NATIONWIDE & INTERNATIONAL 6-1-20

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

SUSAN AKAGI JIM BROWN THE CANLAS BROTHERS KYNN ESCALANTE JASON FOWLER TRACI JOHNSON ADRIANE KIZY KINA KNISLEY SHASTA KRAKE JODIE MAYO KEVIN MILL KIM MILLER JASON MILLS LAURA PICCARD MOLLY & RACHEL ROBERTS KELLIE RUTHERFORD LISA SANDERS CAROLE SAVILLE RAY SHEA JOHNNY SHEIL NATE WARD

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

Is Branding the Way to

TAKE YOUR BUSINESS TO THE NEXT LEVEL? COVER STORY

MOLLY MILLER

NATIONWIDE & INTERNATIONAL EDITION

Monarch Realty Group is proud to congratulate

MOLLY MILLER 7

MOLLY MILLER

AD 17

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ADRIANE KIZY JODIE MAYO KELLIE RUTHERFORD THE CANLAS BROTHERS JASON FOWLER

TRACI JOHNSON

on being featured for the State committed, and passionate, andFowler Daryll. possessed As first-time Even as a child, Jason a homebuyers, we new home. In of Massachusetts inDetermined, Top Agent Magazine!

41 37 34Daryll Canlas have become Neil and were both pretty intimidated by the process 42 keen eye for real estate. Whenever he was only as their R the perfect real estate duo in the San Jim Brown of taking on theask Santo Francisco real estate got started in mom, real addition being a helpful resource for clients, out driving with his heInwould her andhisconfidant Francisco Bay Area. The brothers became estate 10 market, but the brothers guided us every branding years ago, following make for anEscalante, effective tool as they to pull over so they could visitthe thetrucks latest openKynn away,” he a nativeright of Tucson, Adriane Kizy and is currently wm inspired to enter the real estate industry, a 30-year step oblige. of crisscross the way.

They are incredibly attenhouse.

Usually, would “I think she important to career as a she salesman the area with Jim’s name contact inforArizona, was fortunate enough to after a trip to Las Vegas with their uncle tive (it never took them more than an hour ® REALTOR and serves the saw it as free entertainment,” he says nowside. a strong reput in the printing industry.

Jim has mation on the Jim believes a crucial component haveon discovered in the mid-2000s. “Our uncle was a real to get back to me, including weekends), her love for real with a laugh. coming from built a reputation as a go-to real of promotion is simply getting his name out theree estate whileifshe estate brokerMAand was doing pretty well. and they make themselves available you was still in college.

38 273 Chauncy Street, Mansfield, 02048 rals of happy estate agent in his area, whose in front of the public.

“Between social media, ourh We stayed at a lavish Bellagio suite and want another set of eyesShe to look atKizy’s a been home. had workingwith her Adriane connection realway estat 508-594-5900 | MonarchREGroup.com For Jason, on the other hand, these open houses KYNN ESCALANTE JASON FOWLER JIM BROWN THE CANLAS BROTHERS SUSANwere AKAGI clients trust him to work hard for trucks, and our signs in the ground, we’re constantly impressed by what he was doing,” The brothers are both grinders; their workearly all the way back daysfine of high school through school selling jewelry represented somethingethic far and more significant.

Outside of Rea use his knowledge of letting people who we are and what we can do,” they explain. Wanting to attain the same them and knowledge areknow significantly better she worked part time at a local real estate when her father got intohelping commercial As he grew older, his interest in real estate his com success their uncle had, the brothers the market than your average real estate agent.” to get them the best he says. helping agents answer inquiries, preppin real estate. She ended preparing up quitting food decided to get their real estate licenses right outpossible. ofonly highdeepened. Then he earned his license, ing files and creating marketing materi deal her job to go work for herhigh dadscho at and all at once, his childhood curiosity had Episcopal Ch school. When the market crashed after they graduated When The Canlas Brothers aren’t working, they’re staying open houses and listings.

This Jim is deeply dedicated to serving his community. He CONTENTS blossomed into a fully-fledged career built around the teers actively with the Am Coldwell Banker as well as for her uncle, who was a from college, NeilJim andserves DaryllMontgomery entered different in the community.

They’re involved withcommissioner Minds giga town eventually turned intoofaPoolesville, successful and indusFrederickactive counties, especurrently serves as he loves.

Prevention.

“These effor tries, always knowing they would end up in real community estate Matters, whichproperty assists lower-income high school students tax consultant.

“I’ve been thisruns withfor Adriane currently working assince athe pr cially the area surrounding Poolesville, Maryland, and wasIS the mayor eight years.doing Jim also ® 32) 5 STEPS 4) INCORPORATING 47) Ashe TEAM THE at some point. Eight years later, they decided it wasTO the ACHIEVE to get into colleges.

Not only are STARTING they mentors there, but “I’m ath huge fo 5-star client rated REALTOR and servi 1986, and I absolutely love it,” exclaims. th advocate where he is based, and is very active in they the community. local youth basketball programforfor 6 to 8 grade kids. perfect time forIN them to jump back in. So they did, and attend their yearly galaRealtor, to help raise money Today, Jason isalso aAS Century 21 Affiliated assisting those inCounty challenging Oakland andFOR Macomb areas. circu CHARITABLE GIVING YOUR LONG TERM SUCCESS RIGHT SOLUTION YOUR “Much of myfirst business comes from goodwill When he isCounty not Jim loves they haven’t stopped That year they sold $53 building schools.

“There is a large number of working, kidsand out the there that spending time with buyers and sellers throughout Dane A REAL ESTATE AGENT REAL ESTATE PRACTICEin since.

BUSINESS? Currently, Escalante works solo and made 20 transacthe“We community to know people through his wife and getting together withtheir their grown kids.fu million in sales volume. achievedand our getting successsurrounding from need help.

We want to help as many kids develop Every with agent and has own unique w area. Working solo, he aids his clients Looking ahead to the tions last year with the average home price averaging Jim is also an avid motorcycle hobbyist, and founded a the various organizations I’mhosting involved with,” Jim says. hard work, cold calling, knocking on doors and grow into their greatest potential.” approaching each transaction, and for A 51) TURN OPEN attention, tenacity and open communication.

“AboveHOUSES growingINTO his business w 15) MODERN EMAIL 35) 4 REASONS WHY $500,000.

She of heranreach business repeat and open houses,” they “People say. “Andknow that hustle not stopped.” group called and Breakfast Maryland, a fellowthat has I provide solutions that“Iare easy it75% starts with open andishonest conve all,” he says, want toatto show people how says toBikes realize their across digital med DESTINATIONS ETIQUETTE FOR TODAY’S MULTITASKING CAN Canlasreferral Brothers continue grow, their her for between theaclient.

“Iproject, sittowith t work with, and still very cost-effective.

Ithe represent a ship group to whose goal islove toand “work together give clientele. dreams ofAs homeownership.” head special an openedtransaction, theirACTUALLY own brokerage industry will always remain.

“It isa exciting to see the AGENTS Today they have now ent and discuss their goals developt DERAILtheYOUR DAY friendly but still office, professionally handled.” motorcyclists destination every Sunday.”

55) HOW TO MAKE YOUR use his voiceand to elevate with a view overlooking San Francisco’s Oracle Park and industry constantly evolving; we can’ttowait to see what reach them.

The biggest thingback for me When listing a property, Jasonbelieves prioritizes detailkeeps and effiDane County.

Kynn what her clients coming is COMMUTE PRODUCTIVE 19) IS BRANDING WAYincludes a39) have built aTHE team which full-time assistant and CARE: the next decade entails.”

I even start marketing the listing or id CONCIERGE Jim is a “classic communicator” who numbers believesare inin,” Above all, Jim places anhard emphasis on helpingsincere people ciency. “The hethat says.she “The vast majority the fact works very at maintaining five other agents. A growing of their business home options, is to have that relationshi TO TAKE YOUR BUSINESS TO a number 59) ON COMMISSION SERVICES LURE bringing personal touch toTHAT everything does, and achieve their goals: “For meMost itknow really is all though about of buyers findhetheir homes through the LIVING internet.

So you’ve importantly, relationships.

“I want my clients consists of repeat clients and referrals, a testament to their the client and to earn theirthat trust.the Torelaunde THE NEXT LEVEL? got one chance to make that perfect impression.”

Pulling his latest client.

“Every ho looking past the dollar amount of a deal to see the figuring out where my clients need to go and what CLIENTS AND TRANSFORM FOUR AND she says. tionship 63) doesn’t end CHALLENGES with the house closing,” superior service. Not only that, Neil and Daryll are expefrom these values, Jason forges a collaboration with his love delving into a new person he is helping.

“People come to me looking to they need to do, and seeing how I can help them.” rienced house-flippers, which invaluableREPUTATION expertise in YOUR “In fact,SOLUTIONS it’s the beginning for me, because this is howp FROM THE FRONT 23) HOW TO CUT DOWN ON offer clients early in the and listing sell theiradvice. house“We or toflipped help them find a house, at process, developing a strategy fall into place.” renovations and investment over 35 I’m ableLINES to get referrals.”

OFmarketplace.

THE REAL ESTATE DIGITAL DISTRACTIONS to ensure that Itheir for the the advantage first of the talking toFIRST them, just house want is ready homes last year, soleast it’s anfor added for buyer 43)hour WHAT THE THING From there, he hires professional photographers INDUSTRY to supply AND UP YOUR PRODUCTIVITY or seller to get ourtoadvice,” Daryll explained. hear what they’re tryingNot to only accomplish,” says.

YOU DO AFTER WORKJim SAYS Kynn says it’sresidence. her yearsBeyond of experience and vast knowlstill photos and virtual tours of the do they guide their “That clients way throughout anda mindset and help I can the helptransaction them build ABOUT YOU 66) 5 THINGS YOU CAN “I’ve DO practiced in 27) 6 HABITS edge that sets her apart from her peers. online marketing, Jason also guides his clients through shareOF theirHIGHLY knowledge, but are always honest.

“We are them do whatever they need to do housing-wise. It’s ACHIEVE YOUR transparent and have integrity,” Neil said.

When it comes openwhat houses andend local listings. TO multiple areas of real estate,” sheBIGGEST says. “It’s this experPRODUCTIVE AGENTS really important to me to know their goals to marketing, the brothers go above and beyond, promoting tise that gives my clients confidence in me.”

GOALS are, and then try to get them there. I derive more satistheir listings on many different websites, including Elsewhere, social when it comes to buyers, Jason is more than faction than from anything media, Redfin, Zillow, andfrom more.that They even utilize the to else.” happy throw himselfTo intostay the tireless search for afeatures perfect profiles of her clients on in touch, Kynn international MLS depending on the listing. home. “I embrace the challenge of The finding the right house Phone 310-734-1440 |This Faxpersonal 310-734-1440 For more about Canlas Brothers, her company Facebook page.

“We also do client parties, touch extends to all parts of Jim’s busifor the right people,” he says.

“Sometimes it takes two please call 415-527-7070,415-529-8883 ness.

Heleave ownsglowing fleetreviews of trucks and even a 40-foot mag@topagentmagazine.com | a www.topagentmagazine.com get-togethers, and my favorite is a Thanksgiving Pie After the transaction, clients about walkthroughs; sometimes it takes twenty. Either way, I or email Neil@thecanlasbrothers.com, To learn more a their time together.

One recently said, “It is honestly diffidumpster, all of which are at his customers’ disposal Giveaway,” she says.

No portion of this issue may be reproduced in any manner whatsoeverembrace without prior of the publisher. Top Agent Magazine is published by Feature the consent process.”

Daryll@thecanlasbrothers.com cult to describe just how great it was to work with Neil jason@ (no pun intended) when it comes time to clean out Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsibleemail for

JIM BROWN

KYNN ESCALANTE

www.

To find out more about Jim Brown, please call (301) 221-1988,or call (6 easy way to clean out their house and get themselves clients, providing them“Every with additional assistance in their single property is unique and should be treated Copyright Top Agent Magazine email jimbrown.sales@gmail.com, prepared to sell or buy, then they feel better about as it,” such,” she states. In addition to putting listings on Top Agent Magazine or visit tprehomes.com/JimBrown.html he explains. her website, MLS and social media, Kynn does a lot of

Jaso “When a customer knows they haveEach an listing personal marketing opinions expressed or facts suppliedtheir by its homes. authors. To subscribe or change send inquiry to mag@topagentmagazine.com.

Published in the U.S. visittouch.

Afteraddress, closing a deal, Jason remainsreceives in touchKynn’s with his www.

2

http://

networking with like-minded agents.

KEVIN MILL

KINA KNISLEY

herMill was doing sales Outside of her career, Kina enjoys building is huge,” Kevin MILLS says. “I am paid direct and marketing 53 inJASON 54 LAU 50 KIM 49 45 46 SHASTA KRAKE MILLER loher network throughout Oahu and establishing proportion to the relationships I build and the physical therapy clinic when his brother Jason Mills worked Laura in the of connections between local professionals.

Back 2005, Kim Miller was 20 a industry and her husba For Shasta Krake, She real service estate Iscenes.

Shasta isinclients.” very knowledgeable provide to my rother in-law who were in the mortgage Armyinforthe years, but when he ate organizes Oahu EliterunsNetworking events, real est in the family. Her aunt and and her guidance was pivotal in hunt dealing various Sales Manager on the for with herswitch before, andthat con ry introduced him to real estate.

“They wanted to to a job working ng, a free opportunity for area businesses to estate, offers, multiple step-mother were in real tricky buyers/loan offers and howtotospend next challenge the corpoper hom would allow more Community connection is alsobeyond key when it himpoint had a great work ethicconnect and a with persontime, a t’s each other. also 18, andMeanwhile, when Shastashe turned she keep the property top of her mind over what was a rate sector. “I had wanted tohome, get heKim andtoher te time at decided give marketing.

While heof markets listfor it aa monthly shot.” investors were tr te. the business, so I gave puts on decidedmeetup, to get an herevent real comes estate tolong period of time (out her control due to propinto real estate, and there at the heart out of real was estateno a chance.

It turned togethe ays localsKRAKE can gather and listen to advice ings multiple services, Kevin also asays that says. KINA KNISLEY where license.

Although she went toon erty concerns).

She the always kept positive and ‘move KIM MILLER MILLS LAURA PICCARD SHASTA KEVIN MILL to be a great move, Jason timeJASON like present,” she rememclientwith base as ex LLY ve & RACHEL ROBERTS from expert guests. Oncollege top of and that,had Kina hosts plans to get an old-fashioned forward’ attitude.

Above all, her and ideal good door-knocking is professionalism a major now serving Sunshine Coast bers, “soSHEA I finally jumped in.”

In theworks hard to r RAY Laura a a weekly talk show, The Life of the Land, MBA, Shasta decided to devote her team are second to none.

I highly recommend component.

“We’ve been year, doing a campaign worked withof straightforward and darted out on a team and can be assured region,a top and amassing 550,000 CAROLE SAVILLE her debut Kim earned better jo SHEIL herself full-time toestate real estate Shasta her Shea ‘can do’ approach!”

62 andRay where she offers58 viewers advice on real 65 JOHNNY 67 61 truly understands the listings to clients, lfor about three years before honest communication, knowledge about NAT LISA SANDERS of volume per Beyond year, with for about forty homes neighbranching spot asthroughout Rookie of the Year and the toan ofs license and has been workin once shethe turned activated g the market, and hard work to bring you to 24. “I transactions and the state of market.

But gift of ownership.

When member who would Carole Saville was working as home personally think my job is range to spread light aw average price of 600k. broke sales records forand Southwest Virginia.

“It’s been awill businesses to borhood, just providing awareness about those d- taking on a solo career. “This past and year Johnny Sheil estate yourlicense landing place.”

Laura prides herself on third herhi my on now one of major During any time, Shasta hanging out family A A what people-person with a love changes staging she recommends itservice sell your hefree was young, Rayis time ller Williams, Kina also understands thestarted importance ofisservice within athe naturopath and hypnotherawherever Ispent go,For to be ofwith toreal others.” s good career fit,” she says, “and I really enjoy what I do.” bring new and family business.

Having watc listings and getting to meet thecommunity. neighbors themved] a very largeher geographical area,” heof she clients, and unparalleled c teams Because in Oregon,” says. switched to another orhouse. giving back to the She and her team Ward w Being of service to th living in3markets his car and sleeping for She realthen estate, Lisa Sanders Within weeks we had an offer on our house. pist, and owned a successful community. this, her team has partnered Jason his listings through allher the usual portals, groughout the To stay in touch with her clientele, Molly In her free hour his father, John Sheil, work ® keep clients feeling informed industry team and started growing incredibly fast.

“My first year give away ornaments to past clients for Christmas, are and he is involved w selves.”

He’s also sure to lean on his sphere of “It’s the most diverse regionally I’ve on a park bench ironically wha optical when Even though she a busy REALTOR with the Salvation Army to helpin distribute to famias well social media.

Heis estimates that about 50% has madefood great strides as sales an business, Lisa knows andas understands the Edison/Norwood ehe has develand Rachel believe out-of-the-box ® In the time since, Kim has established a reputation and loved one REALTOR for over 25 years, in 200 with them I closed 40-60 transactions, the next year involved in the Boys and Girls Club, the local Chamber services and emerge he now advertises on benches. yve In addition her BETTER own Carole still makes time and to ef a client suggested that she his business is firm, repeat and referral, and credits influence to getneighborhood theofword out about properties.

Youbeen have to golies where theideas. people go.” to sending able in need. agentoutinquarthe Chicago region.

Park than anyone.

Lisa thenthat 57 for service, herthe proven track record, and enjoys travel, s After decided toofexperiencing follow in Sotheby’s his footste 50-60, and by 2017 was personalized closing around 80.”should Shesuperlative had of in Commerce, Lebanon Strawberry Festival, and Ashas part Cascade domest terly newsletters and Iother Over the years since he his attitude.

“I’m not a typical born and bred real estate stay involved within her community.

She he join her real estate. with investors And it works out well for him; last year, Kevin closed over erved everywhere from Detroit to Attica, but mainly She gotevents her start after working went above and beyond to help us find, negotiate and communication, they hold periodic laude w After getting his real estate licen gained enough momentum to go out on her own, so she more. a personal touch.

Today, she spearheads her work in two dogs.

As f with St. Jude and area of Oregon and South built a successful business and a I atcome from a military background.

I think RAYreal SHEA NATE WARD aSHEIL local school, asable well a local ladiesIM Although estate was never & RACHEL LISAand SANDERS CAROLE SAVILLE she At home, Kina enjoys spending time with her husband in telephone sales and meeting deal with aagent. stressful seller just toClark be toasget usColorado our $11 million.

“I’m also excited toJOHNNY see the new technology in MOLLY the Washington, Romeo, Shelby Township g sellers,” like and pop-up Happy Hours, elegant Soirees from SS did, soon started her own team.

Today she has four they created a dynamic te hungry in County, the Portland m conjunction with her husband, under the banner of ress steady as family, but he never loses touch downshe to enjoys earth and genuine.”

ROBERTSand the threeand club.as Asmore for what doing for fun,His sh on the horizon for Carole,come or across resMichigan. the work. dogs theyevent havetailgate adopted from an area shelter. sof sporting parties. an attorney who encouraged DREAM HOUSE! Lisa was the best decision weand ever Keller Williams has launched and how it’s going to influCanton, agents and three administrative assistants.

During their As she looks ahead, she is eager to continue growing and (Sheil Realty Team) have b with those early days, and the work with vineyard listings Nest Realty.

They serve clients across Roanoke, Salem, want to contin clients also coming back because they know “I’mkeep a self-proclaimed yoga queen.

I lovethat tha even something she considd “I also like to cook when I haveher thetochance,” she says work in real estate.

“So made and I will recommend her to EVERYONE!” Washin When he’s not work first year, they sold 120 homes with roughly $30 million serving as many people as possible.

“I’m very passionate ence the market and the consumer’s experience,” he says. perspective they gave him on home ownership. serving Rhode Island together Willamette Valley.

Laura enjo Jason, they are his they main priority.

“My desire is not Bedford, and Franklin Counties, driveenjoys agent base,” sh e To“But market their days, listings, theybeen provide top busy.” ered or thought about, for she tice ofwhere yoga.”

She also spending tim with a laugh. these I’ve a Valley little his practice.

He especially hisenj I finally gave inOregon, and started in sales.

Serving the Willamette in their about supporting people who come into business with the past two and atime half y’s transition from working quality professional photography andto rely on such aspend ofwith listings. totry. do a her transaction just because ofvariety finances.

Iyears. have af “It will definitely give us a leg up on competing brokers with a team to a solo almost the entirety of their business through repeat and did well and co decided take on a new challenge and give it a family and her four-legged pooch com their dreams.

“It’s my point mission I love spending time gm employ a on Rachel’s socialconsists media selling expertise.

“She business largely of repeat clients and referrals, us, we want to help everyone and for them to know it’s He brings that perspective to every transaction.

Serving his projects,” she real estate, I’m constantly lea genuine desire to help somebody move from A When Lisa isn’t working, she’s staying active in the referral clientele their expertise astute Now, six and a half years later, runswho her very Harry, who’s aand regular staff member in her of and compliment thesheservice wetrust provide.” hasstrategies. been successful, has landed him in the ng As for and the afuture, envisions thetop further goals,” hethe not onlyKina poststoon a daily basis, she shootscultivationColorado Springs get together every S as be a Broker Associate, Ray hashe been testament their superior service. okay to aJohnny mom or sign dad, we will accommotoworking B. If supports they don’t contract because money explains.

“I was hesitant at“From attributes most of his business to repeat Ilong-term love,” she says.

“I states. think own company, Carole Saville Inspiring Real Estate, community.

She local boys and girls baseball counsel. the beginning, we knew we wanted to Finally, withitf ercent of agents in business his area.

He sees aboutIaround 85% and edits all of our videos. like to say she’s professional of her and relationships Honolulu.

Afterin real estatedate beautiful better half, for 22 years, and in that time he’s estabtheir hours, and it’s okay if they bring their kids to doesn’t suit them, it doesn’t bother me.” on new things and learn som referral clients who know thatshe they can count onthat him firstisThey because Iinhad aworld badsomething expethriving the of real estate.

As an avid yoga lover, it co-founder makes sense up with she her our on estate steroids!”

Mollyas asserts. also do special and ateams. little out of and the box,” Miller coC and softball With many Chicago policemen Nate is the of The nedand houses, all,creative for her, real is more than acare career.

“I live tothe do Kevin also knows how balance family career referral business.

“Ifside you treat people aand fiduAnd IKim have athat miniatu lished himself as a to capable and trustworthy advocate “We focus on quality of throughout transacshowings.

Real estate can get know intense sometimes, so the depth of knowledge I alr any time.

“They we’re willing to work seven d orm The Roberts integrate local businesses into their marketing collateral. rience with an agent prior to that, so it really made me likes to keep all things in balance, and that in “With Nest Realty, we’re really able to ouradore chosen field. clients, Lisa also active in atocharity that neighborhoods in raises D.C., Virgi audience.

But “We’re this,” she says.

“With aknow career this fun, it’snot easy toawork her.

For me it’sI“ for his Closing 125-130 transactions a serve year, tion,” Shasta explains.

“We are going tosays. push forclients. lighter we make itis better it can be.” with threeand two-year-old at home.

“It’s tough be and are upfront and always honest with them, great things Due tothe his military background, Army causes are near ngs the creative letting people about kind client enterprises a single geographic area, so a week, pick up the phone Sunday at 7:00pm, and her work life.

While it may be typical for som The business primarily serves the Northern suburbs want to be a different of Realtor©.”

By putting client base at midrange aawareness highly professional and alocal level. oure built Our a careerships basedwith on his for dear theirto(“I’m mental health. en,” hard for partnered mymore mostly in the price point blue collar and moreabusiness, we want able it to happen organasarea, provides her He’s like restaurants orpeople.” retail establishments,” sheagent says. and heart.

Heother supports an organizato juggle everything.

I’m growing a Jason’s team, but more he listing says. since with buyer from transactions in oth showings on Saturday 8:30am.”

Hetodoesn’t take th estate agents toat focus on constant growth and of Perth, and consists of 50% repeat oron referral her clients and their needs first, Lisa has enjoyed a things having do with real ey business is based relationships, not just transaccome across Even with so many e,” Molly notes. e and leaning REALTOR®, if you will,” says), Ray findsWarriors, that ically.” Shasta and her team put their clients first, and tionRay called Wandering a program focused loyalty for granted.

“I can’t thank our clients enou importantly, I’m raising two kids with my wife.”

Kevin’s n administrative assistant to outpace last year’s sion of business, when discussing the future clients.

As a former nurse and midwife, treating substantial, first-hand experi What she loves the most about her work is the impact she successful career over the past 16 years.

She now has tions.”

What’s more, Kim emphasizes the importance of or that meet at is always looking to 98% of his business is looks repeat and referral. only want what is best for them. Rather than focusing on helping returning Special Force soldier’s transition As she Lisa hopes to continue growing Over the years, Laura has b They arewith the reason all of this is possible,” he people withwife exceptional careahead comes natural to ahead, own Carole has a the pretty unconve st“I’m suburbsnot of the on her “I knowherself that I’m truly helping ment, renovation, investment, also recently graduated an MBA. “I’m onlymakes an agent in commissions ourlives. market I’mthey like idea ofsays. sellin a clients’ team, including and four other agents.

With staying of the curve when it business, comes toAnd an everencounter ama on orcenter, numbers, make itAndrea their priority back into civilian life. when he’s not working hea her business and helping as many people as she can. clients, andbut about 75% ofexpa her usiness is repeat them make changes in their home environment,” she“Isays. only is he thankful for his clients, most of them Carole. treat each person as if they’re the only response.

“I don’t particularly want to my real goal is to clo super, super proud of everything she’s accomplished er within the market center.

For the past four years His secret?

“I’m putting clients first,” Ray says.

“I evolving estate socializing, is constantly changing,” them become o thetosomething vast majority business consisting ofsellers. repeatindustry. “Realenjoys provide an experience to buyers and playing sports, taking care of his when collabonew client, my “We often take likeamazing thisofforher granted, but what and referral customers.

She loves everything about what she does, and can’t end upevery becoming aI permanent fixture in his life.

“Prtho Nate passionately believes person the on the planet.

I treat people how I would be honest. want to keep enjoying what I’m get to 100%toOne have know that sounds cliche, decision Iher. make By educating themmake throughout process, always being she explains.

“There arewant sobut many moving parts, and that these past few years.

I couldn’t do it without We been the Associate Leadership Council (ALC). fur babies, and spending time with his family. clients andhopefully referrals, it’s clear Lisa is going above and aon strategic I’m doing for them will positive, lasting avelop lighthearted does inner-city construc allYes, of our clients turn into ourabrings friends.

WeThat actions are key catalyst fo imagine amuch career more perfect than “It me to updating be treated.”

This caring and attentive attitude has it’s important tothis. make profit, but I go als ofnew mouth. is driven by the question of how this will serve the asserts. available andthe constantly everyone involved, makes every transaction stimulating.

It allows you negotiator, toword importantly, beyond expectations. make a great team.” board of 9-12 memories.” agents comprised of top 20% of worked working with Laura for ove master he is also a to lunch, see each other on the weekends, and go certainly well for her business.

Carole takes to have fun and keep learning.

That’s my pla sowith much to help for myteam clients have agreat greatjob experifor clie client.and Working my joy administrative frees me Shasta and her team are able to exceed expectations.

His passion business is derived from theyour appregrow develop new skills along thethe way, and we’re in the search ompany market center decisions.

I her exclusively.

Laura attribu problem solver who prides hi events together.

It’s fairly easy for us to keep in touc ming back isthat the oversees For community service, Molly participates in Engel & herone friendly into thetime realactually ence and find what fits their upthesooffice, that I and can spend with theneeds.” clients, “If they’re working with agentnature in thepast beginning, ciation hedo.” gets from his past clients, as well as his always improving upon what we me fuel thatto they do the not the diligent to each tran Völkers events thatgo benefit Special Olympics.

Rachel excellent communication skil Speaking of growing hisclients, team, that’s Kevin’s goal for the approach ntly co-chair Growth Committee withmile, another world, by staying in touch with her past and “I they just that extra from helping them pick out face-to-face.” don’t get handed off to others.

It stays consistent future clients.

“I love bumping into someone that I stand that this is and is currently helping some of her longe,” she says. coaches soccer in the process,” she says.

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It’s just about ainly involved with KW Cares, Keller To lef teamk2realestate.com takevisit clients out to eat.”ally Throughout every part of theflyers, ing’s price this point,” she explai does about 40 transactions per year, with an signage, and compelling copy create continuous thing my father taught me about business being a top producer, it’s about being moments a communityms’ charity organization, as well as a number of email Nate’s clients rely on hiswas es Being present some of the with biggest of hisbusiness, journey, from the first average meetingsales to the table might see onlyyou in an upper p priceclosing oflocal 550K. But while for for her,networking this busiachel Roberts, email molly.roberts@evrealestate.com, you’re going to get in this have to w buzz, fellow agents ensures httpv Copyright Top Agent Magazine great satisfaction.

One revie involved agent.” local charities and organizations.

“Community clients’ lives“I’ve translates into relationships.

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“I thinkemail people realize how much time and ef tify and make a successful of in touch withfor. myEverybody client base,” he explains. carole.saville@eview.com.au “During for every person that I’m working Copyright Top Agent Magazine To out m we put into it, andvisit thatthe makes themday. feelfind comforta very first Diligent, o To learn more about Kevin Mill, please visit mihometowngroup.com, saville.eview.com.au, the course of the transaction we go from a business is different, and they all have different wants when and they’re working with us.” will work with him again, and please c When reading Lisa’s reviews, it’s clear sherelationship always to a friendship, and they feel comfortable or call (61) 041 041–9241 email kevin@mihometowngroup.com, or call (586) needs. I just love the people I work with 337-2696 and I his great team.” email him at ra meets this goal. One recent client said, “Lisa is the recommending people to me. I always send my fresh The father and son duo were able to hit the grou ® most AMAZING Realtor ever! After our home had Top Agent Magazine 3 listing h Nate says that Copyright Top the Agent Ma running and have been successful righteach off bat.

T been on the market for 4 months with another agent, Top Agent Magazine ForCopyright more information about Lisa Sanders, therefore, receives a average price range of Johnny’s listings creative is betwm and zero progress, we decided to make a change.

REALTOR Vendors and Real Estate Companies— Get Nationwide & International Exposure!

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

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

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

Top Agent Magazine ÂŽ

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

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

Find causes that speak to you.

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

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

Unite your team for the common good.

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

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

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

Include clients in the process.

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

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

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

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MOLLY MILLER

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Molly works as a Realtor® with Monarch Realty Group in Massachusetts, and she also owns her own brokerage, Mountain Side Properties, in New Hampshire.

Molly Miller began her real estate career in 2004. Since then, she has established herself as a hard-working and compassionate real estate professional who always does the right thing for her clients. Working as an agent and a broker, Molly has built a base of loyal clients who keep coming back, and continues to grow her business every day.

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Molly serves both Massachusetts and New Hampshire. Molly works as a Realtor® with Monarch Realty Group in Massachusetts, and she also owns her own brokerage, Mountain Side Properties, in New Hampshire. A significant portion of her business comes from repeat and referral clients. “I just had a fourth transaction close from someone I met in 2018,” Molly Top Agent Magazine

says. “Clients like that I’m transparent and down to earth, and I think that’s why I’ve done so well. I make people feel comfortable. You have to be real and honest, and people respect that.”

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Staying in touch with past clients is a priority for Molly. She regularly checks in throughout the year to see how they are doing, whether via phone call, text, or mailings. “A lot of my clients become Copyright Top Agent Magazine 9

“Mindset is everything: Let go of money, and focus on clients and people. I prefer to think long-term and big-picture. I just try be of service to people, and to be a good person. like friends,� Molly says, so maintaining those connections comes naturally.

When she markets a listing, Molly works hard to ensure a home looks its best and reaches as many potential buyers as possible. She uses professional photography, floor plans, video, and 3D home tours to create a comprehensive and appealing 10Copyright Top Agent Magazine

portrait of the home so potential buyers can imagine themselves in it before they even schedule a visit. She promotes her listings via social media, especially Facebook and Instagram, as well as emails to agents and her other contacts. The results speak for themselves: Molly consistently closes over 30 transactions each year, with an average price upwards of $500,000.

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Molly loves the area she serves, and she volunteers in her community wherever help is needed. When she is not working, Molly loves spending time with her six dogs, as Top Agent Magazine

well as the chickens and ducks she keeps on her property. She also enjoys making pottery, and has a pottery studio in her home. She makes pottery as closing gifts for her clients.

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In the future, Molly plans to continue growing and expanding her business.

“I’m in it for the long haul,” she says. For Molly, the most rewarding part of a career in real estate is helping people. “Mindset is everything: Let go of money, and focus

on clients and people. I prefer to think long-term and big-picture. I just try be of service to people, and to be a good person.

The money part will always come naturally if you’re doing the right thing for your clients.”

To find out more about Molly Miller, please call 617-590-5168 (cell), email molly@mollymillerhomes.com, or visit mountainsideprops.com/about https://

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Monarch Realty Group is proud to congratulate

MOLLY MILLER

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

273 Chauncy Street, Mansfield, MA 02048 508-594-5900 | MonarchREGroup.com www.

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Featured for the State of NH in Top Agent Magazine!

Molly Miller Owner & Top Performing Real Estate Agent About Me:

Contact Information:

- Licensed in NH and MA - Owner of Mountain Side Properties LLC - 16 years of experience as a Realtor - Extensive marketing experience in highend/luxury homes and estates

Cell: (603) 848-4219 molly@mountainsideprops.com Mountain Side Properties LLC 118 Whittier Hwy Moultonborough, NH 03254

Jonathan Ferrante Mortgage Loan Officer at Blue Water Mortgage About Me: - Licensed in NH, ME, MA and FL - Over 100 transactions in 2019 - Former Licensed Realtor (over 10 years of experience in the Real Estate industry) 14

- Top Jumbo lender

NMLS #1694126

Contact Information: Cell: (813) 267-4369 jonathan@bluewatermtg.com Blue Water Mortgage, NMLS #1291 14 Main Street, Suite #2 Top Agent Magazine

Meredith, NH 03253

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

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

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

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

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

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

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

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

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

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 16

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

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

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

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

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TRACI JOHNSON

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TRACI JOHNSON Traci Johnson has been in the real estate business practically her entire life. “I guess you can say I grew up in this business,” she exclaims. She obtained her license 35 years ago and has been working solo buying, selling, and relocating clients in the Nashville, Tennessee area.

Making people happy is her number one priority. “After all, I am part of the biggest transaction most people will ever make in their entire lives. It’s exciting,” she says.

“Whether it’s a starter home or a$3 million mansion, this job never gets old.”

She says a tremendous amount of her business is repeat and referral clientele, “because I have great follow-up,” she notes. In a recent review, one of her clients wrote: “Traci Johnson Is an amazing realtor who supported all of my requests and was extremely knowledgeable of both the Nashville market and the home buying process. She is highly skilled and her years of experience shine through to her customers.

We will definitely use her again and highly recommend her to others. She is extremely genuine and delightful to work with.”

Traci is involved with several organizations in her area, including the local chamber of commerce and EMTAR. She also volunteers for such noteworthy charities as Big Brothers & Sisters, Youth Village, the United Way, and the American Heart Association.

“People come back, because many become friends,” she says. Traci loves to host her clients at her home for gatherings and dinners. “We love to sit and gab all night,” she says.

Her follow-up program includes emails, cards, mailouts, and postcards several times a year. “I also send out calendars, flower seeds in the spring, usually there’s something every month,” she states.

When she’s not working, she enjoys traveling, shopping, and “spending time with my grandbabies, 6-year-old twins, because my family is so important to me,” she says.

As for her plans for the future, “I don’t want to work harder, just more efficiently,” she says. She hopes to hand off some of her responsibility to her transaction coordinator so she can focus on the parts of the job she loves the most as well as spend more time with family and friends.

When it comes time to market a listing, Traci takes care with each and every step of the process. From the initial viewing to assessing what needs to be done to successfully sell a home, she views each property as being a unique project. “Then we get a professional photographer out to take photos. We also do videos, drone shots, and virtual tours that we place on 50 websites in and around the Nashville area,” she says.

Why has she stayed in real estate for so long? “I love what I do,” she says. “I was born and raised here, so I am able to help people get around, get settled, and they appreciate that. I find that to be very gratifying.”

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To learn more about Traci Johnson, email traciturnerjohnson@gmail.com, visit tracijohnson.crye-leike.com, or call O: 615-391-9080, C:615-812-9080 https://

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Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 19

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 20

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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Jodie Mayo Top Agent Magazine

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JODIE MAYO Jodie Mayo had always wanted to make a difference. This ambition first led her to Medical City Dallas Hospital, where she served as a Financial Coordinator. However, she still felt as if she could offer more to her community. Life finally changed when her friend, a local Realtor, suggested that she go into the industry. Soon after, Jodie earned her license and started her new career. “I never looked back,” she says. “Right away, I knew this was the life I had always wanted.”

Today, Jodie is a Realtor at Coldwell Banker Apex, where she services clients throughout the Dallas area.

In her three short years in the industry, she has placed in the top 5% of Texas Coldwell Banker Realtors while ranking as a Top Producer in D Magazine. To go with these achievements, she has also placed 23rd of almost 1000 agents companywide in 2019 and landed in the top 500 of over 20,000 agents for Dallas Real Producers.

However, Jodie doesn’t pay much attention to these accolades. For her, success comes through a compassionate approach to client relationships. “If you make sure others are taken care of,” she says, “life falls into place.”

When working with clients, Jodie prefers a diversified, hands-on approach. She offers professional photography, comparative market analysis, staging, open houses, social media marketing, and anything else a listing demands. On top of these options, she supports clients with advanced marketing through Coldwell Banker Apex’s specialized technology platform. “My tactics all depend on the home,” she says. “Sometimes I even need to walk through the neighborhood and let

everyone know a house is for sale. Whatever it takes.”

Elsewhere, Jodie strives to maintain clear channels of communication, ensuring that her clients are able to follow along with the process. She empathizes with how the process can be opaque to new buyers and sellers. As such, Jodie sees herself as an equal parts Realtor and educator. “A lot of clients don’t know what goes into buying or selling a house,” she says. “That’s why I make sure their questions are answered right away.”

Through such tenacity and an open-hearted approach, Jodie has built a sterling reputation among those in her community, with over 75% of her business coming from either repeat or referral clients. Best of all? “I’m making a difference,” she says. “That’s what I always wanted for my life.”

Jodie has also worked hard to make a difference outside of her career, where she serves as an Ambassador to the Royse City Chamber of Commerce. On top of that, she donates a portion of each closing to Habitat for Humanity. But Jodie most values her work raising money and walking for the National Kidney Foundation, which she has proudly served for years.

When Jodie looks to the future, she envisions the potential growth of her business. But she will always make time to foster the relationships that have fueled her career achievements as a Realtor. “Relationships are my favorite part of the industry,” she says. “As a Realtor, I’m helping people make the biggest decisions of their lives. So I owe it to them to give it my absolute best. Always.”

To learn more about Jodie Mayo email buyandsellwithjodie@gmail.com, visit JMAYO.cbapex.com or call (469)878-3266 http://

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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Kellie Rutherford

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KELLIE RUTHERFORD Ernest, passionate, and honest, Kellie Rutherford’s warm demeanor and deep commitment to providing impeccable service have built her a reputation as one of the go-to real estate experts in her community. Like many agents, Kellie didn’t began her career in real estate, but rather worked for several years as a flight attendant. After having her first child, Kellie decided she wanted a job that required less traveling, so at the urging of her close friend, took a stab at working as a real estate agent. She quickly fell in love with the job, and the rest, as they say, is history.

Sixteen years later, Kellie is now one of the top producing agents at her office in Prescott, Arizona, and is widely known within Keller Williams as the “Queen of Prescott.” In fact, her reputation is such that Keller Williams agents from all over the country will refer business to her whenever they hear of clients interested in the area. From her office in Prescott, Kellie’s work focuses on the city itself as well as surrounding areas such as Prescott Valley, Chino Valley, and Dewey–Humboldt.

Kellie credits her honesty and focus on developing meaningful relationships with her clients as being some of the key drivers of her success. “My business is built on my relationships with my clients. I always take the opportunity to get to know them, understand what their needs are, and make sure they know that I value them,” she says. “They understand that I’m down to earth, and I’m not afraid to tell them that if I’m not the perfect

agent to sell their property, I will hook them up with someone who is.”

When it comes time to list a property, Kellie executes a detailed marketing strategy that focuses on the specifics of each home. Before she has her professional photographer take pictures, she will do a thorough walk-through with her clients to point out any small fixes or changes they can make to improve their home’s appeal. She then encourages her clients to pack up as much of their personal items as they can. “It’s important to depersonalize your home by removing family photos and the like so that others can get the vision of it becoming their home,” she explains. Once the home is looking its best and the photos are taken, Kellie conducts an extensive marketing campaign on social media and across over 300 websites, all the while consistently providing her clients with updates.

When Kellie isn’t working, she loves to golf, kayak, spend time outdoors, and give back to her community.

She is a supporter of Big Brothers Big Sisters, where she mentors young children, and Teen Challenge, an organization that helps adults/youth overcome their addictions.

With an eye the future, Kellie is excited to build out her team and help mentor younger agents, so that they can achieve their full potential. “For me, the value, joy, and excitement of being a realtor comes from my ability to help others continue on their journey of life. I feel so blessed each and every day to do what I do.”

For more about Kellie Rutherford, please visit soldbykellierutherford.com or prescotthasit.com, call 928-830-0151 or email azkellierutherford@gmail.com www.

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

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

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

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as 27

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

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

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

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

2. Remove distractions

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

We all do it!

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

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do 28

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

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

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

5. Be deliberate

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

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

6. Always look for ways to

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

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

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

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ADRIANE KIZY

Adriane Kizy is currently working as a premiere 5-star client rated REALTOR® and serves the Oakland and Macomb County areas.

Adriane Kizy’s connection with real estate goes all the way back early days of high school, when she worked part time at a local real estate agency helping agents answer inquiries, prepping closing files and creating marketing materials for open houses and listings. This high school side gig eventually turned into a successful career, with Adriane currently working as a premiere 5-star client rated REALTOR® and serving the Oakland and Macomb County areas.

Every agent has their own unique way of approaching each transaction, and for Adriane it starts with an open and honest conversation between her and the client. “I sit with the client and discuss their goals and develop a plan to reach them. The biggest thing for me before I even start marketing the listing or identify home options, is to have that relationship with the client and earn their trust. To understand 30

their situation, because that helps me find the best way to market their home or find the best fit for their next move. Every client deserves my full attention, so I take every measure to be available to my clients. There is nothing worse than an unresponsive agent.” And when it comes to marketing, Adriane’s goal is to provide maximum exposure using such media platforms as Facebook and Instagram as well as her professional network in the real estate industry. Adriane believes there is a buyer for every home and it is her obligation to be the “expert home matchmaker”.

There isn’t a single secret as to why 80% of her business is referral; she credits her success to a well-rounded background. “I think it’s the extensive background I have in all different parts of real estate along with a marketing management degree.” During her real estate career, Copyright Top Agent Magazine

Adriane has worked with builders, title companies, investors and homeowners.

And she likes to give back to her clients by staying in touch during and after closing, sending out market updates, providing professional references, sending out birthday cards and maintaining a consistent relationship.

Another reason for why she has been so great at connecting with her clients and being able to hold onto to them through different milestones of their life, is that she understands there is no such thing as a “One Size Fits All” approach in buying or selling a home. Whether it’s a recent college grad student trying to manage student debt exploring home ownership, a married couple with a growing family, or a need for change to enjoy retirement.

“My goal is to treat my clients as I would want to be treated throughout the whole process.”

Adriane is very active in her church where she participates in charities helping people get set up in housing, organizing household donations, as well as volunteering in her children’s schools. And when not working or helping others, she loves to spend time with her family.

She is currently focusing on the future of her business, and planning to pursue her broker’s license, grow her Kizy Signature Team, keep a constant pulse on the market and continue to keep educated on the latest and greatest in real estate. But at the end of the day, her clients are her main priority. “I’m a strong believer of open and honest dialogue, always acting in my clients’ best interests with integrity, and tackling any obstacles to make sure we close the deal.”

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To learn more about

ADRIANE KIZY email closethedeal@adrianekizy.com, visit adrianekizy.com, or call (248) 918–6402 www.

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

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

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

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BUILD A SOLID FOUNDATION

5

SET GOALS

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

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

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

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SUSAN AKAGI Susan Akagi got started in real estate in 2005, after moving from Colorado to Tennessee. Now, 15 years later, Susan has established herself as a trusted local agent who provides her clients with top-level service and a compassionate personal touch. Her specialty is pairing people with the perfect property.

Susan has been with Lakefront Living On The Lake Realty for over ten years, serving the Tellico Lake area of eastern Tennessee. Her continued success is a direct result of more than 50% of clients providing referrals or repeat business, and it’s easy to see why. “People keep coming back because I listen and I have patience,” she explains. “I show buyers the properties that are available, regardless of who has the listing. I make those relationships last long after the closing process.”

Susan continually keeps in touch with past clients by providing a personal touch, which may be a phone call, a token of appreciation, or acting as a resource when they have questions throughout the year. Staying in touch also comes naturally, since her goal is to create a long lasting relationship with her customers.

When preparing a listing for the market, the first thing Susan does is to look at the house from a buyer’s perspective, bringing out the best in a home. “I respect people’s feelings while providing staging recommendations and make sure that they can still live comfortably in their house during the marketing process.” Professional pictures are a must to show off the best assets. “If the photographer takes the pictures and then two weeks later there are some beautiful flowers in bloom or new furniture in the home, I have the pictures updated.”

Many of her buyers are out of state, so Susan understands the importance of specialty URLs. She has secured websites such as TellicoLakeRealty.com, TellicoVillageRealty.com, and LiveOnTellicoLake.com. www.

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Susan distributes information about new listings to her extensive database of potential buyers who are looking in the area. She also takes into account the characteristics of an individual property when she is deciding where to advertise. “If I think it’s a house that will generate more interest nationally than locally, then I might put it in Homes & Land magazine or other specialized websites such as LakeHouse.com or GolfHomes.com.” Susan also takes advantage of the natural beauty of her area to wow potential buyers, treating them to a scenic tour around the lake.

When she isn’t working, Susan loves boating and enjoying the lake. “I could never see myself living anywhere else,” she says. Most of all, Susan wants to continue taking care of her customers even after the sale by being an ongoing valuable resource throughout the years. “I’ve always believed that if I take care of today’s customer, tomorrow’s business will take care of itself. And my business has grown extensively as a result of this philosophy. I’m very passionate about this job. I want to always be sure my clients get value out of working with me.”

To find out more about Susan Akagi, please call 865-643-0553 or 423-519-3258 Ext. 2, email SusansProperties@gmail.com, or visit TellicoVillageRealty.com or TellicoLakeRealty.com www.

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 36

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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JIM BROWN Jim Brown got started in real estate 10 years ago, following a 30-year career as a salesman in the printing industry. Jim has built a reputation as a go-to real estate agent in his area, whose clients trust him to work hard for them and use his knowledge of the market to get them the best deal possible.

Jim serves Montgomery and Frederick counties, especially the area surrounding Poolesville, Maryland, where he is based, and is very active in the community.

“Much of my business comes from building goodwill in the community and getting to know people through the various organizations I’m involved with,” Jim says.

“People know that I provide solutions that are easy to work with, and still very cost-effective. I represent a friendly transaction, but still professionally handled.”

Jim is a “classic communicator” who believes in bringing a personal touch to everything he does, and looking past the dollar amount of a deal to see the person he is helping. “People come to me looking to sell their house or to help them find a house, and at least for the first hour of talking to them, I just want to hear what they’re trying to accomplish,” Jim says.

“That way I can help them build a mindset and help them do whatever they need to do housing-wise. It’s really important to me to know what their end goals are, and then try to get them there. I derive more satisfaction from that than from anything else.”

This personal touch extends to all parts of Jim’s business. He owns a fleet of trucks and even a 40-foot dumpster, all of which are at his customers’ disposal (no pun intended) when it comes time to clean out their homes. “When a customer knows they have an easy way to clean out their house and get themselves prepared to sell or buy, then they feel better about it,” he explains.

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In addition to being a helpful resource for his clients, the trucks make for an effective branding tool as they crisscross the area with Jim’s name and contact information on the side. Jim believes a crucial component of promotion is simply getting his name out there in front of the public. “Between social media, our trucks, and our signs in the ground, we’re constantly letting people know who we are and what we can do,” he says.

Jim is deeply dedicated to serving his community. He currently serves as a town commissioner of Poolesville, and was the mayor for eight years. Jim also runs the local youth basketball program for 6th to 8th grade kids.

When he is not working, Jim loves spending time with his wife and getting together with their grown kids.

Jim is also an avid motorcycle hobbyist, and founded a group called Bikes and Breakfast Maryland, a fellowship group whose goal is to “work together to give motorcyclists a destination every Sunday.”

Above all, Jim places an emphasis on helping people achieve their goals: “For me it really is all about figuring out where my clients need to go and what they need to do, and seeing how I can help them.”

To find out more about Jim Brown, please call (301) 221-1988, email jimbrown.sales@gmail.com, or visit tprehomes.com/JimBrown.html http://

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THE CANLAS BROTHERS Determined, committed, and passionate, Neil and Daryll Canlas have become the perfect real estate duo in the San Francisco Bay Area. The brothers became inspired to enter the real estate industry, after a trip to Las Vegas with their uncle in the mid-2000s. “Our uncle was a real estate broker and was doing pretty well.

We stayed at a lavish Bellagio suite and were impressed by what he was doing,” they explain. Wanting to attain the same success their uncle had, the brothers decided to get their real estate licenses right out of high school. When the market crashed after they graduated from college, Neil and Daryll entered different industries, always knowing they would end up in real estate at some point. Eight years later, they decided it was the perfect time for them to jump back in. So they did, and they haven’t stopped since. That first year they sold $53 million in sales volume. “We achieved our success from hard work, cold calling, knocking on doors and hosting open houses,” they say. “And that hustle has not stopped.”

Today they have now opened their own brokerage office, with a view overlooking San Francisco’s Oracle Park and have built a team which includes a full-time assistant and five other agents. A growing number of their business consists of repeat clients and referrals, a testament to their superior service. Not only that, Neil and Daryll are experienced house-flippers, which offer invaluable expertise in renovations and investment advice. “We flipped over 35 homes last year, so it’s an added advantage for the buyer or seller to get our advice,” Daryll explained. Not only do they guide their clients throughout the transaction and share their knowledge, but are always honest. “We are transparent and have integrity,” Neil said. When it comes to marketing, the brothers go above and beyond, promoting their listings on many different websites, including social media, Redfin, Zillow, and more. They even utilize the international MLS depending on the listing.

After the transaction, clients leave glowing reviews about their time together. One recently said, “It is honestly difficult to describe just how great it was to work with Neil 38

and Daryll. As first-time homebuyers, we were both pretty intimidated by the process of taking on the San Francisco real estate market, but the brothers guided us every step of the way. They are incredibly attentive (it never took them more than an hour to get back to me, including on weekends), and they make themselves available if you want another set of eyes to look at a home.

The brothers are both grinders; their work ethic and knowledge are significantly better than your average real estate agent.”

When The Canlas Brothers aren’t working, they’re staying active in the community. They’re involved with Minds Matters, which assists lower-income high school students to get into colleges. Not only are they mentors there, but they also attend their yearly gala to help raise money for schools. “There is a large number of kids out there that need help. We want to help as many kids develop and grow into their greatest potential.”

As the Canlas Brothers continue to grow, their love for the industry will always remain. “It is exciting to see the industry constantly evolving; we can’t wait to see what the next decade entails.”

For more about The Canlas Brothers, please call 415-527-7070,415-529-8883 or email Neil@thecanlasbrothers.com, Daryll@thecanlasbrothers.com Top Agent Magazine Copyright Top Agent Magazine

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

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

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

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

First, think about a client’s everyday experience.

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

Where might your client swing by for coffee?

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

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

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 40

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

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

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

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

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

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KYNN ESCALANTE Kynn Escalante, a native of Tucson, Arizona, was fortunate enough to have discovered her love for real estate while she was still in college.

She had been working her way through school selling fine jewelry when her father got into commercial real estate. She ended up quitting her job to go work for her dad at Coldwell Banker as well as for her uncle, who was a property tax consultant. “I’ve been doing this since 1986, and I absolutely love it,” she exclaims.

In her spare time, Kynn has served in multiple positions for the Pima County Medical Society Alliance, including president, In the late 80’s, she was responsible for the formation of the Women’s Active 20/30 Club of Tucson, the first women’s chapter in the world, which helps improve the quality of life for the special needs of children in her community.

Currently, Escalante works solo and made 20 transactions last year with the average home price averaging at $500,000. She says 75% of her business is repeat and referral clientele.

During her off hours, Kynn competes in local, state, and national tennis tournaments. “Playing tennis for me is a lot like working in real estate,” she observes. “You play with different partners and sometimes in groups, and you learn strategies in order to be successful.” She’s also a dog trainer and competitor having recently having competed at the AKC Invitational in Orlando, Florida in which she made the finals

Kynn believes what keeps her clients coming back is the fact that she works very hard at maintaining sincere relationships. “I want my clients to know that the relationship doesn’t end with the house closing,” she says.

“In fact, it’s the beginning for me, because this is how I’m able to get referrals.”

Kynn says it’s her years of experience and vast knowledge that sets her apart from her peers. “I’ve practiced in multiple areas of real estate,” she says. “It’s this expertise that gives my clients confidence in me.”

What she loves most about her work is the relationships she forms with her clients and their families. “Each encounter, each situation requires something different and new,” she explains. “It’s both fulfilling and exciting.”

Though she’s been doing this for a long time, Kynn does not plan to retire any time soon. She does hope to continue to work with people she feels confident with and may expand her team. “Right now I’m leading a good life,” she says. “I have work-life balance, so why stop now.”

To stay in touch, Kynn features profiles of her clients on her company Facebook page. “We also do client parties, get-togethers, and my favorite is a Thanksgiving Pie Giveaway,” she says.

Each listing receives Kynn’s personal marketing touch.

“Every single property is unique and should be treated as such,” she states. In addition to putting listings on her website, MLS and social media, Kynn does a lot of networking with like-minded agents.

She also specializes in assisting families who are relocating into the Tucson area and has even earned the Certified Relocation Specialist designation (CRP).

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To learn more about Kynn Escalante, email kynn@wemovetucson.com, visit wemovetucson.com/kynn-escalante, or call (520) 529-4010 work, (520) 401-6290 cell http://

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JASON FOWLER Even as a child, Jason Fowler possessed a keen eye for real estate. Whenever he was out driving with his mom, he would ask her to pull over so they could visit the latest open house. Usually, she would oblige. “I think she saw it as free entertainment,” he says now with a laugh.

For Jason, on the other hand, these open houses represented something far more significant.

As he grew older, his interest in real estate only deepened. Then he earned his license, and all at once, his childhood curiosity had blossomed into a fully-fledged career built around the community he loves.

Today, Jason is a Century 21 Affiliated Realtor, assisting buyers and sellers throughout Dane County and the surrounding area. Working solo, he aids his clients with attention, tenacity and open communication. “Above all,” he says, “I want to show people how to realize their dreams of homeownership.”

When listing a property, Jason prioritizes detail and efficiency. “The numbers are in,” he says. “The vast majority of buyers find their homes through the internet. So you’ve got one chance to make that perfect impression.” Pulling from these values, Jason forges a collaboration with his clients early in the listing process, developing a strategy to ensure that their house is ready for the marketplace.

From there, he hires professional photographers to supply still photos and virtual tours of the residence. Beyond online marketing, Jason also guides his clients through open houses and local listings.

Elsewhere, when it comes to buyers, Jason is more than happy to throw himself into the tireless search for a perfect home. “I embrace the challenge of finding the right house for the right people,” he says. “Sometimes it takes two walkthroughs; sometimes it takes twenty. Either way, I embrace the process.”

After closing a deal, Jason remains in touch with his clients, providing them with additional assistance in their 42

new home. In this way, he sees himself not only as their Realtor, but also as their friend and confidant. “I always answer the phone right away,” he says. “My clients know they’re important to me.” As a result, Jason has built a strong reputation, with most of his business coming from either repeat clients or the referrals of happy homeowners.

Outside of Real Estate, Jason can be found helping his community. He volunteers his time preparing food at the Men’s Shelter in Grace Episcopal Church. Elsewhere, he volunteers actively with the American Foundation for Suicide Prevention. “These efforts go hand in hand,” he says.

“I’m a huge advocate for mental health and protecting those in challenging circumstances.”

Looking ahead to the future, Jason hopes to continue growing his business while expanding his marketing reach across digital media. But he also hopes to spearhead a special project, an online platform where he can use his voice to elevate those of local businesses around Dane County.

Most importantly, though, Jason looks forward to meeting his latest client. “Every house is a puzzle,” he says. “I just love delving into a new property and watching the pieces fall into place.”

To learn more about Jason Fowler email jason@c21affiliated.com, visit JasonTFowler.com or call (608) 438-5056 www.

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

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

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

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

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

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

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

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

Just make sure that you establish some foundational boundaries so that you maintain an 44

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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KINA KNISLEY For years, Kina Knisley was a school teacher in Germany. When her husband’s job relocated their family to the sunny beaches of Hawaii, she befriended a local real estate agent who immediately noticed her outgoing, charismatic personality. Heeding the agent’s advice, Kina explored going into real estate.

Sure enough, she fell in love. “I’ve always enjoyed getting to meet people and improve their lives,” she says. “Real estate was a natural fit.”

Today, Kina is the Lead of Team K2 of Keller Williams, Honolulu, where she assists clients throughout the island of Oahu. Through reliable service, she has developed a strong business in the area. “We’ve been able to explode based on experience, working with investors and referral connections with buyers and sellers,” she says. More than success, though, Kina adores the work.

“I do this because I love helping others.”

When listing a home, Kina and her team employ a mix of digital media and local marketing strategies.

By providing clients with Facebook ads, professional photography, videography and virtual open houses, she can ensure that their home reaches a wide audience. But Kina also harnesses her connections in the area, listing properties in Homes and Lands Magazine and leaning on her network around the island.

Outside of her career, Kina enjoys building her network throughout Oahu and establishing connections between local professionals. She organizes Oahu Elite Networking events, a free opportunity for area businesses to connect with each other. Meanwhile, she also puts on a monthly investors meetup, an event where locals can gather and listen to advice from expert guests. On top of that, Kina hosts a weekly talk show, The Life of the Land, where she offers viewers advice on real estate transactions and the state of the market. But Kina also understands the importance of service within her community. Because of this, her team has partnered with the Salvation Army to help distribute food to families in need.

At home, Kina enjoys spending time with her husband and the three dogs they have adopted from an area shelter.

“I also like to cook when I have the chance,” she says with a laugh. “But these days, I’ve been a little busy.”

As for the future, Kina envisions the further cultivation of her business and relationships around Honolulu. After all, for her, real estate is more than a career. “I live to do this,” she says. “With a career this fun, it’s easy to work hard for my people.”

Kina takes this same diligent approach when collaborating with her buyers, guiding them with a lighthearted blend of compassion and education. Most importantly, she ensures that her clients are never lost in the search for their dream home. “Real estate allows me to fuel the part of my soul that loves teaching people,” she says.

“Those interactions are the best aspect of my career.”

For Kina, client relationships are long lasting, as she seizes any opportunity to keep in touch after closing.

In fact, she even throws two client appreciation events throughout the year, where she can reconnect with all her buyers and sellers and see how they enjoy their new homes.

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To learn more about Kina Knisley call (808) 681-9594, email teamk2@kw.com, visit teamk2realestate.com www.

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SHASTA KRAKE For Shasta Krake, real estate runs in the family. Her aunt and step-mother were in real estate, and when Shasta turned 18, she decided to get her real estate license. Although she went to college and had plans to get an MBA, Shasta decided to devote herself full-time to real estate once she turned 24. “I activated my license and started on what is now one of the major teams in Oregon,” she says. She then switched to another team and started growing incredibly fast. “My first year with them I closed 40-60 transactions, the next year 50-60, and by 2017 I was closing around 80.” She had gained enough momentum to go out on her own, so she did, and soon started her own team. Today she has four agents and three administrative assistants. During their first year, they sold 120 homes with roughly $30 million in sales. Serving the Willamette Valley in Oregon, their business largely consists of repeat clients and referrals, a testament to their superior service.

“We focus on quality of care throughout the transaction,” Shasta explains. “We are not going to push for more and more business, we want it to happen organically.” Shasta and her team put their clients first, and only want what is best for them. Rather than focusing on commissions or numbers, they make it their priority to provide an amazing experience to buyers and sellers.

By educating them throughout the process, always being available and constantly updating everyone involved, Shasta and her team are able to exceed expectations.

“If they’re working with one agent in the beginning, they don’t get handed off to others. It stays consistent throughout.”

Afterwards, clients leave glowing reviews about their time together. One recently said, “Shasta (and her team) was an amazing partner in getting a tricky estate sale over the finish line and sold. She had the patience in dealing with me being out of state, while being aggressive on marketing/showing the property behind the 46

scenes. Shasta is very knowledgeable in the industry and her guidance was pivotal in dealing with various offers, multiple tricky buyers/loan offers and how to keep the property top of her mind over what was a long period of time (out of her control due to property concerns). She always kept a positive and ‘move forward’ attitude. Above all, her professionalism and her team are second to none. I highly recommend Shasta and her ‘can do’ approach!”

During any free time, Shasta is hanging out with family or giving back to the community. She and her team give away ornaments to past clients for Christmas, are involved in the Boys and Girls Club, the local Chamber of Commerce, the Lebanon Strawberry Festival, and more.

As she looks ahead, she is eager to continue growing and serving as many people as possible. “I’m very passionate about supporting people who come into business with us, we want to help everyone and for them to know it’s okay to be a working mom or dad, we will accommodate their hours, and it’s okay if they bring their kids to showings. Real estate can get intense sometimes, so the lighter we make it the better it can be.”

For more about Shasta Krake, please call 541-619-2105 or email shasta@krakehomesales.com Copyright Top Agent Magazine

Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans48

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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KEVIN MILL Kevin Mill was doing sales and marketing for a physical therapy clinic when his brother and brother in-law who were in the mortgage industry introduced him to real estate. “They said I had a great work ethic and a personality for the business, so I gave it a shot.”

Kevin says.

He started out on a team and worked with them for about three years before branching off and taking on a solo career. “This past year [I served] a very large geographical area,” he says. “It’s the most diverse regionally I’ve been. You have to go where the people go.”

He’s served everywhere from Detroit to Attica, but mainly works in the Washington, Romeo, and Shelby Township areas of Michigan.

Kevin’s transition from working with a team to a solo agent has been successful, and has landed him in the top five percent of agents in his area. He sees about 85% repeat and referral business. “If you treat people as a fiduciary and are upfront and honest with them, great things happen,” he says. He’s since partnered with a buyer agent and an administrative assistant to outpace last year’s goals. “I’m not only an agent in our market center, I’m a leader within the market center. For the past four years I’ve been on the Associate Leadership Council (ALC).

It’s a board of 9-12 agents comprised of the top 20% of our company that oversees market center decisions. I currently co-chair the Growth Committee with another agent in our market center and enjoy collaborating and working with high level agents. I am an active community member not only within the communities I serve but within our community of agents, as well.”

And when it comes to community involvement, Kevin is certainly active. He’s involved with KW Cares, Keller Williams’ charity organization, as well as a number of other local charities and organizations. “Community

is huge,” Kevin says. “I am paid in direct proportion to the relationships I build and the service I provide to my clients.”

Community connection is also key when it comes to marketing. While he markets listings on multiple services, Kevin also says that good old-fashioned door-knocking is a major component. “We’ve been doing a campaign for about forty homes throughout the neighborhood, just providing awareness about those listings and getting to meet the neighbors themselves.” He’s also sure to lean on his sphere of influence to get the word out about properties.

And it works out well for him; last year, Kevin closed over $11 million. “I’m also excited to see the new technology Keller Williams has launched and how it’s going to influence the market and the consumer’s experience,” he says.

“It will definitely give us a leg up on competing brokers and compliment the service we provide.”

Kevin also knows how to balance family and career with a three- and two-year-old at home. “It’s tough to be able to juggle everything. I’m growing a team, but more importantly, I’m raising two kids with my wife.” Kevin’s wife Andrea also recently graduated with an MBA. “I’m super, super proud of everything she’s accomplished these past few years. I couldn’t do it without her. We make a great team.”

Speaking of growing his team, that’s Kevin’s goal for the near future. “Right now, I have a team of three. Growing through them, I intend to grow a team of five to seven within the next three years,” he says. “The plan is to continue to pour into the people I work with. The more I pour into them, the higher we’ll go. It’s just about helping as many people as you possibly can. This business is a people business at the end of the day. It’s not just about being a top producer, it’s about being a communityinvolved agent.”

To learn more about Kevin Mill, please visit mihometowngroup.com, email kevin@mihometowngroup.com, or call (586) 337-2696 www.

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KIM MILLER Back in 2005, Kim Miller was a Sales Manager on the hunt for her next challenge beyond the corporate sector. “I had wanted to get into real estate, and there was no time like the present,” she remembers, “so I finally jumped in.” In her debut year, Kim earned a top spot as Rookie of the Year and broke sales records for Southwest Virginia. “It’s been a good career fit,” she says, “and I really enjoy what I do.”

In the time since, Kim has established a reputation for superlative service, her proven track record, and a personal touch. Today, she spearheads her work in conjunction with her husband, under the banner of Nest Realty. They serve clients across Roanoke, Salem, Bedford, and Franklin Counties, where they drive almost the entirety of their business through repeat and referral clientele who trust their expertise and astute counsel. “From the beginning, we knew we wanted to do something special and a little out of the box,” she says. “With Nest Realty, we’re really able to serve our client base at a highly professional and local level. Our business is based on relationships, not just transactions.” What’s more, Kim emphasizes the importance of staying ahead of the curve when it comes to an everevolving industry. “Real estate is constantly changing,” she explains. “There are so many moving parts, and that makes every transaction stimulating. It allows you to grow and develop new skills along the way, and we’re always improving upon what we do.”

When listing properties, Kim accounts for every stage of a marketing campaign. “Our in-house marketing team helps set us apart from our competition,” she says.

Beginning with staging, professional photography, and video that showcases that homes in an immersive light, listings are then disseminated across the leading online listing platforms and social media outlets. Open houses, signage, flyers, and compelling copy create continuous local buzz, while networking with fellow agents ensures ideal buyers are sourced in short order. Last year, she 50

and her husband closed 73 transactions, 100 the year before, and continue to exceed the state’s average pricepoint per home. Whether buying or selling property, Kim and her team focus on the individuals and families at the heart of each transaction. “We focus first on our client base as a company,” she says, “and each agent works hard to take care of clients past and present.”

Beyond the office, Kim and her team pair with local businesses to host annual client appreciation events that bring new and familiar faces in the community together.

In her free hours, Kim most enjoys time spent with family and loved ones, especially her grandchildren. She also enjoys travel, skiing, playing golf, and hiking with their two dogs. As for the future, Kim intends to keep progress steady as the business continues to flourish. “We want to continue to grow and expand this year with our agent base,” she says. “Every year, we examine what we did well and continue to improve from there.”

Finally, with fifteen years of experience and insight, Kim Miller considers what she enjoys most about her chosen field. “I love the process of building relationships with our clients,” she says. “Real estate allows us to come across and connect with folks we’re referred to or that meet at a listing around town. We’re fortunate to encounter amazing people every day, and so many of them become our friends.”

To learn more about Kim Miller email Kim.Miller@nestrealty.com, https://www.nestrealty.com/roanoke/agents/kim_miller.html visit her website here, or call (540) 293– 8887 Copyright Top Top Agent Agent Magazine Magazine

Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 52

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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JASON MILLS Jason Mills worked in the Army for 20 years, but when he wanted to switch to a job that would allow him to spend more time at home, he decided to give real estate a chance. It turned out to be a great move, with Jason now serving the Sunshine Coast region, and amassing 550,000 of volume per year, with an average price range of 600k.

Jason markets his listings through all the usual portals, as well as social media. He estimates that about 50% of his business is repeat and referral, and credits that to his attitude. “I’m not a typical born and bred real estate agent. I come from a military background. I think I come across as more down to earth and genuine.” His clients also keep coming back because they know that for Jason, they are his main priority. “My desire is not to do a transaction just because of finances. I have a genuine desire to help somebody move from point A to B. If they don’t sign he contract because the money doesn’t suit them, it doesn’t bother me.”

Looking towards the future, Jason would like for his business to grow organically. “I’m always looking to add to the team, but it has to be the right person, and the right fit.” And he has some words of wisdom for aspiring REALTORS®. “You need to really understand what’s involved before going into this business. People see a real estate agent as someone who drives nice cars, wears nice clothes, and is well groomed, and they think that it’s all quite easy. But I will class a real estate agent as a little bit like a duck. On the surface they look quite calm, but underneath their legs are going a thousand miles an hour to get where they need to go. It can take a couple years before you get a good client base and repeat business. It’s not just walking in the door and making money and wearing nice clothes right away.”

Due to his military background, Army causes are near and dear to Jason’s heart. He supports an organization called Wandering Warriors, a program focused on helping returning Special Force soldier’s transition back into civilian life. And when he’s not working he enjoys socializing, playing sports, taking care of his fur babies, and spending time with his family.

His passion for the business is derived from the appreciation he gets from his past clients, as well as his future clients. “I love bumping into someone that I haven’t done business with yet but who knows me, and who appreciates what I do. Someone will come up to me and say, ‘Look, you don’t know me, but you sold a property to my friend and I really appreciate what you do, can you give me a hand?’ That to me is the best part of my job, and what drives me to keep going.”

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To learn more about Jason Mills email j.mills@raywhite.com, visit raywhitemaroochydore.com.au, or call (0417) 343–289 www.

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LAURA PICCARD Laura Piccard got her start in real estate 15 years ago. She was working in technology at the time, and she and her husband were trying to sell their first house together. After having a less-thanideal experience with their agent, Laura realized that she could do a better job herself. So she earned her license and has been working in real estate ever since.

Laura prides herself on her dedication to serving her clients, and her unparalleled communication skills always keep clients feeling informed and in the loop.

As part of Cascade Sotheby’s Realty, Laura serves a broad area of Oregon and Southern Washington, including Clark County, the Portland metro area, and Salem. Her work with vineyard listings also often takes her into the Willamette Valley. Laura enjoys the opportunity to work on such a variety of listings. “After 15 years of being in real estate, I’m constantly learning something new, which I love,” she says. “I think it’s the desire to always take on new things and learn something new that adds to the depth of knowledge that I already have. I don’t focus on a single geographic area, so I’m able to bring experience from other transactions in other areas to the table.”

Over the years, Laura has built strong bonds with her clients, and about 75% of her business comes from repeat and referral customers. One of her clients, a builder who does inner-city new construction in Portland, has been working with Laura for over six years and works with her exclusively. Laura attributes her clients’ loyalty to her excellent communication skills. “I like to be very involved in the process,” she says. “When you call, you’re talking to me. I’m directly involved in your transaction and can tell you where we are at any stage of the game. ” When marketing a listing, Laura makes use of the extensive resources available to her as part of Sotheby’s International Realty. “Sotheby’s has great marketing resources, and I have access to those regardless of a listing’s price point,” she explains. “Promotional tools you might see only in an upper price point, I like to offer to 54

all my clients.” She uses print advertising, social media, video, and high-end brochures to reach a large audience and allow a home to stand out.

Laura consistently handles an annual volume between $10-20 million, and her listings span a wide range of price points. “No day is ever the same,” she says. “Whether it’s the people I meet, something new that I’ve learned, or something different that you’ve come across. In addition to technology, the industry is constantly changing and evolving.”

Laura believes in staying active in her community. Her kids are in elementary school, so she participates in parent-teacher events at their school. She and her kids also volunteer at a local charity, Northwest Children’s Outreach, which provides clothing and necessities to foster children in the Portland metro area. When she is not working or spending time with her family, Laura loves to ride horses.

In the future, Laura plans to grow her business and increase her volume. She also intends to delve more into the vineyard side of her business. Above all, Laura wants to help her clients by making things run as smoothly as possible. “Buying or selling a home can be overwhelming, and I try to make it a calm, enjoyable process for my clients. Things can get stressful, things can happen that are outside of your control, and I try to maintain a sense of calm.”

To find out more about Laura Piccard, call 503.200.9853, visit laurapiccard.com, or email laura@laurapiccard.com www.

Copyright Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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MOLLY & RACHEL ROBERTS Molly Roberts left the corporate world in 2002 to start her career in residential sales. “I had the privilege of representing a quality builder in their newest developments, as well as selling the buyer’s homes,” she recalls. “It was an exciting time and I held a heavy work schedule while raising my young children with my husband.”

Her career transitioned through the shifting 2008 and 2009 markets, which she claims was a learning experience. “I gained new perspective, learned to adjust to the demands of the market to support my clients, and have adapted to the continuing changing times!” she says.

Fast-forward to 2020, Molly has teamed up with her daughter, Rachel, at Engel & Völkers to form The Roberts Group in Blaine, Minnesota. “Rachel brings the creative marketing side to the business as well as provides her buyers with a fun and informed experience,” Molly notes.

Molly and Rachel serve the north and west suburbs of the Twin Cities, and Molly says 85% of their business is repeat and referral clients. “As I take on each new client, my priority is to understand their goals and develop a strategic plan to get them to the finish line,” Molly asserts.

Molly believes what keeps her clients coming back is the fact that she genuinely cares about them, that they do not just represent “business” to her. “I understand that this is a very emotional period in their lives, and we try to be compassionate and genuine as well as professional,” she says. “We are striving to provide a premium service experience that leaves a lasting impression. They deserve that from us.”

Molly says that part of her job is to educate her clients throughout the process. “I will be honest with them every step of the way,” she says. “When you work with us, you

can be assured of straightforward and honest communication, knowledge about the market, and hard work to bring you to your landing place.”

To stay in touch with her clientele, Molly and Rachel believe in out-of-the-box ideas. In addition to sending out quarterly newsletters and other personalized communication, they hold periodic events like pop-up Happy Hours, elegant Soirees and sporting event tailgate parties.

To market their listings, they provide top quality professional photography and rely on Rachel’s social media expertise. “She not only posts on a daily basis, she shoots and edits all of our videos. I like to say she’s our creative side on steroids!” Molly asserts. They also integrate local businesses into their marketing collateral.

“We’re always letting people know about client enterprises like restaurants or retail establishments,” she says.

What she loves the most about her work is the impact she makes on her clients’ lives. “I know that I’m truly helping them make changes in their home environment,” she says.

“We often take something like this for granted, but what I’m doing for them will hopefully make positive, lasting memories.”

For community service, Molly participates in Engel & Völkers events that benefit Special Olympics. Rachel coaches soccer and is currently helping some of her longtime athletes obtain scholarships to further their career.

“When I’m not working, I enjoy spending time with my husband, children, grandchildren, and extended family, and taking an occasional trip to visit new places,” Molly says. As for future plans, Molly does hope to add to the team but in the meantime, they are always looking to improve their customer service with the goal to do what’s best for the client.

For more about Molly & Rachel Roberts, email molly.roberts@evrealestate.com, visit mollyroberts.evrealestate.com, or call (612) 272-7417 http://

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LISA SANDERS A people-person with a love for real estate, Lisa Sanders has made great strides as an agent in the Chicago region.

She got her start after working in telephone sales and meeting an attorney who encouraged her to work in real estate. “So I finally gave in and started selling his projects,” she explains. “I was hesitant at first because I had a bad experience with an agent prior to that, so it really made me want to be a different kind of Realtor©.” By putting her clients and their needs first, Lisa has enjoyed a successful career over the past 16 years. She now has a team, including herself and four other agents. With the vast majority of her business consisting of repeat clients and referrals, it’s clear Lisa is going above and beyond expectations.

“I just go that extra mile, from helping them pick out paint colors to making sure they have a good attorney or inspector,” she says. “I don’t cut them off after the sale. They will call me and I’ll help them with everything I can.” She also hosts client appreciation parties, including a big St. Patrick’s Day gathering complete with giveaways, food, face painters for the kids, and more. “I also try to do BBQs in my yard and take clients out to eat.” Throughout every part of the journey, from the first meeting to the closing table and every meeting thereafter, Lisa’s goal is to bring happiness to her buyers and sellers.

When reading Lisa’s reviews, it’s clear she always meets this goal. One recent client said, “Lisa is the most AMAZING Realtor® ever! After our home had been on the market for 4 months with another agent, and zero progress, we decided to make a change.

After talking with a few friends we made the switch to Lisa. Lisa knows the market and if you listen to the 58

changes and staging she recommends it will sell your house. Within 3 weeks we had an offer on our house.

Lisa knows and understands the Edison/Norwood Park neighborhood BETTER than anyone. Lisa then went above and beyond to help us find, negotiate and deal with a stressful seller just to be able to get us our DREAM HOUSE! Lisa was the best decision we ever made and I will recommend her to EVERYONE!” When Lisa isn’t working, she’s staying active in the community. She supports local boys and girls baseball and softball teams. With many Chicago policemen clients, Lisa is also active in a charity that raises awareness for their mental health.

As she looks ahead, Lisa hopes to continue growing her business and helping as many people as she can.

She loves everything about what she does, and can’t imagine a career more perfect than this. “It brings me so much joy to help my clients have a great experience and find what fits their needs.”

For more information about Lisa Sanders, please call 773-398-0378 or email lisa.sanders@dreamtown.com Top Agent Magazine Copyright Top Agent Magazine

Living On Commission

by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept.

“I could never live on that!” But loan officers have to do it all the time.

The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic.

When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation.

One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her Top Agent Magazine

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Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all!

She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

REALTORS® or other commissioned sales people. A little planning in advance for regular and predictable expenses and a slush fund for surprises and you’ll be covered!

Don’t let that happen to you. Loan officers aren’t that different from

Copyright©, Linda Brakeall.

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All rights reserved.

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CAROLE SAVILLE Carole Saville was working as a naturopath and hypnotherapist, and owned a successful optical sales business, when a client suggested that she should join her in real estate.

Although real estate was never on the horizon for Carole, or even something she considered or thought about, she decided to take on a new challenge and give it a try.

Now, six and a half years later, she runs her very own company, Carole Saville Inspiring Real Estate, and is thriving in the world of real estate.

The business primarily serves the Northern suburbs of Perth, and consists of 50% repeat or referral clients. As a former nurse and midwife, treating people with exceptional care comes natural to Carole. “I treat each person as if they’re the only person on the planet. I treat people how I would want to be treated.” This caring and attentive attitude has certainly worked well for her business. Carole takes her friendly nature past the office, and into the real world, by staying in touch with her past clients, and letting them know that she’s thinking of them. She often checks in by phone, sends messages, or sends them information that they may find useful.

Carole has an in-depth database of clients which makes marketing her listings very targeted, but of course she lists them on all the major online portals.

She works with a small dynamic team and personally does about 40 transactions per year, with an average sales price of 550K. But for her, this business is more than just transactions. “I’ve got service in my DNA, so I just enjoy being a product manager for every person that I’m working for. Everybody is different, and they all have different wants and needs. I just love the people I work with and I Top Agent Magazine

personally think my job is to spread light and joy wherever I go, to be of service to others.”

Even though she is a busy REALTOR® who runs her own firm, Carole still makes time and effort to stay involved within her community. She helps out at a local school, as well as a local ladies soccer club. As for what she enjoys doing for fun, she says, “I’m a self-proclaimed yoga queen. I love the practice of yoga.” She also enjoys spending time with her family and her four-legged pooch companion Harry, who’s a regular staff member in her office!

As an avid yoga lover, it makes sense that Carole likes to keep all things in balance, and that includes her work life. While it may be typical for some real estate agents to focus on constant growth and expansion of business, when discussing the future of her own business, Carole has a pretty unconventional response. “I don’t particularly want to expand, to be honest. I want to keep enjoying what I’m doing.

Yes, it’s important to make a profit, but I also want to have fun and keep learning. That’s my plan.”

To learn more about Carole Saville email carole.saville@eview.com.au, visit saville.eview.com.au, or call (61) 041 041–9241 www.

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RAY SHEA Ray Shea truly understands the gift of home ownership. When he was young, Ray spent time living in his car and sleeping on a park bench - ironically he now advertises on benches.

Over the years since he has built a successful business and a family, but he never loses touch with those early days, and the perspective they gave him on home ownership.

He brings that perspective to every transaction. Serving Colorado Springs as a Broker Associate, Ray has been in real estate for 22 years, and in that time he’s established himself as a capable and trustworthy advocate for his clients. Closing 125-130 transactions a year, mostly in the midrange price point (“I’m a blue collar REALTOR®, if you will,” Ray says), Ray finds that 98% of his business is repeat and referral.

His secret? “I’m putting clients first,” Ray says. “I know that sounds cliche, but every decision I make is driven by the question of how this will serve the client. Working with my administrative team frees me up so that I can spend time actually with the clients, face-to-face.”

listings to clients, to see if they have a friend or family member who would want that house.”

Being of service to the community is important to Ray, and he is involved with TESSA, a group that provides services and emergency aid to women and children experiencing domestic violence. He’s also involved with St. Jude and Marian House, which feeds the hungry in Colorado Springs.

When he’s not working or giving back Ray loves to spend time with his family. “I have four daughters and I love spending time with them,” he says. “We try to get together every Sunday for a big dinner. I have a beautiful better half, and I love spending time with her.

And I have a miniature Schnauzer named Sadie, and I adore her. For me it’s all about the little things.”

Even with so many years of success behind him, Ray is always looking to grow and improve. “Obviously I like the idea of selling more each year,” he says. “But my real goal is to close the gap on my referral rate and get to 100%- to have no other source of marketing but word of mouth. That’s how you know you’re doing a great job for your clients.”

For Ray being with the client is the whole point of the job. “Working with first time home buyers and seeing in person how excited they are, that’s amazing to me,” he says. “I love handing them the keys and seeing them over the moon, I love the art of putting together the transaction. I love helping people get to the next phase of their lives, and I love being there as it happens.”

Being present for some of the biggest moments of his clients’ lives translates into lasting relationships. “The way that you stay in touch with friends is the way I stay in touch with my client base,” he explains. “During the course of the transaction we go from a business relationship to a friendship, and they feel comfortable recommending people to me. I always send my fresh 62

To find out more about Ray Shea please call 719.338.2182 or email him at raysheahomes@gmail.com Copyright Top Agent Magazine

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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JOHNNY SHEIL For Johnny Sheil real estate is a family business. Having watched his father, John Sheil, work as a REALTOR® for over 25 years, he decided to follow in his footsteps.

After getting his real estate license, they created a dynamic team (Sheil Realty Team) and have been serving Rhode Island together for the past two and a half years.

Johnny attributes most of his business to repeat and referral clients who know that they can count on him at any time. “They know we’re willing to work seven days a week, pick up the phone Sunday at 7:00pm, and do showings on Saturday at 8:30am.” He doesn’t take their loyalty for granted. “I can’t thank our clients enough.

They are the reason all of this is possible,” he says. Not only is he thankful for his clients, but most of them also end up becoming a permanent fixture in his life. “Pretty much all of our clients turn into our friends. We go out to lunch, see each other on the weekends, and go to events together. It’s fairly easy for us to keep in touch.”

every single avenue he can think of, from the internet to newspapers. “We advertise our listings as if we’re selling our own house,” he says. As for his wishes for the future of the business, he hopes to continue working with new and past clients, as well as magnify the growth of the business annually. “We want to double our business every year.”

Outside of work Johnny coaches the local hockey team and enjoys spending time with his family and friends.

But real estate remains his true passion. “I love what I do. I love the hustle. I love working with my father. I love waking up in the morning and meeting new people.

And I love working with past people as well. Every day I go into work truly excited.”

Some people might be wary at the idea of working with their parent, but for Johnny it comes with many benefits. Because of his close relationship with his dad, they are able to communicate without a hitch and can get things done quicker than most other teams. His father’s years of knowledge and experience also put Johnny on a fast-track to learning everything he needed to know about the business from the man he trusted. “The first thing my father taught me about this business was ‘if you’re going to get in this business, you have to work every single day.’” According to Johnny, that stands true. “I think people realize how much time and effort we put into it, and that makes them feel comfortable when they’re working with us.”

The father and son duo were able to hit the ground running and have been successful right off the bat. The average price range of Johnny’s listings is between 300k to 800k, and he meticulously markets them in Top Agent Magazine

To learn more about Johnny Sheil email jcsheil@randallrealtors.com, visit johnnysheil.randallrealtors.com, or call (401) 243–7041 Copyright Top Agent Magazine 65

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

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

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

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

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 66

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

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

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

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

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

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

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NATE WARD A third-generation broker, Nate Ward was born into the real estate industry and obtained his license in 2002 while still in college.

After graduating summa cum laude with honors in Economics from St. Lawrence University in Canton, New York. Nate moved to Washington D.C. where he began his practice. He especially enjoys helping people achieve their dreams. “It’s my mission that my clients reach their long-term goals,” he states.

Nate is the co-founder of The Capital Park Team, covering neighborhoods in D.C., Virginia and Maryland, and has built a career based on his extensive knowledge of all things having to do with real estate. “I like to think I offer substantial, first-hand experience in property development, renovation, investment, and management,” he says.

Nate passionately believes that savvy real estate transactions are a key catalyst for all good things in life. A master negotiator, he is also a tireless worker and dynamic problem solver who prides himself on a professional and diligent approach to each transaction.

On an annual basis, Nate reports in excess of $20 million in personal sale volume and says that 75% of this business is repeat and referral clientele. “I’ve been very fortunate to have worked with some great clients who advocate for me and refer additional business,” he says. “And that’s due to our dedication. No one is more committed to providing value to the client in a transaction than me and my team.”

Nate’s clients rely on his esteemed business ethic for great satisfaction. One reviewer wrote: “Nate is very knowledgeable of the DMV market. We were able to identify and make a successful offer on an ideal property on the very first day. Diligent, organized, and thorough, I will work with him again, and highly recommend him and his great team.”

Nate says that each listing he acquires is unique, and, therefore, receives a creative marketing approach. “I want Top Agent Magazine

every property to tell a story,” he says. “And that comes across with quality photography and well-executed marketing collateral.”

To assure that he’s able to portray each property in the best light, literally, Nate joins the photographer for all photo shoots. “I also coach the sellers to do the little extras that will help them push their homes to the forefront,” he says.

“Things like deep cleaning, repairs, etc.”

To give back to his community, Nate is involved with several charitable organizations, including a program offered through his gym’s CrossFit team that aids underserved youth. “We teach the kids, ranging in age from 7 to early teens, the importance of physical fitness, camaraderie, self-care, and generally living a healthy lifestyle,” he explains.

Nate lives in Chevy Chase with his wife, Jackie, along with their two children, two dogs, and a newly adopted cat. When he isn’t working, Nate enjoys spending time with his family, running in Rock Creek Park, kite surfing in the Outer Banks, and golfing at many of the great courses around the nation’s capital.

Nate’s dream for the future includes raising the team’s commission base. “I also want to bring in more agents to grow our team,” he says. “I’m very grateful right now that the D.C. market remains healthy and robust.”

To learn more about Nate Ward, email nate@cparkre.com, visit cparkre.com, or call 202-997-1421 www.

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