NATIONWIDE & INTERNATIONAL 6-17-19

NATIONWIDE & INTERNATIONAL EDITION

Easy Blog Topics for Your Real Estate Blog

THERE GOES THE NEIGHBORHOOD:

How to List High When Neighbors Are a Nuisance

Creative Ways to SAY THANK YOU

Branding Bad In Real Estate Marketing

NEWER AGENTS:

More Questions to Ask Yourself—Are You Stumbling or Up and Running?

MODERN EMAIL ETIQUETTE for Today’s Agents

NATIONWIDE & INTERNATIONAL EDITION

STEVE GENYK 11

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JEFF BELL

12

STEPHANIE

Jeff Bell earned his first expo- year, while list prices run th Stephanie Calinoff sure to the industry earlier properties to those exceedin her career in real es than most. With a mother who teen listings presently active age of eighteen. Her still works as an agent, he saw hovering between sixty and successful in firsthand the promise of the record speaks to anagent agent who right—encouraged h industry. Then, after gradu- is well-proven. her license while in c ating from the University of JEFF BELL STEPHANIE STEVE GENYK Michigan, he joined CALINOFF a good Beyond office, Jeff give uponthegraduation Ste mong RE/MAX’s Top 1% of only responsive showings friendis atshe a commercial real with through civic and charitable the ground running a estate firm, cutting his(even teeth inlast a competitive sector of standing member of the are formidable distinction for a minute ones), but team. she cares dynamic mother-daughter Now, thirty the market.

Thirty years since his auspicious beginand Chamber of Commerce, 20 16 15 19 later, Stephanie is a veteran agent of the high – Mandy Dowell brings to the about getting you into a home that truly ning, Jeff has since cultivated both a commercial and contributing to the Children’ with a reputation defined by her affable demea Sue Hildreth doesn’t measure beach,” real estate track record, complete with aensure Special Olympics. game a potent combination ofWith nearly for your family.

She also bringsIn his fr ication toworks his clients has translated into a business of experienceresidential under his RE/MAX’s How two diddecades Kim Chamberlain uses marketing platform to that tional experience, winning track record. reputation forthatprofessionalism, follow-through, andand time spent his her success on the closing gofamily there is based almost entirely on repeat clients and belt, Top Agent Steve Genyk – of Genyk Group become one of the most the listing appears on every and possible website. She with try knowledge and a sincereReal Estate in professionally stages that stand test of time. active in the gym, and esca betheitfurniture buyer, sellerofordeals. developer, one of and @properties in Chicago relationships – is a force referrals, She measures it on trusted and agents also conducts ameasures thorough onin social media, the surestyour ofToday, acampaign jobwhat well done the highwith beloved in Chicago’s ever evolving with his daughter. nt to helping her many buyersto be reckoned home, making it spearheads look perfect for Stephanie happens next.

“I tryher to work Onesolo, thi in Prince William County sends “just listed” postcards, and spreads the ly-competitive Chicago market. think a lot of that word real estate market. Steve’s focus on exceptional Today, Jeff spearheads his work solo under“Ithe banner with clients across Long Island under treat my clients like family,” busy sc s achieve their real estatecustomer photos and makes a intend do with the relationships we create withwhich our coupled witharea? his vast indusandservice, the surrounding amonghas hertobroad network other top agents of RE/MAX, where he’s remained foroftheshowings, past fourteen Asinforthe the future, Jeff of Douglas Elliman Real Estate.

To date, she she says.

“So it’s always lives.

“I clients,” says Steve, whenLake askedCounty how heand manages knowledge, has resulted in an award-winning years.area.

Fielding clients across western andMELISSA organic, with an eye tow The average price of her listings is $350,000 king with RE/MAX Alliancetry huge difference.”

ALICE KEMPF & MANDY SUE HILDRETH KIM CHAMBERLAIN to inspire so much loyalty and trust.

“The way we career as a top producer andDOWELL more than $259 million meaningful when, after the of their business driven almost exclusively byofrepeat County, Jefftohas nurtured relationand staying ahead the cur was a single momeastern to McHenry $400,000. staging VANDERBURGH treat ourThanks clients is trulyher the excellent most important thing toadvice transactions.

Colorado, Mandy has morein careerKim dealclientele isIn done, they“It’s invite me to better th clientele. one case, Stephanie led as man ships consistently, with repeat and referral that a matter of keeping you with a successful career and careful pricing, most of her listings sell in us. When someone is buying or selling a house, it’s under account for one-third of his business share.

In detailing “It’s a great business as lon baby showers or anniversary and see unique transactions for a client.

“Buying ed her solid reputation as aOfficially “My favorite part of real estate is almost always the most important thing going on beginning his journey in real estate in sales when she decided 30 indays. his professional approach, Jefftime; citesit parties. a client-centric Finally, thirtydecisions years of e how I with know arguably one of most important lives at the deals withThat’s the the security 2003, Steve a single dad of 2, formerly owned sev- in their to transition to real estate.

She soon had a thriving l estate advocate who consistently goes above helping people solve problems,” says Mandy, when asked mentality, prioritizing their lasting best interests over Bell considers what he value families. more just So, it’s important eral campgrounds, and a business selling RV’s. of their lives, of theirmake I’ve made athan difference.”

Sue is a in It’s their lifetime. for business.

Now with fifteen years of real estate What’s her favorite part of her work?

“I love how all else.

“I take pride in the quality of my service, and real estate.

“I have a lot of a business scenario, so we treat them with respect, Upon the advice of a friend – one of the top brokers d during each and every transaction. what she enjoys most about what she does for a living. to chang aclients good mix of personality and knowledge to m dedicated to representing my31) the best clients in the beginning,” he andabout gratitude.

Alsotohaving the of willingin Chicago the time – Steve toI’m tackle the appreciation expertise, she now works as aatsolo agent, sodecided she can excited people are owning a home,” she says.

4) EASY BLOG TOPICS FOR 17) BRANDING BAD IN THINGS YOU CAN Sue has been making a difference on Portland’s east own,” she explains.

“I do my best to things lis “When you’re a Realtor, you’re also a bit of a psycholness to have very honest and sometimes difficult world real estate.

“I’ve always loved the idea of life he says.

“Whenownership I’m negotiating behalfforfying to do akeep good job for the cater to her clients’ needs during every step of themy abilities,” “The gift of home is soonhuge them.”

YOUR REAL relocated ESTATEwithout BLOG REAL ESTATE DO ANTICIPATE YOUR forbest six years now, and abring huge parta positive ofyears that hastogether.” tually fi conversations goes hand-in-hand with a dynamic a net,” he says, “of having no ceiling, but side but I TO also many of experience my clients, their are always foremost in one lian native, Mandy to United ogist asMARKETING well.”

Expertly guiding her clients through the process.

“If I show noupbottom on the aeither, listing andof To back to interests the community, for every transaction relationship.” and agreement knowing I could achieve asgive been the ofway she you is so atthe communicating. them.wh In my mind.

At the end the day, haveeffective to remember reputation within industry.

I think that’s CLIENT’S NEEDS tell awith client five I am hundred going theredepending it means Ihow will that she closes,transaction she makes a donation in is heraclient’s much to as Ibe wanted, much wasserve.” her mid-twenties dollars to on often-treacherous process hallmark of who Iyou Jeff also prioritizes the interpersonal Her phone is always on, and she’s always there for tunity a toMiracle preserve long-term relationships with my cl 8) THERE GOES THE AGENTS: Of the course, there are many other reasons She that willing step to put of intothe it.”21) absolutely be there, every way,”NEWER she says.dynamic name to Children’s Network. also inherent in such a milestone transaction, and herfactor clients.

“Communication allows people to trust me Casting about for a career that could incorpoMandy’s business, and perhaps one of the most signifiSteve’s continuing andschoolTO NEIGHBORHOOD: QUESTIONS TOthe 34) CREATIVE WAYS “I’m passionate about being a soloMORE agent for thatkeeping volunteers tointo feedexplaining homeless and pays off connections alive isthe central to his professional process,” she Sue makes sure toher take ever-growing successLikewise, story.says.

Among them are his Currently overseeing an equally-dedicated and with Stephanie credits hands-on app xperienceHOW in the fashion design industry, she cant factors her ever-growing success story. reason.”

Specializing in Prince William County, lunch debits at a few local elementary schools. ethos.

“Youin have to negotiating maintain askills. personal connection TO LIST HIGH ASK YOURSELF—ARE YOU SAY THANK YOU superior “That means I have to professional team that consists of Kim multiple other her clients through every step ofantheadvocate process, especially serves as and astute counsel in this“Wherever day and age,” he explains.

“It’s important alsoupon serves the Fairfax and Stafford Counties.

I can get involved and make atodifference, be ultra-knowledgeable, and so know exactly what my brokers and administrative employees, Steve’s dedset her WHEN sights real estate industry.

NEIGHBORS ARE STUMBLING OR UP AND laying groundwork in the early stages. clients, while injecting some energy and po stay true to those relationships.

It’stime, aboutshe having real I do,” she says.

In her free loves “glamping” Copyright Top Agent Magazine her-in-law owned a Century 21 officeRUNNING? in When she’s not working, Mandy enjoys nothing more than A NUISANCE conversations.” a major milestone. “I pride myself on bein

MANDY DOWELL KIM CHAMBERLAIN

SUE HILDRETH

CONTENTS

5/21/2019

An impressive 95% of Kim’s business comes from

with her family in their camper. For the future, Kim

“I dowith a walk through with my sellers and helpTraveling and accessible,” she says.

“Ithem am an integral she recalls, repeat “and and it just seemed greather clients spending time her husband and two sons. referral clients.like Whata keeps toproperties, continue giving her all to serving her clients Whenplans listing Jeff makes use of the full suite determine what needs to be done to prepare their home process from the first time we meet, until clos STARTING TEAM 27)friends MODERN EMAIL coming back andAeager to Now refer their well listing andto helping and dreams come true!

I choose 13) to goIS the RE/MAX route” more – and particularly their home Hawaii and toAustralia ismore To learn a of digital platforms andgoals social media outlets, for sale,” shetheir says. ”Iin hire an sides appraiser provide aas–we my clients’ and in-the-loop deal w THE family?

RIGHT FOR ETIQUETTE FOR TODAY’S “IfSOLUTION my clientscareer, aren’t myMandy’s friends at the start of while leveraging his extensive experience in both email Jeff_Bell_REMA decades into her real estate a family passion, as are camping, detailed floor planwakeboarding, and attach it totoo, theskiing, listing, because and attorneys because buying or selling and residential sectors. By the numbers, the BUSINESS? transaction, they become my friends,” Kim says.commercialbuyers visit his webs YOUR AGENTS like seeing layout and room sizes so can esign background has been put to good use; mountain biking and other outdoor activities. verytransactions overwhelming andthey emotional.

I have e Jeff averages about twenty to be thirty a She stays in their lives long after the transaction is call (847) 6 imagine their furniture in the every home.scenario And I’ll so provide just about I feel I’m weller’s eye helping her with effectively over. Instead of spending money staging on advertising, she staging, if necessary, and then hire experience.” a professional make it a seamless Cop her money into her clients, sending s and helpingputs clients see back the possibilities in a flowers Mandy’s plans for thetofuture fairly straightforward: photographer give theare listing the best possible first for graduations and funerals, and embroidered Phone 310-734-1440 | Fax 310-734-1440 r to purchasing. to continueimpression.” building herWhen business, the intent of leave it comeswith to listing, Stephanie blankets for the birth of babies. She meets up with unaccounted for all First properties the reigns over via to social herand sons. and receiv mag@topagentmagazine.com | www.topagentmagazine.com her clients frequently to catch up. “I put all myone heartday handing Sue markets those properties media as well treatment.

Beginning with high-quality p No aportion of thisand issue may be in any manner whatsoever without consent of thecontinuing publisher.

Agent Magazine and soul money intoreproduced mywho business,” she says. to go into home,” says Mandy, is also foremost, however, is her commitment as in prior traditional newspaper ads.Top Where she reallyis to homes are then leveraged across the lead published by Feature Publications GA, Inc. Although precautions are takenbreaks to ensure the accuracy of published materials, Top Agent the mold is in how she maintains contact with of multiple home redesign renovations, “and providing every one of her clients with the exceptional portals and social media outlets.

Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, sendFrom there, When helping clients to buy a home, Kim focuses her clients, which feeds her 75% repeat and referral complimented print placements in local p can be done toontooptimize Do wethey need to doin the service experience that hasby become synonyinquiry mag@topagentmagazine.com.

Published U.S. ensuring it’sit. a property will be able to customer afford rate. Every month Sue sends out a magazine featuring in the long Do term.we Kimneed is a distressed property expert athroom renovation? fresh paint, mous with local her name.

Portland dining, coupons and cultural activities, and has done many foreclosures in the past for banks, ensuring that the folks who bought a new house from ?” Mandy’s expert presentation of her listings To find out more about Kim Chamberlain, 2 Top Agent Magazine and she specializes in short sales. “I never want to her can make Portland their home.

To g professionalseestaging, at no extra cost to her you can contact her by email at anyone lose their home, but if so, I love being about:blank

kchamberlain1@comcast.net

vi

o,” she says. “Finding a home and moving are some of e most challenging things people can accomplish, so eing someone that advocates for clients going through at process is really rewarding. It’s also important to stay vailable and responsive. I’m diligent about following-up nd work very hard to exceed my clients’ expectations.”

Yorkers,” she says. “There are so many amazing families and creative people in the city, and I love having the chance to meet such a wide array of exceptional people and have new experiences every day. More than anything, I really value the connection with others that real estate makes possible.”

unique value-add that Joanna offers clients her practical perspective on buying a home nd eye for a property’s true potential. Because 25 26 23 er husband is an artist and general contractor, oanna can advise buyers and sellers on how to ake small changes that are truly meaningful. ikewise, her approach to the listing process equally nuanced, and she ensures homes are veraged across more than thirty-eight leading sting platforms. “That’s the MARTI most important LILJA ERICA LOVE JOANNA MAYFIELD CARLOS PINEDO ep,” Joanna says, “since 90% of people find MARKS eir property online.” Beyond her wide-ranging gent Pinedo – Broker/Owner customer service experience he provides. 35 CHUCK gitalCarlos footprint, Joanna also 29 utilizes print mediaNORTON 33 JENNIFER PLOWMAN 30 AURORA S Realty Group in Riverview, Florida – “I’ve been working with a real estate coach ublications and customized brochures produced To say Chuck Norton has essential to an HVAC for a Plowman refreshing, the world.”

Jennifer her dicated, hard-working and extremely for aoils while now,” he system says.

“Relatively few earned of y her marketing team, reaching audiences on the How did Aurora S achieved great heights in memorable scent.

“I saw agents doing this for million touch-ups, a license freshare from college. At dgeable Realtor who consistently the 2 million agents in this country being yper-local and global levels. Withthe a convenient come one of the m real estate industry dollar homes, and I decided to implement it for regular homes shine the time, she was balancing a bove and beyondin for his many coached.”

His clients, needless to say, benefit and successful yo To learn more Joanna Mayfield Marks alk-in storefront Brooklyn, Joanna would betakes an understatehouses here. Itabout costs a few hundred dollars but makes traffic throug burgeoning teaching career with l buyers of andneighborhood sellers. Carlos’ focus greatly from Carlos’ continuing education in Eastern Washing dvantage interest, and she’sthe first year a big ment.

In 2017, difference.” and social m email jmayfield@halstead.com, the entrepreneurial path real viding an exceptional endeavors, whether that’s through his fantastic he video. started “To his brokerage big believer in the risingexperience, power of order. From estate provided, and in the last visit joannamayfieldmarks.com, A long-time resid de,with his honesty and integrity, have marketing strategies, fierce negotiating skills, CHUCK NORTON AURORA SHIVELY with other he Chuck and his team focus on doing is best the CARLOS PINEDO JENNIFER PLOWMAN working with our videographer is oftwo the mostpartners, homes and ev fewwhat years she for made the full-time Tri-Cities, Aurora completed $4.7 million in clients at allcall times.(917) “What of I 282 tell my clients is, ‘I helpas an agent. ed into a stellar reputation as one of or any other aspect the transaction process. or – 9061 runs the gam transition to life eative and fun ways to showcase a property.” through college volume. Two years later, the decision process withhas factsbuilt and amath, not emotion.’ st trusted real estate advocates in the the $75,000 Now, Jennifer substantial book of business service he’s on track to do $60 I’m not here to sell them on a property. I’m here jobs. to get She loved being of help to h Bay market. respectful an Thebased appreciation clientsclientele, feel for all Carlos on repeatthose and referral of whom turn but price wasMagazine ready for her next step. At a million. “It accelerated really fast,” he explains. It was them the right house at the right time fornity, the best Copyright Top Agent her forevident her diligence, first-handofindustry knowledge, perhaps besttoAnd made by the glowing where was working as a waitress, she quite a journey that led Chuck to where he is today.isHe possible.” for their buyers, theyscores aim to getshe them Beyond the and ability to demystifythis the one transactional process. journey inand thehisworld of real estate began in 2008. reviews he has received, including from Zillow. agent in the area who saw her potential a wife served in the United States Air Force and the most they possibly can through superior marketing. to their com been working the corporate world since I franchises was com, “Carlos knows Aurora quickly ran a in few successful food and beverage on on which site he is a Premier Agent: on as a mentee. showed a ship of loca Under the banner of Coldwell Banker, Jennifer serves thehe side.

But when his afamily beganofgrowing, As Chuck andand his team lookittowards the theybut and now, three forfuture, the business years into years old,” recalls.

“I was Director Field Chuck a lot about a lot, shares in a very humble busy as a wif clients across Westmoreland, Allegheny, and the neighwasdesire time for change. was hardfor to manage are way, excited to continue expanding. already leads a thriving team that includes a bu but alwaysknew had itthe toago into “It business assertive especially when it’s timeThey’ve toshe negotiate...he boring counties.

In describing her diverse professional businesses, especially when I as was expanded into property management, and now is arehis. transaction coordinator, tworehabbing showing pra and to useall mythose Bachelor’s degree in business andeployed acts like your perspective, transaction is his, like your money future, p Jennifer cites service, education, and straand we were having twins,” he says. “So we sold them working on a development division. aSuccess hasspecialist. “My goal in she marketing doing eneur.” Carlos found almost immediate success Carlos is a consummate real estate professional and a with hopes t tegic wealth-building as some of the drivers of her and moved on.” It turned out that this was one of the no limits, and they’re eager to see where is to this helppath people—that includes my clien ew profession, and his they business Business and Market-Savvy Realtor.” estateAurora scene. working style.

“Being a teacher is at the heartagents,” of who she I says. best decisions couldhas havegrown made,expoas it led them takes them.

“There’s no ceiling for us, there’s no stopup-and-coming design impri am,” Jennifer says. “I do my best to make each transaction ly year after year.the Currently, significant portion to start brokeragea Old Drum Real Estate. “Now ping point.”

Tri-Cities, Washington—Richland, Kenn homes smooth as possible, but I help my clients have tenperhaps real estate agents, andbest I’m indimanagingCarlos the lients are we referrals, one of the is alsoas an active philanthropist who support Pasco—as wellunderstand as surroundingtheir cities. and to assist the process.

For so many people, buying or selling real lead distribution.

We started from nothing, and with hat he is providing excellent customer service. multiple charitable organizations, including his status as design.

Fina estate is an overwhelming concept and not something technology and marketing, we were able to growathe In 2018, Aurora won a President’s Circle To board member for the Freedom To Walk Foundation, name, Jenni they feel very confident or knowledgeable about.

More business from the ground up.”

Award, and in 2019 she won a Best of Zil asked to account for the impressive level of trust which raises funds for the purchase of WalkAides for than they’reEstate selling orAlready purchasing their biggest half of her business most comesabout fromh Top Agent Magazine is seen bylikely, Real Agents and alty he inspires among his clients, Carlos points children and adults Foot Drop dueIt’s tomy MS, Serving Johnson County in Missouri, much of their “I enjoy asset,diagnosed and that’s awith big responsibility. job to help referral clients. What keeps her clientstheco his egalitarian business ethos. the same Cerebral Palsy,them Stroke, Spinal how Cordthey Injury, or Traumatic business is now Brokers based “I offgive of referrals from past working with understand can manage as anAurora asset, to their in every U.S. city and Internationally! and eager this to refer friends a ervice to every explains, Brain Injury. the different options they have“Iinthink clients,one withof themy restclients,” coming inhefrom word of mouth their assets, the mortgage process, it really comes down to my custo efforts. Chuck his team are entirely er they’reor amarketing $100 customer or and a $1 million estatefrom create and how to build wealth forbackground,” the long-term.” fact, she In says.

“Coming a different from other agents in the area, which naturally Jennifer hasCarlos unique is experience real estate Itotry to take an ind customer. I make certain that they know they are Please When he’s not working, an adventure-minded inleveraging Eastern Washington, contact grow. “I really figured out how we could future.

Alongside her husband, ant to me, helps even them if they’re not ready to buy or sell traveler, and insecure recenta strong years financial has trekked toapproach Quebec toCity, every transaction. I treat eve set ourselves apart, and that was by emulating what she’s flipped several homes, managed rental properties, mag@topagentmagazine.com friend and, eventually, family.” Aurora pu .” Anotherother factor thatinplays into doing Carlos’ Spain, Gibraltar, Peru’s Machu Picchu, Big Sur, Las people biggerheavily cities were to become and collaborated with investor and clientele.

“Because we’ve soulAlso into her ble success is his professionalism, Vegas, and Hawaii, among other destinations. a work and always goes topstory agents.”

He analyzed everything which they did, from or call 310-734-1440 for had firsthand experience rental properties, that When it comes For more information aboutmanaging Chuck Norton, beyond to serve clients. d with his sturdy work to ethic, thatboth each huge car buff, he recentlyreally combined his passions by says. trav-her social media dailyensures processes, onand a brokerage perspective comes into in play,” she “We help please callth660-864-7754 touch with past clients, she prefers a pers level and “I started those where raced property ne of his clients areindividually. in safe hands as theyimplementing navigate eling and to Alabama for hisunderstand 40 birthday, ad rates information. our clients ways they can he improve or email chuck@olddrumre.com reaching out byaphone or text to let them same things.

We brought technology into the game cars at the Porsche Track Experience. en-treacherous transaction process. and gain equity in the process.

I spendofathem, great or deal of thinking remembering them on www.

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

with live aerial drone subdivision tours, and we do time researching the market, and I’m birthdays. really passionate ries and simple things like have our properties cleaned the about real estateisbeing a wealth-building tool.”

Above all, however, Carlos a man of faith. “For me,” many other agents of photos his career longevity Top Agent Magazine 3 same day that are taken.”

It’s themight small touches he says, “God comes first.

Then my family, and then my tailors her thorough e to rest a bit on their laurels, Carlos has dedicated Aurora carefully mar that seem to make the biggest impact, like adding To lear When it comes to listing, Jennifer applies her keen for each listing.

“We eye try to tell the story business. Having it in that order has, ironically, afforded to continuing to stay abreast of market trends

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

Real estate bloggers should be less concerned with whether the same post already exists (it does) 4

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

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

Think about those questions that you’ve had to

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

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

Evergreen Content

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

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

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

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

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

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

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Stay Local

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

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

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

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

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5

STEVE GENYK

With nearly two decades of experience under his belt, Top Agent Steve Genyk – of Genyk Group Real Estate and @properties in Chicago – is a force to be reckoned with in Chicago’s ever evolving real estate market. Steve’s focus on exceptional customer service, coupled with his vast industry knowledge, has resulted in an award-winning career as a top producer and more than $259 million in career transactions.

Officially beginning his journey in real estate in 2003, Steve a single dad of 2, formerly owned several campgrounds, and a business selling RV’s.

Upon the advice of a friend – one of the top brokers in Chicago at the time – Steve decided to tackle the world real estate. “I’ve always loved the idea of life without a net,” he says, “of having no ceiling, but no bottom either, and knowing I could achieve as much as I wanted, depending on how much I was willing to put into it.”

Currently overseeing an equally-dedicated and professional team that consists of multiple other brokers and administrative employees, Steve’s ded6

ication to his clients has translated into a business that is based almost entirely on repeat clients and referrals, be it buyer, seller or developer, one of the surest measures of a job well done in the highly-competitive Chicago market. “I think a lot of that has to do with the relationships we create with our clients,” says Steve, when asked how he manages to inspire so much loyalty and trust. “The way we treat our clients is truly the most important thing to us. When someone is buying or selling a house, it’s almost always the most important thing going on in their lives at the time; it deals with the security of their lives, of their families. It’s more than just a business scenario, so we treat them with respect, appreciation and gratitude. Also having the willingness to have very honest and sometimes difficult conversations goes hand-in-hand with a dynamic relationship.”

Of course, there are many other reasons that factor into explaining Steve’s continuing and ever-growing success story. Among them are his superior negotiating skills. “That means I have to be ultra-knowledgeable, and know exactly what my Copyright Top Agent Magazine

big picture intent is,” he explains, “when it comes to the neighborhood and comparable sales, and all the aspects of the sale.” Additionally, Steve has a tendency to treat each transaction as if it were his own. “It’s important to have the ability to understand the emotional component of the deal. Not only for my client but that of the other side also.

Patience, kindness, gratitude.”

Expert, creative and thorough marketing strategies also benefit his many grateful clients. High-quality photography – standard and drone – ensure each listing is presented in its best light, as do slickly-produced videos. Adroit exploitation of both the internet and social media platforms provide maximize exposure, and the result is almost always a quick sale for top dollar, and happy customers.

“This is a really fun job,” says Steve, when asked what he enjoys most about what he does. “But more importantly, it’s an honor to be able to be the steward of one of the most important financial decisions of their lives, and I feel great humility and gratitude when someone chooses me to be their broker.”

As for the future, Steve’s plans are quite grand: To be #1 by continuing to grow his business, while sacrificing none of the amazing customer service that has become synonymous with his name. For Steve Genyk, there is no ceiling…just as he likes it.

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For more information about Steve Genyk, please call 773-875-9492 or email SteveGenyk@atproperties.com Copyright Top Agent Magazine 7

There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

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First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

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How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn Top Agent Magazine

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

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squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 10

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

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JEFF BELL Jeff Bell earned his first exposure to the industry earlier than most. With a mother who still works as an agent, he saw firsthand the promise of the industry. Then, after graduating from the University of Michigan, he joined a good friend at a commercial real estate firm, cutting his teeth in a competitive sector of the market. Thirty years since his auspicious beginning, Jeff has since cultivated both a commercial and residential real estate track record, complete with a reputation for professionalism, follow-through, and relationships that stand the test of time.

Today, Jeff spearheads his work solo under the banner of RE/MAX, where he’s remained for the past fourteen years. Fielding clients across western Lake County and eastern McHenry County, Jeff has nurtured relationships consistently, with repeat and referral clientele that account for one-third of his business share. In detailing his professional approach, Jeff cites a client-centric mentality, prioritizing their lasting best interests over all else. “I take pride in the quality of my service, and I’m dedicated to representing my clients to the best of my abilities,” he says. “When I’m negotiating on behalf of my clients, their best interests are always foremost in my mind. At the end of the day, you have to remember who you serve.” Jeff also prioritizes the interpersonal dynamic inherent in such a milestone transaction, and keeping connections alive is central to his professional ethos. “You have to maintain a personal connection in this day and age,” he explains. “It’s so important to stay true to those relationships. It’s about having real conversations.”

When listing properties, Jeff makes use of the full suite of digital listing platforms and social media outlets, while leveraging his extensive experience in both commercial and residential sectors. By the numbers, Jeff averages about twenty to thirty transactions a Top Agent Magazine

year, while list prices run the gamut—from $200,000 properties to those exceeding $2-million. With eighteen listings presently active and average closing times hovering between sixty and ninety days, Jeff’s track record speaks to an agent whose efficiency and delivery is well-proven.

Beyond the office, Jeff gives back to his community through civic and charitable efforts alike. He is a longstanding member of the area’s Planning Commission and Chamber of Commerce, and he also gives back by contributing to the Children’s Miracle Network and the Special Olympics. In his free hours, he most enjoys time spent with his family and loved ones, staying active in the gym, and escaping to an annual ski trip with his daughter.

As for the future, Jeff intends to keep progress steady and organic, with an eye towards continuing education and staying ahead of the curve of industry evolutions.

“It’s a matter of keeping your eye on the ball,” he says.

“It’s a great business as long as you’re having fun.”

Finally, with thirty years of experience and insight, Jeff Bell considers what he values most about his tenure in real estate. “I have a lot of friends now who I met as clients in the beginning,” he reflects. “It’s really satisfying to do a good job for them and make that transition a positive one together.”

To learn more about Jeff Bell email jeffreybell@remax.net, visit jeffbellproperties.com, or call (847) 601 – 1201 www.

Copyright Top Agent Magazine 11

STEPHANIE CALINOFF Stephanie Calinoff launched her career in real estate at the age of eighteen. Her mother—a successful agent in her own right—encouraged her to earn her license while in college, and upon graduation Stephanie hit the ground running as part of a dynamic mother-daughter team. Now, thirty-four years later, Stephanie is a veteran agent of the highest caliber, with a reputation defined by her affable demeanor, exceptional experience, and winning track record.

Today, Stephanie spearheads her work solo, partnering with clients across Long Island under the banner of Douglas Elliman Real Estate. To date, she has built a business driven almost exclusively by repeat and referral clientele. In one case, Stephanie led as many as eleven unique transactions for a client. “Buying a home is arguably one of the most important decisions that people make in their lifetime. So, it’s important for me to bring a good mix of personality and knowledge to my clients,” she explains. “I do my best to keep things light-hearted, but I also bring many years of experience and a good reputation within the industry. I think that’s why I am able to preserve long-term relationships with my clients.”

Likewise, Stephanie credits her hands-on approach. She serves as an advocate and astute counselor for her clients, while injecting some energy and positivity into a major milestone. “I pride myself on being available and accessible,” she says. “I am an integral part of the process from the first time we meet, until closing. I am by my clients’ sides and in-the-loop as we deal with lenders and attorneys too, because buying or selling a home can be very overwhelming and emotional. I have experienced just about every scenario so I feel I’m well-equipped to make it a seamless experience.”

When it comes to listing, Stephanie leaves no detail unaccounted for and all properties receive the star treatment. Beginning with high-quality photography, homes are then leveraged across the leading listing portals and social media outlets. From there, listings are complimented by print placements in local publications, 12

and open houses routinely draw a number of interested parties. “I pride myself on being an excellent buying agent as well as an excellent listing agent,” she says. “It’s important to be well-versed in both disciplines. It’s important to understand the perspective of buyers and sellers, no matter what side of the table you’re on.”

With 84 transactions closed solo in the two years, Stephanie’s record is a testament to her efficiency and consistency. Likewise, she has earned the No. 1 spot for a single agent in her office. Under Stephanie’s guidance, homes spend an average of one month on the market, while her experience in inventory runs the gamut—from $95,000 co-ops, to million-dollar listings.

Beyond the office, Stephanie gives back by utilizing her creative talents as a jewelry designer, pairing with worthy causes like the American Heart Association. In her free hours, she most enjoys time spent with family and friends, watching live music, and decompressing at the gym. She credits her mother and circle of friends as significant inspirations in her both her professional and personal life.

As for the future, Stephanie intends to stay the course. “I want to remain a one-man-band so that my clients have direct access to me always,” she says. Finally, with over three decades of insight, Stephanie Calinoff reflects on what she values most about her career as an agent. “When I’m able to help someone navigate this process, that’s the best feeling in the world,” she says. “I like to help people make that transition positive, and I love the relationships I’ve built along the way. This isn’t a cookie-cutter job.

You never know what opportunity awaits.”

To learn more about Stephanie Calinoff email Stephanie.Calinoff@ellimnan.com, visit her website here, or call (516) 729 – 3717 https://www.realtor.com/realestateagents/stephanie-calinoff_farmingville_ny_220997_412234853 Copyright Top Top Agent Agent Magazine Magazine

Is Starting a Team the Right Solution for your Business?

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

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

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

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

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

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

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

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans14

actions in sometimes stressful circumstances.

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

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

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

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KIM CHAMBERLAIN How did Kim Chamberlain become one of the most trusted and beloved agents in Prince William County and the surrounding area?

Kim was a single mom with a successful career in sales when she decided to transition to real estate. She soon had a thriving business. Now with fifteen years of real estate expertise, she now works as a solo agent, so she can cater to her clients’ needs during every step of the process. “If I show up on a listing agreement and tell a client I am going to be there it means I will absolutely be there, every step of the way,” she says.

“I’m passionate about being a solo agent for that reason.” Specializing in Prince William County, Kim also serves Fairfax and Stafford Counties.

An impressive 95% of Kim’s business comes from repeat and referral clients. What keeps her clients coming back and eager to refer their friends and family? “If my clients aren’t my friends at the start of the transaction, they become my friends,” Kim says.

She stays in their lives long after the transaction is over. Instead of spending money on advertising, she puts her money back into her clients, sending flowers for graduations and funerals, and embroidered blankets for the birth of babies. She meets up with her clients frequently to catch up. “I put all my heart and soul and money into my business,” she says.

When helping clients to buy a home, Kim focuses on ensuring it’s a property they will be able to afford in the long term. Kim is a distressed property expert and has done many foreclosures in the past for banks, and she specializes in short sales. “I never want to see anyone lose their home, but if so, I love being a great, helpful resource during that difficult time,” she says. When it comes time to market a listing, she Top Agent Magazine

uses RE/MAX’s marketing platform to ensure that the listing appears on every possible website. She also conducts a thorough campaign on social media, sends “just listed” postcards, and spreads the word among her broad network of other top agents in the area. The average price of her listings is $350,000 to $400,000. Thanks to her excellent staging advice and careful pricing, most of her listings sell in under 30 days.

What’s her favorite part of her work? “I love how excited people are about owning a home,” she says.

“The gift of home ownership is so huge for them.”

To give back to the community, for every transaction that she closes, she makes a donation in her client’s name to the Children’s Miracle Network. She also volunteers to feed the homeless and pays off school lunch debits at a few local elementary schools.

“Wherever I can get involved and make a difference, I do,” she says. In her free time, she loves “glamping” with her family in their camper. For the future, Kim plans to continue giving her all to serving her clients well and helping their goals and dreams come true!

To find out more about Kim Chamberlain, you can contact her by email at kchamberlain1@comcast.net or by phone at (571) 221-2042 Copyright Top Agent Magazine 15

MANDY DOWELL Ranked among RE/MAX’s Top 1% of agents – a formidable distinction for a solo agent – Mandy Dowell brings to the real estate game a potent combination of vast industry knowledge and a sincere commitment to helping her many buyers and sellers achieve their real estate goals. Working with RE/MAX Alliance in Golden, Colorado, Mandy has more than earned her solid reputation as a trusted real estate advocate who consistently goes above and beyond during each and every transaction.

An Australian native, Mandy relocated to the United States in her mid-twenties with five hundred dollars to her name. Casting about for a career that could incorporate her experience in the fashion design industry, she ultimately set her sights upon the real estate industry.

“My mother-in-law owned a Century 21 office in Littleton,” she recalls, “and it just seemed like a great option but I choose to go the RE/MAX route” Now more than two decades into her real estate career, Mandy’s fashion design background has been put to good use; her designer’s eye helping her with effectively staging her listings and helping clients see the possibilities in a home prior to purchasing.

“I’m able to go into a home,” says Mandy, who is also a veteran of multiple home redesign renovations, “and see what can be done to optimize it. Do we need to do a master bathroom renovation? Do we need fresh paint, or new tile?” Mandy’s expert presentation of her listings – including professional staging, at no extra cost to her sellers - has resulted in an incredible track record of rapid sales, with the majority being snatched up after only hours on the market.

Mandy works hard to let her clients know that she appreciates their business, and it’s obvious from the reviews she has received that the appreciation is reciprocated.

Among the glowing testimonials she has garnered on Zillow.com – on which site she holds a perfect, five-star overall rating – here is one that perfectly illustrates the positive experience she provides: “Mandy is the best. Not 16

only is she responsive with showings (even last minute ones), but she cares about getting you into a home that truly works for your family. She also brings in furniture and professionally stages your home, making it look perfect for photos and showings, which makes a huge difference.”

“My favorite part of real estate is helping people solve problems,” says Mandy, when asked what she enjoys most about what she does for a living.

“When you’re a Realtor, you’re also a bit of a psychologist as well.” Expertly guiding her clients through the often-treacherous transaction process is a hallmark of Mandy’s business, and perhaps one of the most significant factors in her ever-growing success story.

When she’s not working, Mandy enjoys nothing more than spending time with her husband and two sons. Traveling – particularly to their home in Hawaii and Australia – is a family passion, as are wakeboarding, skiing, camping, mountain biking and other outdoor activities.

Mandy’s plans for the future are fairly straightforward: to continue building her business, with the intent of one day handing the reigns over to her sons. First and foremost, however, is her continuing commitment to providing every one of her clients with the exceptional customer service experience that has become synonymous with her name.

For more information about Mandy Dowell, please call 303-886-5177 or email Mandy@SeeEveryHome4Sale.com Copyright Top Top Agent Agent Magazine Magazine

Branding Bad in Real Estate Marketing

by Rob Flitton

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

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

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

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

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

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

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

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

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

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

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

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

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

The solution for any agent is to drill 18

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

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SUE HILDRETH Sue Hildreth doesn’t measure her success on the closing of deals. She measures it on what happens next. “I try to treat my clients like family,” she says. “So it’s always meaningful when, after the deal is done, they invite me to baby showers or anniversary parties. That’s how I know I’ve made a difference.”

Sue has been making a difference on Portland’s east side for six years now, and a huge part of that has been the way she is so effective at communicating.

Her phone is always on, and she’s always there for her clients. “Communication allows people to trust me with the process,” she says. Sue makes sure to take her clients through every step of the process, especially laying groundwork in the early stages.

beach,” she says. “And if I get a day or two I like to go there and take long walks and just re-energize.”

One thing that helps keep Sue energized, despite her busy schedule, is the impact she makes in people’s lives. “I love helping people move into the next chapter of their lives,” she tells Top Agent. “There’s nothing better than giving people the keys to their new home and see them excited to begin making memories there.”

Sue is a solo proprietor, and right now she’s not looking to change that. “I’m happy to grow my business on my own,” she says. “But what I would like to do is eventually find someone to partner with and pass it on to them. In the meantime I’m going to enjoy this opportunity and this great job.”

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“I do a walk through with my sellers and help them determine what needs to be done to prepare their home for sale,” she says. ”I hire an appraiser to provide a detailed floor plan and attach it to the listing, because buyers like seeing layout and room sizes so they can imagine their furniture in the home. And I’ll provide staging, if necessary, and then hire a professional photographer to give the listing the best possible first impression.”

Sue markets those properties via social media as well as in traditional newspaper ads. Where she really breaks the mold is in how she maintains contact with her clients, which feeds her 75% repeat and referral rate. Every month Sue sends out a magazine featuring local Portland dining, coupons and cultural activities, ensuring that the folks who bought a new house from her can make Portland their home.

When not working hard growing her business and bringing her clients’ dreams to life, Sue likes to get down to the beach. “I have a house down on the Top Agent Magazine

To find out more about Sue Hildreth, visit her website at suehildreth.com, call her at 503.936.9652 or email her at https://www.realtor.com/realestateagents/stephanie-calinoff_farmingville_ny_220997_412234853 shildreth@equitygroup.com

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ALICE KEMPF & MELISSA VANDERBURGH How did Alice Kempf and Melissa Vanderburgh become one of the most well respected and beloved agent teams in Western Massachusetts?

This mother-daughter team worked well together at a brokerage for several years, then branched out to start their own projects. Alice started a successful staging business and Melissa created a construction company.

They eventually decided to join forces to launch Kemp—Vanderburgh Realty Consultants where they serve Western Massachusetts, including Hampden, Hampshire, and most of Worcester Counties. “Before we started our team together, we were building up these other businesses. It was an ‘a-ha’ moment when Melissa said, ‘Why don’t we build up a team and put all our skills together?’” Alice says.

A large percentage of their clients already come from repeat or referral business. What keeps their clients coming back? Alice and Melissa are completely dedicated to their clients’ goals and needs, and build strong, long-lasting relationships. “We embrace them as part of our family,” Alice says. To stay in touch with past clients, they prefer an organic approach, reaching out by phone or text to say “hello” and let past clients know they are thinking of them.

When it comes to marketing listings, Alice and Melissa’s talents really shine. They know that in today’s market, most buyers start their search for a home online. Alice can expertly advise clients on preparing their houses. Melissa advises on minor improvements that will result in a higher sale price. Once the home is ready, they hire professional photographers to take high quality photos that show off the property’s best features. They then launch the listing, marketing on all the major real estate websites and social media. But most importantly, they reach out to their wide network of community members and other top agents in the

area. The result of their efforts is often a quick sale at a very competitive price.

Their clients rave that Alice and Melissa educate them through every step of the process. “We are hand holders and we are there for the duration! That’s my promise to my buyers and my sellers. From the closing table and beyond!” Past clients say that they always felt like Alice and Melissa’s only client.

What are Alice and Melissa’s favorite parts of their work? “Making things look beautiful and helping our clients move on to the next stage of their lives,” Alice says. To give back to the community, Alice is very active in her local church. Melissa is a busy mother of seven children! In their free time, they love spending time with family. Alice also enjoys gardening and hosting family birthday parties. For the future, they plan to continue giving their all to serving their clients well! That’s a worthy goal and one that—with their track record of success—they are sure to achieve!

To find out more about Kempf-Vanderburgh Realty Consultants, email alice@hampdenrealty.com or call 413-297-5200.

You can also check out Alice and Melissa online at KVREteam.com www.

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Newer Agents: More Questions to Ask Yourself—Are You Stumbling or Up and Running?

By Carla Cross

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ewer agents: Are you ‘stumbling’ or ‘up and running’? It’s estimated that over 50% of new agents fail their first year in the business.

From talking with thousands of them throughout my coaching, managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting little guidance from their manager.

Not having the combination of these two things almost assures their failure.

In an earlier article, I gave you five questions to ask yourself to truly get ‘up and running’.

Now, here are five more.

Ask yourself: Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!)

Key point: Use the time lines in Up and Running to project your income. You don’t want Top Agent Top Magazine Copyright Agent Magazine

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Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time!

Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working).

Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent.

Do I have a budget so I know how much money I should be spending in marketing my listings?

Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too).

Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 22

fall off my start-up plan (to keep me from failing)?

Key point: Most new agents drastically underestimate their mental toughness in the face of adversity. Studies show that having a mentor, a coach, someone on your side, greatly increases the chances of your success.

Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)?

Key point: All the successful people I’ve ever met have a method to ‘keep themselves up’—diaries, logs, inspirational notebooks, readings, CDs, etc.

That’s why I put so much inspiration and motivation in Up

and Running—we all need it!

Give yourself every chance to succeed to answering ‘yes’ to all of these questions. You deserve success!

Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc., and Carla Cross Coaching. She is an international speaker in real estate productivity. Carla is the author of 6 internationally published books and several productivity-producing programs for real estate agents and leadership, including the new 3rd edition of Up and Running in 30 Days. See her programs at www.carlacross.com, or contact Carla at 425-392-6914.

Copyright Top Top Agent Agent Magazine

MARTI LILJA For Marti Lilja, real estate runs in the family. “My dad was a builder and my grandpa was an agent,” she explains.

“I received my license in the spring of 2005, right when I graduated college.” It was only natural to choose real estate as her career path, not only because it was always part of her life, but because she absolutely loves it. Today, she has a team of her own, serving all of Johnson county in Kansas, and much of their business consists of new construction and referrals from past clients. “My team is all women, and each of us have different personalities. I think between all of us we have a great mix to meet anyone’s needs,” she says. “We’re pretty diverse, and we really like each other so it’s always fun.”

After the transaction, they make sure to stay in touch with their clients by hosting neighborhood parties and events. “We always host events that will bring people together. We recently brought people into a studio for photography since one of our agents is a photographer. And we keep in touch through emails or social media, always remembering any big events we see them posting about.” By staying in touch and providing excellent service, clients always remember their time with Marti and the team, and love spreading the word about their work.

As Marti looks towards the future, she is planning on doubling their production level. In the meantime, she’s loving every minute of work. “I love that it keeps me on my toes and I get to meet new people and hear their stories.”

Not only are their relationships strong, they also have extensive knowledge about the industry. “If a client comes in and says they’re worried about something, I have enough knowledge to know if it’s worth worrying about,” Marti explains. “If I don’t know the answer to something, I can find someone who does.

My knowledge has helped me succeed in this business. Since I grew up around it, nothing really shocks or surprises me.”

Marti and her team also stand out with their superior marketing techniques. Rather than market each property the same way every time, they tailor their strategies to match each one. “If it’s new construction, I market to real estate agents or current neighbors,” she says. “It also varies based on where the neighborhoods are. Some neighborhoods have a lot of people in the same profession, so if after speaking with neighbors I discover there’s a lot of teachers living there, I market to teachers.” They also take advantage of social media, tagging everything and constantly posting.

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For more information about Marti Lilja, please call 913-709-1415 or email marti@liljateam.com Copyright Top Agent Magazine 23

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ERICA LOVE Before Erica Love became a real estate agent, one of her favorite hobbies was looking at houses. One day in 2001, she and her husband were looking to buy a house, and Erica decided to start her dream career. “As we were looking, I was thinking there’s no reason I couldn’t do this job,” she explains. Today, looking at houses is still one of her happiest past-times.

Her passion has turned into a successful journey, where she serves clients who often become friends. Based in Colorado Springs, she serves the entire region, from Pueblo to Boulder and beyond. Around 30 percent of her business is made up of referrals and repeat clients, a number that continues to climb.

Buyers and sellers love to return to her and refer her to others because of her personal approach. “I like to think of myself as a boutique, where I’m able to get to know people and build a relationship with them,” she says. Erica truly cares about each and every person she works with, and wants only what is best for them.

She takes the time to understand their needs, and does everything possible to get them where they need to be. Throughout the transaction, she offers advice and guides them, making sure everyone is kept informed.

price in no time! Thanks, Erica! It was a pleasure doing business with you.”

Another wrote, “We loved working with Erica. We left our house before it was put up for sale and she helped us with everything. She even went to the house to sell some things we left behind that we couldn’t sell when we were still there. Extremely diligent and responsive, I would greatly advise anyone buying or selling to get in contact with Erica, you won’t be disappointed.”

As Erica’s business continues to grow, she plans on providing the same superior service she always has. “I don’t ever want to be a team, I like to be involved in the whole process.” And the love she had for real estate in the beginning is just as apparent now, as she can’t imagine doing anything else. “I love real estate. I really love everything about it.”

When it comes to staying in touch, Erica goes above and beyond, taking past clients to lunch or sending monthly cards. “I keep the personal relationship going in a way that meets the clients’ needs,” she explains.

After the transaction, clients love to leave glowing reviews about their time together. One recently said, “My husband and I highly recommend Erica Love to anyone looking for a Realtor. She is very professional, personable, knowledgeable, and trustworthy. We truly appreciate how well she kept us informed throughout the entire selling process. She worked hard to get our home on the market quickly and it sold for asking Top Agent Magazine

For more information about Erica Love, please call 720-276-1531 or email erica.love@coloradohomes.com Copyright Top Agent Magazine 25

JOANNA MAYFIELD MARKS Throughout her college years, Joanna Marks spent weekends working the front desk of a boutique firm on the waterfront in Austin, Texas. There, she learned the ropes shadowing agents and living the day-to-day of an industry insider. Upon graduation, she knew she was ready to earn her license and hit the ground running. Over twenty years later, she’s established a thriving enterprise, built upon her reputation for professionalism, reliable communication, and industry experience.

Today, Joanna spearheads her work under the banner of Halstead Real Estate, serving clients in the Park Slope and greater Brooklyn area. Roughly half of Joanna’s business is driven by repeat and referral clientele who turn to her for her passion for the business. “I genuinely enjoy my work, and that comes through in everything I do,” she says. “Finding a home and moving are some of the most challenging things people can accomplish, so being someone that advocates for clients going through that process is really rewarding. It’s also important to stay available and responsive. I’m diligent about following-up and work very hard to exceed my clients’ expectations.”

A unique value-add that Joanna offers clients is her practical perspective on buying a home and eye for a property’s true potential. Because her husband is an artist and general contractor, Joanna can advise buyers and sellers on how to make small changes that are truly meaningful.

Likewise, her approach to the listing process is equally nuanced, and she ensures homes are leveraged across more than thirty-eight leading listing platforms. “That’s the most important step,” Joanna says, “since 90% of people find their property online.” Beyond her wide-ranging digital footprint, Joanna also utilizes print media publications and customized brochures produced by her marketing team, reaching audiences on the hyper-local and global levels. With a convenient walk-in storefront in Brooklyn, Joanna takes advantage of neighborhood interest, and she’s a big believer in the rising power of video. “To me, working with our videographer is of the most creative and fun ways to showcase a property.”

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Beyond the office, Joanna is active in a variety of community causes, supporting the Brooklyn Botanic Gardens, the Association of Black Educators, the American Guild of Musical Artists (AGMA), and the Prospect Park Alliance.

Joanna also teaches an annual ten-week class for incoming foster parents, as she and her husband have been active foster parents to six children — one of whom they adopted.

As for the future, Joanna intends to keep progress sure and steady, with a focus on nurturing her client relationships.

“I want to make sure everything I do for my clients is done with integrity,” she says. “I plan to stay the course and grow the business with meaningful goals along the ways.” Now, with more than two decades of insight, Joanna Mayfield Marks considers what she values most in her career as an agent. “I love working with New Yorkers,” she says. “There are so many amazing families and creative people in the city, and I love having the chance to meet such a wide array of exceptional people and have new experiences every day. More than anything, I really value the connection with others that real estate makes possible.”

To learn more about Joanna Mayfield Marks email jmayfield@halstead.com, visit joannamayfieldmarks.com, or call (917) 282 – 9061 www.

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

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

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

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

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

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

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

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

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

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 28

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

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

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

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

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CHUCK NORTON To say Chuck Norton has achieved great heights in the real estate industry would be an understatement. In 2017, the first year he started his brokerage with two other partners, he completed $4.7 million in volume. Two years later, he’s on track to do $60 million. “It accelerated really fast,” he explains. It was quite a journey that led Chuck to where he is today. He and his wife served in the United States Air Force and ran a few successful food and beverage franchises on the side. But when his family began growing, Chuck knew it was time for a change. “It was hard to manage all those businesses, especially when I was deployed and we were having twins,” he says. “So we sold them and moved on.” It turned out that this was one of the best decisions they could have made, as it led them to start the brokerage Old Drum Real Estate. “Now we have ten real estate agents, and I’m managing the lead distribution. We started from nothing, and with technology and marketing, we were able to grow the business from the ground up.”

Serving Johnson County in Missouri, much of their business is now based off of referrals from past clients, with the rest coming in from word of mouth or marketing efforts. Chuck and his team are entirely different from other agents in the area, which naturally helps them grow. “I really figured out how we could set ourselves apart, and that was by emulating what other people in bigger cities were doing to become top agents.” He analyzed everything they did, from social media to daily processes, both on a brokerage level and individually. “I started implementing those same things. We brought technology into the game with live aerial drone subdivision tours, and we do simple things like have our properties cleaned the same day that photos are taken.” It’s the small touches that seem to make the biggest impact, like adding Top Agent Magazine

essential oils to an HVAC system for a refreshing, memorable scent. “I saw agents doing this for million dollar homes, and I decided to implement it for regular houses here. It costs a few hundred dollars but makes a big difference.”

Chuck and his team focus on doing what is best for the clients at all times. “What I tell my clients is, ‘I help the decision process with facts and math, not emotion.’

I’m not here to sell them on a property. I’m here to get them the right house at the right time for the best price possible.” And for their buyers, they aim to get them the most they possibly can through superior marketing.

As Chuck and his team look towards the future, they are excited to continue expanding. They’ve already expanded into property management, and now are working on a development division. Success has no limits, and they’re eager to see where this path takes them. “There’s no ceiling for us, there’s no stopping point.”

For more information about Chuck Norton, please call 660-864-7754 or email chuck@olddrumre.com

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CARLOS PINEDO Top Agent Carlos Pinedo – Broker/Owner of The Realty Group in Riverview, Florida – is a dedicated, hard-working and extremely knowledgeable Realtor who consistently goes above and beyond for his many grateful buyers and sellers. Carlos’ focus on providing an exceptional experience, coupled with his honesty and integrity, have translated into a stellar reputation as one of the most trusted real estate advocates in the Tampa Bay market.

Carlos’ journey in the world of real estate began in 2008.

“I had been working in the corporate world since I was sixteen years old,” he recalls. “I was a Director of Field Sales, but always had the desire to go into business for myself and to use my Bachelor’s degree in business as an entrepreneur.” Carlos found almost immediate success in his new profession, and his business has grown exponentially year after year. Currently, a significant portion of his clients are referrals, perhaps one of the best indicators that he is providing excellent customer service.

customer service experience he provides.

“I’ve been working with a real estate coach for a while now,” he says. “Relatively few of the 2 million agents in this country are being coached.” His clients, needless to say, benefit greatly from Carlos’ continuing education endeavors, whether that’s through his fantastic marketing strategies, fierce negotiating skills, or any other aspect of the transaction process.

The appreciation those clients feel for Carlos is perhaps best made evident by the scores of glowing reviews he has received, including this one from Zillow. com, on which site he is a Premier Agent: “Carlos knows a lot about a lot, and shares it in a very humble but assertive way, especially when it’s time to negotiate...he acts like your transaction is his, like your money is his.

Carlos is a consummate real estate professional and a Business and Market-Savvy Realtor.”

Carlos is also an active philanthropist who support multiple charitable organizations, including his status as a board member for the Freedom To Walk Foundation, which raises funds for the purchase of WalkAides for children and adults diagnosed with Foot Drop due to MS, Cerebral Palsy, Stroke, Spinal Cord Injury, or Traumatic Brain Injury.

When asked to account for the impressive level of trust and loyalty he inspires among his clients, Carlos points first to his egalitarian business ethos. “I give the same great service to every one of my clients,” he explains, “whether they’re a $100 customer or a $1 million dollar customer. I make certain that they know they are important to me, even if they’re not ready to buy or sell just yet.” Another factor that plays heavily into Carlos’ incredible success story is his professionalism, which coupled with his sturdy work ethic, ensures that each and every one of his clients are in safe hands as they navigate the often-treacherous transaction process.

When he’s not working, Carlos is an adventure-minded traveler, and in recent years has trekked to Quebec City, Spain, Gibraltar, Peru’s Machu Picchu, Big Sur, Las Vegas, and Hawaii, among other destinations. Also a huge car buff, he recently combined his passions by traveling to Alabama for his 40th birthday, where he raced cars at the Porsche Track Experience.

While many other agents of his career longevity might feel free to rest a bit on their laurels, Carlos has dedicated himself to continuing to stay abreast of market trends and to refining and enhancing the already-exceptional

Above all, however, Carlos is a man of faith. “For me,” he says, “God comes first. Then my family, and then my business. Having it in that order has, ironically, afforded me a fantastic business.”

For more information about Carlos Pinedo, please call 813-659-5395 or email carlos@therealtygrouptampa.com 30

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

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

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

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

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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

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

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

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

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

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

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 32

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

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

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

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

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

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JENNIFER PLOWMAN Jennifer Plowman earned her license fresh from college. At the time, she was balancing a burgeoning teaching career with the entrepreneurial path real estate provided, and in the last few years she made the full-time transition to life as an agent.

Now, Jennifer has built a substantial book of business based on repeat and referral clientele, all of whom turn to her for her diligence, first-hand industry knowledge, and ability to demystify the transactional process.

Under the banner of Coldwell Banker, Jennifer serves clients across Westmoreland, Allegheny, and the neighboring counties. In describing her diverse professional perspective, Jennifer cites service, education, and strategic wealth-building as some of the drivers of her working style. “Being a teacher is at the heart of who I am,” Jennifer says. “I do my best to make each transaction as smooth as possible, but I help my clients understand the process. For so many people, buying or selling real estate is an overwhelming concept and not something they feel very confident or knowledgeable about. More than likely, they’re selling or purchasing their biggest asset, and that’s a big responsibility. It’s my job to help them understand how they can manage this as an asset, the different options they have in the mortgage process, and how to build wealth for the long-term.” In fact, Jennifer has unique experience leveraging real estate to secure a strong financial future. Alongside her husband, she’s flipped several homes, managed rental properties, and collaborated with investor clientele. “Because we’ve had firsthand experience managing rental properties, that perspective really comes into play,” she says. “We help our clients understand ways they can improve a property and gain equity in the process. I spend a great deal of time researching the market, and I’m really passionate about real estate being a wealth-building tool.”

When it comes to listing, Jennifer applies her keen eye for design. “Professional photography can make or break a listing,” she says, “and our clients deserve to put their best foot forward when showcasing their home to Top Agent Magazine

the world.” Jennifer offers staging services, supervises touch-ups, and drafts compelling copy to make sure homes shine prior to their debut. From there, she drives traffic through exposure across online listing platforms and social media outlets—sourcing ideal buyers in short order. From commercial properties to multi-family homes and everywhere in between, Jennifer’s experience runs the gamut. She has worked with properties from the $75,000 to $1-million+ range, applying the same respectful and diligent demeanor to all transactions.

Beyond the office, Jennifer and her husband give back to their community through their church and sponsorship of local causes. In her free time, Jennifer stays busy as a wife and mother, and a self-made entrepreneur rehabbing properties alongside her husband. As for the future, she plans to keep momentum on the upswing, with hopes to make a continued impact on the local real estate scene. She is also launching her own staging and design imprint, White Tulip Homes, to help sellers stage their homes for the best possible entry into the market, and to assist homeowners in executing their ideal home design. Finally, with ten years of experience to her name, Jennifer Plowman considers what she values most about her career. “It’s in my blood,” she reflects.

“I enjoy the day-to-day, from architecture and design to working with clients so that they can get the most out of their assets, their homes, and their future. I love that real estate creates opportunities for people.”

To learn more about Jennifer Plowman email Jennifer.Plowman@PittsburghMoves.com, visit shesmovinpittsburgh.com, or call (412) 916 – 5559 www.

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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AURORA SHIVELY How did Aurora Shively become one of the most trusted and successful young agents in Eastern Washington?

A long-time resident of the Tri-Cities, Aurora put herself through college working service jobs. She loved being of help to her community, but was ready for her next step. At a restaurant where she was working as a waitress, she met a top agent in the area who saw her potential and took her on as a mentee. Aurora quickly showed a true talent for the business and now, three years into her career, she leads a thriving team that includes a buyers’ agent, transaction coordinator, two showing agents, and a marketing specialist. “My goal in doing this work is to help people—that includes my clients and new up-and-coming agents,” she says. Aurora focuses on Tri-Cities, Washington—Richland, Kennewick, and Pasco—as well as surrounding cities.

In 2018, Aurora won a President’s Circle Top Producer Award, and in 2019 she won a Best of Zillow Award.

Already half of her business comes from repeat and referral clients. What keeps her clients coming back and eager to refer Aurora to their friends and family?

“I think it really comes down to my customer service background,” she says. “Coming from a small town in Eastern Washington, I try to take an individualized approach to every transaction. I treat everyone as a friend and, eventually, family.” Aurora puts her heart and soul into her work and always goes above and beyond to serve her clients. When it comes to keeping in touch with past clients, she prefers a personal touch, reaching out by phone or text to let them know she’s thinking of them, or remembering them on anniversaries and birthdays.

Aurora carefully tailors her thorough marketing plan for each listing. “We try to tell the story of a home when we market it,” she explains. She creates a lifestyle Top Agent Magazine

video for each listing that enables potential buyers to imagine themselves living in the home, as well as a 3D tour. She hires a professional photographer to take magazine quality photos that really capture a listing’s best features. She conducts a strong campaign on social media and pushes targeted ads to likely buyers.

The result is often a quick sale at a very competitive price. After working with Aurora, her clients rave that she is completely trustworthy, honest and committed to their goals.

What’s Aurora’s favorite part of the job? “Serving others is one of my core beliefs,” she said. “I love that I get to help people every single day, and make friends along the way.” Aurora is both a pilot and an animal lover, and she joins those passions by volunteering with Pilots and Paws, transporting animals in need. In her cherished free time, Aurora loves flying, playing with her dogs, running, yoga, and “just being with family.”

For the future, Aurora would like to mentor other young agents and grow her business to be one hundred percent referral-based. With her talent, drive, and dedication to others, she’s sure to make those dreams a reality!

To find out more about Aurora Shively, you can contact her by email at aurora@tricitiesgroup.com or by phone at (509) 578-8480. You can also check her out online at aurorasoldit.com. www.

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