customer service that has become her calling card. “I truly love helping people,” says Maureen. “Whether they’re first-time home buyers, the elderly, or Investors… it is incredibly rewarding to be of assistance to them.”

For more information about Maureen Hale, please call 630-300-8955 or email MaureenRealEstateBroker@gmail.com

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

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

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

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

Think about those questions that you’ve had to

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

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

Evergreen Content

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

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

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

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

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

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

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Stay Local

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

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

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

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

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DEBBIE OGREN

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DEBBIE OGREN – AMERICAN WAY REALTY For Debbie Ogren, working in real estate is more than just a career, it’s a passion that defines her life. “Some people take vacations to be happy, I sell real estate. Whether I’m showing homes, negotiating deals, or just talking about the industry, I am never happier than when I’m doing real estate,” she explains with a laugh.

each step of the buying or selling process. These efforts are facilitated by her professional experience in education, having taught at the collegiate level while pursuing her Masters degree, and worked at the Mayo Clinic in Rochester as a Patient Educator while studying as an undergraduate.

Staying involved in her community is incredibly important to Debbie, so she is a big supporter of numerous charitable organizations. For the past two years she has been a financial supporter of the Minnesota Valley Action Council, an organization that provides low-income Minnesotans with services and resources. She is also a supporter of the United Way’s ‘Women with Heart’ luncheon. Additionally, Debbie volunteers her time with the Salvation Army every Christmas and this year volunteered at the Echo Food Shelf during Thanksgiving.

Like many other agents, Debbie didn’t start her career working in real estate. For many years she worked in customer service and sales, eventually taking on a role as a call center supervisor for a telecommunications company. After years of dealing with the stress that came with this position, Debbie burned out and decided to shift into real estate. In the 6 years since, she has closed hundreds of transactions and developed a reputation as one of the go-to real estate experts in her community. Based out of her office in Mankato, Minnesota, Debbie operates within a 30 to 50 mile radius of the city.

When she isn’t working or giving back to the community, Debbie likes to spend her time running, listening to audiobooks, and riding Harley-Davidson motorcycles. In thinking about the future, Debbie is excited to continue helping people in her community find their perfect home. “I feel like every day is a blessing, I just want to continue to help as many people as God sees fit.”

Debbie credits her honesty and earnest attitude as being the main drivers of her success. “During the very first conversation I have with my clients, I explain to them that I will always tell them the good, the bad, and the ugly,” she explains. “I also think that because I’m so comfortable with who I am, it allows everyone I work with to feel comfortable and know that they can trust me.”

This upfront attitude has helped Debbie forge deep connections with her clients, and she says “most of them become my friends by the time we’re done.” This approach clearly resonates with people, as over 70% of Debbie’s business comes from repeat clients or referrals.

Another key aspect of Debbie’s approach is her emphasis on education. She does everything she can to ensure that our clients understand 24

For more information about Debbie Ogren, visit mankatorealestate.com/meet-the-team/debbie-ogren call 507-382-4558, or email debbie@mankatorealestate.com https://

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Branding Bad in Real Estate Marketing

by Rob Flitton

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

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

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

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

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

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

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

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

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

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

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

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

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

The solution for any agent is to drill 26

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

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ULISES M. SANDOVAL

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ULISES M. SANDOVAL After working as a mortgage lender for 11 years, during the boom and through the housing crash, Ulises M. Sandoval decided to make the switch into residential real estate full time in 2014. One day he received a call from a friend looking for a home with a $100,000 budget; he couldn’t find an agent who would help him.

A month later Ulises had his real estate license and found a home for his first client within 1 week after getting licensed. Today he is an Associate Broker at HomeSmart, one of the fastest growing brokerages in the entire country, working throughout all of Maricopa County, mainly Metro Phoenix. “I remember as a kid I would take pride in memorizing the ‘100 block’ numbers and street names and locations; not knowing how I was going to use that quirky knowledge later in life. Now I know exactly how the city is laid out and can find most streets without my iPhone; I really know my community,” he explains.

With the vast majority of his business consisting of repeat clients and referrals, he takes pride in providing superior service. “This is a relational business, and I do not look at people as transactions, doing so could mean losing a lifelong referral and friend,” He says. “Whether a client is buying a $10,000 piece of land or a million-dollar home, I treat everyone the same.” He focuses on educating his clients throughout the transaction, whether they’re selling or buying, by answering the same question multiple times and by providing an abundance of information so they know exactly what to expect. When it comes to marketing, he uses tried and true, old school techniques along with new technology by utilizing various social media platforms including LinkedIn, Youtube, Instagram and Facebook; not solely relying on the MLS. “We also have a very aggressive open house schedule, 3-5 days a week. We hold them frequently, consistently and do them well,” he says “We use no less than 25 directional signs per open house, they’re like breadcrumbs, people can’t help but follow them. Some agents say open houses don’t work but I think this is where the rubber meets the road and the best place to meet unrepresented future clients. We capture 15-25 new leads per week on average just from 28

open houses.” Ulises also contacts other local agents to inform them of his listings in case they have a potential buyer, “we leverage every for sale sign near our listings.”

During any free time, Ulises is giving back to the community. He volunteers at the local American Diabetes Association, where he is currently the head volunteer chair. During the annual “Tour De Cure”, a 100-mile bike ride, the Phoenix ADA raises over half a million dollars with over 2000 participants. He is currently looking to get involved in finding a solution to the homelessness problem in the region. “I can’t turn a blind eye when I am selling a house and see someone a few blocks away living under a bench. I love this town. This is my town. We have to do better.” When he’s not volunteering, he’s spending time with his beautiful family traveling as much as possible.

As Ulises looks towards the future, he is eager to get his master’s in real estate development at ASU, and eventually redevelop some communities to meet the need for larger multi-generational family living and affordable housing; providing real change in the local market.

He can’t imagine doing anything else and loves everything about his career. “To meet someone and take them on a journey they never thought was possible - owning a home. from a thought in their head to keys in their hand, to me it’s creating something that wasn’t there. That is why I love what I do.”

For more information about Ulises Sandoval, visit ulises.realtor, call 602-501-5001 or email Ulises.m.sandoval@gmail.com www.

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CONNECT BEYOND

REAL ESTATE

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

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

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

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

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Talk About Your Philanthropic Activities

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

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

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

Your Local Community

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

Use Your Creativity to Connect

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

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a 30

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

Divulge Interesting Experiences

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

What and Who Inspires You

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

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

that will draw in a broad range of followers.

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

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SAMANTHA DE DIOS-GOODWIN

Athena Fabregas Photography

Alexandra Yarborough Photography

Top Agent Samantha De Dios-Goodwin services clients throughout the Tucson area. “I love working with people,” she says. “I was always drawn to a profession that makes a difference in someone else’s life.”

Initially, J. Samantha ‘Sam’ De Dios-Goodwin had no intention of going into real estate. “I started out by chance,” she says.

In 2004, Sam graduated with her master’s from the college of public health and was about to start a family with her then husband. At the time, though, she felt a pull back towards her family’s business. Her mother, a real estate agent, encouraged her to set up her own shop. Initially, Sam felt uneasy about diving into such a sales-heavy career. She had always imagined herself working in more compassionate fields.

“Then my mother told me it wasn’t about sales,” Sam says. “I learned that real estate wasn’t really about selling; it was about managing transactions.”

The rest is history. Today, Sam happily services clients throughout the Tucson area. “I started working,” she says, “and I never stopped.”

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All this success routes back to her mother’s advice.

As a caring Realtor, Sam takes her responsibility to her clients seriously, seeing herself as less of a saleswoman and more of a collaborator. “I really do believe in the golden rule,” she says. “I treat everybody with respect, and my clients appreciate that.

They know I’m looking out for their best interests while always working with integrity.”

When listing a house, Sam guides her clients through every marketing option available. She hires a professional photographer and rolls out sweeps of promotional materials, both via social media and print outlets. “We use facebook, instagram, pamphlets, and cards,” she says. “I always go above and beyond.”

Sam still manages to keep cool and collected throughout the process. “I’m very low pressure,” Copyright Top Agent Magazine

she says. “I believe that once buyers find their homes, they will know it.”

Over the years, Sam has forged a tremendous body of work, with the vast majority of her transactions now coming from repeat clients and referrals.

Her favorite part? “I love working with people,” she says. “I was always drawn to a profession that makes a difference in someone else’s life.”

And Sam continues making a difference, long after the deals are done. “I send my former clients notes and messages, just to see how they’re doing.

I go to lunch with them. I’ll check in with them and their house—even a few years later.” Sam even drops by at Christmas, offering goodies and cheer to brighten the holiday.

At home, Sam loves spending time with her two kids and volunteering in the community. Currently, she is helping to spearhead a mentorship program for single moms in Tucson. These outlets all serve to remind Sam of her core values as a Realtor—human relationships, trust, and respect.

When Sam looks ahead at the future, she sees the continuing growth of her business. “I set a goal for myself to get better every year,” she says. This year, Sam will be exploring new avenues of marketing and forging new relationships, all while maintaining the passion for customer service that drew her to real estate in the first place.

“I love that about my career,” she says. “Every transaction is different, and you always learn something new.”

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Athena Fabregas Photography

Alexandra Yarborough Photography

For more about SAMANTHA DE DIOS-GOODWIN email samandryangoodwin@gmail.com www.intercaplending.com/loan-officer/burt-hoagland or call (520)247-4983 Copyright Top Agent Magazine 33

DANIELLE REID

“I do my own transactions and keep track of all my own paperwork. I’m there at all the inspections. To me just having that one-onone contact with my clients has allowed me to build better relationships with them.”

With a love for helping others and a talent for business, Danielle Reid has made great strides as an agent in the Colorado Springs region. She got her start in January 2007, and worked part-time for a few years while raising her daughters. After the housing market crash, Danielle went back to her initial career as a social worker. As the market became busier, Danielle decided to return full-time as a Realtor© in December 2017. She hasn’t looked back since, and is enjoying every minute of her work. Although she is currently a solo agent, she is looking forward to her 23-year-old 34

daughter joining her soon. Serving all of El Paso County, Danielle is seeing her business grow year after year, as well as her referrals. It is her dedication to providing superior service that has helped her flourish.

“I do my own transactions and keep track of all my own paperwork,” Danielle explains. “I’m there at all the inspections. To me just having that one-on-one contact with my clients has allowed me to build better relationships with them. The more contact I have with them, the more they get to know me, and I get to know Copyright Top Agent Magazine

them.” She truly enjoys spending time with her clients, and as she continues to grow, she wants to always make sure she is hands-on with them throughout the transaction. Her past job working as a social worker for El Paso County has also helped her form strong bonds with her clients, as she is able to truly guide them through what can often be a stressful period.

“People get super stressed,” she explains. “I try to use my social work skills to let them know it’s okay. I try to calm their nerves. It really helps put them at ease.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “Danielle helped us both sell our previous home and buy our new home. She was so punctual, knowledgeable and made us feel surprisingly relaxed during such a stressful process. Danielle listened to what we wanted and we never felt pressured or confused. She got us into the perfect house and we couldn’t be happier. We highly recommend her to all of the people we know and anybody who is looking at buying/selling a home.”

As Danielle looks ahead, she is hoping to one day leave the business to her daughters. “My ultimate goal is to pass it onto them.” But even when she reaches retirement age, Danielle can still see herself working part-time and taking on referral clients, as she enjoys it so much. “I just love helping people get into homes.”

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For more information about Danielle Reid, please call 719-331-1131 or email Danielle@thecuttingedgerealtors.com Copyright Top Agent Magazine 35

SHANNON SCHLIEP

Top Agent Shannon has built a stellar reputation for herself as one of

the go-to experts for residential real estate in the Denver Metro area.

For Colorado native, Shannon Schliep, real estate is in her blood. Shannon’s Father, Scott Conry, is also a Realtor®, so real estate was a hot topic at the dinner table while she was growing up. At the age of 15, Shannon started working weekends as a receptionist at the front desk of her Father’s office and current brokerage. At age 16, Shannon got a job working part-time as an assistant for another Realtor® in the same office who specialized in foreclosures. Shannon continued to work with this Realtor® throughout college, and after graduating decided to get her license and strike off on her own. This depth of experience gave Shannon a huge leg up compared to most new agents. “I had my hands on literally thousands of transactions before I got my license,” she explains. “Working in foreclosures gave me 36

exposure to a wide range of properties across the Denver metro area.”

In the seven years since she became an agent, Shannon has built a stellar reputation for herself as one of the go-to experts for residential real estate in Denver. Serving all of the Denver Metro area, Shannon works with a diverse range of customers buying or selling homes anywhere within the $200,000-$1 million price range.

Shannon credits her upfront style and longterm view of the business as being the primary drivers of her success. “It doesn’t matter to me if you buy the first house that you look at or the hundredth house that you look at, because I want you to buy the right house for you,” she says. “I really take the time to understand my Copyright Top Agent Magazine

clients needs and wants, and make sure that they end up where they want to be.

It’s not about making one sale, it’s about developing a long-term relationship.”

Clearly this philosophy resonates with people, as nearly 90% of her business comes from repeat clients or referrals.

One of the key ways Shannon maintains a strong relationship with her former clients is by staying in touch with them via social media. In addition, she is socially active in her community, and frequently sees many of her former clients when she is out and about at social and community events.

Staying involved with her community is incredibly important to Shannon.

She serves on both the housing corporation board for her Sorority (Gamma Phi Beta) at her alma matter, Colorado State University, and her neighborhood’s board, where she helps run the community pool and plan social events. Shannon and her dog, Champ, also volunteer at a local hospital, visiting patients to bring a bit of puppy love into their day.

In thinking about the future, Shannon plans to develop a mentorship program for new agents in her office, as she loves sharing her experience about getting started in real estate and helping them succeed. She is excited to continue growing her own business as well and helping clients find their dream home. “At the end of the day, you can’t beat that feeling you get helping someone buy a home that they love.”

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For more information about

SHANNON SCHLIEP, please visit shannonschliep.com, call (303) 588-1812 or email shannon.schliep@gmail.com www.

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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NAOMI ABEL After honing her skills as an executive assistant for more than a decade, Naomi Abel was on the hunt for her next challenge. When she was given the opportunity to attend real estate classes, she leapt at the chance and swiftly earned her license. “I never looked back,” she recalls.

Now, entering her fourth year in business, Naomi is in command of her reputation as an agent, known for her warm approach, superlative service, and personal touch.

Today, Naomi spearheads her work under the banner of Naomi Abel Realty at Keller Williams South Park, where she has earned a host of accolades, including 2018’s Rising Star Real Estate Agent award and a nomination from the National Association of Realtors for 2018’s Rookie of the Year. In 2019 she was in the top 10% of Realtors in her market and in 2020 had her best Quarter 1, to date. Licensed in both North Carolina and South Carolina, Naomi is based in Charlotte and predominately serves the surrounding region in which she is well-versed. To date, almost the entirety of her business is driven by repeat and referral clientele who trust her transparency and proven track record of results.

“I’m approachable and fun and I make the homebuying and selling process seamless and as least stressful as possible,” she says. In fact, it’s not uncommon for Naomi to encounter prospective clients at open house events and become fast friends. In one instance, she met a couple at an open house she was hosting, met up with them shortly afterwards, found them their dream home, and closed in three weeks. “I’m persistent but low pressure, and I’m a go-getter, she says. “I’m a hard worker, and I’m very passionate about what I do—that’s why I’ve found success so far.”

When it comes to listing properties, Naomi leaves no detail unaccounted for. Professional photography and high-end documentation provide potential buyers with an immersive impression. From there, exposure across the leading online listing platforms and social media Top Agent Magazine

sites secure extensive visibility. Of course, Naomi’s patented open house events draw major interest, as at least 25% of new business stems from these high-conversion happenings. “To me, it’s not just a job,” she says.

“I absolutely love my work and that shows in everything I do.” This year, Naomi has roughly $11-million in volume coming down the pipeline, at an average pricepoint of $410,000.

Beyond the office, Naomi gives back by fostering local dogs to contribute to rescue efforts. In her free hours, she most enjoys time spent with her two daughters and her rescue pup. She also enjoys travel and experiencing all that Charlotte and the surrounding area has to offer.

As for the future, Naomi intends to keep progress steady as she eyes the potential of a team in the years to come.

For now, she is content to build community with each aspiring homeowner and seller she serves. Finally, with three years of experience and insight to her name, Naomi Abel considers what she has come to enjoy most about her chosen field. “There’s so much I love and enjoy about this business,” she reflects. “I love meeting people, helping others, and building those relationships.

I also love the flexibility of running my own business and that I’m responsible for its growth. What you put in, you get out.”

To learn more about Naomi Abel email NaomiAbelRealty@gmail.com, visit naomi.kw.com, or call 704-641–7133 https://

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JOE CLEMENCE Joe Clemence has only been in real estate for three years, but he has already made huge inroads within his Annandale, Minnesota sales territory. He was inspired to get his license by current teammate and mentor Jeff Lundquist in 2017. “Jeff, who is now my team member, came into my home to discuss the process with me,” he recalls. “After we were done talking, he said he thought real estate would be a good fit for me. I laughed at first.”

At the time, Joe had been working in retail and wasn’t looking to make any major changes.

But after thinking it over and discussing it with his wife, he decided that becoming a real estate agent would be the best fit for his family.

As a member of Keller Williams Realty Integrity NW, Joe works with a team of nine incredible people, all referred to as the “Heart of the Lakes Team,” because they specialize in the beautiful lakefront property that surrounds the town. Joe says he’s enamored, not only with his hometown’s natural setting, but with its homey, small-town feel. “I’m a huge extrovert,” he admits. “I love to go out into the community and meet with and talk to people.”

Joe believes it is because of his warm and friendly demeanor that over 30% of his business is repeat and referral. “ I LOVE my clients and pride myself on the 5-Star Rating I have for reviews from them all!”

In addition to mingling with his neighbors, Joe makes a concerted effort to stay in touch with his clients. In addition to keeping track of special occasions like birthdays and anniversaries, he loves to give shout-outs on social media, make personal phone calls, and even take them out to lunch or coffee.

Joe markets his listings via social media as well as through some out of the box methods. “Our team creates

printed and bound community guides that contain our listings,” he says. “We hand them out to local establishments and keep them handy at special events. People really appreciate them.”

In 2019, Joe sold 45 units with an average price range of $350,000-$750,000. This year, his goal is to move over 70 units. “And I’m well on my way,” he says.

Joe loves giving back to his community, actively involved with coaching local T-ball and basketball teams. He is most proud of his team’s 1K Giveaway. “It’s open enrollment for everyone in the community,” he explains. “You nominate an individual, a family or a business that’s in need. We have a committee who decides upon the winner for that month.” According to Joe, the winner is presented with a check for $1,000 and is read the nomination letter. The company also sponsors movie screenings, parades and other local events.

Joe can’t think of anything else he’d rather be doing with his life, and looks forward to getting up each morning to start his day. When asked what he loves most about his job, he says it’s two-fold. “I appreciate the relationships I make. I’m always making new friends,” he says. “But I also love the team I’m involved with. It’s so much fun working together and helping each other.”

When not working, Joe spends time with his family, attends sporting events and is involved with local sports broadcasting. He also loves everything to do with the great outdoors.

Joe’s goal for the future is to have a second residence in another state where he’d open another office with a brand new team. “I’m looking forward to expanding the network and helping new people,” he exclaims.

To learn more about Joe Clemence, email joeclemence@kw.com, visit heartofthelakesteam.com, or call (320) 310-6045 #GrowWithJoe www.

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The Daily Schedule

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

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

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

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

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

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

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

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

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

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

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

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

1.5 hours – Spend this time prospecting and appointment setting.

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

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

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

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

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

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CAMERON LOUCKS Encouraged to get into real estate by his childhood friend, Cameron Loucks is now on his third, and very successful, year in the business. He might be pretty new to this, but with 62 transactions in just the last year, and an average price point of 380k, Cameron has already made a name for himself as someone clients can count on to deliver results.

Cameron works as an independent agent under the umbrella of 8z Real Estate, and serves the area of Northern Colorado. He estimates his business to be about 40% sphere, 20% referral, 20% repeat clients, and the rest being online leads. One reason for why his clients are so loyal to him is the fact that he understands that the process of purchasing a house can prove to be stressful for most people—but especially first-time homebuyers—and works hard to alleviate the stress, or shield his clients from it as much as possible. “I make sure we have a good time.

I keep my clients calm and collected, and confident in the process,” he says. And with a background in construction and project management, Cameron knows how to strategize a project from start to finish and foresee any potential surprises.

Born and raised in Windsor, Cameron cares deeply about his local community and is heavily involved at his church and various charities. He also cares deeply for anyone he’s ever worked with. If you become a client of Cameron, you more than likely also become his friend; a title that comes with a variety of fun perks such as tickets to hockey games, RC car racing, and barbecue invites to his home.

You might also end up throwing on some cleats and kicking around a soccer ball Ronaldo style, as the Top Agent Magazine

team for which Cameron plays during his off time is heavily made up of his past clients.

Cameron’s listings have been so successful partly thanks to the great attention of detail he puts into each one of them, with professional staging, photos, video tours, and drone footage of every house, as well as heavy marketing via 8z. And although he’s been successful right out of the gate, he has no notion of slowing down, and instead is just getting started. He envisions more clients and more business growth in his future. And while he could just rest on his laurels and follow the same old proven formula for success, Cameron has a more unique vision when it comes to the way he conducts business. He’s already coming up with ways to better himself, and keeps himself humble by allowing the space for personal development.

“There’s always room for improvement,” he says.

Working as a REALTOR® is a fulfilling profession in many ways, but for Cameron it’s the human bond that makes it truly special. “I enjoy being able to help people have a good experience when they’re buying a home. It’s very satisfying to help someone accomplish a dream.”

To learn more about Cameron Loucks email Cameron.Loucks@8z.com, visit CameronLoucks.8z.com, or call (970) 682–9026 www.

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HOLLY MALONEY Holly Maloney worked as a mortgage lender at 5/3 Bank, but took time off to raise her five children.

When they reached elementary school, a family member encouraged Holly to pursue real estate.

She became licensed in 2004 and has had a thriving career ever since. “It’s the perfect career for a mother. I’ve always worked way more than 40 hours a week, but could do it around my children’s schedule. I love what I do,” she explains. Five years ago, her youngest child graduated from high school and the company her husband was working for was sold. “My husband decided to join me in real estate—the timing was perfect,” she says. Holly serves all of Cincinnati and a broad swathe of Ohio, including Hamilton, Butler, Warren, and Clermont counties. She’s also licensed in Kentucky.

An impressive 95% of Holly’s customers come from repeat and referral clients. She provides tailored, personal service. “I go above and beyond and treat my clients the way I would like to be treated,” she says. She focuses on educating her clients, and at every opportunity, she puts their interests first. “I never encourage my clients to buy anything I wouldn’t buy myself,” she explains. She knows that each and every one of her clients is going through a transition and she’s there to support them, both emotionally and with incredible, caring guidance. As a result of her honesty and dedication, her clients are loyal to Holly and spread the word about the amazing service she provides to their friends and family. To show her thanks and stay in touch with past clients, Holly sends Thanksgiving pies to all her clients and hosts a holiday appreciation party that includes pictures with Santa.

When it comes time to market listings, Holly understands that in today’s market, most people start their search for a home online, so excellent photos are essential. She advises clients on how to prepare their home, and hires a professional photographer. “My photographer takes really good pictures that are made for the internet,” she 44

explains. She creates live and walk-through videos of the property during the open house, which helps to create buzz and provides as much information as possible to potential buyers. This thorough approach results allows her clients to achieve their goals. Holly closes well over 100 transactions a year.

Holly’s favorite part of the job is the people she supports.

“I love my clients,” she says with a smile. “Once you are my client, you are my friend.” To give back to the community, she sits on the local community council. She volunteers with the Dragonfly Foundation and the Green Beret Foundation. “I have a son who is a Green Beret, so that cause is near and dear to my heart,” she says. She also has an exclusive partnership with the Cincinnati Zoo to support their “More Home to Roam” campaign, donating a portion of every sale to help them reach their goal. In her free time, Holly loves to travel, cook, and spend time with her family. Last year Venue Magazine awarded her the Women of Influence Award, and this year she received the Realtor of the Year award from the Cincinnati Area Board of Realtors, which consists of approximately 5,000 agents. For the future, she wants to keep providing her clients with incredible service, and she’d also like to start mentoring new agents. “I want to help young agents to have the same experience and wonderful career that I’ve had,” she says.

To find out more about Holly Maloney, email hollymaloney3@gmail.com, call 513-607-1986, or visit maloneysoldmine.com www.

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

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

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

Teaching lessons to others reinforces your own professional values.

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

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

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

Mentorships allows you to see the big picture.

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

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

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

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

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 46

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

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TOM McCARTHY Tom McCarthy launched his real estate career in September of 2015 after selling his watersports rental company in the Caribbean Islands and moving back to his home state of New Jersey. With a passion for Gold Coast real estate, Tom says he hit the ground running, “soaking up as much knowledge as I could from my broker and colleagues until I knew I was ready.”

By the end of his first full year, Tom had closed 32 deals with a sales volume just shy of $4 million. “My first sale was an unlisted, new construction home for sale by a builder who was not willing to cooperate with brokers,” he recalls. “I knew this home was perfect for my clients so I did everything I could to secure this deal.” Two months later his clients were at the closing table. It is this approach that sets Tom apart from other brokers — the dedication and attention he gives to each and every one of his clients.

By the end of 2018, Tom had completed over 100 deals with a combined sales volume of over $21 million.

Despite the demanding schedule that accompanied Tom’s exploding career, he still managed to enroll in broker school, complete the 150-hour course, and successfully pass the New Jersey State Brokers Exam.

Tom is now the director of the Chen Agency Port Imperial Real Estate Studio, a real estate firm that covers Bergen and Hudson Counties–the Gold Coast region–in New Jersey. “Because our agency is boutique, I always have support from the team in the office,” he says. “We all help each other out and fill in for one another when we’re away or on vacation.”

Tom says the percentage of repeat and referral clientele is rapidly increasing, and he attributes this to his reputation in his industry. It is this stellar reputation that earned him an invitation to audition for and ultimately be cast and

featured on the CW television show, American Dream New Jersey. “It was a great experience and an even better sales tool,” he says. “I post my show segments to help market my business and people love it.”

Tom believes that his unrelenting work ethic and commitment to serving his customers distinguish him from his peers. “I always put their needs above mine, and you can tell they appreciate that.” Tom believes it is important to connect with his clients on a regular basis, through social media, phone calls, and personalized cards and notes.

Tom understands the demands of the modern era and utilizes both social media and traditional real estate websites to post “gorgeous professional photos” and videos to market his listings.

Tom is consistently recognized for his efforts and accomplishments. He was a featured speaker on a panel for an all-star event sponsored by the Real Source YPN, Passiac County Board of Realtors YPN, and the Greater Bergen Association of Realtors YPN where he was asked to share his own success story and motivate agents at different points in their careers. He was also nominated for the 2016 “Rising Star” award at the Greater Bergen Association of Realtors.

As a member of the Young Professional Network, Tom participates in numerous charity events, and is actively involved with his local food bank and church. When he’s not working, you can find Tom at the gym or on the golf course.

Tom plans to continue to grow and expand his business.

He says he loves what he does because it doesn’t feel like work to him. “I look forward to each day, meeting new people, and helping clients realize their dreams,” he says.

To learn more about Tom McCarthy, visit chenagency.com, or instagram @tom_mr.goldcoast, email Tom@chenagency.com, or call (201) 206-8144 www.

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47 Copyright Top Agent Magazine

KEITH McCLAIN Keith McClain has been in real estate since 1995, when he got his real estate and broker’s license.

Prior to that, he’d been in sales for years, doing direct mailings.

However, the anthrax terrorism scare, he says, put quite a damper on direct mail business. “My brother had been doing some development in Independence, Missouri, and I decided to help him.”

“It was just me for the longest time,” he says. “Then I hired some agents. Then I decided I wanted some longevity in my company, so I affiliated with ERA McClain Brothers three years ago. It’s really sent my company into orbit.

We’ve grown tremendously. Our sales last year were up 170%.” His success in selling luxury condos in Kansas City has even earned him a nickname: Condo Keith.

Today, Keith has 25 agents working for him, and he strives to not only be a business leader, but a mentor, as well. His team serves eastern Jackson County, and Keith is also licensed on the Kansas side. In addition, he’s also the Project Manager for the Saddle Ridge subdivision and Saddle Ridge Villas and markets a townhome project in Independence’s historic Independence Square.

There are challenges, too. In his area, Keith says that listings can be scarce, and to help his younger agents get business, he has no problem knocking on doors. His direct mail background also helps him when it comes to sending out mailings. Mailings also help him stay in touch with past clients; he sends out postcards quarterly via ERA’s mailing program.

Keith and his team are also active in the community.

Besides being involved in the Chamber of Commerce, the team also partakes in events hosted by the Senior Service League, the Rotary, and more. The office also hosts a regular blood drive, and Keith himself donates blood often. ‘I think it’s important,” he says.

“I definitely want to expand,” he says. “My office is in central Independence, but we’re going to expand with an office downtown or in the Country Club Plaza. I plan on expanding through mergers and acquisitions, but also organically by recruiting young agents and making sure they’re successful.”

Keith sums up his business and philosophy well: “We’re a company that has impacted the Kansas City metro area.

We will continue to grow and expand by taking good care of our customers the same way we always have.”

When it comes to marketing his properties, Keith’s approach is manifold. “First of all, we’ve got relationships with about 50 different real estate websites, like Trulia, Realtor.com, and Zillow. We also have all of our listings photographed professionally, and we do video.” His team also has a unique, and attention-grabbing, method.

“We’ve got a really unique program which has worked out well for us,” he says. ‘If we don’t sell your home, we’ll buy it.” And Keith said this strategy has worked out extremely well.

His clients often come back. “Besides getting things sold, we’re really diligent about providing customer service. I encourage my sales reps to always answer their phones and go the extra mile, to help out whenever they can and to check in even after closing.”

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To learn more about Keith McClain, please visit bestdressedrealtorkc.com orhttps://www.era.com/-ERA-McClain-Brothers-9861c/Keith-McClain-372823a his profile on era.com, email mcclainbro@aol.com, or call (816) 686-5476 http://

Copyright Top Agent Magazine

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Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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MARY JO PUNG | LUDINGTON, MI Mary Jo Pung got her start in real estate in the year 2000, after relocating to the picturesque city of Ludington, Michigan.

It proved to be a great move for her career, as just last year she completed an impressive 10.3 million in volume, with an average price point of 249k.

While a lot of real estate is centered on great marketing, Mary Jo doesn’t have to worry about setting herself apart from other agents because the majority of her clients come directly to her. She estimates her business to be about 99 percent from repeat or referral customers. This high number can be attributed to Mary Jo’s attentive and intimate customer service. “I’m over the top about customer service. I want everyone to be happy. I really want everyone to get what is best for them. Even if it isn’t what I would have expected, my job is to get them what they want. If we’re in the middle of a transaction and a client has pause or a question, we evaluate, and if it isn’t right, we move onto the “right” thing. Another reason her clients keep coming back is her work ethic, “I’m available almost all the time. If my client has a question, I’m there with an answer.”

For the future of her business, Mary Jo wants to continue to do all client contact herself, therefore she keeps her number of transactions at a number that is viable for her.

She wants each transaction to feel personal, and every client to be completely taken care of with only the help of her long time assistant, Ashley. But most of all, she wants to attract new people to consider Ludington when they are deciding on a place to live. “Ludington is absolutely one of the most beautiful places I’ve ever seen, and I’ve had the good fortune to travel a lot. It’s right along the Lake Michigan shore. We live where most people vacation. It’s a dream small town and I highly encourage people to come and see it themselves.”

Mary Jo is deeply passionate about her local community involvement. “My biggest passion is public education. I served on the Ludington school board for thirteen years, and many committees before that,” she says. But when she’s not working on her business or for her community, you can find her on her boat out on Lake Michigan in the summer, or skiing in the winter. She also spends a great deal of time watching her three kids play sports.

What really keeps Mary Jo working so hard in the business of real estate is the promise of being able to help someone. “I really like being able to help people with what is one of the most exciting purchases they will make. It’s fun to listen to what they really want and what they’re hoping to achieve, and helping them find that.”

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To learn more about Mary Jo Pung email mjpung@greenridge.com, visit mjpung.com, or call 231-690–1587 www.

51 Copyright Top Agent Magazine

CHRISTOPHER RAYNOR With his strategic mindset and impeccable integrity, it’s no surprise that Chris Raynor has developed a reputation as one of the foremost residential agents in his community.

After starting his career in real estate on the lending side in 2004, Chris became an agent in 2007, and a California broker in 2009. In the years since, Chris has built a sprawling business that operates across a huge swath of territory in both California and Nevada. When you talk to Chris about the scope of his business, it’s hard not to be impressed. “We’ve gone as far down as Fresno, but most of our business stretches from San Jose up towards Sacramento and then across the state towards Lake Tahoe and into Northern Nevada,” he explains. “We also work with clients in Las Vegas from time to time.”

Chris successfully sells property across this wide range of markets by implementing a targeted marketing strategy that is fully customized to the specifics of the listing and locale. “Depending on the price point and specifics of the property, we determine what demographic of potential clients will be likely buyers, and then focus our marketing efforts on that target demographic,” Chris says. Using a combination of photos, videos, and drone footage, Chris and his team leverage email, YouTube, social media, and hundreds of websites to drive traffic to his listings. With a recent sale in Fremont, California, Chris’s marketing pushed 125,000 views to the listing. Given the sophistication of his marketing system, it isn’t particularly surprising that he was named the International Marketer of the Year in 2015 through Hoss Pratt’s Success Systems, a real estate coaching company for whom he now coaches agents nationally.

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Beyond his intensive marketing, Chris credits his honest and assertive style of representation as being the primary driver of his success. “When I ask my clients for feedback about my service, the thing I hear most frequently is that they’ve never had someone fight for them the way that I do,” he says. “But equally important is my level of integrity. There is a proverb that says ‘a good name is to be valued over gold and silver,’ and I really try to protect that reputation over everything.” This approach clearly resonates with the people he works with, as 95% of Chris’ business comes from repeat clients or referrals.

Outside of his professional life, Chris is a licensed minister and has been a supporter of humanitarian causes across the world. In addition, he is extremely involved in the Reno Sparks Association of Realtors, serving on the Grievance Committee for Northern Nevada and as a member of the Board of Directors for Northern Nevada.

In looking to the future, Chris plans to expand his operations into Idaho and Texas and is excited to continue bringing a higher level of excellence to the industry.

For more information about Chris Raynor, visit RaynorRealEstateReno.com, call (209) 324-0170 or email chris@raynorrealestate.com http://

Copyright Top Agent Magazine

Five Ways To Increase Your Commission

By Walter Sanford

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

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

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

1

Raise it.

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

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

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

2

Email new listings.

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

3

Institute a cancellation fee.

Many agents allow sellers to cancel listings with a guarantee stating

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

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

4

Gain limited partnership as commission.

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

5

Skip the discounts.

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

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

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

Copyright©, Walter Sanford. All rights reserved.

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

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

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WALDEMAR “VAL” SMOLINSKI After completing college and graduate school with a master degree in international marketing, Waldemar “Val” Smolinski began his professional career as an export trader in Chicago. But once he purchased his first property, he fell in love with the transaction process and never looked back. He has been assisting real estate buyers and sellers in Chicago and surrounding suburbs since 1994. “In the 26 years since I obtained my license, I have participated in over 900 closed transactions, one satisfied client at a time,” he says.

recently, won the Coldwell Banker International Sterling Society and International Diamond Society awards. He has been a member of the CENTURION Honor Society since 2005, consistently ranking as a top producer. ”I have also earned numerous Masters and Top Seller awards from Century 21 and the Top Residential Producer Award from the Chicago Association of Realtors since 2001,” he exclaims.

Val works solo within a large Coldwell Banker Realty office (was Century 21 McMullen to 2017) in northwest Chicago, specializing in residential real estate sales– including houses, condos and townhouses, multi-family buildings and land.

Val takes pride in the care he provides for each and every client. It’s what he loves most about his job. “I provide a boutique service within a large realty company”, he says.

“What’s great about this line of work is you get out of it what you put into it. I’m always happy to see satisfied customers.”

His business is 75% repeat and referral clientele, and he believes it is his esteemed work ethic that keeps them coming back. “My clients benefit from my vast experience, knowledge and contacts in the industry that I’ve accumulated over the years, as well as my integrity, attention to detail, problem solving skills, and prompt attention to tasks.”

His clients can attest to his integrity. In a recent review one client wrote: “We are so happy that Val was our realtor. He has years of experience and knows the market. After having an open house Val would provide us with feedback. He was always available and returned our calls or emails swiftly.

During the sale of our house we had some heavy rainy days.

Val, being the professional that he is, would go to the house to make sure everything was ok. Val was always going above and beyond. We had other realtors calling us to list our house with them and they would send us their information in the mail. Val actually took the time to come out to the house and leave his information, and that is one of the reasons we went with him. It showed us his dedication to his job and to us. I would highly recommend Val to anyone selling their home. He truly cares about his clients. He is very professional and dedicated to getting your house sold.”

Over the years, he has earned the prestigious Century 21 CENTURION Producer award seven times, and more Top Agent Magazine

What also sets him apart from his peers is the fact that he caters to clients who speak other languages. “I am nativefluent and regularly use the Polish language in business, and I am proficient in French,” he says.

As for his future plans, Val wants to continue along the same path to success for at least the next 5-10 years. “My company provides the best support system for administration, marketing & the latest technology, which allows me to focus on delivering the highest level of personalized service to my clients.”

To contact Waldemar “Val” Smolinski, email walsmo@comcast.net, visit valsellschicagorealestate.com, or call (773) 835-2100 www.

55 Copyright Top Agent Magazine

PAMELA TERRY Pamela Terry and her husband were looking to buy a house, when the agent they were working with suggested that Pamela should try her hand at real estate. She took the advice, and started real estate classes while juggling a full time job, and thus embarked on a new and exciting career of a REALTOR®.

Now, 19 years in the industry, she works solo, but is hoping to soon incorporate her son into the family business. And with her lengthy and stellar reputation in real estate, it’s no surprise that a lot of her business is repeat and referral. Her past clients who are looking to upgrade or downsize, return to Pamela to make that happen. “The first few years that you’re in the business, you’re building your brand and getting your name out there. Now it’s come back full circle where I am getting the referrals and the repeat business,” she says.

So how does a newly licensed agent go about amassing this type of loyal clientele? “Your clients have to trust you, so be honest with them. You work for what you get, and you have to work hard. There are times you will get discouraged, but don’t give up. Never stop learning, continue your education because that’s what’s going to make you grow.” And Pamela practices what she preaches. She does a lot of strategic digital marketing to promote her listings, and even though she’s a seasoned REALTOR®, she always strives to learn more and be better at what she does, which is why she’s going for a week long summit in California in order to train in the area of digital marketing.

Pamela pulled in an impressive 4.9 million in business this past year, and attributes her success to her 56

motto, “Hustle and heart sets me apart,” as well as her passion for helping people. “I work hard, regardless of the price. I’m going to provide quality service for everyone. I have a passion for helping people. It’s not about selling, it’s about serving. When you serve someone and you assist them in the home buying process, the selling will come. People respond better to someone who is genuinely concerned and wanting to help them.”

When she’s not busy growing her brand, Pamela stays deeply involved in her community. She is a member of the Historic Highlands Association and actively participates at her local church. Her outside hobbies include making jewelry.

Pamela sees the future in bright colors. Her new goal for this year is to double what she did last year and start working with her son. She is also keen on hiring an assistant in order to grow her business and continue to provide quality service to her clients.

And as usual, her clients are her first priority, which is why her current catchphrase is: “I want to underpromise and overdeliver!”

To learn more about Pamela Terry email pamterry1971@gmail.com, visit pamelasellsmaryland.com, or call (301) 697–1442 www.

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

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

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

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1

Put Testimonials or Case Studies on Your Website

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

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

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

2

Be Responsive and Accessible

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

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

3

Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

5

Put Yourself in Your Client’s Shoes

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

6

Be Consistent

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

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

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

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

Top Agent Magazine ®

Top Agent Magazine

NATALIE WEBER Natalie Weber takes her job seriously. “My clients trust me to help them buy and sell their largest investments. I work strategically to complete the transaction and deliver results my clients are happy with. I absolutely LOVE my job and I am so grateful for the opportunity to help so many people.”

That commitment to doing her job at the highest level has brought Natalie tremendous success serving Downers Grove and the surrounding communities. Most of her business is referral based, and in the last 12 months alone Natalie has closed 27 transactions for over $13,000,000.

In the past 12 months, Natalie is currently ranked as the #1 Highest Producing Individual Realtor for New Construction sales in all of Downers Grove*. She is also the #2 Overall Highest Producing Individual Realtor in all of Downers Grove in the past 12 months*. Natalie’s #1 priority is client satisfaction.

Natalie graduated from college and began a 7 year corporate career working in the fast paced financial sector as a Wholesale Mortgage Account Executive for multiple Fortune 500 companies. She then successfully transitioned into personal real estate investing and development herself. The combination of financial, construction, and general real estate market knowledge is a trifecta when it comes to serving her client’s real estate needs. “My clients hire me because of my dedication, work ethic, and professionalism. Having me on your side means I am actively involved every step of the way and working to help facilitate a smooth and timely transaction.” she says.

Having 13 years of experience in real estate herself makes Natalie a true advocate for her clients. “I give my clients all the right tools, resources and information so they can make the best decisions for their family,” she says. “My clients trust me every step of the way because I treat them all like family.”

Natalie likes to maintain a sense of fun and gratitude when keeping in touch with her clients. Last year she rented out the historic Tivoli Theater for a special showing of Frozen II. “I am incredibly humbled and honored,” she Top Agent Magazine

says. “Events like this are how I show my appreciation to everyone that has supported my business.”

Natalie is a 16 year resident of Downers Grove and lifelong resident of the Western Suburbs of Chicago. She is deeply invested in her community and giving back is important to her. Natalie is a member of the Downers Grove Junior Women’s Club, which is incredibly active in charity programs and volunteering in the community.

She is also very active within her children’s PTA, helping chair events and volunteering in school activities. Natalie shows her continued support for local youth sports organizations by sponsoring multiple teams every year.

Natalie’s main focus has always been client satisfaction and delivering results. “I have a passion for real estate and helping people through this pivotal time in their lives. The relationships I develop with my clients reach far beyond closing day. I strive to be a lifelong resource and value the friendships made along the way.” (*Sourced: MRED Data for Residential Detached SingleFamily Real Estate for closed volume through March 2020, not including teams/groups)

To find out more about NATALIE WEBER, visit natalieweber.kwrealty.com, call her at 630-915-1449 or email natalieweber.realtor@gmail.com https://

59 Copyright Top Agent Magazine

5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 60

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

Top Agent Magazine

Top Agent Magazine

SERGIUSZ ZGRZEBSKI Sergiusz Zgrzebski, also known as “Agent Sergio,” brings his extensive background as a journalist to his career in real estate. He’s still a part-time news anchor with Chicago’s Polvision, and the skills he uses there come into play in both his careers. “I’m quickly able to assess, do follow-up research and give my buyers and sellers the most accurate portrait of the market,” he says. “I’m able to explain to them the actual process of buying or selling a home. I think that’s my strongest suit - that I’m able to clearly lay out the process and then hold myself and my clients accountable through the process.”

Agent Sergio focuses on the Western suburbs of Chicago and the Northwest Side, primarily serving Bartlett, Schaumberg, Addison, Bensonville and surrounding areas. He’s gained a reputation as a consistent and energetic REALTOR®, with a big presence not only in the community but also on social media, where his posts go up with clockwork precision. About a quarter of his business comes from repeats and referrals, a number that grows as his reputation grows alongside it.

“I’m very specific about the targets I’m hitting,” Agent Sergio says of his property specialities. “I’m focused on the lower end of the market, mostly condos, properties around $300,000, $350,000. Last year I closed 30 deals, and I tend to be about 60% listings and 40% buyers.”

stages of Chicago. He has played bass for 25 years, and performing is a big part of his life. “My wife says she knows when it’s time for me to go out and have a gig,” he says. “Music opens the mind to new concepts and makes me very relaxed.”

Music is also one way that Agent Sergio gives back to his community. He loves to lend his skills to charity concerts and events, and he also personally supports a wide range of causes, from education to children’s cancer research. He loves to put his expertise to good use, whether it be getting involved in local government or giving seminars about the Chicago real estate market.

Agent Sergio’s career has been booming in his fifth year in real estate and third at Keller Williams - he’s in the top 20% at his office - but he’s still looking to grow and expand in the future. In fact, he’s expanding internationally. “I’m serving clients selling their properties in Greater Chicago and moving to Poland, so we plan to expand the Keller Williams franchise in Poland,” he says. He’s also aware of the need to keep building his brand. “It’s challenging coming from a career as public as new anchoring,” he says. “It’s about staying accountable, working on myself and doing anything necessary to yield results.”

For Agent Sergio one of the best aspects of real estate is the way that he gets to define his own success.

“You own your own successes and failures,” he says.

“I’m very competitive, and that keeps me on my toes constantly!”

Clients may know Agent Sergio from his real estate postings, or maybe from his position behind the news desk at Polvision, or they may know him from the Top Agent Magazine

For more about Sergiusz Zgrzebski, visit Sergiusz.kw.com, call 630-935-6135 or email sergiusz@kw.com www.

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