NATIONWIDE & INTERNATIONAL 6-15-20

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

MARK BAKER ROSY BELTRAN SUSIE BRANS DAN CALDWELL ELSIE CORBY CINDY DeGRIO SEAN M. DER LISA EDEN-HORVAT MIGUEL GARCIA MARIA KAWANANAKOA JOE KOTOCH JON LONG FRANK MESSINA CHRISTINA MORETTI LORI NEWFER KIM SAHIN BRYCE SCHUENKE MATHEW G. SICKLER NICK STRILAKOS PARRY WARD

Playing the Real Estate Matchmaker COVER STORY

SIMON IRISH

NATIONWIDE & INTERNATIONAL EDITION

15

7

SIMON IRISH

ROSY BELTRAN

35

39

21

MATHEW G. SICKLER

44

27

MARK BAKER

31

MIGUEL GARCIA

DAN CALDWELL 48

SUSIE BRANS 51 ELSIE C

Susie Brans grew up around the Elsie was Corby housing industry. Her father real estate a landlord tenant attorney, and she b years ago, observed the business through his sh eyes. When Susie wason attending the mark the California Polytechnic State was suppose SUSIE BRANS ELSIE CORBY PARRY WARD DAN CALDWELL LORI NEWFER University, she started tosearching attend a f for a career that balanced her cy’s principa dynamic personality she with recalls. her entrepreneurial spirit and love of at the book CONTENTS helping others. After interning for a real estate agent, thought I’d be perfect in the busin the industry was a perfect fit. “I didn’t 53)that 5 SOCIAL MEDIA 4) BEYOND CLEANING AND 29) MAKE SOCIAL MEDIA she realized and said, ‘I have a job for you.’” A want to sit in an office all day,” she says. “So I decided MISTAKES REAL ESTATE DECLUTTERING: WHAT MARKETING YOUR CALLING to earn my license and dive in.”

ROSY BELTRAN

IMPROVEMENT EXPENSES MAKE THE MOST SENSE?

13) 3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING

18) EMBRACING SMART HOMES: DOES NEW TECHNOLOGY REALLY INCREASE HOME VALUE? 24) HOW TO RECOGNIZE TRUE LUXURY PROPERTIES

AGENTS “The key to MUST being a good agent is let She isAVOID now the principal at Ray Wh real estate group, covering the Bal she a Fifteen years Susieyou hasn’t looked back. Today, 57) later, CREATIVE MEDITATION people know find value in them 33) COACHING 9-1-1 suburbs in Western Australia.

In 2 is a Realtor for Richardson Properties, where she services FOR THE REAL ESTATE person, notthe just as a Coast paycheck.”

37) LIVING ON COMMISSION clients throughout Central California. properties with anofaverage price o CARD

PROFESSIONAL Elsewhere, she has developed a robust secondary career 41) PLAYING THE REAL ESTATE as a property 61) manager.

UNTANGLING THE Elsie says theofmajority her b MATCHMAKER— FOLLOW Big Dan Caldwell doesn’t just want to be his to handle one the mostofimporta BIDDING WAR: A BUYER’S & ® referral, and that’s because she is REALTOR , heTO wants to be their friend tions of their lives.

THESEclients’ 8 DATING RULES When listing a home, Susie offers a comprehensive SELLER’S PERSPECTIVES in real estate.

“I genuinely am here for my cli- of excellent service. This is achi ENSURE YOU MATCH YOURstrategy to all her clients. Through social campaigns ents,” he says. “I’m genuinely excited toHOW be a TO “I’m notand just constructive helping Mr. and Mrs. honest, informa OVERCOME CLIENT WITH THE PERFECT and MLS65) listings, she gives her listers a wide reach, part of their lives. I feel super honored to be able asellers house,” Dan says.

“I’m helping a to assist them in securing ensuring YOUR that theirWORKPLACE home finds a suitable buyer. But she FEARS HOMEtoFOR THEM be there for my friends, and that’s how I look a big dilemma or I’m helping a frien

about the whole experience.

“Wo also leans on her extensive industry connections around

at my transactions as friends helping friends.” asecuring huge life Coming from thso 69) 5 SURE-FIRE WAYS TOopportunities 46) CREATIVE WAYS -TO SAY a change. great for them, the Central Coast to link her sellers withresult mind, having that attitude of gratit GET REFERRALS THANK YOU special, and I prideamyself throughout the MORE market.truly “My brokerage provides great o Dan has made a lot of friends serving all Tucson

me be successful. My clients know

service, above“They and beyond,” she deal of support as well,” Susie says. bring addi49) TURN HOUSES I really want isBUSINESS to put a smile on the areasOPEN from Red Rock to INTO Vail, where he ARE lives, YOU 72) DOING tional visibility to my clients with their own newsletters clients and work hard to establis DESTINATIONS works and raises his family. In his time in real ON setFACEBOOK? their life in motion to be better t AS YOU

and social media ads.” term relationships.” estate Dan has earned himself a terrific return the day before.” and referral rate, which shows just how much Meanwhile, Susie is equally diligent when In anot recent review, oneassisting client just being a salesman, bywrit bei his clients come to like and trust him, being so By Phone 310-734-1440 | Fax 310-734-1440 her buyers. Through open communication and honesty, us the representation hope willing to send their friends and family his way and committed friend, we Danhad is able she has earned an outstanding reputation in the halls mag@topagentmagazine.com | www.topagentmagazine.com our home in front of prospective of Richardson Properties, with the vast by majority of her No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published Feature Copyright Topwer Age us and made usclients feel that we transactions coming from either repeat or referPublications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for customer. believe Elsie gave h rals.

Her secret? “My clients andWe I wind becoming opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in theup U.S. the best result.” friends in the process,” Susie says. “I always say that my family expands each time I close a transaction.”

2

Magazine ElsieTop is aAgent multiple award winner w

name. the recent years,ashe On top of real estate,herSusie hasIn also established successful property management company. There, she

real estate busihe was working her hometown sota. “We were uyers as investhortly after, we vel summer and the golf course. hat I loved doing it full time once h. And my busi,” she exclaims.

CINDY DeGRIO 52

CINDY DeGRIO

agent in one of n home areas of 63 dy covers all of Itasca County d also off-water real estate in , Cohasset, Deer River, and 80% of her business is repeat

In addition, Cindy’s business is extremely family-centric.“Even the bio page on my 60 59 56 website is all about my55 family,” she says. “I was contacted by an entertainment company and they asked me if I’d be interested in Sean M. Der’s road to real estate need guidance they navigate few ye Intheir Kotoc A love trueaspeople withfirst a you’re “Ma Lisa Eden-Horvat’s for realperson so 2013, that ifJoe doing an HGTV segment called “Lake as a Maria sports agent in was aatypical.

After completing of real estate. passion for helping others, reall Front Bargain Hunt.” I represented family was sparked by her parents, decided food. I itthink it’s was time looking for a lakeside property.

NewWhen YorkI University estate Leonard Kawananakoa has taken the Oahu some who to build and renovate and contribute in asked why they chose me, they said they of Business, weighed out some o N. School withused a Sean is real a large advertiser when itprop com estate market on

by Zillow storm.

She loved my bio.” It was all about my family mately, through the homes during her childhood.

Lisa she treats her cli degree in Finance in 1990 – Sean to marketing.

“You have to nurture Zillow leads.

Y got her professional career started and and growing up on Pokegama Lake.

MARIA KAWANANAKO SEAN M. DERLISA EDEN-HORVAT JOE KOTOC

SEAN M. DER

JOE KOTOCH LISA EDEN-HORVAT of family frien started a private practice asMARIA a can’t expect theaquick sale.

Awelllot Iofand people transitioned intoalways the business of “When approa by opening up fitness and Can’

Cindy markets her listingsRegistered on several Investment KAWANANAKOA real estate whe Advisor.

Zillow just starting theirshe search with awas 3+ mo ness center, which ran for real estate 17 yearsare ago, beginning what I the would wa websites and uses the photographic services best suited,” he This led to an early CFO position timeframe. trusting relationship coup last Develop 22 years.a her “I decided to73 getin that Assay M of a former works 67 excluas a 68 receptionist, then making parents, sa 71 64 client, who now involving a transferable skill with a great CRM with AI, and clients will stay loya sively for her company. “She’s a great photographer andan Internet company intoand helping people sell or buy uous way into marketing, into best oftherm For Bryce Schuenke, entering and structuring deals.”

Heofinterest found that we love her work,” Cindy notes. “And with drone thather sold forjust $95 million inchurch, 1999. you. I’ve been a then entrepreneur most my life and homes,” she explains.

Her expeteam Jon Long got started in real estate worried about.

He helps them de-clutter to “change the Frank Messina had gradwhere he likes being able to help people.

But Christina Moretti was in management, the midst sacrifice isn’t always recognized.

If I can help real estate industry made perfect Nick operating license, she is able to combine her professional property and finally family members, he had honed working on complex Kim never Sahinfeels built family inatthe findNB thS From there, he started invest of real estate – both estate likeher a job.

I look ither as the abil rience with her own health centered business helped know in when he captivating was working as to perception of the Once thethat home is ready for making aproperty.” career change and uated college with ain History it’s real estate gives him the most satisfaction.

“I the purchase or sale of their home, it makes still2008, photography with drone footage.” sense.

He had previously worked ested im have really helped him in and the ex rea heart of players, Muskego, Wisconsin.

She got

BRYCE SCHUENKE JON LONG FRANK MESSINA NIC CHRISTINA MORETTI KIM SAHIN

landing in sales.

Her well-rounded background provides rentals and investment flips. market crashed, to help educate someone.

IWorking will talkwith o flourish as an agent, as she had developed skills them juggling her kids’ busy schedI’mthat giving back.” probate clien a Land Sales Research Specialist market hedrafted will bring in a professional photographer andwith, degree, when he When got really like the people I already work and Adding theasomeone people I out for five years as police officer, taste fo involved in real estate in 2007.

Sean decided to develop a business as a means to help house if I don’t think it’s right for them financially Whya does shefirm, love her job? “I enjoy meeting new people her with aules, deep of each department, Insheher downtime when aextensively friend ifthe a management. passion for herspent for a long time. nee in customer service and Today hasthe a“They for local Steigerwaldt use social media to her get out.

“We and years atpast Target into Land the Army in 1970.

Heunderstanding showasked homes too.

I word enjoy people.” watchi two loving tolicensed, the mix,three she knew Kim st Joechildren became and inare six indy strives to make sure each and working with them toThus, accomplish their goals. You a getshort others. he co-founded sale negotiation she’d ever considered real estate. who understands what they going ths which comes in handy when she’s helping her clients. the beach, and Corporation an asset protecHe client’s put together dohis a combination of things to get the best results,” Jontake helping hershe’d provide great experiences to as everyone “Eve served country forteam r buying or selling experience Services. to hear each new story,proudly which land is very rewarding knew prefer a career that allowed for and co his business off.

“It’s been really company and helped over explains.

6,000 individuals complete Sean neverwho have the record producing lev evening Christina started someone help them no matter what tion manager.

He loved helping KIM SAHIN BRYCE SCHUENKE NICK STRILAKOS studies Wisconsin, social media in particular, aawfully she serves.

With thewould vast majority ofcan Maria’s business tual, JON LONG FRANK MESSINA in their lives.

And since a real value and never gets old,”across she says.CHRISTINA and friends as po two years, MORETTI but whenThat he“With came One might think that with 50 get years under his belt, Frank since flexibility.

“IIyou always enjoyed working refresh I’ve worked hard to with do it,“My but it investigating this prospect.

Six are. have surrounded myself a team transactions that involved short sales and foreclosures if it wasn’t for his supportive wife, Nancy. wt people, and after watching his one of the most stressful times frequently working with back real estate chance to give a different perspective to potential buyers, coming from repeat clients and referrals, it’s clear she’s healt home he found himself might want to relax and enjoy his success, but instead Lisa works as an individual within a team at Ballarat working at Balla ally ra with and meeting new people; when I with th unbelievable experience,” he says.

Today later, she is an in experienced sionals who can offerby them all and typesallofinIservic the right agent to help guide a In her free time, Cindy enjoys being around the him water.toyears a business that allowed help individuals has my protein shake ready 7investments am have father build a business through real agents and –brokers towithout confirm and that’s something we’ve hadand awas lot of success with.” going above beyond expectations. com a job.

That’s when he he is eagerly looking towards the future.

“I want to ® someo searching for my own home I realand mo a team, including an operations manage so that they leave the closing Whether it is athe boatworst ride after work, a peaceful paddleProperty in Australia.

The majority of her the future isgrief tonos and has started REALTOR it’sknow estate counseling, estate, Bryce knew itifclean would be an ideal career for him. time of their lives. Group, do isalet her Ibusiwillout, be legal home for dinner or oforsales, so he was real was informed oftheaonpotential be the best here inortown.

For the lasthe three years the rchase or sale. “I want to make the boarddetails excursion, just a walk with the dog to along ized how much Ihave enjoyed real estate,” sional from coordinator, and two buyers brokers team.

“I want bring the right agents, with the(Mostly the sale of theit,” home, my team here tohe hs “Iright justclients. kind of dove into says.

He’sisnow been ness comes from repeat or referral “I a tionships with not) hing they can favorably look work lakeshore, shein truly enjoys the agent ambience thatanliving on of his “immersed real estate from day Outside business, loves to give backshe’s to his “IShe go theJon extra mile, I do more than the average agent opportunity as an for upcoming local newspaper has been running a contest of the best of the she says, and also always had media, he wanted from 16,” Nick sa mentality and help more people.” primarily serves Chicago and Chicagoland areas in reside in the industry for about a year and a half, serving the As began to pick back up, He Sean switched the lakeHe brings.

“We just love the lake,” she says.

“It has hands-on approach where nothing islove too much one.” got histhe realmarket estate license community. coaches school, middle school, and would, like taking care of extra costs,” Maria explains. real estate company.

At the time, had no idea what besthigh businesses, and for realtrouble estate our company has a counties for photography, which helps Portage andhe Summit Counties in Ohio, although she16does Although she is inand the business Managers in the South East investment, multi-purpose, multi-fam surrounding thesuccessful Twin metropolitan been such a bigroles part offrom our lives for so many years.” helping individuals make to their way out IHe is also aprovide car enthusiast and canCities probably be spot when it comes my clients. always them and started the company’s real estate division to begin youth sports, including football, basketball, and softball. expand into surrounding counties. not her ultimate goal.

“I don’t care how m tremendously when it comes to showcasing homes.

Through the “I enjo real estate was about, but he decided to give it a try and won three years in a row as the number one real estate She’s also not afraid to make concessions if a deal is estate ladder.

Starting as a area. The vast majority of his business consists of repeat sets her apart from her peers is offound bad investments –with to helping families make great all over Baltimore and Howard Counties showi buying selling land.

He that he enjoyed He is president of the local basketball board, serves on the I make in real estate.

I’m not in this for gnizability and and knowledge of vacant At this stage in her life, Cindy is happy with her busihonesty and reliability.

I’m not one of those agents years, she’s built a wide base of knowledge and contacts in the and es immediately took to it like a duck to water. company that people want toawork with.”

It’s this atticlients and referrals, testament toher his superior service. in danger of falling through.

Maria clients a guides senior agent working sixto Joe estimates that his repeat business investments asseethey purchased their home.

With homes driving inreally histo2017 Acura NSX. And aftew rand Rapids my fatherbranched ness right it’s at. “I can at and least another 10 Her past positions allnew been focused on building I per am inmaking this help Iday think that’s it, andwhere eventually outwhere into homes, rentals, city have zoning board, and isproperty president ofhim the North Woods industry.

She says, “The combination has been apeople. blessing.” to find tude that keeps coming inwhile to work every with Sundays, then transitioning throughout the transaction, sure no question year, his referral business is 15 that will set a price for a just to get a listing. her is still a loyal volunteer at years of doing his Right now, I’m Sean helping thesokids of real ®the background, into estate with long he working might be or caughtand heading home at get speet relationships, naturally building relationships me different.” thjumped second homes. Jon took the leapthis. and opened his own Association of Realtors . When he day, isaAs not “Iwith have laid back personality am really approachto then to a Senior Sales Consu Frank is now coming up on his 50 renewed enthusiasm, “I’ve been blessed with finding a year in the business, ness.

“I believe my clients continue wo is left unanswered. a United States citizen with ts appreciate the fact that I’ve my former clients, so it’s a whole generation.

Ibe think Iwould goimportant in and amatter full going presentation on how make I’ve some people’s heads sp knowledge onnew what a great home that would probably her clients is tocompile her.

This past I that’s focus on ato relationship with my office with a business partner 2017.

His clients back, Jon isnoameans big outdoorsman and loves taking Kim coordinates closely with lenders offering available purcha network and then toclients,” being mmunity and that they gener- and that’s prettyincool!”

She also plans toknow stayMessina on topgiving of & theAssociates for abuilding number ofmany reasons, number one bei vocation inable. life been good me.” currently owns Real Living dual citizenship in Canada and Italy, she speaks four reached the price, so that they can have an educated what clients hebrings helped – top-notch from firstprograms time home buyers, the transaction.

“My relationship with my clients he explains.

“I think it’s my knowledge that sets him as afriends dedicated, hardworking agent who a his kids out fishing, hunting, and camping.

He also loves with me through and Inc. market and social media trends to maintain her for first time home buyers that can help with down where years and dominating my ma Joe says.

“We pride ourselves on getting He works with a team of people, including his languages and iswith able to provide an insider’s perspecdoesn’tand/or end at, those ‘Here’s your keys’, Imarket. keep inpickup touch to dream homes, who need help navibusiness mebasketball. apart.

I know everything we need toclient get a deal done understanding of the It’s not about just selling genuine personal touch hisethic. work. sports, including golf and payment assistance and rehab loans.

Kim maintains a steady a delic sales people’s skills.” best results possible.”

He’s also seen sontoMichael.

Frank is mostly in charge of getting new tive toThat’s buying orhalf selling an international client.

No market.”a them.

Sometimes we become friends.” why and what of to as do to help my clients in a tough gating murky waters of bad investments. base seeing a very high volume report business and referrals. limitin the property for me, it’s about the service.” with re-listings.

“We’ve sold am business and working her on the listings, while sonmatter To learn more about Cindy DeGrio, clients aredeveloped coming from out of town skills, ora large business comes fromhis repeat clients if andher referrals.

Bryce has strong negotiation espeWhat keeps people coming back?

“I think the fact that clients can whole As part of First Weber – Wild Rivers Group, Jon is In the future, Jon wants to continue building his team.

Today, his tenure reigns properties,” he says, thanks to careful ma realestateagents/cindy-degrio_grand-rapids_mn_1597642_618999894, is in charge of doing the showings.

They also have awhy Christina remains humble about her clients come haveKhan, lived incially Hawai’i forbackground years, Maria makes sure “I can with his in itlaw enforcement.

In 2019, with attorney and“Iclose friend Diana trust me andpeople,” see the dedication and erations passion Iabout putness, into no matter a and see in Tomahawk and serves the North-Central love mentoring heREALTORS says, “so I would love ® emailbased cindydegrio@gmail.com, ormember, call 218-259-8713 running a team that s what hasn’t worked in the team Shelby Vukelich, whoabout takes care of the back. “I care my clients.

I everyone put their needs first.

Although there is a large pool of to choose is receiving the same great service every step build trust quickly with anyone I work with, because together, they created Alpha Realty, ahome brokerage modest or luxury home.

I do everything I can to make a deal Wisconsin area, including Wausau, Merrill, Minocqua, to build a team of really successful real estate agents I Melbourne, Victoria.

Over This is not about ME, it’s about THEM. I understand online side of the business, such as social media and they know I’m a straight-shooter.

I’m not just in it for of the way. from,can Lisa’s clients come to herclients because they can count thathefocused providing the support team go smoothly and keep happy,” she says.

“I work really hard Her em Rhinelander, and Phillips.

The area serves ison mostly manage, andtheir continue to help asend many people as Copyright Top Agent Joe and hiswe team stay touch with past that about half ofmaking his busines that this is theMagazine biggest transaction most people will ever the result of the transaction, I’min really sure marketing the listings online. on her honesty in the business.

“We’re talking about a succeed at a much higher and proficient on making both parties satisfied; that’s what makes deals successful.

Veteran rural and includes many vacationneeded homes, and so he covers a can.”

More than anything, relationships are key to Jon’s make. There is so much that can go wrong. I want their CRM, phone “Inewsletters, think [we have] a calls, very that to people arehesitate served and get great service from me.” t Afterwards, clients don’t to spread word capability.

In the first year of protect starting Alpha, Sean Its persistence, thorough communication, often aemails. bit the of give lenders really large asset, probably their largest asset, soand I don’t use my experience to them as much as possible.” variety of markets. AAlmost substantial portion of Jon’s busibusiness.

“I love meeting new people from all walks of and personalized They also hos to why clients return to him half apersonally century insold the business—with 15 million about her work.

One said,into “Maria is amazing! new and take from each side.

I professional put arecently lotat ofleast heart each transaction ho $22it’s million intake sales, and Christina’s clients love that she iswas alsonamed patient.

“I’m not ness comes from repeat and referral business, and life, and I love how the original relationwant to that lightly.

It’s a big move to try and sell Bryce also goes above and beyond when it comes to once a month, such as happy communication and being to in volume perTop year, and aofprice pointfrom average of 300k— Maria sold our house for us did everything she said and client I work with.

I strive to make each transaction not only workin Agent the Year the Maryland Mortgage an agent who is going to drop you if you don’t pick a marketing.

Partthe of theseeking Minnesota Real ways Estate easy to see why. “We our clients like Frank family,” he canand turnthen into abuy friendship.” constantly out approach, new toTeam keepli and-white in my your ship home, something else on is treat no small feat, and attributes toshe do at and ourmarket. expectations.

She had tocreativ successful butwould also I loveour closing with happy house invests right away.

It’ssuccess important that they theexceeded Program.

Sean in his those he believes in enjoyable.

–choose RE/MAX Advantage Plus, heclients!” has access many says. “We’re family-oriented.

A lot of my clients have clients.” he says.

He sees the even I’m with them throughout the soand they various factors.

For one, inhouse the ever-changing scope learn more about Sean M. Der everything lined upToprocess, flawlessly our house sold right for honest them.

I don’t care long it takes.” resources that can getway his listings inmy front of asballroo many including his best friend Mo Iqbal and hishow daughter, become my friends,ofand we interact outside of real and fun, to engage with both past “Honestly, systems anda real estate his approach is to always embrace email seanmder@gmail.com, know how we’ve reached the final price.

I don’t ever Despite the busy market, Kim maintains relationships with past for more than we were expecting and in less time possible.as“In addition to the MLS I use Stacia, whoeverybody. are on the team. He also expanded his people as clients, estate and work. That’s how we like to treat well as the community large negotiating and peopleatskills change, stayteam on top of market trends, and keep updowntime with Christina incorporates her and hobbies withpersonal zillow.com/profile/Sean-Der, visit clients through social media, phone calls and email.

She In the Facebook, LinkedIn, Instagram and Google to adverthan expected.

She also helped us get into our dream promise something that I can’t deliver.

And I believe in to include veteran agents who want additional It’s what keeps the referral business coming,her andclients, keeps friends and family. Whether it’s grabbing a but I am always of the m marketing via social and media.

But the most important or call (443) 324–9475 Bythink exceeding expectations with both his the buyers prefers a more approach instead of mass emails.

“When com house, a feat Itise.” didn’t would be possible.

Honest, support, training to agents who are newpersonable and always going above and beyond.” other people sending business our way.” Jon and his Having moved to Chicago for college, improved and enhanced, stri or just hanging out, she continues to care long factor behind his successbite is to theeatclose-knit relationships and sellers, Bryce was able to earn the title of Rookie I work with people, it forms something of a friendship with them,” haveofan professional, excellent follow-up, knowledgeable and team use social media to keep in touch with past tohislove thebrokerage city and believes in 38 supporti what keeps me ahead.”

He al afterclients, the transaction is complete.

She also loves hanging the Year for entire in 2019, with transhe’s built within the community.

“I build relationships, she says. thoughtful.

“When I market homes, I putwe’ve a lot into the presentation. friendl Truly the best worked with.

Can’t nity.

He believes deeply in helping and as well as more traditional methods such as sending hard and sharing his core mo outthe withparents her family, walking her dog, playing games and This caring attitude translates into Lisa’s personal actions and $8.5 million inCopyright production volume.

Agent Magazi not transactions. I’ve sold homes, I’ve sold The first impression SO important since the majority of Top buyers getma the say enoughis good things about her.”

Another wrote, cards on their birthday or home-buying anniversary to detail to provide clients with the occasional trip to the beach. lifeselling as well. likesonline to support a local food bank areShe shopping first. Clients can connect with me on social being a their children homes, and now I’m their grandcheck in. Being very active in his local community, Jon Tothelearn transaction, clients love to spread word media & web towitness see newAfter homes available to the marketplace.

My real es children homes,” he says.

And in fact, almost 90% of“You by donating lotthe in thisToOne industry. learn more about Christina Mo Christina means it when food. she says this businessabout isa all also frequently runs into clients when out and about, His attention to detail also i his work. recently said, “This is the agent email lisae@b goal is to bring buyers, sellers, agents, homeowners together to surrou his business comes from repeat and referral clients. email realtormoretti@gmail.co You people, might that’s meetwhy someone thatto has a typically about done helping she specializes in everything choose!

Bryce does in an amazing job. We and they may invite him to come see what they’ve clients, viahave textused and cmoretti.russellrealty.com visit In order to show them his appreciation, he rents a you ballaratpropert working with veterans and out probate clients. isa few a other several agents overmarketing, the years and Bryce is,“I’m by far, given moment, then catchShe up years later and Nick says, a with their new place. call (330) 472–2967 or local movie theatre and invites his clients to come and Top Agent Magazine 3 Certified Probate Expert as well as a Military Relocation or c aspects of marketing, ensurin they’ve lost it all.

That’s why I like to support that area, ToIabout learn more about Frank A. Messina visit Facebook #movewithmore find out more Jon Long, watch a movie on him the day after “I Thanksgiving.

Professional. like helpingToveterans because feel their unturned and they can say When marketing a listing, Jon uses his initial consulemail Fmessina@mzr.com, email jonlongrealestate@gmail.com,

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 4

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

Top Agent Magazine ®

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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SIMON IRISH

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Top Agent Simon Irish is the owner of Prime Realty, a boutique brokerage in North Dakota where he serves Fargo, Moorhead, West Fargo, and surrounding areas, including the lakes.

Simon Irish never planned for real estate to become his career, but through an unconventional journey he ended up being the owner of Prime Realty. After moving from South Africa as a child, Simon later graduated college with a degree in Business, and sometime after started working for a real estate developer as an assistant project manager for residential and commercial 8 Copyright Top Agent Magazine

construction. When the developer’s residential sales team left, Simon stepped in right away and got his real estate license.

He quickly fell in love with the process of getting to know his clients and their families while helping them buy or sell a home, or start investing in rental properties. Simon recently decided to start his own brokerage, Prime Realty. He currently Top Agent Magazine

serves Fargo, Moorhead, West Fargo, and surrounding areas, including the lakes.

Simon’s business is primarily made up of repeat and referral clients, which is no small feat for any brokerage. He credits this accomplishment to his integrity and Top Agent Magazine

the devotion he feels for his clients, as well as his tireless efforts to always make them his priority. “Buying a house is a huge investment. You have to be able to trust the person who is helping you transition into a new house, or sell your current house.

My clients know I’m going to work hard Copyright Top Agent Magazine 9

Simon’s business is primarily made up of repeat and referral clients. He credits this accomplishment to his integrity and the devotion he feels for his clients, as well as his tireless efforts to always make them his priority. for them. I always want to make sure that I do what is in my client’s best interest,” he says.

There are many positives associated with having a boutique brokerage. For Simon, the latest one has been his ability to quickly adopt innovative marketing strategies for all the changes that the COVID-19 pandemic has brought. Virtual home tours and 10Copyright Top Agent Magazine

virtual open houses through Facebook and Instagram have not only helped Simon continue to offer top service to his clients, but have even lead to an increase in traffic for Prime Realty. Another positive is the level of attention that a boutique brokerage can offer. Simon and his agents truly enjoy staying in contact with Prime’s past clients. “It’s never anything about business. I just want to see how they are doing.

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Yesterday I had a conversation with a past client about our kids for over an hour.”

Outside of work, Simon finds it crucial to be involved in the community and to give back as much as possible. He is a huge dog lover and serves on the board of directors Top Agent Magazine

of Homeward Animal Shelter. He’s also on the board of directors for Christian Adoption Services, as adoption is a cause he is passionate about. And when he’s not at work or serving his community, he enjoys spending time with his family at the lake.

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Going forward, Simon’s plans for his brokerage include growth in all areas. In addition to Prime’s current top-producing agents, Simon would like to bring on more

like-minded and high-quality agents who are going to continue to represent the stellar reputation and excellence that Prime Realty is known for.

To learn more about Simon Irish call (701) 566–2947, email simon@primerealtyfm.com, or visit primerealtyfm.com www.

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 14

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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ROSY BELTRAN Top Agent Magazine

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ROSY BELTRAN

Top Agent Rosy Beltran serves clients throughout the Chicagoland area and suburbs where has been named a Top Producer by the Chicago Association of REALTORS®.

For some agents, the passion for real estate starts at an early age. That happened to be the case for Rosy Beltran, who fell in love with real estate before she could even get licensed. “I was always interested in real estate. As a teenager I would drive around the neighborhood and look at all the different properties and knew that this was what I wanted to do,” she says. After Rosy graduated from college, she decided to take her real estate exam and begin her dream career. Rosy’s success in the industry has not gone unnoticed. She has been named a Top Producer by the Chicago Association of REALTORS®. She currently serves throughout the Chicagoland area and suburbs.

Although Rosy has assisted both buyers and sellers throughout the years, she mostly works with buyers.

Whether it is first time homebuyers, investors, or anyone looking to buy property. She takes pride in 16

helping all her clients achieve any of their real estate goals no matter how big or small the investment is.

Her client’s best interest is always her number one priority. When representing sellers, Rosy invests in different marketing approaches she sees fit to promote her listings. She also checks in with her network of people to see if anyone knows of potential buyers in the neighborhood. “I try to use all my resources to get the property sold as soon as possible, and get my client top dollar for it of course.”

This diligent approach is probably one of the many reasons for why the majority of Rosy’s business comes from repeat and referral clients.

Aside from work, Rosy is also keen on community involvement. Her passion to be a source of guidance extends from her work and into her everyday life. She has dedicated time to host first time homebuyer seminars throughout the years in order to help educate Copyright Top Agent Magazine

the local community on what steps they need to take in order to buy a house one day.

Even though working in real estate is financially rewarding, Rosy’s true reward is the feeling she gets from helping people, especially those who have come a long way to make homeownership a reality. Coming from modest beginnings herself, she can relate to the struggles many people face when buying a house, and the uncertainty of whether they can ever make a purchase that large. “I enjoy helping families who at one time might have thought that the idea of owning a home was simply an impossible dream. I grew up in a humble environment and I witnessed my parents struggle, so when I’m able to help families achieve that goal, it’s a very rewarding feeling,” she says.

Besides work and her community involvement, Rosy likes to spend the rest of her time traveling. She tries to take a trip to somewhere she’s never been before at least once or twice a year. She’s also a self-proclaimed foodie who loves testing out new restaurants.

Rosy’s 5-year-plan includes continuing to help as many families as possible achieve the American dream of homeownership, and to practice what she preaches by continuing to grow her own real estate investment portfolio.

And when speaking about young and upcoming agents, her advice is to run your own race and always be yourself! And when you need help, ask for it. “Sometimes people look at this business from the outside in and only see the success. But when you are starting, it is not going to be a walk in the park. It is like any other new business; you will have to build it from the ground up and it will take time. My final advice is to be persistent. Giving up is not an option! Surround yourself with people who inspire and motivate you, find a mentor whom you can learn from. And lastly, learn to evolve when needed, become resourceful and always bring value to the table.”

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To learn more about Rosy Beltran email Rbeltran@remax.net, call (773) 936–3100, or on Instagram @rosybeltranrealtor Copyright Top Agent Magazine 17

Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 18

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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MATHEW G. SICKLER Top Agent Magazine

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MATHEW G. SICKLER

“People trust me. This is a purchase of their lifetime, so I take it very seriously. I get the job done and I make sure that it’s done in a professional manner.”

Mathew G. Sickler grew up in a family of investors, so he’s always been immersed in real estate and was introduced to many aspects of the business at a very early age. He’s just recently obtained his real estate license last year, and serves the areas of New Jersey and Pennsylvania. His production to date is over 7.8 million dollars.

Even though Mathew is relatively new to the real estate business, he’s already had great luck with repeat and referral customers. And one reason for it is his dependable nature and the willingness to work hard and put in the necessary time in order to get his clients the best results. “People trust me. This is a purchase of their lifetime, so I take it very 22

seriously. I get the job done and I make sure that it’s done in a professional manner.”

As a new agent it’s crucial for Mathew to stay in touch with his clients, and he does so by checking in via email and phone, as well as sending care packages. Marketing is also a vital part of his strategy, and he utilizes different social media platforms to promote his listings. He’s encountered a lot of success using Facebook and LinkedIn. For Mathew, the biggest joy derived from his line of work is his client’s reaction. “Being able to help somebody and get them to that end goal. I love seeing a smile on their face once we close. Knowing I was able to help them Copyright Top Agent Magazine

through this process is very rewarding,” he says. He enjoys all aspects of the business, and especially the variety of people that he gets to encounter on a daily basis. “Real estate is a community of many different people, and it’s far from a thankless job. There is great camaraderie involved.”

Outside of work Mathew makes it a point to give back to his community.

He closely participates in Vineland’s Annual Christmas Dinner for the Less Fortunate, a charity dinner that raises thousands of dollars to put towards families and children during the Christmas season to buy meals, gifts, and clothing. And when he’s not working or dedicating his time to helping others, Mathew likes to travel and spend free time with his family and his dog. He currently lives in Philadelphia and loves to explore the city for all the great things it has to offer.

In the future, Mathew hopes to grow his business and start his own team.

He’s even thinking of flipping his own properties as a side venture. And when it comes to giving advice to other upcoming agents, he believes that being committed and dedicated to the work is the foundation for building any successful business.

“The fact that I was able to grow as much as I have in such a short span of time goes to show that if you really put your mind to it, you can make a great life doing this.”

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To learn more about Mathew G. Sickler email mathewsickler@kw.com, visit PropertyProHQ.com, or call (856) 332–2666 www.

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

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

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

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

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

• Unobstructed Views and Light: You want to live in

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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MARK BAKER Top Agent Magazine

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MARK BAKER, EQUITY COLORADO Before Mark Baker officially launched his career as a REALTOR®, colleagues were clamoring for his advice. “I was doing fix and flips and rentals,” he says.

“I kept having friends or acquaintances contact me and asking if I could pop over. They’d say, ‘Hey, can you come check this out?’ They’d ask if [a property] would be a good investment or if there’s anything wrong with it that they should be worried about.” Though he had been doing his own investments since 2006, he made it official in 2013 and started to help other people buy and sell properties.

Based in Denver, Mark is a real estate professional with Equity Colorado. In addition to being an expert in the city and county of Denver, his coverage area includes Aurora, Littleton, Stapleton, Lakewood, and Golden. Although he works solo, he has two assistants who help him coordinate transactions, as well as a team used for marketing purposes such as a videographer, photographer, and others.

Prior to his work as a REALTOR®, Mark focused on construction of governmental and commercial contracts, ranging up to $250 million projects. As a REALTOR®, he has spent years building a loyal customer base. “It’s almost 100% referral-based,” he says.

In addition to direct mailings and online listings, Mark says that he has some “secrets things that we

do to really help the property stand out.” But when it comes to Colorado, the weather plays a big role in timing. He estimates that his sales volume is between $13 million to $17 million and typical does between 30 to 36 transactions annually, putting him in the top 1% consistently.

Mark continually searches for ways to enhance his business. “I’m always looking for growth in different ways — whether it’s from education and being better at what I do from a knowledge standpoint, keeping in touch, or just improving my skills,” he says. He hosts events which include throwing a fall client party as well as bringing clients to see the Colorado Rockies play.

In addition to volunteering with Habitat for Humanity, Mark worked for seven years as a volunteer firefighter.

“I’ve got a two-year-old and a four-year-old now, so I had to take something off my plate.” However, that hasn’t stopped him from keeping in fighting shape as he dashes through his busy real estate career. He’s completed multiple triathlons and hopes to compete in the Ironman later this year.

What keeps his business running so well? “I think it’s having honesty and integrity, and helping other people really build their own wealth,” he says. “I think one of the largest reasons why I’ve been doing well in this career is that I truly care about my clients’ results.”

To learn more about Mark Baker, email mark@5280core.com, visit 5280core.com, or call 720-257-1541 http://

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 30

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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MIGUEL GARCIA Top Agent Magazine

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MIGUEL GARCIA Determined to provide superior service, Miguel Garcia has made great strides as an agent serving the Kern County region of California. He got his start after encouragement from his wife, who was a loan officer at the time. It’s now been 14 years, and he has his own team and real estate office.

Miguel serves all types of clients, from first time home buyers to investors and everyone in between. His extensive experience sets him apart from others, as does his commitment to delivering an enjoyable experience to all involved. With the vast majority of his clients coming from repeats and referrals, it is clear he is going above and beyond expectations.

“I think it’s the service I provide them that keeps them coming back,” Miguel says. “It’s also the knowledge. I’ve done pretty much every type of real estate transaction.” Many investors rely on Miguel’s advice, as Miguel is an investor himself.

“I am also an investor, so I flip properties. My investor clients like the fact that I know how to take a property that needs repair, make it beautiful and sell it for more.” Miguel is also bilingual in Spanish and English, so is better able to help a wide variety of buyers and sellers.

After the transaction, Miguel makes sure to stay in touch through his CRM system, which sends past clients emails on holidays and anniversaries.

He is also active on social media, where he keeps followers updated on current market trends.

Clients love to spread the word about his work.

One recently said, “I bought my current house from Miguel Garcia and he’s very knowledgeable and very helpful. I feel comfortable referring him to all my friends and family. He really knows what he’s doing to help people find their dream house.

Now he’s helping me sell my house and find a new one. Thank you Miguel. I appreciate all you do for me and my family. You’re very honest and very professional.”

As Miguel looks ahead, he is excited to grow his office and eventually open a second location. “I want to make my neighborhood a little bit better, one house at a time.”

And no matter how much he grows, he will no doubt love every second of it. “What I like most about my work is the relationships I build. It’s very rewarding.”

For more information about Miguel Garcia, please call 661-805-8438 or email miguel@elitereoteam.net 32

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Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner 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 Copyright©, Walter Sanford. All rights reserved. us online at www.waltersanford.com.

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LORI NEWFER Top Agent Magazine

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LORI NEWFER Lori Newfer began in real estate 15 years ago with rentals. Five years ago, she flipped her first investment house. “During that process, prior to even selling the house, she decided she enjoyed the challenge of real estate and chose to become a full-time agent.

Today, Lori’s been licensed for about four-and-a-half years, though her history with rentals go back some two decades. She works solo, serving Wichita and the surrounding area as well as Harper and Sumner Counties. She sees about 85% repeat and referral business. Why do people keep coming back? Lori’s answer is simple: “I try to do the best job I can for my clients.” she says. “I try to get the win-win for both sides, an easy transaction, a lack of drama, and I’m very personable with my clients. I develop long term friendships with them. Buying a home is a huge step, whether you are a first-time buyer, moving up or downsizing the process can be very stressful. My job is to alleviate as much stress as possible for all sides of the transaction.

Lori also takes measures to stay in touch with past clients. Through emails, calls, texts, celebration cards, she also meets up for coffee and lunch. Following up after the transaction can be the most important part.

Lori doesn’t have a set range of price for a transaction, and she’s enthusiastic about each one. “I feel every client out there regardless of the amount of money they have to spend on the house deserves the same representation. I do not discriminate by price range, I’ll help everybody.” It’s that variety that Lori likes the most about her job. “I like the people. I like the challenge, taking difficult situations and making them work, having happy clients at the end is the best feeling!”

The main focuses in Lori’s life are family — she has two children and six grandchildren — and real estate. “I have a lot of wonderful friends and family, and they all keep me going,” Still, she manages to get some time to enjoy the outdoors, riding horses and boating on the lake.

But business is booming for Lori. “My business grew — it more than tripled — in one year’s time. I was proud of that accomplishment! I just want to be the best REALTOR® I can be. I’m not wanting to compete with other agents. I don’t want to do it for any other reason than just to be the best I can be for my clients. Saying that, I’m hoping I continue rapid growth.”

To learn more about Lori Newfer, please visit lorinewfer.weigand.com, email lnewfer@weigand.com, or call (316) 788-5581 or (620) 845-4240 https://

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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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PARRY WARD Top Agent Magazine

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PARRY WARD Parry Ward owned his own business since the age of nineteen, creating products for the motorcycle, ski, and racing communities.

For thirty years, he traversed the country to attend tradeshows and grow his business, but soon the next challenge came calling.

He began his foray in real estate through high-end luxury real estate auction, glimpsing the business from behind the curtain. Sensing opportunity before him, Parry decided to earn his license and go into business full-time. “It was a natural fit from the beginning,” he remembers, “and I really enjoyed it. One thing led to another, and here we are.”

to the tune of $14-million in volume. Over the course of his career, Parry has earned a host of accolades that underscore this track record, including a coveted spot in the Top 500 agents in Utah a market that boasts roughly 15,000 agents—an inspiring feat for a debut agent.

Beyond the office, Parry gives back to his community by donating a portion of each commission to a local charity.

He also contributes to and served on a two-day renovation project for Christmas Box, an organization supporting vulnerable children in the community. For the past year, Parry has been growing a beard in remembrance of his 20-month-old grandson who passed away in 2018. “His father, my son, has a long beard and asked me to grow mine out for a year. My grandson’s name was Royce, and his parents began a charity in his honor called Rightly Royce,” Parry explains. More information regarding this charity can be found at RightlyRoyce.com.

Today, Parry has been in business for two years and has created his own imprint in Ward Luxury Group, under the banner of Windermere Real Estate. He and his tightknit team serve clients across the State of Utah, where a significant contingent of business stems from repeat and referral clientele. Buyers and sellers alike trust Parry’s affable nature, straight-shooting advice, and personal touch. “I will out work anybody,” he says, “and I’m also very professional and hands-on with everything I do. I get to know the agents on the other side of the table, and I get to know their clients, their clients’ wants and needs. It’s also important to build a relationship with my clients, and I love that part of the business. Most of my clients become personal friends, and anyone they refer me to, they know they’ll get the same treatment, which is genuine and top-notch.”

When listing properties, Parry launches a customized and full-scale approach. “We have a specific checklist for every listing we work with,” he explains. This includes hundreds of Coming Soon post cards mailed to neighbors, a custom landing page for every property, exposure in the local press, and targeted social media campaigns. Prior to wide-ranging release, each property is equipped with high-end photography and documentation to ensure prospective buyers are delivered an immersive impression. Last year, Parry and his team closed forty properties 40

In his free hours, Parry most enjoys time with family and loved ones, riding his Harley, and spending weekends on his boat. Now, Parry Ward considers what he enjoys most about his chosen field. “I’m very passionate about what I’m doing,” he says. “I love going to work every day, and I love working with my clients, especially first-time homebuyers.

There’ something special about seeing them take possession of their first home and the bond that’s created there. I really value those relationships. There’s nothing about this industry that doesn’t excite me.”

To learn more about Parry Ward email ParryDeanWard@gmail.com, visit WardLuxuryGroup.com, or call (801) 390–0545 www.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities Top Agent Magazine

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt 42

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with Top Agent Magazine

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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DAN CALDWELL

“The key to being a good agent is letting people know you find value in them as a person, not just as a paycheck.”

Big Dan Caldwell doesn’t just want to be his clients’ REALTOR®, he wants to be their friend in real estate. “I genuinely am here for my clients,” he says. “I’m genuinely excited to be a part of their lives. I feel super honored to be able to be there for my friends, and that’s how I look at my transactions - as friends helping friends.”

Dan has made a lot of friends serving all Tucson areas from Red Rock to Vail, where he lives, works and raises his family. In his time in real estate Dan has earned himself a terrific return and referral rate, which shows just how much his clients come to like and trust him, being so willing to send their friends and family his way 44

to handle one of the most important transactions of their lives.

“I’m not just helping Mr. and Mrs. Smith sell a house,” Dan says. “I’m helping a friend with a big dilemma or I’m helping a friend navigate a huge life change. Coming from that frame of mind, having that attitude of gratitude, helps me be successful. My clients know that what I really want is to put a smile on their face and set their life in motion to be better than it was the day before.”

By not just being a salesman, by being a caring and committed friend, Dan is able to achieve Copyright Top Agent Magazine

incredible success. Last year he closed $2.7 million in volume, with an average sale of around $200,000. “The key to being a good agent,” Dan explains. “Is letting people know you find value in them as a person, not just as a paycheck.”

As someone who lives to make a difference in people’s lives, it’s no surprise that Dan is deeply committed to giving back to his community. “I do a lot of work with the ICS, the Interfaith Community Services,” he says. “I also work with a women’s shelter, which does homeless services, food drives, helps put single mothers through classes.”

But the number one priority in Dan’s life is at home: his son. “He’s almost three,” Dan says. “I’m a single father, and my number one job is being his dad. I love to take him out to the park, to let him play and just be a kid.” Dan also relaxes by going off-roading. “I’m an off-road enthusiast!” he says. “And I like to go shooting. I’m not a gun nut, but I like the marksmanship aspect of it.”

With so much success already behind him, Dan is looking to continue building a bright future for himself, his son and his clients. He’s going to do that by continuing to build real, organic relationships with his clients. “It’s always an honor when someone refers a client my way,” he says. “There are a lot of opportunities, and everybody knows a REALTOR®. And I know people send referrals my way because they’re my friends.”

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To find out more about Big Dan Caldwell call him at 520.250.5748 or email him at bigdancaldwell@gmail.com Copyright Top Agent Magazine 45

Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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SUSIE BRANS Susie Brans grew up around the housing industry. Her father was a landlord tenant attorney, and she observed the business through his eyes. When Susie was attending the California Polytechnic State University, she started searching for a career that balanced her dynamic personality with her entrepreneurial spirit and love of helping others. After interning for a real estate agent, she realized that the industry was a perfect fit. “I didn’t want to sit in an office all day,” she says. “So I decided to earn my license and dive in.”

Fifteen years later, Susie hasn’t looked back. Today, she is a Realtor for Richardson Properties, where she services clients throughout the Central Coast of California.

Elsewhere, she has developed a robust secondary career as a property manager.

When listing a home, Susie offers a comprehensive strategy to all her clients. Through social campaigns and MLS listings, she gives her listers a wide reach, ensuring that their home finds a suitable buyer. But she also leans on her extensive industry connections around the Central Coast to link her sellers with opportunities throughout the market. “My brokerage provides a great deal of support as well,” Susie says. “They bring additional visibility to my clients with their own newsletters and social media ads.”

Meanwhile, Susie is equally diligent when assisting her buyers. Through open communication and honesty, she has earned an outstanding reputation in the halls of Richardson Properties, with the vast majority of her transactions coming from either repeat clients or referrals. Her secret? “My clients and I wind up becoming friends in the process,” Susie says. “I always say that my family expands each time I close a transaction.”

with the oversight and selling of their properties. “I can easily handle the sale because of my prior experience and contacts in real estate,” she says. “So I offer a one stop shop for investors.”

Outside of her career, Susie strives to give back to her community. She has previously served on the Board of Directors at the San Luis Obispo Association of Realtors and the Fundraising Board of a local hospital. As a Cal Poly alumni, she also donates time and resources to enhancing the university, contributing to their fundraising efforts. When she’s not working, Susie enjoys spending time outside with her two little boys.

When talking about the future, Susie has strong ambitions to expand her sphere of influence in the Central Coast. Recently, she earned her designation as a Seniors Real Estate Specialist, and she is currently enrolled in a class specializing in probate and trust. “I’m forever looking to increase my knowledge in every aspect of real estate,” she says. “You can never know too much.”

But Susie is also satisfied with the wonderful life she has discovered in the community she loves. “I’m more than dedicated to my career,” she says. “I’ve got a genuine passion for real estate. It’s not just a job for me; it’s a lifestyle.”

To learn more about Susie Brans call (805) 550-8833, visit susiebrans.com or email susiebrans@gmail.com www.

On top of real estate, Susie has also established a successful property management company. There, she harnesses her experience as a Realtor to assist investors 48

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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 50

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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ELSIE CORBY Elsie Corby admits she got into real estate by accident. About 20 years ago, she had her own house on the market and the agent who was supposed to be showing it had to attend a funeral. “So the agency’s principal opened the house,” she recalls. “He looked around at the books I was reading and thought I’d be perfect in the business. He looked at me and said, ‘I have a job for you.’” And the rest is history.

which means she was the Number 1 salesperson in all of WA for the 2018/19 year. She is also a REIWA Master Salesperson since 2007. She has also been the Number 1 Top Selling Principal for Sales in WA for the Ray White Group as well as being an Elite performer since 2013.

She is now the principal at Ray White, Australia’s largest real estate group, covering the Baldivis and surrounding suburbs in Western Australia. In 2019, she moved 100+ properties with an average price of $400,000.

Living in the Rockingham/Baldivis area for over 30 years, Elsie has a passion for her area and gives back as often as she can. In addition to sponsoring school and community events and programs, Elsie helps out local individuals in need. “I recently met a boy who excelled in basketball but whose family couldn’t afford to send him to sports camp,” she says. “So I paid for his basketball shoes and his camp tuition.”

Elsie says the majority of her business is repeat and referral, and that’s because she is committed to delivery of excellent service. This is achieved through regular, honest, and constructive information conveyed to her sellers to assist them in securing a sale feeling positive about the whole experience. “Working with sellers and securing a great result for them, so they can move on, is truly special, and I pride myself on delivering a level of service, above and beyond,” she exclaims. “I value my clients and work hard to establish and engage in long term relationships.”

In a recent review, one client writes: “Elsie Corby gave us the representation we had hoped for and actively put our home in front of prospective buyers. Elsie involved us and made us feel that we were her most important customer. We believe Elsie gave her strong focus to gain the best result.”

Elsie is a multiple award winner with many accolades to her name. In the recent years, she has been awarded the Top Assisted Salesperson by Listings Sold by REIWA,

To market her listings, Elsie promotes on all of the real estate portals, in local newspapers, and occasionally on Facebook. “Every home is important to us, so we make sure we leave no stone unturned when it comes to marketing,” she states.

Elsie considers herself a workaholic, so she rarely has time off. But when she does, she enjoys spending it with her family. “I love catching up with my kids and grandkids, spending time with my husband,” she says.

Elsie’s experience, work ethic and reputation have been a driving force in the success of her company. If there’s one thing Elsie loves more than helping her clients, it’s seeing staff she has helped make a sale, as she takes great pride in assisting them further their careers.

Elsie believes strongly in continuous and never-ending self-improvement and through this she is able to pass on a wealth of knowledge to both her clients and the team.

When asked to give advice to newcomers in the business, she says, “You must prospect. It’s like gardening.

You have to constantly water the seeds to grow. And never give up!”

To learn more about Elsie Corby, email elsie.corby@raywhite.com, visit her website here, or call (08) 9524 1882 Top Agent Magazine

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CINDY DeGRIO Cindy DeGrio got into the real estate business 21 years ago while she was working at a resort just outside her hometown of Grand Rapids, Minnesota. “We were selling townhomes to buyers as investments,” she recalls. “Shortly after, we started selling single level summer and retirement homes around the golf course.

Ultimately, I discovered that I loved doing this and decided to pursue it full time once my kids were old enough. And my business just kind of exploded,” she exclaims.

As a highly experienced agent in one of the most popular vacation home areas of Northern Minnesota, Cindy covers all of Itasca County with over 1,000 lakes, and also off-water real estate in communities like Bovey, Cohasset, Deer River, and Grand Rapids. She says 80% of her business is repeat and referral.

As a passionate Realtor, Cindy strives to make sure each of her clients looks at their buying or selling experience as an enjoyable transition in their lives. And since a real estate transaction can be one of the most stressful times for many people, it takes the right agent to help guide a client through the process so that they leave the closing table happy about their purchase or sale. “I want to make sure the process is something they can favorably look back on,” she insists.

Cindy believes that what sets her apart from her peers is her local reputation, recognizability and knowledge of the area. “I grew up in Grand Rapids where my father was a doctor and my mother is still a loyal volunteer at our local hospital. “Clients appreciate the fact that I’ve been involved in the community and that they generally have a familiarity with me through friends and acquaintances.”

In addition, Cindy’s business is extremely family-centric.“Even the bio page on my website is all about my family,” she says. “I was contacted by an entertainment company and they asked me if I’d be interested in doing an HGTV segment called “Lake Front Bargain Hunt.” I represented a family looking for a lakeside property. When I asked why they chose me, they said they loved my bio.” It was all about my family and growing up on Pokegama Lake.

Cindy markets her listings on several websites and uses the photographic services of a former client, who now works exclusively for her company. “She’s a great photographer and we love her work,” Cindy notes. “And with her drone operating license, she is able to combine her professional still photography with captivating drone footage.”

Why does she love her job? “I enjoy meeting new people and working with them to accomplish their goals. You get to hear each new client’s story, which is very rewarding and never gets old,” she says.

In her free time, Cindy enjoys being around the water.

Whether it is a boat ride after work, a peaceful paddleboard excursion, or just a walk with the dog along the lakeshore, she truly enjoys the ambience that living on the lake brings. “We just love the lake,” she says. “It has been such a big part of our lives for so many years.”

At this stage in her life, Cindy is happy with her business right where it’s at. “I can see at least another 10 years of doing this. Right now, I’m helping the kids of my former clients, so it’s a whole new generation. I think that’s pretty cool!” She also plans to stay on top of the market and social media trends to maintain her top-notch business ethic.

To learn more about Cindy DeGrio, visit realtor.com/realestateagents/cindy-degrio_grand-rapids_mn_1597642_618999894, email cindydegrio@gmail.com, or call 218-259-8713 www.

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5

SOCIAL MEDIA MISTAKES

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

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1 Using it to Vent

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

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

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Lack of Consistent Branding

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

3Not Posting Enough

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

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

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

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

Be a resource for people who follow your page.

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

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

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Not interacting With Your Followers

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

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Not Sharing or Linking to Others

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

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SEAN M. DER Sean M. Der’s road to real estate was atypical. After completing New York University Leonard N. School of Business, with a degree in Finance in 1990 – Sean started a private practice as a Registered Investment Advisor.

This led to an early CFO position involving an Internet company that sold for $95 million in 1999.

From there, he started to invest in real estate – both rentals and investment flips. When market crashed, Sean decided to develop a business as a means to help others. Thus, he co-founded a short sale negotiation company and helped over 6,000 individuals complete transactions that involved short sales and foreclosures – a business that allowed him to help individuals in the worst time of their lives.

As the market began to pick back up, Sean switched roles from helping individuals make their way out of bad investments – to helping families make great investments as they purchased their new home. With his background, Sean jumped into real estate with the knowledge on what would be a great home no matter what clients he helped – from first time home buyers, to dream homes, and/or those who need help navigating murky waters of bad investments.

In 2019, with attorney and close friend Diana Khan, together, they created Alpha Realty, a brokerage that focused on providing the support their team needed and succeed at a much higher and proficient capability. In the first year of starting Alpha, Sean personally sold $22 million in sales, and was named Top Agent of the Year from the Maryland Mortgage Program. Sean invests in those he believes in – including his best friend Mo Iqbal and his daughter, Stacia, who are on the team. He also expanded his team to include veteran agents who want additional support, and training to agents who are new and Top Agent Magazine

need guidance as they navigate their first few years of real estate.

Sean is a large advertiser on Zillow when it comes to marketing. “You have to nurture Zillow leads. You can’t always expect the quick sale. A lot of people on Zillow are just starting their search with a 3+ month timeframe. Develop a trusting relationship coupled with a great CRM with AI, and clients will stay loyal to you. I’ve been a entrepreneur most of my life and real estate never feels like a job. I look at it as the ability to help educate someone. I will talk someone out of a house if I don’t think it’s right for them financially.”

Sean would never have the record producing levels if it wasn’t for his supportive wife, Nancy. “My wife has my protein shake ready by 7 am and all I have to do is let her know if I will be home for dinner or not.”

(Mostly not) He is also a car enthusiast and can probably be spotted all over Baltimore and Howard Counties showing homes driving in his 2017 Acura NSX. And after a long day, he might be caught heading home at speeds that would probably make some people’s heads spin.

To learn more about Sean M. Der email seanmder@gmail.com, visit zillow.com/profile/Sean-Der, or call (443) 324–9475 www.

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LISA EDEN-HORVAT Lisa Eden-Horvat’s love for real estate was sparked by her parents, who used to build and renovate homes during her childhood. Lisa transitioned into the business of real estate 17 years ago, beginning as a receptionist, then making her way into marketing, and then into property management, and finally landing in sales. Her well-rounded background provides her with a deep understanding of each department, which comes in handy when she’s helping her clients.

Lisa works as an individual within a team at Ballarat Property Group, in Australia. The majority of her business comes from repeat or referral clients. “I have a hands-on approach where nothing is too much trouble when it comes to my clients. I always provide them with honesty and reliability. I’m not one of those agents that will set a price for a property just to get a listing.

I go in and compile a full presentation on how I’ve reached the price, so that they can have an educated understanding of the market. It’s not about just selling the property for me, it’s about the service.”

so that if you’re in a time of need, you can go and get food. I think it’s important to support the community and contribute in any way you can.” This is also why she treats her clients as if they were family members.

“When I approach my clients, I always ask myself what I would want for my mom and dad, or my grandparents, in that same scenario, and then I proceed in the best interest of my clients. I treat them as if they are family members, so that they’re looked after a 100%.”

In her downtime Lisa loves to travel, garden, go to the beach, and spend as much time with her family and friends as possible. She is currently very content working at Ballarat Property Group, and her goal for the future is to simply continue building strong relationships with her clients.

Although there is a large pool of REALTORS® to choose from, Lisa’s clients come to her because they can count on her honesty in the business. “We’re talking about a really large asset, probably their largest asset, so I don’t want to take that lightly. It’s a big move to try and sell your home, and then buy something else on the market.

I’m honest with them throughout the process, so they know how we’ve reached the final price. I don’t ever promise something that I can’t deliver. And I believe in always going above and beyond.”

This caring attitude translates into Lisa’s personal life as well. She likes to support a local food bank by donating food. “You witness a lot in this industry.

You might meet someone that has everything in a given moment, then you catch up a few years later and they’ve lost it all. That’s why I like to support that area, 56

To learn more about Lisa Eden-Horvat email lisae@ballaratpropertygroup.com.au, visit ballaratpropertygroup.com.au/our_team/lisa-eden, or call +61 400–533–667

www.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 57

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try:

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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MARIA KAWANANAKOA A true people person with a passion for helping others, Maria Kawananakoa has taken the Oahu real estate market by storm. She got her professional career started by opening up a fitness and wellness center, which she ran for the last 22 years. “I decided to get into helping people sell or buy homes,” she explains. Her experience with her own health centered business helped her flourish as an agent, as she had already developed skills in customer service and management. Today she has a team helping her provide great experiences to everyone she serves. With the vast majority of Maria’s business coming from repeat clients and referrals, it’s clear she’s going above and beyond expectations.

“I go the extra mile, I do more than the average agent would, like taking care of extra costs,” Maria explains.

She’s also not afraid to make concessions if a deal is in danger of falling through. Maria guides her clients throughout the transaction, making sure no question is left unanswered. As a United States citizen with dual citizenship in Canada and Italy, she speaks four languages and is able to provide an insider’s perspective to buying or selling as an international client. No matter if her clients are coming from out of town or have lived in Hawai’i for years, Maria makes sure everyone is receiving the same great service every step of the way.

Afterwards, clients don’t hesitate to spread the word about her work. One recently said, “Maria is amazing!

Maria sold our house for us - did everything she said she would do and exceeded our expectations. She had everything lined up flawlessly and our house sold for more than we were expecting and in less time than expected. She also helped us get into our dream house, a feat I didn’t think would be possible. Honest, professional, excellent follow-up, knowledgeable and thoughtful. Truly the best we’ve worked with. Can’t say enough good things about her.” Another wrote, Top Agent Magazine

“Maria was a real pleasure to work with, she worked really hard to help find the perfect place for me. I had some pretty specific requirements that made finding a property take longer than normal, but Maria was patient and guided me step by step through the whole ordeal.

Can’t recommend her enough.”

As Maria looks towards the future, she plans on continuous growth and hopefully welcoming her son to the team once he graduates college. She wants everyone to know that buying or selling is so worth it, and helping them accomplish that goal is extremely rewarding.

“Every day is different and I love it. Whether it is spiritual, emotional, physical, or financial, wellness is about healthy outcomes. That is the life lesson, goal, and commitment I bring to each of my clients and to every real estate transaction.”

For more about Maria Kawananakoa please call 808-497-7967 or email maria.kawananakoa@locationshawaii.com 59 Copyright Top Agent Magazine

JOE KOTOCH In 2013, Joe Kotoch was working as a sports agent in the NBA, but decided it was time for a change. “I weighed out some options and ultimately, through the encouragement of family and friends, I felt that real estate was where I would be best suited,” he says. “I felt I had a transferable skill in negotiating and structuring deals.” He found that these skills, which he had honed working on complex NBA contracts for players, have really helped him in the real estate world.

Joe became licensed, and in the past six years has seen his business take off. “It’s been really rewarding, as I’ve worked awfully hard to do it, but it’s been such an unbelievable experience,” he says. Today, he works with a team, including an operations manager, a marketing coordinator, and two buyers brokers, serving the Chicago and Chicagoland areas in residential as well as investment, multi-purpose, and multi-family properties.

Joe estimates that his repeat business totals over 30% per year, while his referral business is 15% of his business. “I believe my clients continue working with me for a number of reasons, number one being our results,” Joe says. “We pride ourselves on getting our clients the best results possible.” He’s also seen a lot of success with re-listings. “We’ve sold a large amount of those properties,” he says, thanks to careful marketing considerations about what hasn’t worked in the past.

Joe and his team stay in touch with past clients through their CRM, newsletters, phone calls, text messages, and personalized emails. They also host client events at least once a month, such as happy hours. “We’re constantly seeking out new ways to keep in contact with our clients.” he says. He sees the events as a perfect, and fun, way to engage with both past and prospective clients, as well as the community at large.

Having moved to Chicago for college, Joe has come to love the city and believes in supporting his community. He believes deeply in helping and supporting his 60

community. “Imerman Angels is a cause near and dear to my heart,” he says of the cancer support organization.

“I also really love animals and am a huge fan of causes supporting animals, especially dogs, so I’m always looking for those organizations, as well.” Joe and his wife, Katie, have two Portuguese Water Dogs.

The Chicago community also provides him with what he loves about real estate. “I love the ability to work with different clients every day and face different challenges,” Joe says. “We took about fifteen different groups out for showings last week, and it’s great seeing what various parts of the market look like, especially in a market as diverse as Chicago.”

“Every year I try to devise a business plan for the upcoming year as well as the next three to five years,” Joe says. “Over the next few years, I’m hoping that my team continues to grow in terms of volume and in terms of team size by strategically adding new members. But really, we’re focusing on clients, so we’ll continue to be the first team they think of when referring or when repeat business opportunities present themselves.As a new father, and that motivates me every day to be a better man, a better father, a better Realtor®. I think the key to being better is working harder and smarter, and doing more to stay ahead of the curve.”

To learn more about Joe Kotoch, please visit joekotoch.com, email joe.kotoch@compass.com, or call (773) 270-2495 www.

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 62

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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JON LONG Jon Long got started in real estate in 2008, when he was working as a Land Sales Research Specialist for a local firm, Steigerwaldt Land Services. He put together land value studies across Wisconsin, frequently working with real estate agents and brokers to confirm the details of sales, so he was “immersed in real estate from day one.” He got his real estate license and started the company’s real estate division to begin buying and selling vacant land. He found that he enjoyed it, and eventually branched out into homes, rentals, and second homes. Jon took the leap and opened his own office with a business partner in 2017. His clients know him as a dedicated, hardworking agent who brings a genuine personal touch to his work.

As part of First Weber – Wild Rivers Group, Jon is based in Tomahawk and serves the North-Central Wisconsin area, including Wausau, Merrill, Minocqua, Rhinelander, and Phillips. The area he serves is mostly rural and includes many vacation homes, so he covers a variety of markets. A substantial portion of Jon’s business comes from repeat and referral business, and it’s easy to see why. “We treat our clients like family,” he says. “We’re family-oriented. A lot of my clients have become my friends, and we interact outside of real estate and work. That’s how we like to treat everybody.

It’s what keeps the referral business coming, and keeps other people sending business our way.” Jon and his team use social media to keep in touch with past clients, as well as more traditional methods such as sending cards on their birthday or home-buying anniversary to check in. Being very active in his local community, Jon also frequently runs into clients when out and about, and they may invite him to come see what they’ve done with their new place.

When marketing a listing, Jon uses his initial consultation to give sellers an idea of what projects need to be finished on their home, as well as what not to get Top Agent Magazine

worried about. He helps them de-clutter to “change the perception of the property.” Once the home is ready for market he will bring in a professional photographer and use social media extensively to get the word out. “We do a combination of things to get the best results,” Jon explains. “With social media in particular, you get a chance to give a different perspective to potential buyers, and that’s something we’ve had a lot of success with.”

Outside of his business, Jon loves to give back to his community. He coaches high school, middle school, and youth sports, including football, basketball, and softball.

He is president of the local basketball board, serves on the city zoning board, and is president of the North Woods Association of Realtors®. When he is not working or giving back, Jon is a big outdoorsman and loves taking his kids out fishing, hunting, and camping. He also loves sports, including golf and pickup basketball.

In the future, Jon wants to continue building his team.

“I love mentoring people,” he says, “so I would love to build a team of really successful real estate agents I can manage, and continue to help as many people as we can.” More than anything, relationships are key to Jon’s business. “I love meeting new people from all walks of life, and I love how the original professional relationship can turn into a friendship.”

To find out more about Jon Long, email jonlongrealestate@gmail.com, call 715-966-2251, or visiit wildriversgroup.com http://

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FRANK MESSINA Frank Messina had just graduated college with a History degree, when he got drafted into the Army in 1970. He proudly served his country for two years, but when he came back home he found himself without a job. That’s when he was informed of a potential work opportunity as an agent for an upcoming local real estate company. At the time, he had no idea what real estate was about, but he decided to give it a try and immediately took to it like a duck to water.

Frank is now coming up on his 50th year in the business, and currently owns Real Living Messina & Associates Inc. He works with a team of people, including his son Michael. Frank is mostly in charge of getting new business and working on the listings, while his son is in charge of doing the showings. They also have a team member, Shelby Vukelich, who takes care of the online side of the business, such as social media and marketing the listings online.

Almost half a century in the business—with 15 million in volume per year, and a price point average of 300k— is no small feat, and Frank attributes his success to various factors. For one, in the ever-changing scope of real estate his approach is to always embrace change, stay on top of market trends, and keep up with marketing via social media. But the most important factor behind his success is the close-knit relationships he’s built within the community. “I build relationships, not transactions. I’ve sold the parents homes, I’ve sold their children homes, and now I’m selling their grandchildren homes,” he says. And in fact, almost 90% of his business comes from repeat and referral clients.

In order to show them his appreciation, he rents out a local movie theatre and invites his clients to come and watch a movie on him the day after Thanksgiving.

Outside of work Frank enjoys playing with his grandkids and learning how to golf. He is also active at his 64

church, where he likes being able to help people. But it’s real estate that gives him the most satisfaction. “I really like the people that I work with, and the people I show homes too. I enjoy people.”

One might think that with 50 years under his belt, Frank might want to relax and enjoy his success, but instead he is eagerly looking towards the future. “I want to be the best here in town. For the last three years the newspaper has been running a contest of the best of the best businesses, and for real estate our company has won three years in a row as the number one real estate company that people want to work with.” It’s this attitude that keeps him coming in to work every day with renewed enthusiasm, “I’ve been blessed with finding a vocation in life that’s been good to me.”

To learn more about Frank A. Messina email Fmessina@mzr.com, visit realliving.com/frank.messina, or call (218) 728–4436 www.

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

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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2

Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

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

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 66

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

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

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

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CHRISTINA MORETTI Christina Moretti was in the midst of making a career change and juggling her kids’ busy schedules, when a friend asked her if she’d ever considered real estate.

That evening Christina started investigating this prospect. Six years later, she is an experienced REALTOR® and has started a team. “I want to bring on the right agents, with the right mentality and help more people.” She primarily serves Portage and Summit Counties in Ohio, although she does expand into surrounding counties.

Her past positions have all been focused on building relationships, so naturally building relationships with her clients is important to her. This means going past the transaction. “My relationship with my clients doesn’t end at, ‘Here’s your keys’, I keep in touch with them. Sometimes we become friends.” That’s why half her business comes from repeat clients and referrals.

Christina remains humble about why her clients come back. “I care about my clients. I put their needs first.

This is not about ME, it’s about THEM. I understand that this is the biggest transaction most people will ever make. There is so much that can go wrong. I want to use my experience to protect them as much as possible.”

Christina’s clients love that she is also patient. “I’m not an agent who is going to drop you if you don’t pick a house right away. It’s important that they choose the right house for them. I don’t care how long it takes.”

sacrifice isn’t always recognized. If I can help them with the purchase or sale of their home, it makes me feel like I’m giving back.” Working with probate clients has been a passion for her for a long time. “They need someone who understands what they are going through, and someone who can help them no matter what their needs are. I have surrounded myself with a team of professionals who can offer them all types of services whether it’s estate clean out, legal counseling, grief counseling, or the sale of the home, my team is here to help.”

Although she is successful in the business, money is not her ultimate goal. “I don’t care how much money I make in real estate. I’m not in this for the money.

I am in this to help people. I think that’s what makes me different.”

Christina incorporates her downtime and hobbies with her clients, friends and family. Whether it’s grabbing a bite to eat or just hanging out, she continues to care long after the transaction is complete. She also loves hanging out with her family, walking her dog, playing games and the occasional trip to the beach.

Christina means it when she says this business is all about helping people, that’s why she specializes in working with veterans and probate clients. She is a Certified Probate Expert as well as a Military Relocation Professional. “I like helping veterans because I feel their Top Agent Magazine

To learn more about Christina Moretti email realtormoretti@gmail.com, visit cmoretti.russellrealty.com, call (330) 472–2967 or visit Facebook #movewithmoretti www.

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KIM SAHIN Kim Sahin built her family in the heart of Muskego, Wisconsin. She got involved in real estate in 2007. Adding two loving children to the mix, she knew she’d prefer a career that allowed for flexibility. “I always enjoyed working with and meeting new people; when I was searching for my own home I realized how much I enjoyed real estate,” she says, and she’s also always had a love for photography, which helps tremendously when it comes to showcasing homes. Through the years, she’s built a wide base of knowledge and contacts in the industry. She says, “The combination has really been a blessing.”

Kim coordinates closely with lenders offering many available programs for first time home buyers that can help with down payment assistance and rehab loans. Kim maintains a steady client base seeing a very high volume of report business and referrals.

What keeps people coming back? “I think the fact that clients can trust me and see the dedication and passion I put into it no matter a modest home or luxury home. I do everything I can to make a deal go smoothly and keep clients happy,” she says. “I work really hard on making both parties satisfied; that’s what makes deals successful.

Its persistence, thorough communication, and often a bit of give and take from each side. I put a lot of heart into each transaction and client I work with. I strive to make each transaction not only successful but also enjoyable. I love closing with happy clients!”

Despite the busy market, Kim maintains relationships with past clients through social media, personal phone calls and email. She prefers a more personable approach instead of mass emails. “When I work with people, it forms something of a friendship with them,” she says. “When I market homes, I put a lot into the presentation.

The first impression is SO important since the majority of buyers are shopping online first. Clients can connect with me on social media & web to see new homes available to the marketplace. My goal is to bring buyers, sellers, agents, homeowners together to

find that perfect fit. I love being a part of the real estate community and expanding the circle of trusted relationships.”

Kim starts out by going to the property and evaluating the pros and cons of each home, then making suggestions for repairs and refreshes that would make the home most appealing to a buyer with the help of contractors, stagers, professional photography, and more. After the house is ready, she comes back to take professional photos and sets everything up for success in MLS, social media, and more...

“I enjoy working with different people; buyers, sellers, investors, and especially first-time homebuyers because they’re so excited to find their first home and I get to be a part of it. “It’s satisfying to get to that finish line for them” Kim says. “I remember when I purchased my first home, it can be a stressful process not knowing where to start! I know it takes patience and some hand-holding, it’s a delicate process, I know how they feel and know I can help with limiting the frustration that can sometimes arise throughout the whole process. It’s very rewarding to find them their dream home and see clients smiling on closing day!”

Her empathy extends out to her community. Kim is part of the Veterans’ Relocation Program in connection with local vets and lenders who provide support in assisting military members find new homes, often needed on very short notice. When she’s not working or helping, you will see Kim enjoying nature, being creative, enjoying family & friends, music, riding her Harley & ballroom dancing.

In the future, Kim would like to continue to grow her business in the community and open an office in her hometown. “I’d like to have an office out here to help reach people and offer exceptional, friendly customer service and assist people in our community get the most out of their home sale or home purchases. I love being a part of the Muskego area and it’s a privilege to offer my real estate & photography skills to this great community and our surrounding areas.”

To learn more about Kim Sahin, please visit kimsahin.myrealestateplatform.com On Facebook at: facebook.com/KimSahinRealtor, email kimsahinrealtor@gmail.com, or call (414) 526-2889 http://

www.

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5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances.

Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you.

Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses Top Agent Magazine

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while promoting my business?

Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!”

Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community.

People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community.

Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

5. Show your gratitude when you do 70

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going.

The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not?

What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies.

To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

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BRYCE SCHUENKE For Bryce Schuenke, entering the real estate industry made perfect sense. He had previously worked for five years as a police officer, and spent three years at Target Corporation as an asset protection manager. He loved helping people, and after watching his father build a business through investments in real estate, Bryce knew it would be an ideal career for him.

“I just kind of dove into it,” he says. He’s now been in the industry for about a year and a half, serving the 16 counties surrounding the Twin Cities metropolitan area. The vast majority of his business consists of repeat clients and referrals, a testament to his superior service.

“I have a laid back personality and am really approachable. I focus on building a relationship with my clients,” he explains. “I also think it’s my knowledge that sets me apart. I know everything we need to get a deal done and what to do to help my clients in a tough market.”

Bryce has developed strong negotiation skills, especially with his background in law enforcement. “I can build trust quickly with anyone I work with, because they know I’m a straight-shooter. I’m not just in it for the end result of the transaction, I’m really making sure that people are served and get great service from me.”

the best in quality, capability, and customer service.

If you are a first responder/military, choose Bryce -he knows all the various things to look out for to get the most for your money (rebates/VA loans, etc). He is so prompt in getting answers, following up on things, organizing showings -- the list is endless. He does it all -- he does not outsource things or give the runaround.

He is the guy -- he has your best interest in mind.”

When Bryce isn’t working, he’s staying active in the community as a board member for the local Chamber of Commerce. He volunteers time at Feeding my Starving Children and donates a portion of his earnings to the Children’s Miracle Network Hospitals. During any freetime, he’s hanging out with his family, including his two sons.

As he looks ahead, he has many plans for the future.

“I’ve started my own team within the Minnesota Real Estate Team,” he says, which will include his wife. He is eager to expand his business in 2020 and add more members to his team. “This doesn’t feel like a job to me. I feel like I’ve found my true calling in life.”

Bryce also goes above and beyond when it comes to marketing. Part of the Minnesota Real Estate Team at RE/MAX Advantage Plus, he has access to many resources that can get his listings in front of as many people as possible. “In addition to the MLS I use Facebook, LinkedIn, Instagram and Google to advertise.” By exceeding expectations with both his buyers and sellers, Bryce was able to earn the title of Rookie of the Year for his entire brokerage in 2019, with 38 transactions and $8.5 million in production volume.

After the transaction, clients love to spread the word about his work. One recently said, “This is the agent to choose! Bryce does an amazing job. We have used several other agents over the years and Bryce is, by far, Top Agent Magazine

For more about Bryce Schuenke, please call 651-302-4812 or email bryce@mnrealestateteam.com Copyright Top Agent Magazine 71

Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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NICK STRILAKOS Nick Strilakos has always been interested in sales and real estate, getting a taste for it since he was a young child watching auctions with his dad, and knew he wanted to be in real estate since the age of 16. “It’s exceptionally rare here in Melbourne to find someone who started at 18 straight from school who knew exactly what he wanted from 16,” Nick says. “I am one of the very few Managers in the South East to climb every step of the real estate ladder. Starting as a Personal Assistant (Cadet) to a senior agent working six days including Saturday and Sundays, then transitioning into a Junior Sales Consultant, then to a Senior Sales Consultant and top performer in that network and then to being a Sales Manager the last five years and dominating my marketplace as well as enhancing sales people’s skills.”

Today, his tenure reigns over a decade in the business, running a team that serves the southeastern part of Melbourne, Victoria. Over the past few years, Nick says that about half of his business has been repeat and referral.

“I think [we have] a very thorough process,” he says as to why clients return to him. “I’m a big believer in strong communication and being totally transparent, a very blackand-white approach, in my life there are no grey areas”.

“Honestly, my systems and processes combined with my negotiating and people skills are at an extremely high level, but I am always of the mindset that everything can be improved and enhanced, striving for perfecting my craft is what keeps me ahead.” He also credits his team for working hard and sharing his core morals/values and his attention to detail to provide clients with the best possible experience.

His attention to detail also includes staying in touch with clients, typically via text and social media. When it comes to marketing, Nick says, “I’m a massive believer in covering all aspects of marketing, ensuring my clients have left no stone unturned and they can say they did everything possible, you can’t sell a secret at the end of the day. Obviously all the Internet markets, photos on the signboards, open home

invites, database email and sms, as well as print media like the local papers.” It’s paid off, too, with Nick and his team clearing in excess 50 transactions per year.

But Nick isn’t all about the transactions and the money.

“The best feeling is making an impact in someone’s life,” he says. “When I sell someone’s home and get them that extra $100,000 that gives them enough money to buy the home they really want, or go on the holiday they’ve dreamt of, that impact that I’ve made in someone’s life is better than anything, I am so passionate about this industry and I chase that feeling on a daily basis, it’s the best feeling in the world seeing the vendors faces rush with joy and hugging and laughing all together.”

Making an impact in people’s lives in the community is important to Nick, too, who participates in fundraisers for local football clubs, libraries, causes and more. “I try to do as much as I possibly can, and anytime there is a moment to give to a cause or person in need I consider myself to be a very giving man” he says. His team also runs a stall at a local festival full of kids’ activities. And when he’s not helping out, Nick enjoys boxing and playing football, as well as spending time with his wife, friends and family.

He’s looking towards the future, too. “This year, the plan is to grow by 30%, which seems is definitely on track as it stands. Then within the next three years, I will have my own business where I can train and develop sales people to be at the highest level and help them achieve their goals in life.”

Nick also has some advice for people looking for an agent: “I think when you’re putting your most valuable asset on the market, you need to make sure your agent is ticking all the boxes, from communication to prices and how to achieve a premium, to being completely transparent. [Clients] should be making sure they’re getting everything they want, not settling for someone who’s cheap and will say what you want to hear to get your business, at the end of the day you need someone with knowledge, solid process, high communication and a proven track record to handle your home and get you as much money in your hip pocket as possible, should be a non-negotiable for every vendor.”

To learn more about Nick Strilakos, please visit raywhiterowville.com.au, email nick.strilakos@raywhite.com, or call 0403-510-712 http://

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