NATIONWIDE & INTERNATIONAL 6-29-20

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

HEATHER AYALA JOSH BARNARD TRENT BEAVER ERIKA BLEND ALLEN DeCUYPER MARCUS DILLEY PATRICK & DIANA FENNIE ERIC HAMMILL RON HENDERSON ALAN HOLMES JUSTIN HUTCHINS BOB LANDRY KARYN O'DEA PERRY PAPPAS INDIA POPE MARK SCHRIMMER TOMMY STANTON PITINA STUCKY DE JUAN AMY TERRY MICHAEL THORNTON

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU? MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS

Things You Can Do to

ANTICIPATE YOUR CLIENT’S NEEDS

COVER STORY

CYRUS O’BRYANT & BRIAN HAWKINS

NATIONWIDE & INTERNATIONAL EDITION

JOSH BARNARD 9

CYRUS O'BRYANT & BRIAN HAWKINS

33

17

TRENT BEAVER

21

JUSTIN HUTCHINS

26

JOSH BARNARD

INDIA P

28

INDIA POPE

PATRICK & DIANA FENNIE

eCUYPER to needy fami Patrick and ALLEN Diana FennieDbring their HEATHER AYALA ERIKA BLEND tions - furnitu diverse 37backgrounds and experiences 38 MARCUS 41 34 DILLEY Top Ind Allen DeCuyper isn’t there just tutoring and specialAgent program

name the itclients - dire to createsports a formidable team dediTop Agent Josh and his teamservices serve Pie For Heather Ayala the journey she together is a full-time with twoorBarnard ofsell her sons to help his clients buy Nashville, which are walking With a 20-year background inmom, were looking for and right away she started ately need it. cated to service aWashington, wide array of area, clients Marcus Dilley has been in M and also branch into Thurston Columbia,and and into real estate began with playing hockey.

Heather sponsors the hockey rink her a Valley. house, he’s committed to allestate city’s parks, Allen makes sure 100 pints of lib the Tucson They’re only about retail, Erikain Blend has found usnot know homes to buy thatBefore had exac real since 2007. her grandfather, a real estate sonspartners play at,inand isestate anneeds. avid for youth sports. recognition butadvocate their “Ialso hadpartners a client callhe city much.

“Whe India Pope got intohe realloves estate because the purchase of aw great success in the real real estate we looking for.

She was always avail that worked as aso builder, co “Real estate for she me says. is Josh Barnard went towere college on aherbasketball scholfirst property, “went horribly wrong,” “I broker who piqued her interest Bothin Heather her husband also own show cars, Cross inbased Apri life - nowand a married couple, they met me two days ago with a problem send a major contribution to t have.

My mantra, if you wan arship, but while in school, he still wondered about obtained license I made sure that nothing that “ then inmyproperty management, Highly skilledDay cusus “We’ve whenever we had soquestions.

Shelikehas on 16 years ago. in the business. Heather,industry. who and areValentine’s involved ininwhat auto shows. with her septic system,” he says.

Greenways,” says. for the benefit those that he wanted to do afterwards.

“I ever was the playing would happen again…to me or to he otherof people.” and quickly distinguished uw Though they tomer service and management, tiful and is a says. very patient perso been a team since 2012,”atinthe Diana says.helped “What we do isn’t specta basketball local personality YMCA,” Joshhe recalls, “and was working in the medical “We jumped there and India and works for EXIT ing Community Reality covercare“Property of [the client] and a guy who owned a local realhimself estate developone way that “And we’re still married!” in that field. am MARCUS DILLEY PATRICK & DIANA ERIKA BLEND ALLEN D e CUYPER HEATHER AYALA Erika it was a natural because my and and Iof and are old field at the time, decided to felt Heather’s successful into real estate hasthehusband ing District of Columbia, Virginia her figure out what to do, transiand itcompany turnspatient out it was just aMaryland, He’s alsofully involved in historic taken care that the ment switch just stopped me after a couple of with their wor (DMV). FENNIE “I have overisa decade of experience in resmanagement a microcosm p they’re us.

It comes dow months ofher, playing and said, ‘You should tionsimple intoinstilled this “With retail and there were documents thatawith we had to e-s take her real estate courses many inthere onetogether of them being the fix.That I field. sent a plumber out she said she he owns historic home. idential andand commercial real estate plus am able to ofIelderly clie sense of lessons humor and fun is and what keeps sure that, during this stressf get into real estate, you’d beof really good.’

And I general brokerage, so that n my real estateavailable backgroundAllen with 18 w didn’t expect thatcoming - butat it’s just what do.

I try tocompliment be for fundraisers,” says. during her third trimester in power great training.

“Thewe best advice for agents management, I of started the botwas always cheerful and toover us get calls fr clients back to Patrick and Diana. have as littleto stress as possib said, ‘Okay.’” years of experience in both commercial and residential was a great education,” bI resource to my clients thing going on atMarcus my house, also important to Josh and order to make her pregnancy getting started isforever.” to join a company that has great construction tothank include minor major renovations ashis extra help,” D “When we meet with ato new client, I lead toma and worked my way up we needed her.

We herand for everything well as“That newfor construction,” sheCooking states.

She’s also expeprovide — and gather — as mu Joshsays. was mentored by this new connection about says. helped me build a r something! is one of move my bed?

Can you gi with a joke,” Patrick “I use humor to help disarm go managing by faster. my Butown it just so training, and a coach you can rely on.

A coach in the rienced with shortour sales, new foreclosures, 203kstages (renovation store,” she says. “Now I’m aworkbe has moving into house next we ble in the early of their year back in will 2005, and been in the business people, andof once they know we’re trustworthy and have He really means that.

“I’ve been in multi-generational travel.

I love to visit other c CONTENTS loans), Hud properties, and more. general brokerage clientele quickly.”

He started his th happened that on the day she early stages your career is absolutely priceless,” to answer any questions Th they ever since.

Today, Josh has a small team.

“We’ve and ing on getting my broker’s license organizing a can to knowledge, efficiency experience.

“One sweet elderly client a Allen lot and of experience, they relax.

This islooking a Realty stressful ask,” he says.

But he’s sure to been constantly evolving and at the best situations,” says.

“I sold the parents houses, then their culture and their food.” own company, Carolinas Group, in 2012 and was supposed to take her exam, she went into labor. she says. Which is also why she dedicates her time tobeen working solo for over 13 years, a Though she has “We sit downinto withThe them to kn team.” While serving Southeastern Wisconsin, she is again Erika.” ways to put [things] together,” he says.

They Patrick says.

“And IPope aske process!

You’re dealing with people’s homes, their 4) CONCIERGE CARE: 23) HOW TO RECOGNIZE 48) THINGS YOU CAN DO India is about serve to expand her business I sold being their children houses.

Then when the built a small, dedicated team there before transitioning O Refusing to be discouraged, she eventually got her a business real estate coach andgrandparinstructor. them and how they feel abou mainly the Pierce County, Washington, area, and also Team by including ansaid assistant, and another agent.

And she had shoulder prob finances, their families, their nest.” seeing an increasing number of referrals and repeat SERVICES TRUE LUXURY TO ANTICIPATE YOUR ents wanted to PROPERTIES sell theirto house, sold it for them.”

Allen isn’t down people don’t want openany housth branch into Thurston and King Counties. says his Icurrent company, EXP Josh Realty, inslowing 2018.

Now license whenTHAT her sonLURE was a couple months old, left toenails.

So I said, ‘You don fit their needs.”

He’s also sure“ that his repeat and referral service is at 82%.near “That’s business.

By providing superior customer service When isn’t working, she’s staying retirement,” says.

CLIENTS AND CLIENT’S NEEDS ® Erika the medical fieldTRANSFORM for good, and began a full-time In the future, Heather wants continue helping her 31) 4 WAYS MENTORING EXP Realty boasts asince team of over 120 agents inhe nine that!’ and came over and hw Patrick has been a what licensed 1978, and the marketing process, whic we tryREALTOR to to focus on,” he says.

“We always enjoy Serving the Nashville area, Allen hasincreated a busi-as well growing thisdrone business, and I’ YOUR and guiding her clients throughout the transaction, the community through the Autism and photography, asSo we repeat and referral service.”

Diana comes from an advertising background, career asREPUTATION a real estate professional. clients, family, and friends.

She wants to concenstates and twoalso countries.

Marcus’s impressive rise h UP-AND-COMING 51) 4 based.

WAYS TO WIN THE ness that is almost entirely return and referral because I love it, and I love They look forward toth as on having experience in new construction.

Combined, her business continues to grow.

Southeastern Wisconsin.

She also loves han trate helping newly licensed agents, as well as comes thanks to his hard-working attitude, compasle EMPLOYEES MAKES YOU A 6) HOW TO INCORPORATE Copy BATTLE AGAINST “I rarely ever on acreate clientanI unstoppable don’t know,” he “What says. with my clients - there’s alwa that community.

“They’r thosetake histories team. fuels with her twin daughters and husband.

Advertising can sometimes make or break an agent, agents who have been struggling over the years to sion, and interest insays. helping realize their BETTER AGENT CURRENT EVENTS TO YOUR computers, soclients. we needIt’sto That hasn’t kept him from incredible success - last year other me people smile with my Patrick is human interactions,” Diana “Being with PROCRASTINATION At Coldwell she istosuccessful. able tofavorite provide but for Heather it hasn’t an issue, Banker as all of Realty, her become “What Iofmost love about this job says. full potential.

“We will often haveI EMAIL BLASTS ANDbeen STAY people is his part the job.

For me, I love he sold close 50 homes at a total $20 million.

But being there for my clients.”

35) MODERN EMAIL current business comes from referral and repeat is the feeling I get when I can tell a client that they a thorough marketing plan for all of her sellers.

“I As Erika looks ahead, she is eager to begin hte they need to sign paperwor marketing.

I especially love the growing technology 55) LIVING ON for Allen it isn’t about the transaction price, it’s about RELEVANT ETIQUETTE FOR TODAY’S like visiting and helping clients who have become like to her.

“My goal arepeople now owners of our their dream house.

That feeling of marketing, and company, EXP Realty, is on the havefamily a strong social media presence, and I focus my “I’m excited to find the right person to b As an agent, Marcus serves the greater Charlotte metro bt helping out.

COMMISSION AGENTS landing as they move on 15) IS BRANDING THE WAY cutting edge of technology.” with every client is to make them feel thatshe I made and that agrow big part area. About 70%I was of his business comes from repeat ato marketing in like that they’re direction.” says.a difference, “Coldwell team and fromofthere.”

It’s truly a privilege.”

TO TAKE YOUR BUSINESS TO my family, and that’s what they eventually become. one ofMAKE the largest milestones in59) theiraBRANDING life, is unlike 39) 5“ITIPS TO NEW BAD treat every client with the same clients, amount oftestament care, and referral to the trustIN he inspires. h Banker Realty provides great marketing “I’ll look for packages commonalities and connect personally,” THE It’s allNEXT about LEVEL? doing the right thing by my clients for any other feeling.

I want to help all agents experiHIRES A LONG-LASTING respect and attention,” he says.

“Last year we sold REAL ESTATE MARKETING “IWe treat every and every client as if it were myminus Patrick says. “Sometimes clients are more serious and that go above and beyond the competition. are Insituation the meantime, she’s enjoying every me. Regardless of the price, I give everyone the same encenumbers-oriented, thatvaried same fulfillment.” properties and $3 SUCCESS and$80,000 that’s where Diana comes in. relationships money, my family, my house,” Marcus explains. “And w 19) HOW TO ANSWER ableTHE to market your property onthat over 700between different work.

“I5million. love building with peo 62) THINGS YOU CANmanager exact treatment.” It also doesn’t hurt that she goes It’s not about the price range.

It’s about taking care of we’re We pick and choose who we work with, because since I’ve worked as a builder and a property v INEVITABLE QUESTION: WHYa TV Facebook 43) EASY BLOG show, YouTube, Professional high being involved in one of the largest transac DO TO ACHIEVE out of her way to market websites, listings through our people.” interested in working with nice, fun people.

It’s why we YOUR in addition to being an agent, I understand the whole SHOULD I CHOOSE YOU? TOPICS YOUR REAL qualityasphotography, and so much more!

We have their life.” GOALS have hundreds of recommendations.” ads, social media, open houses, well as letters to FOR BIGGEST industry from top to bottom. So I can come to the table ESTATE BLOG tool available toThe getpeople your of home out there in people, but Nashville are Allen’s when renters in the area, earningevery her between eight and nine with the knowledge and “I’m the business person!”

Diana interrupts he first moved thereThis 40 years ago he wasn’t sold onexperience thewith a to help my clients front of as many buyers as possible.” ensures million of volume per year. laugh. “70% ofnegotiate our business is repeat and referrals.” and navigate their deal.” town. the “I came to Nashville clients are310-734-1440 not only getting most for their when prop-I was transferred with Phone 310-734-1440 | Fax a corporate job I didn’t want,” recalls.

“I hadwith a bad For more about Pat Although Heather doesn’terty, have time, Patrick and feelheit’s important, all their butmuch also down shortening the amount of Diana time their mag@topagentmagazine.com | www.topagentmagazine.com As a manager, Marcus’s goal is to make sure everyone visit thefennietea attitude.

But that turned around quickly because of the to buyers, give backshe to the community. “We operate she ensures that the time property she does is have spent on Forsuccess, onisthe market.

Erika’s No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine is call 520-400 on his team is “heard, supported, and cared for.”

He people, their spirit and friendliness.

I love being part of a bit under the radar,” Diana says.

“We give directly to things that matter: charityoffers work that and her kids.

Over same thorough service butto focuses on published by Feature Publications GA, Inc. Although precautions are taken ensure theWe accuracy of published materials, Top Agent thefennieteam this community.” believes in treating each of his agents as an indilocal families in need. have a friend who is a conduit Thanksgiving her team hand delivered over 500expressed bags education, patience, and communication.

She is Magazine cannot be held responsible for opinions or facts supplied by its authors. subscribe or change address, send To find out more vidual with Totheir own unique goals, advantages, andabou collecting food for Thanksgiving drives, and fed 12 inquiry to mag@topagentmagazine.com.

C there every step of the way, preparing them for what Allen expresses that by being deeply involved in take visit allendecuyper.pa challenges.

“A lot of people a one-size-fits-all families with full Thanksgiving meals delivered to Nashville. Whether the Pencil Foundation, which To learnit’smore about Heather Ayala call who 615-300to expect.

Published in the U.S. approach, but I prefer to find out from my agents their door. She has also raised money for the for the serves studentsemail and teachers with school supplies, email him hayala.kw@gmail.com, they are, what drives them, and what they wantattoallens Myasthenia Gravis foundation, an organization she’s Agent Magazine clients leave glowing or reviews about860 callachieve,” (215) – 4200, x540 Top he says.

In addition to connecting one-on-one been affiliated with for tenAfterwards, years. And outside of work Copy more about Erika Blend, their time together. One recently said, “We with met his agents, he holds For training presentations where shares his inside knowledge specific aspects of or e Erika through my daughter. They worked he together pleaseoncall 262-441-3171 https://

https://

2

42

ALAN HOLMES 50 49 BOB LANDRY 46 45 RON HENDERSON ERIC HAMMILL

Top Agent Ron Henderson – clients regarding andForce whatand will n Alan Holmes first dabbled in market real is aconditions around co Bob Landry 20-year openness Air Bob

® Although Eric Hammill, REALTOR , of Ron Eric also experience in customer service Chief Executive Officer to be has done to sellwho theirhas home for top dollar. do estate via a happenstance connecon the numbers,” he say veteran been selling real“You ster & Associates at Keller just getcommunicate aestate good in listing,” philosophizes Ron, “you m obtained his real Henderson estate license only helps himwho with his clients and tion.

A friend, worked in people and providing co Colorado Springs since Williams All ofathis toIensure that the Ron’s listi thePartners industry, was seeing downelement the indus 2005.

“Incombines that time, havemakes had “Li two and a half years ago, he Northland has settled resolvethem.” any potential issues. in Kansas City, Missouri – is a rarely linger on the market; in fact, they tend to sell turn in business. Noticing this, are embodied byof the nes tre priviledge of helping hundreds into the role of PITINA a real estate agent STUCKY DE JUAN honest and deeply much faster ratebuy thanand his sell competitor’s.

BOB LANDRY KARYN O'DEA ERIC HAMMILL RON HENDERSON hardworking, PERRY PAPPAS Alan offered some assistance keeping in touchhewithkno hi ALAN HOLMES clients real estate,” with relative ease.knowledgeable As an agent Although working a real estate professiona real with estate andprofesquickly realized that he as had sending an informat exclaims.

“Through the them recession, the Top client,’” Agent Pitina Stucky De – Lead to estate—particubuy.

I would highly her his to doi who primarily is consummately asked enjoys most about cho heAgresti asserts.

“We reachJuan outsional for special n Real Estate, Eric leave him with awhat lot of free Eric a passion forusWhen real inrecommend to see how they’re the ups andhe downs oftime, the market, I likes one MARK SCHRIMMER AMY TERRY of Berkshire Hathaway Home Service’s PS anyone looking to buy or sell a home.”

58 committed to providing his career, Ron grows introspective for a moment bef 61 63 57 55 clients TOMMY STANTON occasions,serves birthdays and different mileg 53 larly for the industry allowed am still here!

I understand the busipeo within Erie County, hishow offreplying. hours with his family.

Aside fromMIC that International Team in Baltimore, Maryland many clients with the very best “I’ve always loved helping buyers and sel stones. We want to remind them that we’re .

Mark Schrimmer isTommy a double order to complete 35“so toAmy 40 transactions per year, him to be valuefor to the others.

Alan also maintains acom dee ness In and howof totime work within current market conditions Terry hasmake been ato licensed Stanton grew in the explains, you have to sure you sta Pennsylvania.

And despite the fact that he’s still rather makes staying involved with his customer service available in his upThere achieve their goals, and I still do,” he says.

“Now, Ia – ishere a consummate, dedicated real estate are many other factors that come ® for them when they need This o Michae “Your career is the one vocation nity.

His office is locat real estate broker for 15 years.

Her threat as a us.”

REALTOR with an average price point of approximately 400k, , with a ensure my clients get what they want, when they want it!”

Wh real estate business, going to show well.

First impression is everything, s market.

A true entrepreneur who has owned his own busilove helping my team members become successfu new inprofessional this business, managed to get an impresHemust participates in ahave local annual parade, ashas we who he hashas inspired confidence into play when assessing Pitina’s success includes phone calls, emails, and mailers. d career started while she was still the rea where youinlisting can othersone through the skills you Gateway, where he p bro really bemake organized and love this job,properly.” and for bachelor’s degree realhelp estate appointments with his sure everything is done nesses and worked extensively for prominent companies love training them at a higher level than they might in million buyers, sellers, and investors, both indaily the basis,” he says. story, including her background inwhen Finance. . in high answering phones sive 2.4 in volume just lastyears year. daughter’s school activities.

And itfun, com dad wa on aof really that.” than 20spicy. years.

“People ge Bob“I is the CEO and team leader forschool, Landry Team clas Mark it’scherish that keeps things “It’s and 36 experience in fatherRon andthe along thevariety doing sales, advertising andimpormarketing, haslearning a wealth atthe another brokerage.

I really enjoy that.” at RE/MAX with her best friend.

United Statesmarketing and abroad.

Whether advising “Because I have that background, I understand Quality is of the utmost n he was past, we all knew the lo Solutions, which includes himself, his wife, Linda, two vet own personal hobbies, he enjoys riding snowm it’sa just different.

People don’t understand I work business on his He “Iknew always had passion for Outside of work, Tommy ishow active ininhis ofEnglish, experience under“Every his beltrésumé. thatway. provides exceptional continued working realc her tance clientsforinPerry Spanish, French or the market very well, Amy andstaff I’m well situated to wan and his team. home h Today, Alan is a Senior Sales Consultant at Max Brown full-time agents and two additional members.

He he Well, I have always asp real estate and couldn’t wait Henot is involved atmundane. his kids’ school and volu seven days atoweek.

But it’s MICHAEL not Everything real estate wasbuyers his passion going One factor has Eric hit hison realPITINA estate estate offices through her valuesohelped towe his Pitina many grateful and sellers.

When he’s working, Ron spends much ofunderhis STUCKY AMY TERRY THORNTON PERRY PAPPAS MARK TOMMY STANTON tells–that aSCHRIMMER story, spend topReal dollar Arabic the multilingual and her team advise my clients about when it’s a clientele good time says 80% of his business is repeat and referral An Estate, where he has serviced clients in the eastern interes trusted, local real estate get intoDE the business,” Tommy his daughter’s Girl Scout troop.

Tommy ha graduate years at CU Boulder, is different, every person is different, every transacback to his high school days and JUAN time as Vice President (and soon to be President) ofa business goals is his detailed approach to marketing.

Eric is excited about his future in real estate, everything fromthe quality photogcan marketing, always be trusted to place best inter-ofsays. todesign buy orthe sell.”

Another reason would be her because his team gets job done efficiently and quickly. bal suburbs Melbourne for almost 25 years.

There, he He studied art and involved with the YMCA of South Ala though she was on a pre-law track. the bus tion–is different. the diversity ofbusinessman’s it.asNot doing the he walkthroughs,” quickly pavedCOO way to Gilbert Working talented Elizabeth Missouri It’s Gideons, a Christian associa videos to alongside 3-D h ests raphy of agents theirtoclients front and center. exceptional negotiation skills, well as her Successful understand thehispower ofhethe marketing, primary goal isteam to grow his business further.

After receiving her acceptance toin law school some doubt in college, but he same says, an active role professional organiz “Linda and Ialways work as atakes and have the unique ability inHt has ranked as atrue.

Top Producer in“I 2017, 2018 and 2019.

Outside of his career, Ala enterin who has been with him for over a decade and whom he which has twice seen him travel overseas to distrib routine all the time.” make his dream come He asserts.

“In addition, every listing gets a w marketing prowess.

Professional photography ensures crept in about actually pursuing law so she chose to do knew invaluable inand the back of my mind that I would come back MLS for five years and is not only get listings to ourasclients the instant they hitchurch, wei and Eric likes to utilize the currently latest greatest available also like to also eventually his broker license inca Adding tohis his extensive experience, Alan ingetchair lifestyle through cycling State, deems to success – to and overbibles.

Heserved isstands also actively involved with his works solo, and serves color brochure to absolutely show a home’s details.

6 year deferment and get her real estate license instead.

“That Pitina began her journey intooff real estate in 2006, following that each of her properties is shown in its best light, real dedicated estate.”

Tommy got his platlicense in 2011, and has thefor Board for Baldwin market, but get innow, toof seeDirectors the listing that day,” a lineage ofon success atthe Max Brown, awe well-established health and nutrition.

He real espi seeing an equally team of four other agents loves time with his wife asRealtor he can toa lengthy make sure that his listings visible all few years.

But his focus remains on Besides work, hethem also enjoys spending time with his the ofin the north side ofare Chicago all the way up was 15spending years agoas andmuch I never looked back,” she says.

Nowadays, it’sregion critical that serious buyers receive price at just tools career finance living in her native Madrid, and focused, targeted marketing and wide exposure via been serving his clients with empathy and compassion is not working or giving back, Tommy love he states.

“In this market, if you don’t see the home and As company that first opened its doors in 1958.

“History it comes to his vision fA out during summer breaks. and a transaction manager, Ron is as proud of thein well-oiled adult kidsclients andmultiple traveling.

Staying healthy and keeping to the southern part of Lake County, specializing Apart from using standard tools such MLS, he all his withwith excellent service, and helpi every detail even before entering aever home.” at Perry esti- forms. then Brussels, and then Paris.

Upon meeting her American the internet and social media platforms make since. time his family, and doing anything on make an offer the first day on the market, you are likely wit is ourCurrently, framework,” says. “It Ron’s gives plans us the Alan remains tireless inF career working for Kraft machine he has put together. nearlyAlan two-thirds the are to continue growing Today, Amy isfor a depth, managing broker and teamfor lead with 8Z. his body in estate great shape arefuture also important him, thehusband North and referral also promotes his Shore. listings via business his toown personal website, real dreams come true. future and relocating the United States in within certain listings are seen many potential buyers jet skiing, boating, going toinvestment beach, s out oftheir theher running.

We get you inas right away and, ifthe you a an ce While the agents in by her office work solo, they provide each longevity and respect area.” growth in the real estate made his first of his overall is based upon returning clients already-thriving business, to add and expertly tm Perry considers himself a workaholic–working 80-90 have 100% which is why he works out daily.

As an agent at Exit Realty Gulf Shores, Tommy serves and kayaking.

2005, Pitina decided to make a career shift, and began as possible.

The most common outcome is a fast sale for other with a lot of support.

Amy serves the Littleton area, a and his social media pages, such as Facebook.

Eric inalso are highly ready to make a move on it, we have the offer drafted ’Fin and referrals, a he significant achievement the several more agents, and above all else, continue thehe tried and true process ized should open hisoffer ow hours/week–because herepeat loves what does.

“When going to do Withto25% and 25% referral business, all of Baldwin County, Alabama, with primary focus studying become a Realtor.

This was no small order, asit’s topato dollar, mention happy customers. suburb ofNew Denver where she grew up, and runs theservice Littleton and submitted onto the same day!” our competitive real estate industry.

Part of Alan this has do not the top-of-the-line, unparalleled customer At Max Brown, specializes in the Homes joy over the years.

“Grow likes to employ technology to keep in touch with his you runPitina a real estate business, you CEO, COO, t done.”

Mark envisions future of his business asto continMark’s service and deep-seated branch 8Z. onare thethe coastal area andfirst. its knowlresort market.

“But Ihas dobecome it of the In synonymous the future, Tommy integrate had tocustomer learn American English Shewhere with to thespeak exceptional, go-above-and-beyond business with theplans name Ron Hender and Land division, he can specifically tailor his “As long as I’m helping That was three years ago. clients through and CFO. Youit are the business one that’s held accountable, all,” Tommy says.

“I work in rural and city areas as out even more into his work. uously evolving.

He wants to Bob stay on top of the“I w edge ofemail. the that keeps hissoon clients coming picked up rather quickly, and she was licensed.

As for the future ofbackground herthe business, Pitina’s is to To get their listings to public, has anplan exten-

ethos of Ron Henderson & Associates, part of it has client. & Associates. assistance to theand needs each “Marketing newAmy success will fall into plac Michael Thornton Team To maintain business, is the on top of marketing, withsa and I love different hats,” he many states.

“The well. isRon a very diverse area, which letstome branch people update their properties so newest trends and keep up including with technology.

“Acan back him. don’t know people that have Thiswearing cametoasthe no to anyone with Pitina’s expand even further into the luxury market, andthey to sive marketing system in place, professional to surprise do“Iwith the factThis thatfamiliar and his team work hard homes is completely different from marketing estabProperties in Glen Ellyn, a full-time marketing department to help them out, which amountindefatigable of work you of putexperience into it isout the level of success lot.”

Close to 90% of Tommy’s business comes don’t their investment,” hecommunication says. Most of all, Tom lotthe people want that verbal 36many years inathe business, I’m they work and focused commitment.

“I continue growing heronasaalready-thriving business.

There are incentives to working inclients realsure estate, ensureethic relationships with their that transcend still and aerial photography, 360 interactive online tours, Amy needs, she averages between 35an andassistant 40Above transactions lished homes,” he says.

“It’s aof marathon, not sprint.” consists of and you attain.”exist of course, but when from repeat and referral clients, who keep coming back to continue giving the same great personal anymore, they just want texts. you have to stay you addability that with a Alan bachefeel like financial I’m an example of“We theto American Dream,” says has all, however, remains herfor tojust providing the closing table. do multiple client appreciation events and video tours.

“We also post on social media and per year.

When it commitment comes toSo selling your home Amy offers Over the years, been more than ready that ranging from stability the of working of his business is by referra toaccomplish work with him because of his honesty, communihis clients.

“I “It love interacting with all diff what sheservice callsof 8zchange.

Select. sellerspushes unique options Pitina.

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Icountry.” spent us through real sitesMichael like Realtor. every collaboration. credits his suc nity, particularly to children in need.

“We donate to process and try to guide them on a path that will fit new on the market.

Every day is different. market sale, an instant offer sell, and in house bridge option the agentworking to sit behind desk alland day.

For Eric, one phone toainvite them to acheck on them.

And when and Zillow,” he says. by you have tolove accept and embrace it.” employee relocation for major on before educating hisand clientele. “ their needs,” he says.

“MyChicago job is tocom haveyou their interests this it job.” the local food banks in during all holidays and spearhead so you canIbuy a new home you sell finally we many of them do attend, it gives us a chance to have Currently overseeing anis equally dedicated staff that of the biggest incentives the flexibility that his job area food company, that’s where the customer service Elsewhere, Alan has also won himself outstanding consulting and edu have aan listing conciergessional team toby inspect and prepare the firstsays. and protect them.” a toy drive at Christmas time,” he The team is and honesty more in-depth conversations.” includes threeable other agents, Marketing Coordinator Team Solutions a large of chooses sales Myselling Motto: “Building Relationships That LastheA side comes in to to play.

I aown just enjoy what I’mLandry home for the boasts sale,” Amy says.volume “If decisions,” a seller tosays go Being his schedule and spend reputation listing and established homes, possible currentlyfor. strategizing how to set give back to really families hitthrough nd favorable allows and a Transaction Coordinator, Pitina has built a thriving each year.

In 2019, they moved 75 units with an average the open market route we have a full time team includingi Lifetime” doing.

I know that sounds kind of cliché, but I do. best exemplified by his solid rate of repeat and referral Tommy stays in touch with past clients, often via social but I know they appreciate hard by COVID-19. experience: enough time with Exceptional his familymarketing are crucial factors toalso whyplayed a photographers, stagers, marketing, and transaction coordistrategies have business based upon athis foundation honesty and integI don’t consider a job asorof even a“Referrals career; it’s media, well as phone calls, emails, andprice handwritten clients. arealisting more thanofa $350,000. key to the busi- ships and help people.” real estate has been a great fit for him.

Another big plus significant role in Ron’s success story, and these stratenation to maximize your home marketing online as well rity, and one that focuses heavily on an international notes.

“Sometimes I like to pop by with something fun passion of mine.

Going the extra mile to do all the ness,” Alan says.

“They’re a sign that you’re setting Though he doesn’t often get timeprofessional off, he says,photography “In my d I couldn’t more traditionally through postcards, fliers, open gies include and staging (both contact is the ability to be of service to others.

“Helping people Maintaining with his your clientele the mainstay of houses, clientele.

Currently, the lion’s share of Pitina’s considFor more about Ron Henderson, like popsicles for the kids,” he says, “small touches high standards, andtofulfilling and often exceeding thatofothers don’t do, orusing would even prior consider spare time, things I look forward to spending it with myfor wife, ght together.

Hisisclients agree with his m and more.” which he had been years them being his business.

“We likeplease to say wecall spend816-651-9001 lots of time loving erable business is“Unexpected based upon repeat and referred clients, thatthem feel personal and sincere, because I genuinely and homes, and guide through the process or customer’s aims.” family, andsell close friends.” e up on the find doing—the Extras”—I know my clients Mike is one of the best rea popularized by HGTV and utilized by other agents in his on our database,” Bob laughs.

“We’re always reaching sign thatenjoyable they it.are providing excellent customer want toand know how they’re doing.”

Staying in touch with past clients is just as important as Perry! He is is one aofsure email Ron@KansasCityAgent.com really appreciate Selling buying a home can be the most aspects of working in real worked with.

He is so hone market), virtual tours, and above all, honestyout, with his hello, offering free market evaluations. These saying Toclient learn more One needs tothe look no further than industry attracting new ones. “Wemaking do a lotsure of appreciation As for service. the future, Perry says situation has shifted. le about the estate.

Through it all, Alan has always maintained an unwavthe house you stressful, I like to make it a fun and enjoyable experiIt’s what keeps me motivated,” heholds says. gatherings year,their and we have and aalanh@m newsletter the people that will ultimately friends heand prepares to list home, Tommy uses hisservice. design Zillow.com, on which site Pitina “We’re website nowence figuring how toWhen adapt adjust toa aperfect, ering commitment to are customer Hethroughout sees realtherefer doesn’t try‘Iemail to push you postinto for myout clients.” we email once a month,” Amy says. send monthly Copyright Top Agent Magazi background, combined with his real estate experience, neighbors to us.” five-star overall ratinghecomprised of scores ofand glowing a post-coronavirus world,” says. “We want our visit maxbrown.com estate, first foremost, as a ‘people industry’ centered for or cannot afford.

He is so determine whatstep will sell andfor where changescards needas well. We call them Client Appreciation cards, and testimonials.

“Pitina was to absolutely wonderful,” reads background as society’s a seasoned realevery estate investor clients to feel safe and through tact with his Eric’s wonderful person to work w Despite ourcomfortable modern trend of reluctance be made.

Tommy brings in a professional photogjustyears one ofplays these. highly “She laidto out thefavor, process step-by-step of the 15 process.” ng as a past over in his and gives him For more about Tommy Stanto for any of your buying or se For more about Pitina Stucky De Juan, towards speaking on the phone, Mark ensures thatofhethe property, and he to take photos To learn more there were no surprises.rapher She was veryhigh-res knowledgeable please call 251-213-1860, and hisso clients advantage.

For one, it provides please call 410-900-7436 remainsaingreat contact with hisuses current and past clients inso potential buyers also Matterport virtual tours visit amyterry.8z.com or her Zillow profile, em about the area and guiding us to what we wanted.

She Perry Pappas, email Totommy.exit@gmail.com stay in touch with clien email aaperrpapp@gmail.com, way that is most comfortable for them.

“Weto live in pstucky1@psinternationalteam.com, can view a and house in detail before they email even visit.

“The him with large network of people access other was very honest about what we were looking at and at Top Agent Magazine 3 To learn more about Mark Schrimmer menting “the personal touch ebsite here, or call (917) 340-1491 or visit alabamagulffront.com vast majority ofwho buyers arebuying looking online,” an society right now where text and emails orTommy visit psinternationalteam.com investors.

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a property as an investment. He is more than happy to

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

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

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Top Agent Magazine

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

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

First, think about a client’s everyday experience.

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

Where might your client swing by for coffee?

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

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

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

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

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

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

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

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

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes6

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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Top Agent Magazine

One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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CYRUS O’BRYANT & BRIAN HAWKINS Top Agent Magazine

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Top Agents Cyrus O’Bryant and Brian Hawkins are the founders of Realogics Sotheby’s International Realty servicing south Snohomish County and the surrounding area.

Cyrus O’Bryant began his real estate career in 2014. About a year after getting into real estate, he partnered with his friend and fellow agent Brian Hawkins, and the two set out to start their own brand. They found a perfect fit in Realogics Sotheby’s International Realty and have been working together there ever since.

During his time in real estate, Cyrus has built 10Copyright Top Agent Magazine

strong relationships with his clients, based on their trust that he will always do the right thing to help them achieve their goals.

Cyrus focuses mainly on south Snohomish County and the surrounding area, including Edmonds, Lynnwood, Bothell, and Mill Creek, as well as the East Side, including Bellevue and Top Agent Magazine

Kirkland. About 80%, if not more, of Cyrus’s business comes from repeat and referral clients.

“The majority of our business comes from referrals, past clients, friends, and family,” Cyrus says. “When people call us to help find them a home or help list their home, they trust us. They trust that we know what we’re doing, and that we have their best interests in mind. People are Top Agent Magazine

making the biggest financial decision of their lives, and it’s big to have that connection and trust that we provide.”

Cyrus and Brian approach their work with a client-first mentality. “Our clients are #1,” Cyrus says. “We always make you feel like you’re the only person we’re working with, and we work Copyright Top Agent Magazine11

Cyrus and Brian approach their work with a client-first mentality. “Our clients are #1,” Cyrus says. “We always make you feel like you’re the only person we’re working with, and we work really hard to go above and beyond.” really hard to go above and beyond. We always let our clients know that if you ever have a question, whether it’s day or night or over the weekend, someone’s going to get you an answer.

Buying or selling a home can be stressful, but I think we do a really good job of taking away the headaches and the anxiety and making it a fun process.”

One way Cyrus and Brian make buying or selling a home easier for their clients is by 12Copyright Top Agent Magazine

educating them about the whole process so they know what to expect. “Whenever we meet with a client, whether they’ve bought many homes before or they’re a first-time homebuyer, we go through the whole process from beginning to end,” Cyrus says, “from the time they meet with us, to the day they get their keys. That alleviates a lot of the anxiety, because we go over the ‘why,’ not just the ‘what.’ Brian and I both have a lot of experience, we’ve done a lot of transactions and seen a lot, and that Top Agent Magazine

allows us to help our clients navigate through the process.”

When he markets a listing, Cyrus takes full advantage of the excellent marketing resources provided by Realogics Sotheby’s, from placement in a variety of different publications including Alaska Airlines Magazine and the Top Agent Magazine

Puget Sound Business Journal, to promotion on social media. “Our clients really enjoy that we have those options available,” Cyrus says.

Being active in his community is important to Cyrus, and he has been on the board of Big Brothers Big Sisters of Snohomish County for four years. After the tragic loss of his son, Cyrus Copyright Top Agent Magazine13

is an advocate with “Parents for Window Blind Safety,” an organization that aims to bring awareness to the dangers of window blind cords. When he is not working, Cyrus loves getting out and being active, and has recently taken up playing golf.

In the future, Cyrus plans to continue his partnership with Brian “for a very long time.” He

also would love to get involved with training newer agents, so he can share his experience and help others to do the job right. “I love helping people and families reach the ultimate goal of homeownership, or helping them get to that next milestone in their life,” Cyrus says.

“I love making sure our clients are happy and exceeding their expectations. It gives me a great feeling.”

To find out more about Cyrus O’Bryant, www.sothebysrealty.com/eng/associate/180-a-3591-4037865/cyrus-obryant call 425.686.0118, visit his website here, or email CYRUS.OBRYANT@RSIR.COM

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

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

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 15

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

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

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

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

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 16

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

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

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

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

Top Agent Magazine

TRENT BEAVER

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TRENT BEAVER After a less than stellar experience purchasing his first home back in 2012, Trent Beaver decided to take action. “I had a heart to heart with myself and realized there was no reason why I couldn’t get my license and help people have a pleasant experience with the single largest purchase in their lifetime,” he remembers. In the time since, Trent has worked full-time to establish his reputation as an agent known for wise counsel, savvy marketing, and a personal touch. “It was one of the best decisions I ever made,” he says. “I can’t imagine doing anything else.”

Today, Trent spearheads his work solo under the banner of Better Homes and Gardens Real Estate, Bloomtree Realty, serving clients across the Northern Arionza region of Prescott and its surrounding communities.

There, he drives almost the entirety of his business through repeat and referral clientele who trust his transparency and proven track record. “My number one goal is to work on the relationships I have with clients, my friends, and my family, so that I can stay top of mind whenever they have a real estate need,” he says. “Customer service is absolutely key for me. I go above and beyond whether I’m working with first-time buyers or listing a home.”

When embarking upon the listing process, Trent draws upon his prior experience with marketing to leverage a tech-forward approach, accounting for every detail along the way. “I try to go the extra mile when listing,” he explains. “I set the right expectations up front, and all of my marketing is online so that we can capture that 92% threshold of people who begin their house hunt digitally.” From there, all homes are equipped with immersive documentation, including professional photography, aerial video with lot overlays, and SEO-optimized copy that helps listings rank higher.

Likewise, all properties are disseminated across the leading online listing outlets and social media portals, boosted to more than 700+ sites while also reaching an international buyer pool across more than sixty sites in multiple languages. “Arizona ranks #9 in terms of 18

international buyers,” Trent explains. “Reaching out to that global pool of prospective buyers is something I do that goes above and beyond. For me, the listing side can be especially fun because I’m able to think outside of the box, create the stories that can be told, and figure out how to feature a property to find the best buyer for it.”

Beyond the office, Trent gives back through his banner office, where a portion of every commission is contributed to a community fund that helps organizations such as Coats for Kids. He also gives a portion of his commission to charitable organizations of his clients’ choosing. In his free hours, he most enjoys time spent with his family and loved ones, golfing, off-road racing, and enjoying Northern Arizona’s idyllic outdoors.

As for the future, Trent intends to keep progress steady as his business and relationships continue to grow year over year. Now, with eight years of experience and insight, Trent Beaver considers what he enjoys most about his chosen field. “There’s no better feeling than helping someone buy their first home, knowing that their family will make memories around a dining room table or a child can pick the color of their bedroom,” he says. “Knowing that I’m able to help create that space for someone else is a wonderful feeling.”

To learn more about Trent Beaver, call 928-916–1921, email Trent@TrentBeaver.com, or visit PremierPrescottHomes.com www.

Copyright Top Top Agent Agent Magazine Magazine

How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 20

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

Top Agent Magazine®

Top Agent Magazine

JUSTIN HUTCHINS

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JUSTIN HUTCHINS Justin Hutchins knows how to grind. “I know how to get the job done,” he tells Top Agent. “And that’s because I’ve spent a lot of time educating myself. I have a lot of designations, from Pricing Strategy Advisor to Seller’s Representative Specialist. I have my Broker’s license as well, so that education helps me be a better resource for my clients. Chris Voss, the famous FBI negotiator, says that learning is the only sustainable competitive edge, and I keep learning in order to offer that edge to my clients.”

Those clients are important to Justin; serving the Provo area and the larger Utah County region, he works largely with repeats and referrals, and finds that about 95% of his clients come to him through his sphere of influence. That sphere is built on his standing in the community - as a former volleyball coach, he would have 200 kids cycle through a year. “I stayed in touch with the parents of the kids I coached,” he explains.

“When I got my license I reached out and told them I was in real estate and if they knew anyone buying or selling to reach out. Those relationships built trust, and that’s paid off.”

Justin is in the top 5% in the nation in transactions per year, averaging over $10 million in volume annually.”

“I have a broad demographic of clients,” he says. “It keeps me busy!”

He loves keeping busy with his clients. “I love being involved in their big life moments,” he says. “It’s fun

to spend time with them and to be a resource and a guide. I still have a coach’s heart, and I’m there for them with a game plan for how to buy and sell.”

Justin may have left professional coaching behind, but he still brings his expertise to the community. He volunteers as a coach for a local youth club team, training girls 15 to 17, and they’ve competed in national tournaments.

Mostly, though, he loves to spend time with his family. “I have four kids, from one to eleven,” he says. “When I was a coach there was a lot of traveling and I couldn’t spend time with my family. Real estate allows me the flexibility to be with my wife and kids, and spend the night in my own bed.”

Justin got started in real estate in 2014, and since then he has steadily grown his business. That growth isn’t over - he has a growth mindset. “One of my goals for 2020 is to build a team,” he says. “Now that I have a Broker’s license I can be a better resource for my agents and be a mentor to them. I will bring my coaching skills to the team I’m building.”

As a coach Justin knows that what you see on the court is informed by hours of practice and preparation.

“In real estate clients don’t see the work that goes on behind the scenes,” he says. “Finding a good, careerminded professional is crucial, and I’ve worked hard to become a resource and an expert for my clients.”

To find out more about Justin visit his website at hutchsellshomes.net, call 801.362.0382 or email him at justinhutchins@gmail.com www.

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

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

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

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

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

• Unobstructed Views and Light: You want to live in

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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JOSH BARNARD

Top Agent Josh Barnard and his team serve the Pierce County, Washington, area, and also branch into Thurston and King Counties.

Josh Barnard went to college on a basketball scholarship, but while in school, he still wondered about what he wanted to do afterwards. “I was playing basketball at the local YMCA,” Josh recalls, “and a guy who owned a local real estate and development company just stopped me after a couple of months of playing together and said, ‘You should get into real estate, you’d be really good.’ And I said, ‘Okay.’”

Josh was mentored by this new connection for about a year back in 2005, and has been in the business ever since. Today, Josh has a small team. “We’ve been constantly evolving and looking at the best ways to put [things] together,” he says. They serve mainly the Pierce County, Washington, area, and also branch into Thurston and King Counties. Josh says that his repeat and referral service is at 82%. “That’s what we try to focus on,” he says. “We always enjoy repeat and referral service.”

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“Real estate for me is based on the faith foundation I have. My mantra, if you want to call it that, is ‘Lead for the benefit of those that you’re leading,’” Josh says. “What we do isn’t spectacular, but it’s really taking care of [the client] and making sure that they’re fully taken care of and that they feel like family when they’re with us. It comes down to: how can I make sure that, during this stressful process, that [they] have as little stress as possible.” Client education is also important to Josh and his team, and they strive to provide — and gather — as much information as possible in the early stages of their transactions. “We want to answer any questions they may have before they ask,” he says. But he’s sure to learn about clients, too.

“We sit down with them to know what’s important to them and how they feel about certain things. Some people don’t want open houses, so we alter things to fit their needs.” He’s also sure to be transparent about the marketing process, which includes professional and drone photography, as well as personalized video Copyright Top Agent Magazine

tours. The videos are where Josh gets to show off the personality of the house, and he’s not afraid to use humor and emotion to hook potential buyers. “We want to put some feelings into that video,” he says.

Informing and valuing clients extends to past clients, too. Josh and his team throw two client appreciation parties a year, and he’ll check in on clients in person, especially new home buyers, to see how the house is treating them. Their monthly newsletter includes a combination on real estate news as well as everyday life news.

“I want people to understand that they’re not alone in the successes and also in the difficulties in life,” Josh explains. “I try to put myself out there so they can see there are other people going through challenges and triumphs.”

Josh’s favorite part of real estate is this human connection. “My job is to manage expectations and emotions,” he says. “For me, the real estate transaction is just the tool that brings that relationship together. The moments I live for are inspiring [people] and keeping those relationships.”

His dedication to people goes beyond his clients, too. As an athlete himself, much of Josh’s community involvement centers around sports, especially with the YMCA where he got his start in real estate 15 years ago. He’s also involved in his kids’ activities, and when he’s not working and giving back, Josh and his family love to travel, especially to Disneyland, and simply love enjoying moments and making memories.

“I’m very ambitious, and I’d love to venture outside just selling real estate,” Josh says of his plans for the future. Currently, he and his team are looking at investment properties. He’d also like to work with his dad, who works in organic farming, as well as back into basketball with youth programs. “I’d like to continue to grow my team, and potentially become a brokerage,” Josh says. “I’d like to just continue to inspire and help people achieve what they want to do.”

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To learn more about Josh Barnard, https://joshbarnardhometeam.com/agent-profile/josh-barnard-8326696 please call call (253) 677-5765, visit his website here, or email josh@hometeamnw.com Copyright Top Agent Magazine 27

INDIA POPE

Top Agent India Pope at EXIT Community Reality services clients across Maryland, the District of Columbia, and Virginia.

India Pope got into real estate because the purchase of her first property, “went horribly wrong,” she says. “I obtained my license so I made sure that nothing like that would ever happen again…to me or to other people.”

she does it all to better assist her clients to helps their personal wealth through real estate. “I strive to help and educate my clients in ownership and investing, as well as planning for their future,” she insists.

India works for EXIT Community Reality covering Maryland, the District of Columbia, and Virginia (DMV). “I have over a decade of experience in residential and commercial real estate plus I am able to compliment my real estate background with over 18 years of experience in both commercial and residential construction to include minor and major renovations as well as new construction,” she states. She’s also experienced with short sales, foreclosures, 203k (renovation loans), Hud properties, and more.

India says that at least 80% of her business is repeat and referral, because each client is made to feel unique and special. “I’ve had clients tell me they can’t believe I work with anyone else because I’m always there for them and treat them like family,” she says. “I believe in hand-holding each person throughout the entire process.”

Though she has been working solo for over 13 years, India is about to expand her business into The Pope Team by including an assistant, and another agent. And 28

India dedicates 100% of her energy toward serving her clients and developing ethical and trusting working relationships all while still co-managing a household as a wife and mother. “I can guarantee a full professional level of service to each client, as my goal is to build strong and lifelong relationships, one person at a time,” she says.

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Writes one appreciative client, “India Pope is one of the best Realtor® resources you could have in buying Real Estate. She is kind, passionate, and knowledgeable about what she does. Ms. India patiently took us through the process of buying our first home, and we plan to purchase our next home with her guidance, as well. Thank you, Ms. India, for taking good care of us!”

She stays in touch with past and present clients through emails, special occasion cards, and gifts. “We just had a client appreciation game night,” she exclaims. “It was a lot of fun!”

India’s marketing efforts include all forms of social media, printed collateral hand-outs, and even some door knocking. She is about to launch a sneak-peak web series, featuring not only her own properties, but her colleagues’ as well. “I’m always looking to do something creative and different,” she says.

As a solo Realtor®, India moved 30 properties in 2019 with prices averaging anywhere from $120,000-$700,000. “This year, I plan to triple those numbers,” she asserts.

India truly loves what she does because she sees how each client ultimately benefits from her efforts. “I am helping people make their dreams come true,” she says. “This doesn’t only warm my heart but makes me feel like I’m serving my purpose. The smiles, tears, excitement and all is something I cannot get tired of seeing.”

She also enjoys giving back to her community by organizing a variety of events throughout the year, mainly to help children and the less fortunate. When not working, India relishes travel, and travel to eat. “For instance, we love visiting New Orleans because the food is so good,” she laughs.

For the immediate future, India plans to announce the expansion of her business. “I’m not looking to grow into anything huge,” she notes. “I want us to be a small team that accomplishes big things.”

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To learn more about India Pope, email indiapope@ymail.com, visit buyitsellitindiapope.com, or call (240) 344-9713 C, (240) 623-3948 www.

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mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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

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

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

Teaching lessons to others reinforces your own professional values.

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

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

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

Mentorships allows you to see the big picture.

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

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

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

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

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 32

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

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HEATHER AYALA For Heather Ayala the journey into real estate began with her grandfather, a real estate broker who piqued her interest in the business. Heather, who was working in the medical field at the time, decided to take her real estate courses during her third trimester in order to make her pregnancy go by faster. But it just so happened that on the day she was supposed to take her exam, she went into labor.

Refusing to be discouraged, she eventually got her license when her son was a couple months old, left the medical field for good, and began a full-time career as a real estate professional.

Advertising can sometimes make or break an agent, but for Heather it hasn’t been an issue, as all of her current business comes from referral and repeat clients who have become like family to her. “My goal with every client is to make them feel like they’re my family, and that’s what they eventually become.

It’s all about doing the right thing by my clients for me. Regardless of the price, I give everyone the same exact treatment.” It also doesn’t hurt that she goes out of her way to market listings through Facebook ads, social media, open houses, as well as letters to renters in the area, earning her between eight and nine million of volume per year.

Although Heather doesn’t have much down time, she ensures that the time she does have is spent on things that matter: charity work and her kids. Over Thanksgiving her team hand delivered over 500 bags collecting food for Thanksgiving drives, and fed 12 families with full Thanksgiving meals delivered to their door. She has also raised money for the for the Myasthenia Gravis foundation, an organization she’s been affiliated with for ten years. And outside of work Top Agent Magazine

she is a full-time sports mom, with two of her sons playing hockey. Heather sponsors the hockey rink her sons play at, and is an avid advocate for youth sports.

Both Heather and her husband also own show cars, and are involved in auto shows.

Heather’s successful switch into real estate has instilled many lessons in her, one of them being the power of great training. “The best advice for agents getting started is to join a company that has great training, and a coach you can rely on. A coach in the early stages of your career is absolutely priceless,” she says. Which is also why she dedicates her time to being a business real estate coach and instructor.

In the future, Heather wants to continue helping her clients, family, and friends. She also wants to concentrate on helping newly licensed agents, as well as agents who have been struggling over the years to become successful. “What I most love about this job is the feeling I get when I can tell a client that they are now owners of their dream house. That feeling that I made a difference, and that I was a big part of one of the largest milestones in their life, is unlike any other feeling. I want to help all agents experience that same fulfillment.”

To learn more about Heather Ayala email hayala.kw@gmail.com, or call (215) 860 – 4200, x540 33 Copyright Top Agent Magazine

ERIKA BLEND With a 20-year background in retail, Erika Blend has found great success in the real estate industry. Highly skilled in customer service and management, Erika felt it was a natural transition into this field. “With retail management, I started at the bottom and worked my way up to managing my own store,” she says. “Now I’m working on getting my broker’s license and organizing a team.” While serving Southeastern Wisconsin, she is seeing an increasing number of referrals and repeat business. By providing superior customer service and guiding her clients throughout the transaction, her business continues to grow.

At Coldwell Banker Realty, she is able to provide a thorough marketing plan for all of her sellers. “I have a strong social media presence, and I focus my marketing in that direction.” she says. “Coldwell Banker Realty provides great marketing packages that go above and beyond the competition. We are able to market your property on over 700 different websites, a TV show, YouTube, Professional high quality photography, and so much more! We have every tool available to get your home out there in front of as many buyers as possible.” This ensures clients are not only getting the most for their property, but also shortening the amount of time their property is on the market. For Erika’s buyers, she offers that same thorough service but focuses on education, patience, and communication. She is there every step of the way, preparing them for what to expect.

Afterwards, clients leave glowing reviews about their time together. One recently said, “We met Erika through my daughter. They worked together a few years ago. We called Erika and right away were very impressed with her. We told her what we 34

were looking for and right away she started letting us know about homes to buy that had exactly what we were looking for. She was always available for us whenever we had questions. She has a beautiful personality and is a very patient person. I say patient because my husband and I are old-school and there were documents that we had to e-sign. She was always cheerful and available to us whenever we needed her. We thank her for everything and we will be moving into our new house next week, due to knowledge, efficiency and experience. Thank you again Erika.”

When Erika isn’t working, she’s staying active in the community through the Autism Society of Southeastern Wisconsin. She also loves hanging out with her twin daughters and husband.

As Erika looks ahead, she is eager to begin her team.

“I’m excited to find the right person to build my team and grow from there.”

In the meantime, she’s enjoying every minute of her work. “I love building relationships with people, and being involved in one of the largest transactions of their life.”

For more about Erika Blend, please call 262-441-3171 or email erika.blend@cbexchange.com Copyright Top Agent Magazine

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, 36

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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ALLEN DeCUYPER Allen DeCuyper isn’t there just to help his clients buy or sell a house, he’s committed to all their needs. “I had a client call me two days ago with a problem with her septic system,” he says.

“We jumped in there and helped her figure out what to do, and it turns out it was just a simple fix. I sent a plumber out there and she said she didn’t expect that - but it’s just what we do. I try to be a resource to my clients forever.”

He really means that. “I’ve been in multi-generational situations,” Allen says. “I sold the parents houses, then I sold their children houses. Then when the grandparents wanted to sell their house, I sold it for them.”

Serving the Nashville area, Allen has created a business that is almost entirely return and referral based.

“I rarely ever take on a client I don’t know,” he says.

That hasn’t kept him from incredible success - last year he sold close to 50 homes at a total of $20 million. But for Allen it isn’t about the transaction price, it’s about helping people out.

tutoring and special programs, or the Greenways of Nashville, which are walking trails that connect the city’s parks, Allen makes sure he is giving back to the city he loves so much. “When I close on a house I’ll send a major contribution to the Pencil Foundation or the Greenways,” he says.

He’s also involved in historic Nashville preservation, and he owns a historic home. “We open our home up for fundraisers,” Allen says. “And if there’s something going on at my house, I’m likely to be cooking something! Cooking is one of my hobbies, along with travel. I love to visit other countries and experience their culture and their food.”

Allen isn’t slowing down any time soon. “I’m nowhere near retirement,” he says. “I’m going to continue growing this business, and I’m going to keep going because I love it, and I love the people. I love working with my clients - there’s always something that makes me smile with my clients. It’s what makes me happy being there for my clients.”

“I treat every client with the same amount of care, respect and attention,” he says. “Last year we sold properties that varied between $80,000 and $3 million.

It’s not about the price range. It’s about taking care of our people.”

The people of Nashville are Allen’s people, but when he first moved there 40 years ago he wasn’t sold on the town. “I came to Nashville when I was transferred with a corporate job I didn’t want,” he recalls. “I had a bad attitude. But that turned around quickly because of the people, their spirit and friendliness. I love being part of this community.”

Allen expresses that by being deeply involved in Nashville. Whether it’s the Pencil Foundation, which serves students and teachers with school supplies, Top Agent Magazine

To find out more about Allen DeCuyper, visit allendecuyper.parksathome.com, call 615-300-5971 or email him at allensells@aol.com https://

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MARCUS DILLEY Marcus Dilley has been in real estate since 2007. Before that he worked as a builder, then in property management, and he quickly distinguished himself in that field. “Property management is a microcosm of general brokerage, so that was a great education,” Marcus says. “That helped me build a general brokerage clientele quickly.” He started his own company, Carolinas Realty Group, in 2012 and built a small, dedicated team there before transitioning to his current company, EXP Realty, in 2018. Now EXP Realty boasts a team of over 120 agents in nine states and two countries. Marcus’s impressive rise comes thanks to his hard-working attitude, compassion, and interest in helping other people realize their full potential.

As an agent, Marcus serves the greater Charlotte metro area. About 70% of his business comes from repeat and referral clients, a testament to the trust he inspires.

“I treat every situation and every client as if it were my money, my family, my house,” Marcus explains. “And since I’ve worked as a builder and a property manager in addition to being an agent, I understand the whole industry from top to bottom. So I can come to the table with the knowledge and experience to help my clients negotiate and navigate their deal.”

As a manager, Marcus’s goal is to make sure everyone on his team is “heard, supported, and cared for.” He believes in treating each of his agents as an individual with their own unique goals, advantages, and challenges. “A lot of people take a one-size-fits-all approach, but I prefer to find out from my agents who they are, what drives them, and what they want to achieve,” he says. In addition to connecting one-on-one with his agents, he holds training presentations where he shares his inside knowledge on specific aspects of the business and strategies for success.

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Marcus also takes an innovative approach to marketing listings. He recently brought in a professional video crew and shot his own parody version of the hit town “Old Town Road” to promote a listing. He plans to use that video as a marketing tool to gain exposure and expand his reach, since his goal is to market to people not just in Charlotte, but nationally and internationally as well. Marcus is currently working with buyers on multiple continents, and he also markets to relocation companies that are bringing new jobs to the Charlotte area.

Outside of the office, Marcus serves his community through being active in his church. When he is not working or giving back, he loves to spend time with his wife and three beautiful kids, and he is a worship leader at his church.

In the future, Marcus wants to continue to grow his team, and continue to offer opportunities for agents to build their own teams and businesses. “I’m passionate about giving back and helping agents reach their goals,” he says. “I’m a people person and I love the relationship aspect of what I do. I’m interested in people and why they do the things they do, and how I can bring value to their lives.”

To find out more about Marcus Dilley, please call 704-345-7083, email Marcus@carolinasrealtygroup.com, or visit marcusdilley.exprealty.com https://

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that makTop Agent Magazine

ing a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

2. Build in some perks While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

3. Get a sense of big-picture career plans Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic 40

expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

4. Keep the lines of communication open Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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PATRICK & DIANA FENNIE Patrick and Diana Fennie bring their diverse backgrounds and experiences together to create a formidable team dedicated to service a wide array of clients in the Tucson Valley. They’re not only partners in real estate but also partners in life - now a married couple, they met on Valentine’s Day 16 years ago. “We’ve been a team since 2012,” Diana says.

“And we’re still married!”

That sense of humor and fun is what keeps clients coming back to Patrick and Diana.

“When we meet with a new client, I lead with a joke,” Patrick says. “I use humor to help disarm people, and once they know we’re trustworthy and have a lot of experience, they can relax. This is a stressful process! You’re dealing with people’s homes, their finances, their families, their nest.”

Patrick has been a licensed REALTOR® since 1978, and Diana comes from an advertising background, as well as having experience in new construction. Combined, those histories create an unstoppable team. “What fuels Patrick is human interactions,” Diana says. “Being with people is his favorite part of the job. For me, I love marketing. I especially love the growing technology of marketing, and our company, EXP Realty, is on the cutting edge of technology.”

“I’ll look for commonalities and connect personally,” Patrick says. “Sometimes clients are more serious and numbers-oriented, and that’s where Diana comes in.

We pick and choose who we work with, because we’re interested in working with nice, fun people. It’s why we have hundreds of recommendations.”

to needy families, so we do a lot of donations - furniture, clothing, electronics, you name it - directly to people who immediately need it.” Patrick has donated over 100 pints of blood and will be receiving a recognition award from the American Red Cross in April.

Though they work with all types of clients, one way that they combine giving back with their work is by focusing on the needs of elderly clients. “It’s very common for us to get calls from elderly clients who need extra help,” Diana says. “Can you help me move my bed? Can you give me a ride to the doctor?”

“One sweet elderly client asked for a ride to her doctor,” Patrick says. “And I asked her what was wrong. She said she had shoulder problems and couldn’t reach her toenails. So I said, ‘You don’t need to go to the doctor for that!’ and came over and helped her clip her toenails.”

They look forward to continuing working with that community. “They’re typically not great with computers, so we need to hold their hands,” Patrick says. “We will often have to drive to their house when they need to sign paperwork, but we like doing that. We like visiting and helping them and giving them a soft landing as they move on to an assisted living situation.

It’s truly a privilege.”

“I’m the business person!” Diana interrupts with a laugh. “70% of our business is repeat and referrals.”

Patrick and Diana feel it’s important, with all their success, to give back to the community. “We operate a bit under the radar,” Diana says. “We give directly to local families in need. We have a friend who is a conduit Top Agent Magazine

For more about Patrick & Diana Fennie, visit thefennieteam.exprealty.com, call 520-400-4751 or email thefennieteam@gmail.com https://

41 Copyright Top Agent Magazine

ERIC HAMMILL Although Eric Hammill, REALTOR®, obtained his real estate license only two and a half years ago, he has settled into the role of a real estate agent with relative ease. As an agent with Agresti Real Estate, Eric primarily serves clients within Erie County, Pennsylvania. And despite the fact that he’s still rather new in this business, he has managed to get an impressive 2.4 million in volume just last year.

One factor that has helped Eric hit his real estate business goals is his detailed approach to marketing.

Successful agents understand the power of marketing, and Eric likes to utilize the latest and greatest available tools to make sure that his listings are visible on all platforms. Apart from using standard tools such as MLS, he also promotes his listings via his own personal website, and his social media pages, such as Facebook. Eric also likes to employ technology to keep in touch with his clients through email.

Eric also has experience in customer service, which helps him communicate with his clients and quickly resolve any potential issues.

Although working as a real estate professional doesn’t leave him with a lot of free time, Eric likes to spend his off hours with his family. Aside from that, he also makes time for staying involved with his community.

He participates in a local annual parade, as well as his daughter’s school activities. And when it comes to his own personal hobbies, he enjoys riding snowmobiles.

Eric is excited about his future in real estate, and his primary goal is to grow his business further. He would also like to eventually get his broker license in the next few years. But for now, his focus remains on providing all his clients with excellent service, and helping make their real estate dreams come true.

There are many incentives to working in real estate, ranging from financial stability to the ability of working an exciting job that isn’t routine, and doesn’t require the agent to sit behind a desk all day. For Eric, one of the biggest incentives is the flexibility that his job allows for. Being able to set his own schedule and spend enough time with his family are crucial factors to why real estate has been a great fit for him. Another big plus is the ability to be of service to others. “Helping people find and sell homes, and guide them through the process is one of the most enjoyable aspects of working in real estate. It’s what keeps me motivated,” he says.

Eric’s background as a seasoned real estate investor for over 15 years plays highly in his favor, and gives him and his clients a great advantage. For one, it provides him with a large network of people and access to other investors. It also helps him guide those who are buying a property as an investment. He is more than happy to work with first time home buyers, but can also provide a lot of insight to even the most knowledgeable investor.

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To learn more about Eric Hammill email eric@tryagresti.com, visit TryAgresti.com, or call 814-459-9400 (office), 814-580-8232 (cell) www.

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

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

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

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

Think about those questions that you’ve had to

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

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

Evergreen Content

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

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

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

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

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

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

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Stay Local

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

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

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

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

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RON HENDERSON Top Agent Ron Henderson – Chief Executive Officer of Ron Henderson & Associates at Keller Williams Northland Partners in Kansas City, Missouri – is a hardworking, honest and deeply knowledgeable real estate professional who is consummately committed to providing his many clients with the very best customer service available in his market. A true entrepreneur who has owned his own businesses and worked extensively for prominent companies doing sales, advertising and marketing, Ron has a wealth of experience under his belt that provides exceptional value to his many grateful buyers and sellers.

Working alongside his talented COO Elizabeth Gilbert – who has been with him for over a decade and whom he deems absolutely invaluable to his success – and overseeing an equally dedicated team of four other agents and a transaction manager, Ron is proud of the well-oiled machine he has put together. Currently, nearly two-thirds of his overall business is based upon returning clients and referrals, a significant achievement in the highly competitive real estate industry. Part of this has to do with the exceptional, go-above-and-beyond business ethos of Ron Henderson & Associates, and part of it has to do with the fact that Ron and his team work hard to ensure relationships with their clients that transcend the closing table. “We do multiple client appreciation events each year,” says Ron. “We learned that even if the client doesn’t attend the event, it still allows us to reach out by phone to invite them and to check on them. And when many of them do attend, it gives us a chance to have more in-depth conversations.”

Exceptional marketing strategies have also played a significant role in Ron’s success story, and these strategies include professional photography and staging (both of which he had been using for years prior to them being popularized by HGTV and utilized by other agents in his market), virtual tours, and above all, honesty with his Top Agent Magazine

clients regarding market conditions and what will need to be done to sell their home for top dollar. “You don’t just get a good listing,” philosophizes Ron, “you make them.” All of this combines to ensure that Ron’s listings rarely linger on the market; in fact, they tend to sell at a much faster rate than his competitor’s.

When asked what he enjoys most about his chosen career, Ron grows introspective for a moment before replying. “I’ve always loved helping buyers and sellers achieve their goals, and I still do,” he says. “Now, I also love helping my team members become successful. I love training them at a higher level than they might get at another brokerage. I really enjoy that.”

When he’s not working, Ron spends much of his free time as Vice President (and soon to be President) of the Missouri Gideons, a Christian businessman’s association which has twice seen him travel overseas to distribute bibles. He is also actively involved with his church, and loves spending as much time with his wife as he can.

Ron’s plans for the future are to continue growing his already-thriving business, to add and expertly train several more agents, and above all else, continue offering the top-of-the-line, unparalleled customer service that has become synonymous with the name Ron Henderson & Associates.

For more about Ron Henderson, please call 816-651-9001 or email Ron@KansasCityAgent.com 45 Copyright Top Agent Magazine

ALAN HOLMES Alan Holmes first dabbled in real estate via a happenstance connection. A friend, who worked in the industry, was seeing a downturn in business. Noticing this, Alan offered some assistance and quickly realized that he had a passion for real estate—particularly for how the industry allowed him to be of value to others.

“Your career is the one vocation where you can help others through the skills you have on a daily basis,” he says. “I really cherish that.”

Today, Alan is a Senior Sales Consultant at Max Brown Real Estate, where he has serviced clients in the eastern suburbs of Melbourne for almost 25 years. There, he has ranked as a Top Producer in 2017, 2018 and 2019.

Adding to his extensive experience, Alan also stands in a lineage of success at Max Brown, a well-established company that first opened its doors in 1958. “History is our framework,” Alan says. “It gives us the depth, longevity and respect within the area.”

At Max Brown, Alan specializes in the New Homes and Land division, where he can specifically tailor his assistance to the needs of each client. “Marketing new homes is completely different from marketing established homes,” he says. “It’s a marathon, not a sprint.”

Over the years, Alan has been more than ready for that marathon, offering his expertise and personal touch to every collaboration.

around openness and communication. “I never focus on the numbers,” he says. “Instead, I focus on helping people and providing compassionate assistance. That element makes the industry go around.” These values are embodied by the tremendous effort Alan puts into keeping in touch with his former clients, whether he is sending them an informational email or simply checking in to see how they’re doing.

Alan also maintains a deep connection with his community. His office is located right in the centre of the Gateway, where he has proudly worked from for more than 20 years. “People get to know you,” he says. “In the past, we all knew the local baker, milkman, or doctor.

Well, I have always aspired to be recognized as our trusted, local real estate agent.”

Outside of his career, Alan enjoys maintaining an active lifestyle through cycling and pursuing his interest in health and nutrition. He is equally active, though, when it comes to his vision for the future. Looking ahead, Alan remains tireless in his pursuit of expansion and growth in the real estate market. But he also appreciates the tried and true process that has brought him so much joy over the years. “Growth happens naturally,” he says.

“As long as I’m helping my clients and raising the bar, success will fall into place.”

Elsewhere, Alan has also won himself an outstanding reputation through listing and selling established homes, best exemplified by his solid rate of repeat and referral clients. “Referrals are more than a key to the business,” Alan says. “They’re a sign that you’re setting high standards, and fulfilling and often exceeding your customer’s aims.”

Through it all, Alan has always maintained an unwavering commitment to customer service. He sees real estate, first and foremost, as a ‘people industry’ centered 46

To learn more about Alan Holmes email alanh@maxbrown.com.au, visit maxbrown.com.au or call 0448-798-182 www.

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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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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 48

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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BOB LANDRY Bob Landry is a 20-year Air Force veteran who has been selling real estate in Colorado Springs since 2005. “In that time, I have had the priviledge of helping hundreds of clients buy and sell real estate,” he exclaims. “Through the recession, the ups and downs of the market, I am still here! I understand the business and how to work within current market conditions to ensure my clients get what they want, when they want it!”

Bob is the CEO and team leader for Landry Team Solutions, which includes himself, his wife, Linda, two full-time agents and two additional staff members. He says 80% of his business is repeat and referral clientele because his team gets the job done efficiently and quickly.

“Linda and I work as a team and have the unique ability to not only get listings to our clients the instant they hit the market, but we get them in to see the listing that day,” he states. “In this market, if you don’t see the home and make an offer the first day on the market, you are likely out of the running. We get you in right away and, if you are ready to make a move on it, we have the offer drafted and submitted on the same day!”

Bob likes to say he and Linda are “people people on steroids.”

“Linda has been a very successful entrepreneur, business owner, and network master for over 30 years. She knows how to connect with people, understand them and their needs, and help them accomplish their goals like no one I’ve ever known,” he states. “As good as I am with people, she’s amazing!”

When not working, Bob likes to give back to his military brothers and sisters. “I spend time teaching wellnesses classes,” he says. He also offers private mentoring to veterans to help them keep their careers on track.

And when he has free time, Bob enjoys playing racquetball. “It’s my true passion,” he says.” I love participating in tournaments across the state.” He also enjoys lifting weights and bodybuilding.

As for future plans, Bob would like to expand his team with agents that mesh with his work culture. “We have a certain ideology here and it works so well,” he notes. ’Finding people that are a good fit will ultimately benefit our clientele.”

To get their listings out to the public, Bob has an extensive marketing system in place, including professional still and aerial photography, 360 interactive online tours, and video tours. “We also post on social media and promote through the Listings Magic Portal, which pushes us through premium real estate sites like Trulia, Realtor. com and Zillow,” he says.

Landry Team Solutions boasts a large volume of sales each year. In 2019, they moved 75 units with an average listing price of $350,000.

Maintaining contact with his clientele is the mainstay of his business. “We like to say we spend lots of time loving on our database,” Bob laughs. “We’re always reaching out, saying hello, offering free market evaluations. These are the people that will ultimately refer their friends and neighbors to us.”

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To learn more about Bob Landry, email bob@landryteamsolutions.com, visit landryteamsolutions.com, or call 719-235-7110 www.

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KARYN O'DEA “It’s about people first, transactions second,” says Top Agent Karyn O’Dea of Ray White’s Robina office on the beautiful Gold Coast, when asked to sum up her business ethos. “I’m a little bit obsessed about doing for my clients everything I say I’m going to do, attention to detail, and being committed to going above and beyond for both my buyers and my sellers.”

This client-first, solid work ethic approach catapulted Karyn to the top of her profession almost immediately after she began to pursue a career in real estate in 2007. “I had previously owned a few investment properties, and I had worked with a number of real estate agents and found something lacking; the experience was never very fulfilling or exciting,” she recalls, “so I decided to give it a try myself.” Karyn, whose footwear of choice while working is the professional-looking high heel, was cheekily referred to by a client as doing “deals in heels,” a slogan she has adopted and that has long been associated with her highly recognized brand.

Karyn, who has been ranked as one of Ray White’s Elite Performers and has won numerous industry awards, consistently sells her listings for ten to fifteen percent over expected market price. Fast sales are also a hallmark of Karyn’s business, due in part to her extensive marketing strategies that extend far beyond the average agent’s efforts. These include old-school door-knocking on one hundred homes in the listing’s neighborhood, and also contacting all local agents with information about the listing, all done prior to the home being placed officially on the market. “We’re ready to jump on day one,” says Karyn.

High quality professional photography and extensive use of the internet and five social media platforms ensure each listing is always shown in its best light and seen by as many potential buyers as possible.

“I really love being able to help people,” says Karyn, when asked what she enjoys most about what she does for a living. This includes supporting and mentoring her team of four, whom she refers to not as employees but as members of her work family. “I’m really grateful for all 50

of them, because we all really love what we do, so it doesn’t feel like work at all.”

That every deal is different, and that no two days are alike is another aspect of the real estate industry that Karyn enjoys immensely. “It’s exciting to wake up every day, because I’m never sure exactly what is going to happen, even though we do have strict processes and systems in place that always keep the wheels turning and our clients happy.”

When she’s not working, Karyn loves nothing more than spending time hanging out with her favorite two people in the world, her children Paris and Luke. She also enjoys spending time with family and friends, availing themselves of all the outdoor opportunities the Gold Coast has to offer. She is also deeply connected with her community, sponsoring local sporting leagues and hosting annual events, including an Easter Egg Hunt for local children that most recently saw attendance exceed one thousand participants.

Karyn’s plans for the future include growing her already flourishing business. Her primary objective, however, remains the same as it has been all along: providing her clients with the unparalleled, excellent customer service that has become synonymous with her brand.

For more information about Karyn O’Dea, please call +61–402-005-706 or email karyn.odea@raywhite.com Copyright Top Top Agent Agent Magazine Magazine

4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 52

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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PERRY PAPPAS While attending community college on Long Island, Perry Pappas was working part-time at a pizzeria to help pay expenses.

One of his regular customers happened to be a local realtor who ultimately convinced Perry that he should pursue his license.

That was five years ago, and Perry has been a top performing real estate agent with Century 21 ever since.

Perry works with a team covering the south shore of Nassau County, Long Island, New York. In 2019, Perry, alone, moved $16 million in volume with the average home price at just over $500,000. So successful is the team that Perry estimates his business to be over 50% repeat and referral clientele. “What’s our secret sauce? We have 100% follow-through,” he says. “If we say we’re going to do something, you can be sure it’s going to get done.”

It’s Perry’s pro-active mentality, dedication, and knowledge of the local market that sets him apart from his peers, making him one of the premier agents on Long Island. “I thrive off of achieving top results for my clients,” he says. “It’s not about the paycheck for us. It’s all about client satisfaction.”

Perry’s around the clock integrity, loyalty and honesty is why each of his clients have a positive and favorable result. One client recently wrote about his experience: “We met Perry through a mutual friend, and I couldn’t have been more happy that we were brought together.

My husband and I were just about to give up on the home search process, and then we met Perry! He is awesome, patient, extremely knowledgeable about the market and answered our questions 24-7.”

Perry believes in maintaining constant contact with his clients. “Our motto is ‘there’s no such thing as a past

client,’” he asserts. “We reach out for special occasions, birthdays and different milestones. We want to remind them that we’re here for them when they need us.” This includes phone calls, emails, and mailers.

Quality marketing is of the utmost importance for Perry and his team. “Every home tells a story, so we spend top dollar on marketing, everything from quality photography to videos to 3-D walkthroughs,” he asserts. “In addition, every listing gets a color brochure to show off a home’s details.

Nowadays, it’s critical that serious buyers receive every detail even before entering a home.”

Perry considers himself a workaholic–working 80-90 hours/week–because he loves what he does. “When you run a real estate business, you are the CEO, COO, and CFO. You are the one that’s held accountable, and I love wearing the different hats,” he states. “The amount of work you put into it is the level of success you attain.”

Perry believes strongly in giving back to the community, particularly to children in need. “We donate to the local food banks during all holidays and spearhead a toy drive at Christmas time,” he says. The team is currently strategizing how to give back to families hit hard by COVID-19.

Though he doesn’t often get time off, he says, “In my spare time, I look forward to spending it with my wife, family, and close friends.”

As for the future, Perry says the situation has shifted.

“We’re now figuring out how to adapt and adjust to a post-coronavirus world,” he says. “We want our clients to feel safe and comfortable through every step of the process.”

To learn more about Perry Pappas, email perrpapp@gmail.com, visit their website here, or call (917) 340-1491 http://vibrantrealty.com/AgentRoster?op=agent&act=webprofile&agent_id=1696675839&back_link=yes&callback=%2fAgentRoster%3fop%3dagent%26act%3dlist%26branch_id%3d1679235561

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MARK SCHRIMMER Mark Schrimmer is a double threat as a REALTOR®, with a bachelor’s degree in real estate and 36 years of experience in the business on his résumé. He knew real estate was his passion going back to his high school days and he quickly paved the way to make his dream come true. He currently works solo, and serves the region of the north side of Chicago all the way up to the southern part of Lake County, specializing in the North Shore.

With 25% repeat and 25% referral business, it’s Mark’s customer service and deep-seated knowledge of the business that keeps his clients coming back to him. “I don’t know many people that have 36 years of experience in the business, I’m sure they exist of course, but when you add that with a bachelor’s degree in real estate, there can’t be too many of us out there with these credentials. I spent 29 years working in employee relocation for a major Chicago area food company, that’s where the customer service side comes in to play. I just really enjoy what I’m doing. I know that sounds kind of cliché, but I do.

I don’t consider this a job or even a career; it’s a passion of mine. Going the extra mile to do all the things that others don’t do, or would even consider doing—the “Unexpected Extras”—I know my clients really appreciate it. Selling and buying a home can be stressful, I like to make it a fun and enjoyable experience for my clients.”

Despite our society’s modern trend of reluctance towards speaking on the phone, Mark ensures that he remains in contact with his current and past clients in a way that is most comfortable for them. “We live in an impersonal society right now where text and emails have taken over for an actual phone call. But I’ll stay in touch with my clients through phone calls, texts, and personal visits.”

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In order to complete the 35 to 40 transactions per year, with an average price point of approximately 400k, one must really be organized and love this job, and for Mark it’s the variety that keeps things spicy. “It’s fun, it’s just different. People don’t understand how I work seven days a week. But it’s not mundane. Everything is different, every person is different, every transaction is different. It’s the diversity of it. Not doing the same routine all the time.”

Besides work, he also enjoys spending time with his adult kids and traveling. Staying healthy and keeping his body in great shape are also important for him, which is why he works out daily.

Mark envisions the future of his business as continuously evolving. He wants to stay on top of the newest trends and keep up with the technology. “A lot of people don’t want that verbal communication anymore, they just want texts. So you just have to stay fresh and accepting of change. Many people are reluctant to change, but if you don’t want the world to pass you by you have to accept it and embrace it.”

My Motto: “Building Relationships That Last A Lifetime”

To learn more about Mark Schrimmer email Mark@MarkSchrimmer.com, visit MarkSchrimmer.com, or call (847) 764–5532 www.

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Living On Commission

by Linda Brakeall

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

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

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

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

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

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

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

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

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

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

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

Copyright©, Linda Brakeall.

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TOMMY STANTON Tommy Stanton grew up in the real estate business, going to listing appointments with his father and learning along the way. “I always had a passion for real estate and couldn’t wait to get into the business,” Tommy says. He studied art and design in college, but he says, “I always knew in the back of my mind that I would come back to real estate.” Tommy got his license in 2011, and has been serving his clients with empathy and compassion ever since.

As an agent at Exit Realty Gulf Shores, Tommy serves all of Baldwin County, Alabama, with a primary focus on the coastal area and its resort market. “But I do it all,” Tommy says. “I work in rural and city areas as well. This is a very diverse area, which lets me branch out a lot.” Close to 90% of Tommy’s business comes from repeat and referral clients, who keep coming back to work with him because of his honesty, communication, and compassion. “I walk my clients through process and try to guide them on a path that will fit their needs,” he says. “My job is to have their interests first and protect them.”

explains, “so you have to make sure you stand out and show well. First impression is everything, so I want to make sure everything is done properly.”

Outside of work, Tommy is active in his community.

He is involved at his kids’ school and volunteers with his daughter’s Girl Scout troop. Tommy has also been involved with the YMCA of South Alabama, and takes an active role in professional organizations. He served as MLS chair for five years and is currently on the Board of Directors for Baldwin Realtors. When he is not working or giving back, Tommy loves spending time with his family, and doing anything on the water: jet skiing, boating, going to the beach, swimming, and kayaking.

In the future, Tommy plans to integrate his design background even more into his work. “I want to help people update their properties so they can see a return on their investment,” he says. Most of all, Tommy wants to continue giving the same great personal service to his clients. “I love interacting with all different kinds of people, being out at properties, and seeing what’s new on the market. Every day is different. That’s why I love this job.”

Tommy stays in touch with past clients, often via social media, as well as phone calls, emails, and handwritten notes. “Sometimes I like to pop by with something fun like popsicles for the kids,” he says, “small touches that feel personal and sincere, because I genuinely want to know how they’re doing.”

When he prepares to list a home, Tommy uses his design background, combined with his real estate experience, to determine what will sell and where changes need to be made. Tommy brings in a professional photographer to take high-res photos of the property, and he also uses Matterport virtual tours so potential buyers can view a house in detail before they even visit. “The vast majority of buyers are looking online,” Tommy Top Agent Magazine

For more about Tommy Stanton, please call 251-213-1860, email tommy.exit@gmail.com, or visit alabamagulffront.com www.

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PITINA STUCKY DE JUAN Top Agent Pitina Stucky De Juan – Lead of Berkshire Hathaway Home Service’s PS International Team in Baltimore, Maryland – is a consummate, dedicated real estate professional who has inspired confidence in buyers, sellers, and investors, both in the United States and abroad. Whether advising her clients in English, Spanish, French or Arabic – the multilingual Pitina and her team can always be trusted to place the best interests of their clients front and center.

Pitina began her journey in real estate in 2006, following a lengthy career in finance living in her native Madrid, then Brussels, and then Paris. Upon meeting her American future husband and relocating to the United States in 2005, Pitina decided to make a career shift, and began studying to become a Realtor. This was no small order, as Pitina had to learn to speak American English first. She picked it up rather quickly, and she was soon licensed.

This came as no surprise to anyone familiar with Pitina’s indefatigable work ethic and focused commitment. “I feel like I’m an example of the American Dream,” says Pitina. “What I was able to accomplish here so quickly I could never have accomplished in another country.”

Currently overseeing an equally dedicated staff that includes three other agents, a Marketing Coordinator and a Transaction Coordinator, Pitina has built a thriving business based upon a foundation of honesty and integrity, and one that focuses heavily on an international clientele. Currently, the lion’s share of Pitina’s considerable business is based upon repeat and referred clients, a sure sign that they are providing excellent customer service. One needs to look no further than industry website Zillow.com, on which site Pitina holds a perfect, five-star overall rating comprised of scores of glowing testimonials. “Pitina was absolutely wonderful,” reads just one of these. “She laid out the process step-by-step so there were no surprises. She was very knowledgeable about the area and guiding us to what we wanted. She was very honest about what we were looking at and at no time did I ever feel like she was pressuring or pushing 58

us to buy. I would highly recommend her to anyone looking to buy or sell a home.”

There are many other factors that come into play when assessing Pitina’s success story, including her background in Finance.

“Because I have that background, I understand the market very well, and I’m well situated to advise my clients about when it’s a good time to buy or sell.” Another reason would be her exceptional negotiation skills, as well as her marketing prowess. Professional photography ensures that each of her properties is shown in its best light, and focused, targeted marketing and wide exposure via the internet and multiple social media platforms make certain her listings are seen by as many potential buyers as possible. The most common outcome is a fast sale for top dollar, not to mention happy customers.

As for the future of her business, Pitina’s plan is to expand even further into the luxury market, and to continue growing her already-thriving business. Above all, however, remains her commitment to providing the very best customer service available in the Baltimore area.

For more about Pitina Stucky De Juan, please call 410-900-7436 email pstucky1@psinternationalteam.com, or visit psinternationalteam.com www.

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Branding Bad in Real Estate Marketing

by Rob Flitton

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

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

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

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

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

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

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

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

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

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

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

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

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

The solution for any agent is to drill 60

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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AMY TERRY Amy Terry has been a licensed real estate broker for 15 years. Her career started while she was still in high school, answering phones at RE/MAX with her best friend.

Amy continued working in real estate offices through her undergraduate years at CU Boulder, though she was on a pre-law track.

After receiving her acceptance to law school some doubt crept in about actually pursuing law so she chose to do a year deferment and get her real estate license instead. “That was 15 years ago and I never looked back,” she says.

Today, Amy is a managing broker and team lead with 8Z. While the agents in her office work solo, they provide each other with a lot of support. Amy serves the Littleton area, a suburb of Denver where she grew up, and runs the Littleton branch of 8Z. To maintain business, Amy is on top of marketing, with a full-time marketing department to help them out, which Amy needs, as she averages between 35 and 40 transactions per year. When it comes to selling your home Amy offers what she calls 8z Select. “It offers sellers unique options when it comes to selling their home. We offer an open market sale, an instant offer sell, and in house bridge option so you can buy a new home before you sell and finally we have a listing concierges team to inspect and prepare the home for the sale,” Amy says. “If a seller chooses to go the open market route we have a full time team including photographers, stagers, marketing, and transaction coordination to maximize your home marketing online as well more traditionally through postcards, fliers, open houses, and more.”

Staying in touch with past clients is just as important as attracting new ones. “We do a lot of client appreciation gatherings throughout the year, and we have a newsletter we email once a month,” Amy says. ‘I send monthly postcards as well. We call them Client Appreciation cards, and

they have a buy-one get-one or a 50% off coupon for a local business.” Amy will also hold annual real estate reviews for her clients, meeting with them to go over their goals.

“I really see myself as a consultant, not a salesperson,” Amy says. ‘My clients are my clients for life. It’s really fun for me to get to the core of what their goals really are and how we get them there.” She says she’s even talked clients out of selling, advising them to keep their properties as rentals. “I really thrive, as a managing broker and as a real estate agent, on helping people reach their goals. For me, it’s not about making a sale, it’s about getting them into their dream home, or setting them up with a rental that’s going to pay for their kids’ college. It’s the bigger picture.”

Her team agrees. “We have a saying at 8Z: Always make sure you’re representing the client and not the deal.”

That compassion and dedication to people doesn’t stop with real estate. Amy is a sponsor of the Outdoor Lab Foundation, a fundraiser for Outdoor Lab schools. 8Z’s CEO, a former Marine, started an organization called Salute Colorado, which helps veterans transition from military to civilian life, including helping them get real estate licenses if they choose to pursue a real estate career. Amy donates a portion of proceeds from all of her closings to Salute Colorado. Her passion about the community is strong -she’s a sixth generation Coloradan, born and raised in the very community she serves When it comes to planning for the future, Amy is keeping her options open. “What I love about real estate is that there are always different avenues.” Besides being an agent, she’s also worked as a mentor and on some development projects. “I would like to further my development experience, particularly in the downtown Littleton area where I live,” she says. She’s also started an education series for people looking to invest in rental properties. “[Real estate] is not just a job,” Amy says. “I really feel integrated into the community and enjoy working with local home buyers and sellers.”

To learn more about Amy Terry, visit amyterry.8z.com or her Zillow profile, email AmyTerry@8z.com, or call (303) 882-3954 https://www.zillow.com/profile/Amy-Terry/

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

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

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

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

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 62

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

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

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

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

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

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

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MICHAEL THORNTON Michael Thornton grew up around the real estate industry. Though his dad was in the business for 40 years, he wasn’t sure that was the direction he wanted to pursue. “I was more interested in the investing side of the business,” he recalls. But before entering his first year of Michigan State, his Dad suggested he get his real estate license so he could help out during summer breaks. After graduation, he began his career working for Kraft Foods. It wasn’t until after he made his first investment and real estate flip that he realized he should open his own brokerage.

That was three years ago. Michael now heads up the Michael Thornton Team at Keller Williams Premiere Properties in Glen Ellyn, Illinois. His 3-person team consists of an assistant and a buyer’s agent, and 50-60% of his business is by referral.

Michael credits his rapid success to the fact that he focuses on educating his clientele. “I make a point of being professional by consulting and educating clients to make the best possible decisions,” he says. “Not everyone expects this, but I know they appreciate it. I’m here to develop relationships and help people.”

His clients agree with his methods. One writes: Mike is one of the best real estate agents we have ever worked with. He is so honest and genuinely interested in making sure the house you purchase is right for you. He doesn’t try to push you into something you are not ready for or cannot afford. He is so patient and just an all-around wonderful person to work with. I would recommend him for any of your buying or selling needs.

To market his listings, Michael relies on strong “coming soon” campaigns. “We heavily post on social media to drive interest,” he says. The team also utilizes house staging, professional photography, as well as sending out cards and mailers. “We also put out cool videos and leverage our agent base,” he says.

In addition to loving the business and the people he works with, Michael enjoys the autonomy of his job.

“It’s so important to make the time to work with people one-on-one,” he says. “I look forward to each and every day.”

Michael believes in giving back to his community, so he is not only involved with his church, he sits on the board of his local coffee shop to help promote business. He also coaches football and basketball for his son’s teams.

When not working, Michael is a golf fanatic and is currently exploring new interests. “My wife and I are now getting into wines and wine-tasting, so I’m excited about that,” he says.

As for plans for the future, Michael wants to continue the momentum of his success and ultimately expand. “We’re investigating adding an investing side as well as looking into rentals,” he says. “The great thing about our business is there are so many aspects to explore.”

To stay in touch with clients, Michael believes in implementing “the personal touch.”

“I send out hand-written notes or flowers when people reach major goals in their transactions. Around Thanksgiving, I hand out pies,” he states. “I also call them to check in, send out birthday cards, and hold events like Happy Hours for mingling.” Michael aims to hold three client appreciation events per year.

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To learn more about Michael Thornton, email michael.r.thornton@kw.com, visit michaelthorntonrealtor.kw.com, or call 630-532-9246 https://

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