NATIONWIDE & INTERNATIONAL 5-6-19

NATIONWIDE & INTERNATIONAL EDITION

TURNING YOUR PROFESSION INTO A PASSION FEATURED AGENTS

ALEXANDRA BLOCH KATHERINE (KATIE) CRISTO JUSTIN DISBOROUGH RAELENNA FERGUSON REAL ESTATE TEAM SANDI GENTRY HANNAH HERGENHAN RAY LARSON JC ORTEGA KAREN ROUSH KRISTY THOMAS CORINNE WOODMAN

COVER STORY

HOW TO BOOST YOUR TEAM'S MORALE 7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

Cindi Infiesto

NATIONWIDE & INTERNATIONAL EDITION Benjamin is proud to congratulate

KAREN ROUSH ENNA FERGUSON REAL ESTATE TEAM

a Ferguson, Jessica Cole, ve made great strides in the t. Raelenna got her start in e with the industry. She was eer, and real estate was the she was mentoring Jessica, job as a teacher and coach. start her own team in 2015, team was complete when in 2017, after a successful business owner. Raelenna nd Bridgett, teaching them KAREN ustry and allowing them to an unstoppable force.

also aim to educate their clients, helping them with everything from painting, to landscaping and staging.

6 “It’s so important because it is such a11 personal job, and we see it as relationships rather than a business deal.”

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ALEXANDRA BLOCH27 JUST 24

KATHERINE (

Alexandra Bloch is that rare SometimesTop it’s A a Because each client has a different personality, they Katherine Cristo is breed of real estate agent a personal card. is a c often fit better with one member of the team more than who possesses both a warm, sure deeply theySp k sight inmake Saratoga another. So instead of working with the three of them ma genuine personality her and lab, Cocoa.his together, clients will work one-on-one with Bridgett, Katie Jessica or Raelenna. “Because of the mentoring proin the a broad scope of industry is also cess, Raelenna knows our personalities and the type of known Alexandra to her friends, market knowledge – a combination this has also play people we are able to succeed with,” Jessica explains.

ROUSH CINDI INFIESTO CORINNE ALEXANDRA KATHERINE (KATIE) JUSTIN Cocoa to be aProfessio therap estate a And although they each have their own clients, it still that both inspires trust and status.

KRISTY THOMAS SANDI BLOCH CRISTO DISBOROUGH feels like a cohesive team.GENTRY “One of the benefits ofWOODMAN a Oldhos Li brings the lab to has allowed her to achieve an are employed ex team in real estate is that it combination of ho Back in 2015, Kristy Thomas was impressive about he i Gentry’s success is based on a sale, it has to be what’s right for schoolsistoalways offer investmen love a is such an individualized impressive level of success shown on hunt for her next professional 31 we have knowledge of the HANNAH 35theHERGENHAN 36 39local area, drive to take action. “I’m more28 my client. I run 32 my business with the career, so because JC ORTEGA RAY LARSON at helping her many statewide MLS s for those who need it. challenge. While she combed over her buyers them alon this team, we feel Golden like ctive,” she says. “I do all the Rule as a foundation. We pride for himself as a trustworthy resume and began setting her sights a resourcc and sellers achieve their real estate goals.

Working with platforms make ® Hannah Hergenhan made her out on a local level.

“I utilize technology we’re a little family.

Hav- totoOrtega, be there and help s a typical REALTOR does, ourselves on good communication, Ray Larson’s commitment proInbest addition places his clients’ JC Broker/Owne on new horizons, she was recruited ininteres touch tt ing a team and mentorship Edge of would the Wilderness Realty Marcell, potential buyers debutbymore than fivein his shedecided says.Minnesota, “I with try to use those tools for my ca treating others the way thatindustry we hen I featured go above and beyond and State of a local brokerage.

“I to Valentine viding clients ethical fective every transaction. also what has driven ng for the Oregon of Metro5280 Homemark Team feels like we’re in our own like to be treated, honesty and ago. high e out what makes this property run with it,” Kristy remembers.

“The her conne years Licensed at twentyand to streamline some of the transaction Alexandra has earned her reputation as one of the most little office together, and and committed client service hasRock, hisColorado, continuin in Castle i become a Top Agent. in out Top rest is history.”

Nearly four years later, the closin integrity.

We focus on people and the ue, figure how Agent I can look atMagazine! it CORINNE four,real sheestate strove professionals for a career that like signing documents or staying in touc gives us that traditional job trusted in the northern region When she’s not w become aalmost legendary inandtheraisedthat lio Born in the Annapo a consummate professiona Kristy has discovered natural knack rently and present it as the unique feeling,” Raelenna says.numbers follow.” would let Star her and entrepreneurial of The North State. than spending tim WOODMAN a thriving comhome-shoppi passionThe for herWoodlands, chosen field, along prepa real estate began fairly early erty it is and get it sold.” who takes pride inTohelpin “I truly love helping people,” she says with a track record defined by commubegins w spirit flourish.

“Real estate Beyond the office, Hannah is active in She is also heavi munity that sits twenty-eight miles technologica As they continue to grow first at the age of twe ForHANNAH Sandi that love continues outside RAELENNA FERGUSON SANDI RAY LARSON JCstrategy, ORTEGA THOMAS his home many buyers and seller nication, savvy and lasting KRISTY turning t TRACI BENJAMIN | NMLS #111736 together, they each have seemed like a natural fit for community through the local Rahway Alexandra hails from a family of restauranteurs, and among many othe of work, as she gives back to the approach has led Sandi and something about the intrinsic reward of re north of Houston, Texas.

Working many potent improving doingreal floors an REAL ESTATE TEAM GENTRY HERGENHAN relationships. thatestat captu achieve it, their their own favorite parts Sales Manager, AVP | @HomesideFinancial community she callsworked home.

“Iinlove Sandi Gentry Team to incredible me,” she “I’ve Commerce.

There, volunteers and with brokerage – she The determines, that remembers. industry until heryou uncle, the RE/MAX Co-founder President the cosmetic he light.

Frob when spend time with aimprovements,” family helping about what they do. But goals.

Named byof 528 more D:For 503-843-8072 | about M: 503-932-5511 to serve,” she beams. “Inever love any hts. They’ve been information the number Today, Kristy works solo under the banner of mative flyers that doc looked back.”

Today, events, such as Taste of Spring and Rahw Woodlands & Spring, Ray’s reputagraphic and they can agree on one thing finished with that house, I de of Edge of the Wilderness Realty, enticed her also works closel FERGUSON, JESSICA COLE, Magazine asmake a them Rising Sta their home andaway thenlocal watch sett way I can help my community.

Right has Coldwell eamRAELENNA ontbenjamin@gohomeside.com the Lakeshore for years, Banker,dream serving the Somerset County, and it simple fo for certain: it’s the people Hannah established a of which showcase business offerin tion as a knowledgeable and trusted They then then again.”

After studying m from groups it. “Myis response to him was that I County, knew and how to in support ofthe herpr BRIDGETT Wicomico County, Worcester Sussex more while on go JC hasKatie built a solid busines now one ofCONTENTS my favorite hey’re gohomeside.com theornumber one KIELHOFNER ReMax that make this their dream can’t be put into words.” prides her compelling track record, as well as a reputation for a member of the historic Merchants and D real estate advocacy has set him – and his equally-dedicated News, CNN college, Justin landed in the please call 573-382-3100 or County regions.

To date, has managed to drive onacross the leading beerof and and steak,” shesherecalls, smiling, career. “It’s the relationBig Brothers, Big sell Sisters the burgers in the state of Michigan. What based listening toonliitb email rferguson@realtyexecutives.com, ‘disappearing’ after the closing table.

She e 75% of her business through referrals alone— wide-ranging digital ex responsive service, thorough due diligence, and lasting Museum, hosts monthly potlucks for th team – head and shoulders above the competition. other compa ships and friendships we family friend asked him to jo Lakeshore, but I’m “but on many non-know how to sell homes. But I wentclients’ s that dominance all the more I didn’t andTo needs, Alexandra’s aalongside broad plan scop bridgett@realtyexecutives.com, an impressive testamentand to her staying power. pairing buy make. It’s not so much They also inc relationships with she is check involved inand ministry atand her 2015.

“Iyouth gotbusiness, my license, profit boards.

Andthose my loves to and did real essive JessicaCole@realtyexecutives.com, is that Sandi didn’t get THE FIRST always call toand in, offer advice ifaw gotteam myserves. license estate by day bartending while 4) WHAT YOUR 33) A STEP-BY-STEP account for her success thus far, Kristy cites of an interotherwise,knowledge clients reme industry about what we do for them, 21) TURNING back; we donate on every one of our closings to the business be number one - she got herbut give Prior to entering the real estate industry in 2005, Ray owned – with its oil my friend retired, so I decide In her free hours, Hannah most enjoys ti lovewhereyoulive.team visitto personal approach as the key driver of her working natural rapport, but what they do for us. their new home.” atget night, until my secondanything year whenwith I decided to do to it go customer and a GUIDE consistent willingness above andservice beyona THING DO PROFESSION INTO TO CONVERTING Children’s Miracle Network, and we all to a highly-successful se in 1991 inExecutives order to buy andYOU fix up and sellAFTER style.

“Relationships areinternational the most important thing,” skills and incisive andtogether operated freight for-hiking, number ofeye in We’re able to make a new From her Westfield, New Jersey office, Hannah serves family and loved ones, and knittin Realty of Cape County full-time.”

Now seven years intobecome her current profession, hope I get to do t during every step ofwith themany transaction workhelp on houses with Habitat for Humanity.

Everybody es. But her innate 573-335-8111 skills and her unbeatable drivefriend, shewhere says.

“Ihe often of my ofprocess. confidence in those them reach warding company, honed thefriends impressive negotiating Ray.has “The m Since then, Justin built clients across the counties of Middlesex, Union, and SAYS YOU A PASSION INTERNET LEADS TO 350 MissionWORK St SE, Ste. 202, Salem, ABOUT OR 97302 her true calling. clients.found Over the course of a transaction, we’re a big and comes see them the team together for that.” Alexandra has clearly her farther than she could have imagined, and intheirongoals Serving the entire Capital Katie use and communication skills thather have played a vital role of inRegion, his the better the entirely upon referrals and w Morris.

Along with her assistant, Hannah spearheads As for the future her business, Hann Homeside NMLS# 1124061, OR ML-5722 part of each other’s lives and become like family.”

Beyond the office, Krist move through the next she founded The Sandi Gentry Team. The rest REAL LIFE SALES JC, formerly worked for a big-box retailinterested.” company current career success. Thus “After thather business,” recalls sive achievement by any roots asI sold agrow local tobusiness fuel her business, andmea thTih phase their life.” through her church.

In work under banner of Weichert Realtors. far, steadily and organica Allinof that growth, though,the comes from Sandi’s pastory.

Two-thirds of Alexandra’s business comes satisfied Seattle prior to relocating to the Denver area in 201 Likewise, Kristy cites the importance of my time spent with familyw Ray,BUILDING “I began real estate in Montgomery County and The at of top dollar. brutal honesty,” heREAL says, 8) 7 REASONS WHY 3 TEAM she has commanded significant portion of her business her presence inthe thetop greater Rahway area sion for people.

“We25) have the best acustomer service have propelled her toaccessibil10% ity and responsiveness whenof navigating thechild. purchase five dogs.to Asenter for thethf after the birth first “I decided clients, either through repeat business orhis referrals of Copyright Top Agent Magazine Woodlands area.”

His current team consists of two excepthis.

“There are many times and the best marketing and that gets results,” she says. i’s drive is intense,YOUR but it is matched with a deep throughEXERCISES repeat and referral clientele—a testament to community one homeowner at a time. or sale ofthe a property.

“I’m in constant communicamomentum on the upsw PROSPECTS TO 37) 5 SOCIAL MEDIA region.

“99% myto business has he’s been world of real estate in of order be able to spend mor their friends andagents, family.

“I think it’s because Ibuying really the future is toand keep strengtheng for her clients. “I’m really driven by helping “My main goal tional buyer’s Brito (who has with When a house, because I ham withMarco my clients and more keep them in theworked loop about brandof in the area and her for staying power consistency.

In tion describing her than half-a-decade experienc ofmy influence,” she says.

“People time with family,” says JC, “and I and wanted totim bh AREN'T TURNING INTO MOMENTUM MISTAKES REAL my team so thatREVITALIZE we can keep offering the best le,” she tells Top Agent.

“I treat people as if they ing takeformula the toa listen tosphere my clients,” says Alexandra, every detail, that way they know where we are in ESTATE community she wou calls of construction the scien fortime over decade), and newest member, Loren Smith. spending working style, Hannah’sRay is straightforward in toexpect,” her Kristy name, Hannah Hergenhan co my own family. I won’t do just anything to make customer service.” the process and what to says.

“It’s years of experience able to use my talents, which are the ability to connec when asked how she manages to inspire such incredible me to sellmytheir house then refer me to of oth potential issues up front beha passion Support staff includes coordinator, Michelle CLIENTS OFFICE MUST AVOID placingIN herTHE clients’ best interests above “Itransaction focus enjoys about her field alsoall. important toAGENTS show she clients thatmost even after the roadchosen ahead, the fut with people and problem-solving.” loyalty.

“I never leave them hanging.

I tell them what money on Whil Hoffstetter and listing Sandy “My how I grew mytoTurnipseed. business.

I inspections.” could not the transaction, they stillanything, matter me. not just Kristy community.

Thomas. on what’s best for my clients and facilitate thecoordinator, process I It’s like connecting withhave andT can take longer for Justin also us awhether couple of years ago.” says Ray. to wife, expect from thejoined process, they’re buying or “Finding as seamlessly as I can,” she Terry, says.

“Even if everything clients,” she says. the rightto c without the tremendous support oforganizations family an Beginning his career at Keller Williams, JCChild sooh home, it also means that he “She is a licensed real estate agent and in charge of our Jude’s selling, so even if we hit a bump in the road it doesn’t 17) EVERY PLAYER IS 29) FOUR CHALLENGES To learn more about Kristy Thomas is going smoothly, there’s still some stress involved all their wants, needs, and goal is like a ventured out on his opening Metro5280 in 2018 contracts that close versus tho marketing.”

Ray isthem. justifiably hisown, team.

They are American He come as a shock tomy I really work for MovingR email Kristy.Thomas@cbmove.com, visit amidst AND the largest financial transaction clients willproud theofhard sense of them.” satisfaction that comes from VALUABLE: HOW TO SOLUTIONS FROM Katie also credits her professional growth to Currently overseeing an-equally dedicated team o committed to supporting their clients in any way necessary.

(443)pieces 736 – together 0230, or contact her office at (410 likely make.

So, I tryLINES to take on allTHE I can socall that and achieving the best en BOOST YOUR TEAM’S ever THE FRONT OF Justin’s marketing backgrou four other agents and two support staff, his compan “I get a lot of compliments about my staff,” he explains, “and Ray’s plans f ible mentoring she receives from both her br The relationships herofclients are they don’t have to worry—from filing Alexandra and payingforms for with behalf my clients.”

“Ifing youhis look atiM how well they keep to ourher, clients informed anddiligently stay onoffice topstory. ofdirector, busin very quickly attained a success reputation for excellence MORALE REAL INDUSTRY incredibly important and she andworks managing Julie For mo inspections, to ESTATE personally delivering escrow Bonacio, checks. ings,” he explains, “they’re v every detail.

They’re exceptionally polite and will do whatachieve their client service, and it can boast that more than sixty-fiv to maintain nurture thempride long ourselves after the closing It’s about the little things, and I tryand to make the“We process on offering anone boutique ALE o find out more about Sandi Gentry ever it takes to assist ourpercent buyers of or its sellers.” of the e business is based on repeat and referre is complete.

“I keep up experience, withfears what’s going on in theirclients feel an un as stress-free as possible.”

Hannah also quells where our sit her website at sandigentry.com, call her at 16.935.1150 mark, please customers, a sure sign that Metro5280 istrade making the‘ lives through social media, and I love to reach out to by remaining accessible to clients, staying in steady 310-734-1440 | Fax 310-734-1440 email her atPhone sandi@sandigentry.com An impressive ninety-five percent ofsellers Ray’shappy. business is based Katieemail level ofandservice and attention. has be buyers them and stay in contact inbuyers whatever way they’d prefer. contact so that she can field questions andand keep on repeat clients referrals, of confidence that been “I love help from daya show one, and has always eager to mag@topagentmagazine.com | www.topagentmagazine.com and sellers in the loop. drives home the level of service he and his team provide.

“Whether I’m “We want to make what can be one of the mos Copyright Top Agent Magazine uphold values.

We look forward to wa No portion of this issue may be reproduced in any manner whatsoever without prior consent of thethese publisher.

Top Agent Magazine is “We give superb service,” says Ray, when asked to account difficult and stressful experiences inAgent theirwho’s lives been as east published by Feature Publications GA, Inc. When Although precautions are taken to ensure the accuracy of published materials, Top continue to grow the successful business she marketing listings, Hannah draws upon her for the loyalty he inspires.

“We’re very hands-on, very perlargest inves as possible for them,” says address, JC. “When any issue pop Magazine cannot be held responsible for opinions expressed supplied by its authors.

To subscribe or change send tech-savvy talents or to facts ensure wide-reaching exposure.

Says Julie Bonacio, broker/owner oftoJulie & sonable, and we go above and beyond in everything weWe’re do.” herethe job done up, we will have a solution. get them inquiry to mag@topagentmagazine.com. Published Beginningin the withU.S.high-quality photography, Hannah In an industry where one of the chief complaints from clihave to listen into their newTohome ormore get their houseHannah sold withou learn about H then turns to the leading listing reaching platformstheir andagent when entsonline is difficulty theyanything.” need them, friends.

I’m havingbusiness to worry about The hand-holdin That keeps her busy, with up email Hannah.Hergenhan@gm social media outlets toRay reach ideal in short strives for buyers and succeeds athis keeping lines of communitruly love JC andgoing team are known for continues afterwh th ings at once, ranging fromwell $200,000 HannahHergenhan.c visit order.

Likewise, she taps her local network of industry cation open. “That is one of my pet peeves,” says Ray. “We 2 Top Agent Magazine transaction, and they continue to offer themselves a colleagues and community getting word reachmembers, out to our clientsthe constantly; weekly, bi-weekly, or calland (973) 407 – 031 For mo monthly. We follow up after every viewing by a potential

Cindi Infiesto

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3

What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

Top Agent Magazine ®

Top Agent Magazine

sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an Top Agent Magazine

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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5

KAREN ROUSH Experienced and confident, Top Agent Karen Roush – of RE/MAX Integrity in Salem, Oregon – is a consummate professional who truly cares about her clients.

A fierce and talented negotiator, Karen works hard to consistently achieve the best results possible for them, and in the process, has built a business that is based significantly on referrals and the loyalty of repeat customers.

Karen became a licensed agent after a lengthy career in the manufactured home business. “When the company I was working for decided to fold,” she recalls, “it seemed like a natural fit to go into real estate.” A natural fit, indeed: Karen took to the business like a duck to water, achieving almost instantaneous success through a combination of hard work and a commitment to providing her clients with the very best customer service available. She now sells a wide swath of The Beaver State, including the major cities of Portland, Eugene and Bend. Additionally, she works with commercial clients in all but six of the United States.

More than eighty percent of Karen’s business is based on the aforementioned repeat and referred clients, perhaps the most accurate measure of the exceptional service she provides. “I like to make what can be a very stressful process fun for my clients,” says Karen, when asked to account for the loyalty she inspires.

“I’m also an expert negotiator, which is one of my favorite elements of what I do.” Additionally, Karen’s upbeat, genial personality has also played a large role in the fact that she tends to form lasting relationships with her clients, relationships she works hard to maintain post-closing table. “I try to stay involved in their lives,” she says, “and to make sure they know I’m here if they need anything.”

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Thorough and intelligent marketing of her listings also factors in to Karen’s success story. Professional photography is utilized exclusively, and expert staging consultations ensure that each property shows in its best light. A robust internet and social media presence place the listings in front of as many potential buyers as possible. “Also,” says Karen, “being affiliated with RE/MAX provides not just a national reach, but an international one as well.”

When she’s not working, Karen enjoys nothing more than spending time with her family, which includes her two young grandchildren. She is also actively involved in giving back to her community, and does so through a variety of ways, including as a twentyyear volunteer high school track coach and through donations to multiple charitable organizations.

Karen’s plans for the future are fairly simple: to continue growing her business, and to enhance and refine the exceptional customer service experience that has become almost synonymous with her brand.

“I love real estate,” says Karen. “I put my clients first, and I’m here to help them reach their goals.”

For more information about Karen Roush, call 503-931-5631 or email Karen@RoushRealtyGroup.com Copyright Top Top Agent Agent Magazine Magazine

Traci Benjamin is proud to congratulate

KAREN ROUSH

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

TRACI BENJAMIN | NMLS #111736 Sales Manager, AVP | @HomesideFinancial D: 503-843-8072 | M: 503-932-5511 tbenjamin@gohomeside.com gohomeside.com www.

350 Mission St SE, Ste. 202, Salem, OR 97302 Homeside NMLS# 1124061, OR ML-5722

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7

7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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Top Agent Magazine

If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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Top Agent Magazine

Cindi Infiesto

Top Agent Magazine

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Cindi Infiesto Top Agent Cindi Infiesto is one of the top Realtors® in Florida, serving Lee and Collier counties.

Before she began winning the Gulfshore Life Five Star Agent award every year, Cindi Infiesto was just a young woman dipping her toe into real estate by buying her New York City apartment when it went co-op. “I was 23 years old, my building turned into a co-op, and I didn’t want to move out,” she remembers. “So I bought that co-op. And then I purchased 12Copyright Top Agent Magazine

several other co-ops in the same building… until I had 23 co-ops in one building, at age 23.”

Now Cindi is one of the top Realtors® in Florida, serving Lee and Collier counties.

After proving her real estate instincts in New York, she became an appraiser in Florida. She credits that foundation with Top Agent Magazine

forming her approach. “I think everybody should take a course in that, because what that makes you do is learn everything from the ground up,” she says. “With appraisal you go as far back as when the area was Top Agent Magazine

founded, and you do a lot of research, which gives you a knowledge base.”

But more than a strong knowledge base of the area she serves, Cindi builds Copyright Top Agent Magazine13

relationship bases. “I have created relationships with so many different people,” Cindi says. “I value these relationships and try to support them in their success, even if they’re not in my industry. One of the things I saw in the recession was that one sector fell out then another, and another.

That’s when I realized we’re all connected in this community. If one of us is failing, it’s going to be a chain reaction. So it’s my pleasure to help people. If a local exterminator or electrician does a great job for me, 14Copyright Top Agent Magazine

I refer them to my clients, or, if one of my clients has their own business, I’ll hire them to do work for me and the referral network begins there. That’s how I run my business and my life - doing what’s right for everybody involved.”

Those relationships last a long time. “With some families I’m on the third generation,” she says. “When seniors move down here, I may sell to their kids. And then sometimes I sell to their kids’ kids.”

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Cindi knows why people keep coming back to her. “I listen to what people tell me. I’m empathetic and try to do what’s best for them. I don’t look at my job as selling houses, I look at my job as making people’s dreams come true. Can you think of a better job than that?”

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Whether it’s a first time home buyer or a multi-million dollar buyer, “I treat everybody the same and will work to accommodate everyone’s schedule. It’s a privilege to be a part of a major event in someone’s life. I am grateful for the opportunity and the new relationship.”

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Cindi likes to give back and is involved with many charities, most recently The Wolfhounds Legacy, a group that rescues shelter dogs on death row in high kill

shelters and trains them to be PTSD dogs for veterans. “It saves dogs on death row and it serves veterans,” Cindi says. “How could it be better?”

To find out more about

CINDI INFIESTO, visit exitselectre.com, call 239-707-6000, or email cindi@exitselectre.com www.

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 17

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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CORINNE WOODMAN Top Agent Magazine

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CORINNE WOODMAN Corinne Woodman’s tenure in real estate dates back to 2005. At the time, she’d been through two house purchases alongside her husband, but was less than thrilled with her customer service experience. Inspired by the challenge, Corinne decided to try her hand at the business, applying a forthright and diligent approach to client care. In the fourteen years since, Corinne has carved out a reputation as an agent focused on relationships as much as results, complete with a track record for consistent success and client bonds that stand the test of time.

Today, Corinne spearheads her work solo from Beaufort, South Carolina, where she serves the city and its surrounding sea islands. Since the onset of her career, Corinne has focused on providing clients with a positive transactional experience, steeped in integrity and strategy. Thus far, more than half of her business is driven by repeat and referral clientele. “Consumers are smart, and through the internet, they’re able to do a lot of research. That’s why they need an agent for more than just finding a home,” Corinne says. “They need an agent’s market knowledge and neighborhood knowledge, and that’s where I come in. I’m able to inform clients about the area, the house, its history, and its value. I’m very genuine and passionate about what I do, and the relationship and quality of the transaction is key.”

Connections with clients are central to Corinne’s work, and she keeps in touch through handwritten cards around the holidays, or by running into familiar faces around town. “We’re a small town with lots of activity, so I’m always in contact with clients and greet people around town,” she says. “This is a relationship-based business, and that’s what I love about working with people. I really enjoy developing relationships, getting clients the best deal possible, and working within their ideal timing.”

When marketing properties, Corinne creates a strategic comparative market analysis that includes aggressive pricing, past neighborhood sales, price per square 20

footage figures, and considers average days on the market. Once her plan is in place, she secures wideranging exposure through social media, the leading online listing platforms, and email broadcasts to her broad networks. As a result, she has handled a range of transactions with expertise—from $100,000 land development parcels, to million-dollar homes.

Beyond the office, Corinne is a well-known figure around town. She gives to numerous charities and events, from her support of the American Cancer Association, the United Way, and the Wounded Warrior Project, to her participation in Beaufort’s Shrimp Festival, film festival, festival of trees, dragon boat race sponsorships, and more. In her free time, Corinne most enjoys time spent with her family and loved ones, paddling the river, practicing yoga, and participating in various Beaufort social clubs—from bunko to the French club, which allows her to relish in her native French upbringing.

As for the future, Corinne intends to keep progress on the upswing, following her passion through and through. “I want to continue doing what I love every day,” she says. “I’m genuinely passionate about helping others in an honest way, and I plan to continue on that path.”

To learn more about Corinne Woodman email CorinneWoodman@embarqmail.com, https://www.linkedin.com/in/corinne-woodman-4a552626 visit her LinkedIn page here, her Facebook page here, or call (843) 812 – 5424 https://www.facebook.com/Corinne-Woodman-Real-Estate-Top-Producer-since-2005-164217970263905/

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

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ALEXANDRA BLOCH Alexandra Bloch is that rare breed of real estate agent who possesses both a warm, genuine personality and a broad scope of industry knowledge – a combination that both inspires trust and has allowed her to achieve an impressive level of success at helping her many buyers and sellers achieve their real estate goals. Working with Edge of the Wilderness Realty in Marcell, Minnesota, Alexandra has earned her reputation as one of the most trusted real estate professionals in the northern region of The North Star State.

Alexandra hails from a family of restauranteurs, and worked in that industry until her uncle, the Co-founder of Edge of the Wilderness Realty, enticed her away from it. “My response to him was that I knew how to sell beer and burgers and steak,” she recalls, smiling, “but I didn’t know how to sell homes. But I went and got my license and did real estate by day and bartending at night, until my second year when I decided to do it full-time.” Now seven years into her current profession, Alexandra has clearly found her true calling.

Sometimes it’s a phone call, sometimes it’s by sending a personal card. Whatever the method, I just want to make sure they know how much I appreciate them.”

Alexandra is also an expert marketer of her listings, and this has also played a role in her elevation to Top Agent status. Professional photography and drone footage are employed exclusively, ensuring that each property is always shown in its best light. A robust presence statewide MLS systems, the internet and social media platforms make certain her listings are seen by as many potential buyers as possible.

When she’s not working, Alexandra enjoys nothing more than spending time with her husband and her young son.

She is also heavily involved with her community, and among many other charitable endeavors she is currently President of the Itasca County Board of Realtors. She also works closely with the Make-A-Wish Foundation, in support of her niece, a cancer survivor.

Alexandra’s plans for the future are to keep growing her business, while also continuing to provide the amazing customer service that has become her calling card. “I hope I get to do this forever,” she says.

Two-thirds of Alexandra’s business comes satisfied clients, either through repeat business or referrals of their friends and family. “I think it’s because I really take the time to listen to my clients,” says Alexandra, when asked how she manages to inspire such incredible loyalty. “I never leave them hanging. I tell them what to expect from the process, whether they’re buying or selling, so even if we hit a bump in the road it doesn’t come as a shock to them. I really work hard for them.”

The relationships Alexandra forms with her clients are incredibly important to her, and she works diligently to maintain and nurture them long after the closing is complete. “I keep up with what’s going on in their lives through social media, and I love to reach out to them and stay in contact in whatever way they’d prefer.

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For more information about ALEXANDRA BLOCH, please call 828-467-4124 or email Alex@eowrealty.com Copyright Top Agent Magazine 23

KATHERINE (KATIE) CRISTO Katherine Cristo is a familiar sight in Saratoga Springs with her lab, Cocoa. Katie, as she’s known to her friends, has trained Cocoa to be a therapy dog, and brings the lab to hospitals and schools to offer love and support for those who need it. That drive - to be there and help others - is also what has driven Katie to become a Top Agent.

“I truly love helping people,” she says. “There’s something about the intrinsic reward of real estate when you spend time with a family helping them find their dream home and then watch them settle in - that can’t be put into words.” Katie prides herself in not ‘disappearing’ after the closing table. She explains, “I always call to check in, and offer advice if they need anything with their new home.”

Serving the entire Capital Region, Katie uses her deep roots as a local to fuel her business, and they’re what have propelled her to the top 10% of REALTORS® in the region. “99% of my business has been from my sphere of influence,” she says. “People would come to me to sell their house then refer me to others. That’s how I grew my business. I could not have done this without the tremendous support of family and friends.”

Katie also credits her professional growth to the incredible mentoring she receives from both her broker, Julie Bonacio, and managing office director, Julie McMullen.

“We pride ourselves on offering a boutique brokerage experience, where our clients feel an unparalleled level of service and attention. Katie has been with us from day one, and has always been eager to learn and uphold these values. We look forward to watching her continue to grow the successful business she has built.”

Says Julie Bonacio, broker/owner of Julie & Co. Realty.

That business keeps her busy, with up to 20 listings going at once, ranging from $200,000 homes to 24

$3,000,000 estates. Most of those listings move quickly - sometimes pending in days. Katie successfully closes roughly $8 million in real estate a year.

When she’s not working, Katie loves spending time with family and friends and staying active in the community. She is deeply involved in the restoration of the historic Universal Preservation Hall. She’s on the Board of Trustees and has helped raise the $8,000,000 needed to turn this great hall into a state of the art theatre.

“We’re proud to have Katie on the Board,” says Teddy Foster of the Universal Preservation Hall. “It’s a passionate goal of hers to see the historic building fully renovated so families throughout the Capital Region can experience the performing arts and community events in a world class venue in the heart of Saratoga Springs. We are projecting over 200 nights of spectacular programming a year!”

Katie looks forward to continuing to serve her community and face new challenges in real estate. “Saratoga is the fastest growing county in New York State. I’m lucky to be in the perfect business to watch it happen.”

To find out more about Katie, visit her website at juliecorealty.com/agent/katherine-cristo, call her at (518) 441-2237, or email her at Katie@juliecorealty.com

www.

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3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked.

Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies.

For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 26

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups.

Encourage groups to think up team names, and organize trivia questions into themed categories.

Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively.

Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked.

Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way.

At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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JUSTIN DISBOROUGH Top Agent Justin Disborough is a consummate professional deeply committed to providing his many buyers and sellers in the Annapolis, Maryland market with the very best real estate advocacy available in The Old Line State. Possessing an impressive combination of honesty, integrity and deep knowledge of the local area, Justin has made a name for himself as a trustworthy Realtor who consistently places his clients’ best interests front and center during every transaction.

Born and raised in Annapolis, Justin’s passion for real estate began fairly early, when he purchased his first home at the age of twenty-two. “I set to work improving it, doing floors and bathrooms and making cosmetic improvements,” he recalls, “and when I was finished with that house, I decided to do it again, and then again.” After studying marketing and business in college, Justin landed in the beer business until a close family friend asked him to join her real estate team in 2015. “I got my license, and within a couple of months my friend retired, so I decided to just run with it.”

Since then, Justin has built a solid business based entirely upon referrals and word-of-mouth, an impressive achievement by any measure. “I think people like my brutal honesty,” he says, when asked to account for this. “There are many times I will talk a client out of buying a house, because I have a good understanding of construction and the science of a home. I can spot potential issues up front before we spend time and money on inspections.” While this sometimes means it can take longer for Justin to get his clients into a new home, it also means that he has a much higher ratio of contracts that close versus those that fall through.

Justin’s marketing background also factors into his success story. “If you look at the way I market my listings,” he explains, “they’re very different and unique.

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If I’m listing a property, I work hard to define who the house best fits, and then find the best ways to bring that person forward. I try to target the personality that best fits with that home, whether it be a young military family, or a car enthusiast. I love presenting my properties differently, whether that’s through videos or social media targeting.”

Even though Justin is incredibly busy – as a solo agent, he closed nearly fourteen million last year alone – he still finds time to give back to his community.

“I’m really an advocate for our waterways,” he says, “whether that’s the Chesapeake Bay Foundation or the South River Federation.” Additionally, during snowy winters he offers donation-based snow-clearing, with any proceeds going to local organizations, including the fire department.

Looking to the future, Justin’s plan is to continue growing his business and possibly build a team, provided any additions share his client-first ethos and commitment to providing excellent customer service.

“No one cares how much you know, until they know how much you care,” says Justin. “That’s my mantra.”

For more information about Justin Disborough, https://www.linkedin.com/in/corinne-woodman-4a552626 please call 410-349-7871 or email Justin@MeetThisHouse.com

https://www.facebook.com/Corinne-Woodman-Real-Estate-Top-Producer-since-2005-164217970263905/

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RAELENNA FERGUSON REAL ESTATE TEAM A team of three, Raelenna Ferguson, Jessica Cole, and Bridgett Kielhofner have made great strides in the Missouri real estate market. Raelenna got her start in 2004, quickly falling in love with the industry. She was looking to start a new career, and real estate was the perfect answer. By 2013, she was mentoring Jessica, who had resigned from her job as a teacher and coach.

When Raelenna decided to start her own team in 2015, Jessica joined her. Their team was complete when Bridgett earned her license in 2017, after a successful career as a CFO and small business owner. Raelenna has guided both Jessica and Bridgett, teaching them the ins and outs of the industry and allowing them to flourish. Together they are an unstoppable force.

Working as the Raelenna Ferguson Real Estate Team (with a tagline of #lovewhereyoulive), they aim to utilize their extensive knowledge, service experience and strong work ethic to satisfy clients.

Their business consists of around 90% repeat clients and referrals, which they credit to their commitment to providing an amazing experience for each buyer and seller. “Even if we have 25 listings, we make that person feel that they are the only one we’re working with,” Raelenna explains. “We really try to make it about relationships, and not just about numbers and deals. We treat our clients how we would want to be treated, and we’re always working in their best interest.” They 28

also aim to educate their clients, helping them with everything from painting, to landscaping and staging.

“It’s so important because it is such a personal job, and we see it as relationships rather than a business deal.”

Because each client has a different personality, they often fit better with one member of the team more than another. So instead of working with the three of them together, clients will work one-on-one with Bridgett, Jessica or Raelenna. “Because of the mentoring process, Raelenna knows our personalities and the type of people we are able to succeed with,” Jessica explains.

And although they each have their own clients, it still feels like a cohesive team. “One of the benefits of a team in real estate is that it is such an individualized career, so because we have this team, we feel like we’re a little family. Having a team and mentorship feels like we’re in our own little office together, and gives us that traditional job feeling,” Raelenna says.

For more information about

RAELENNA FERGUSON, JESSICA COLE, or BRIDGETT KIELHOFNER please call 573-382-3100 or email rferguson@realtyexecutives.com, bridgett@realtyexecutives.com, JessicaCole@realtyexecutives.com, visit lovewhereyoulive.team www.

Realty Executives of Cape County 573-335-8111

As they continue to grow together, they each have their own favorite parts about what they do. But they can agree on one thing for certain: it’s the people that make this their dream career. “It’s the relationships and friendships we make. It’s not so much about what we do for them, but what they do for us.

We’re able to make a new friend, help them reach their goals and see them move through the next phase in their life.”

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Four Challenges and Solutions from the Front Lines of the Real Estate Industry

By Walter Sanford

There should be more profit-refining rather than adding a new layer of overhead or technology. Sometimes, the basics are not addressed when looking to increase the company’s or individual agent’s net returns.

1. Lack of training from top agents.

Many times, the agent who was average in production but great at the process becomes a training manager. There are broker/owners who just don’t have the time to train; there are the top producers in the office who don’t have the time or motivation to train; and then, there are the previously mentioned managers who took that job because it was as financially lucrative as production. Too many agents are not receiving superstar training in lead generation. I have coaching clients who receive training on process rather than lead generation at their offices.

There are many solutions, two of which are detailed below: A A brokerage system that brings the top agents into the training and recruiting business -- the two best known systems are Keller Williams and EXIT Realty. It is easy to reproduce these systems by giving better splits for listings sold or pieces of profit on new hires given to the introducer.

B Set up systems in the office that promote production like meetings where everyone puts their best buyer and best seller together; where the office performs certain lead generation systems until agents commit to them like expired solicitation; where top trainers are brought in and agents are held accountable to new ideas.

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2. Reliance on purchased leads.

Agents have lost their ability to prospect for sellers from hot demographics, because they buy leads from consolidators. If the purchased leads are good one year, they will go up in price or decrease in the number of leads in the next year. Agents need to prospect hot seller demographics blending “new school” with old school tools like direct mail, phone, follow-up, database, and closing abilities. The value you can offer certain seller demographics should be discussed at training meetings.

3. Offer macro-economic services.

An agent has the ability to offer great information on a local level. It is the only way to compete with national websites. Whether you develop neighborhood websites or a newsletter based on local statistics, honing your local value is the only way to beat national efforts.

4. Financially struggling agents who don’t understand budgeting, planning, and investing.

Many agents are struggling financially and they cannot devote their full attention to maximizing client satisfaction. They do whatever it takes to make the deal; they are in panic mode. With office services in place like setting up agent savings systems at close, training on tax-deferred investments, promoting real estate investing for groups, and budgeting analysis – offices have more agents who don’t live commission to commission. These agents are always better at making deals when the deals are based upon client satisfaction and not agent survival.

Before you attend another webinar from a trainer or a tech guy (who never sold real estate) as they try to make your job easier – take a step back and start firming up some of the basics.

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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SANDI GENTRY Sandi Gentry’s success is based on her drive to take action. “I’m more proactive,” she says. “I do all the things a typical REALTOR® does, but then I go above and beyond and figure out what makes this property unique, figure out how I can look at it differently and present it as the unique property it is and get it sold.”

That approach has led Sandi and The Sandi Gentry Team to incredible heights. They’ve been the number one team on the Lakeshore for years, and they’re the number one ReMax team in the state of Michigan. What makes that dominance all the more impressive is that Sandi didn’t get into the business to be number one - she got her license in 1991 in order to buy and fix up and sell homes. But her innate skills and her unbeatable drive took her farther than she could have imagined, and in 2005 she founded The Sandi Gentry Team. The rest is history.

Sandi’s drive is intense, but it is matched with a deep caring for her clients. “I’m really driven by helping people,” she tells Top Agent. “I treat people as if they were my own family. I won’t do just anything to make

a sale, it has to be what’s right for my client. I run my business with the Golden Rule as a foundation. We pride ourselves on good communication, treating others the way that we would like to be treated, honesty and high integrity. We focus on people and the numbers follow.”

For Sandi that love continues outside of work, as she gives back to the community she calls home. “I love to serve,” she beams. “I love any way I can help my community. Right now one of my favorite groups is Big Brothers, Big Sisters of the Lakeshore, but I’m on many nonprofit boards. And my team loves to give back; we donate on every one of our closings to Children’s Miracle Network, and we all get together to work on houses with Habitat for Humanity. Everybody on the team comes together for that.”

All of that growth, though, comes from Sandi’s passion for people. “We have the best customer service and the best marketing and that gets results,” she says.

“My main goal for the future is to keep strengthening my team so that we can keep offering the best customer service.”

To find out more about Sandi Gentry visit her website at sandigentry.com, call her at 16.935.1150 or email her at sandi@sandigentry.com www.

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HANNAH HERGENHAN Hannah Hergenhan made her industry debut more than five years ago. Licensed at twentyfour, she strove for a career that would let her entrepreneurial spirit flourish. “Real estate seemed like a natural fit for me,” she remembers. “I’ve never looked back.” Today, Hannah has established a compelling track record, as well as a reputation for responsive service, thorough due diligence, and lasting relationships with those she serves.

From her Westfield, New Jersey office, Hannah serves clients across the counties of Middlesex, Union, and Morris. Along with her assistant, Hannah spearheads her work under the banner of Weichert Realtors. Thus far, she has commanded a significant portion of her business through repeat and referral clientele—a testament to her staying power and consistency. In describing her working style, Hannah’s formula is straightforward in placing her clients’ best interests above all. “I focus on what’s best for my clients and facilitate the process as seamlessly as I can,” she says. “Even if everything is going smoothly, there’s still some stress involved amidst the largest financial transaction my clients will ever likely make. So, I try to take on all I can so that they don’t have to worry—from filing and paying for inspections, to personally delivering escrow checks.

It’s about the little things, and I try to make the process as stress-free as possible.” Hannah also quells fears by remaining accessible to clients, staying in steady contact so that she can field questions and keep buyers and sellers in the loop.

When marketing listings, Hannah draws upon her tech-savvy talents to ensure wide-reaching exposure.

Beginning with high-quality photography, Hannah then turns to the leading online listing platforms and social media outlets to reach ideal buyers in short order. Likewise, she taps her local network of industry colleagues and community members, getting the word 32

out on a local level. “I utilize technology to the fullest,” she says. “I try to use those tools for my clients’ benefit, and to streamline some of the transactional processes— like signing documents or staying in touch.”

Beyond the office, Hannah is active in her hometown community through the local Rahway Chamber of Commerce. There, she volunteers and sponsors area events, such as Taste of Spring and Rahway Day, both of which showcase local business offerings. She is also a member of the historic Merchants and Drovers Tavern Museum, hosts monthly potlucks for the community, and is involved in youth ministry at her local church.

In her free hours, Hannah most enjoys time spent with family and loved ones, hiking, and knitting.

As for the future of her business, Hannah intends to grow her business steadily and organically, expanding her presence in the greater Rahway area and building community one homeowner at a time. Finally, with more than half-a-decade of experience and insight to her name, Hannah Hergenhan considers what she enjoys most about her chosen field. “More than anything, I like connecting with and serving my clients,” she says. “Finding the right combination of all their wants, needs, and goal is like a puzzle. I love the sense of satisfaction that comes from putting those pieces together and achieving the best end result on my behalf of my clients.”

To learn more about Hannah Hergenhan email Hannah.Hergenhan@gmail.com, visit HannahHergenhan.com, or call (973) 407 – 0315 www.

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 34

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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RAY LARSON Ray Larson’s commitment to providing his clients with ethical and committed client service has become almost legendary in the The Woodlands, a thriving community that sits twenty-eight miles north of Houston, Texas. Working with brokerage RE/MAX – The Woodlands & Spring, Ray’s reputation as a knowledgeable and trusted real estate advocacy has set him – and his equally-dedicated team – head and shoulders above the competition.

Prior to entering the real estate industry in 2005, Ray owned and operated a highly-successful international freight forwarding company, where he honed the impressive negotiating and communication skills that have played a vital role in his current career success. “After I sold that business,” recalls Ray, “I began real estate in Montgomery County and The Woodlands area.” His current team consists of two exceptional buyer’s agents, Marco Brito (who has worked with Ray for over a decade), and newest member, Loren Smith.

Support staff includes transaction coordinator, Michelle Hoffstetter and listing coordinator, Sandy Turnipseed. “My wife, Terry, also joined us a couple of years ago.” says Ray. “She is a licensed real estate agent and in charge of our marketing.” Ray is justifiably proud of his team. They are committed to supporting their clients in any way necessary.

“I get a lot of compliments about my staff,” he explains, “and how well they keep our clients informed and stay on top of every detail. They’re exceptionally polite and will do whatever it takes to assist our buyers or sellers.”

An impressive ninety-five percent of Ray’s business is based on repeat clients and referrals, a show of confidence that drives home the level of service he and his team provide.

“We give superb service,” says Ray, when asked to account for the loyalty he inspires. “We’re very hands-on, very personable, and we go above and beyond in everything we do.”

In an industry where one of the chief complaints from clients is difficulty reaching their agent when they need them, Ray strives for and succeeds at keeping lines of communication open. “That is one of my pet peeves,” says Ray. “We reach out to our clients constantly; weekly, bi-weekly, and monthly. We follow up after every viewing by a potential buyer, because most sellers want to know what their impression was, either good or bad. We’re very conscientious about maintaining constant contact with our clients.”

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In addition to being an expert negotiator, Ray’s highly-effective marketing strategies have also played a large role in his continuing and ever-growing success story. Recognizing that the lion’s share of prospective buyers begin their home-shopping on the internet, he employs cutting-edge technological methods to ensure his listings are seen by as many potential buyers as possible. “We hire a company that determines, based on the price of the house, the target demographic and necessary earnings to qualify for purchasing it.

They then propagate the listing everywhere, including Fox News, CNN and USA Today, and to approximately thirty other companies that join in the marketing of that property.

They also include wide global marketing as The Woodlands – with its oil and medical-based economy – attracts a large number of international buyers. “It’s a numbers game,” says Ray. “The more exposure I can get for my client’s listings, the better the chances of someone viewing it and becoming interested.” This thorough approach ensures quick sales and at top dollar.

When he’s not working, Ray enjoys nothing more than spending time with his wife and his family. Golf is a huge passion of his. He is also committed to giving back to the community. Terry and he support a wide variety of charitable organizations including the Texas Children’s Hospital, St. Jude’s Children Hospital, Wounded Warriors, BP MS 150, American Heart Association, among many others.

Ray’s plans for the future are fairly simple: to continue growing his business and helping as many people as he can to achieve their real estate goals and dreams while sacrificing none of the exceptional customer service that has become his trade mark, ‘Experience the Difference’!

“I love helping people,” says Ray, his sincerity obvious.

“Whether I’m helping a first-time home buyer, or someone who’s been through ten or more transactions, it’s one of the largest investments they’ll ever make. It is important to get the job done right and find the perfect home for them. You have to listen! Many of my clients are now some of our best friends. I’m proud to say that and it is one of the reasons I truly love what I do!”

For more information about Ray Larson, please call 713-899-9255 or email Ray@RayLarson.net Copyright Top Agent Magazine 35

JC ORTEGA JC Ortega, Broker/Owner of Metro5280 Home Team in Castle Rock, Colorado, is a consummate professional who takes pride in helping his many buyers and sellers achieve their real estate goals. Named by 5280 Magazine as a Rising Star, JC has built a solid business based on listening to its clients’ needs, a broad scope of industry knowledge, and a consistent willingness to go above and beyond during every step of the transaction process.

JC, formerly worked for a big-box retail company in Seattle prior to relocating to the Denver area in 2014 after the birth of his first child. “I decided to enter the world of real estate in order to be able to spend more time with my family,” says JC, “and I wanted to be able to use my talents, which are the ability to connect with people and problem-solving.”

Beginning his career at Keller Williams, JC soon ventured out on his own, opening Metro5280 in 2018.

Currently overseeing an-equally dedicated team of four other agents and two support staff, his company very quickly attained a reputation for excellence in client service, and it can boast that more than sixty-five percent of its business is based on repeat and referred customers, a sure sign that Metro5280 is making their buyers and sellers happy.

“We want to make what can be one of the most difficult and stressful experiences in their lives as easy as possible for them,” says JC. “When any issue pops up, we will have a solution. We’re here to get them into their new home or get their house sold without having to worry about anything.” The hand-holding JC and his team are known for continues well after the transaction, and they continue to offer themselves as 36

a resource to their clients long past the closing table, and host frequent client appreciation events.

The Metro5280 Home Team currently holds a perfect five-star overall rating on industry website Zillow.com – on which site they are Premier Agents - comprised of scores of glowing testimonials. “That’s because we really take care of our clients,” explains JC. “Buying or selling a home is such a life-changing event, and being able to help them is really cool because there are very few opportunities these days to make that kind of impact on someone’s life.”

When he’s not working, JC enjoys nothing more than spending time with his wife and their young son and daughter. A huge fan of soccer – he is a former college soccer player – he plays that sport when he can, and loves that his children are beginning to embrace it as well. JC also gives back to his community through multiple sponsorships and his involvement with local charitable organizations.

Plans for the future of Metro5280 include expansion to allow helping even more clients, while sacrificing none of the amazing customer service that has become their calling card. “We really love helping people and making their lives easier,” says JC, and his sincerity is obvious.

For more information about JC Ortega, please call 720.317.9437 or email JC @metro5280.com Copyright Top Top Agent Agent Magazine Magazine

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SOCIAL MEDIA MISTAKES

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

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1 Using it to Vent

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

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

2

Lack of Consistent Branding

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

3Not Posting Enough

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

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that 38

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

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

Be a resource for people who follow your page.

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

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

4

Not interacting With Your Followers

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

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Not Sharing or Linking to Others

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

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KRISTY THOMAS Back in 2015, Kristy Thomas was on the hunt for her next professional challenge. While she combed over her resume and began setting her sights on new horizons, she was recruited by a local brokerage. “I decided to run with it,” Kristy remembers. “The rest is history.” Nearly four years later, Kristy has discovered a natural knack and passion for her chosen field, along with a track record defined by communication, savvy strategy, and lasting relationships.

Today, Kristy works solo under the banner of Coldwell Banker, serving the Somerset County, Wicomico County, Worcester County, and Sussex County regions. To date, she has managed to drive 75% of her business through referrals alone— an impressive testament to her staying power. To account for her success thus far, Kristy cites an interpersonal approach as the key driver of her working style. “Relationships are the most important thing,” she says. “I often become friends with many of my clients. Over the course of a transaction, we’re a big part of each other’s lives and become like family.”

Likewise, Kristy cites the importance of accessibility and responsiveness when navigating the purchase or sale of a property. “I’m in constant communication with my clients and keep them in the loop about every detail, that way they know where we are in the process and what to expect,” Kristy says. “It’s also important to show my clients that even after the transaction, they still matter to me. It’s not just

about helping them with the biggest investment of their life and then leaving them alone. I make myself available as a resource.” Accordingly, Kristy stays in touch through handwritten notes and Valentine’s Day send-outs, cementing her connection with clients long after the closing table has been reached.

To prepare homes for market, Kristy begins with decluttering efforts before turning to professional photography that captures properties in their finest light. From there, she composes informative flyers that document a home’s ins-and-outs and make it simple for prospective buyers to learn more while on the go. All listings are leveraged across the leading online listing platforms to ensure wide-ranging digital exposure is achieved. Whether pairing alongside buyers or sellers, first-timers or otherwise, clients remember Kristy not only for her natural rapport, but also for her keen negotiating skills and incisive eye—skillsets that instill a sense of confidence in those she serves.

Beyond the office, Kristy gives back to her community through her church. In her free hours, she most enjoys time spent with family and loved ones, especially her five dogs. As for the future, Kristy intends to keep momentum on the upswing, with plans to further her brand in the area and make continued inroads in the community she calls home. Now, with nearly four years of experience and a determined outlook on the road ahead, the future looks assuredly bright for Kristy Thomas.

To learn more about Kristy Thomas email Kristy.Thomas@cbmove.com, visit MovingResults.com, call (443) 736 – 0230, or contact her office at (410) 543 – 4545 www.

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